Cerulli Edge - Advisor Edition Topic: Going Grey - 3Q 2012

Cerulli Associates, July 2012, Pages: 16

In the Third Quarter 2012 issue of The Cerulli Edge®—Advisor Edition titled Going Grey Issue, Cerulli analysts explore the challenges and opportunities advisors face in planning for their own retirements and in dealing with the unique advice needs of older clients.

Overview: Too Much Unfinished Business
B/Ds challenged when helping both advisors and clients deal with ageing
- Advisor Obstacles to Providing Retirement Income Advice, 2011
- Elements Addressed In Retirement Income Plans, 2011

Greying Advisors: Overstaying Your Welcome
Advisors' reluctance to solidify succession plans jeopardizes B/D and asset management relationships—and AUM
- Quantifying Succession, 2Q 2012
- Advisor Age by Channel, 2Q 2012
- Projected Buyer of Practice by Years to Retirement, 2011
- Means Used by Advisor Teams to Make Product Decisions, 2011

Greying Clients: Retooling for Ageing Clients
Serving an ageing client base requires preparation
- Percent of Advisors' Clients by Age Range, 2008–2011
- Household Goals, Concerns, and Risk by Age Range, 2011
- Annual Household Contact Levels by Type of Contact and Age Range, 2011
- Reasons for Client Departures, 2011

Quantitative Insights
Retirement Income Challenges
- Expected Revenue Change Resulting from Retirement Income Transition, 2011
- Advisor Methods to Target Rollovers, 2011
- Advisor Use of Retirement Income Products and Strategies by Channel, 2011
- Advisor Opinion of Retirement Income Funds, 2011

Retirement Income
- Retirement Income Sources by Investable Asset Range, 2010
- Reason for Not Consulting Professional Advisor to Develop Retirement Income Plan by Age Range, 2011

Wealth Transfer
- Total Investable Assets Transferred by Year, 2011E–2050E
- Distribution of Estate Assets for Taxes, Charity, Expenses, and Beneficiaries by Investable Asset Range, 2010

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