People behave in mysterious ways, especially when dealing with such emotionally charged issues as saving for retirement. Not exactly news, but something to consider when guiding clients through the risks of market performance, living too long and inflation. How do you mitigate the client's own risky behavior?
According to LIMRA Vice President for Retirement Researcher Alison F. Salka, it's all in the presentation, or framing. Products or concepts that in one context produce a negative emotional reaction can be quite inviting when presented another way.
"Consider that most people seem comfortable with the idea that they can live on 70 or 80 percent of their pre-retirement income," said Salka. "People seem a lot less comfortable, however, when asked about their planned spending reduction of 20 or 30 percent."
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