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Nearly two-thirds of advisors who sell annuities believe that guaranteed income options will increase in importance over the next five years, according to a new report by Cogent Research and the Insured Retirement Institute.

Advisors say that their discussions with clients have become more emotional and are heavily geared toward securing retirement income as opposed to accumulating assets, according to “The Evolution of the Annuity Industry,” which outlines the opportunities and challenges with annuities through the eyes of financial advisors, investors, broker/dealer gatekeepers and insurance carriers.

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