Brokers push to put annuities into planning framework

In an attempt to pull further away from the transactional nature of annuity sales, brokerage executives are using tools to help their advisers fit product sales into a planning context.

“It’s a process — retirement income — and more detailed conversation is needed,” Ed O’Connor, managing director of UBS Financial Services Inc., said during a panel discussion Monday “Retirement income – Service or Product?” at the Insured Retirement Institute’s annual marketing conference in New York. “The conversation and the planning tools help you parse out what’s most important to clients...”

Investment News: Brokers push to put annuities into planning framework