Annuity sellers looking for untapped markets should consider trying to explain their products to Hispanic Americans.
Researchers at NAVA, the Association for Insured Retirement Solutions, Reston, Va., have published supporting that idea in a summary of results from a recent survey of 1,000 "retirement-focused" Americans ages 55 to 80.
Participants had to have at least $75,000 in investable household assets, and the sample included 118 African Americans and 118 Hispanic Americans.
Researchers asked participants about their attitudes regarding their interest in "hypothetical investment products" that resembled many popular variable annuity contracts already on the market.
About 67% of all participants who would consider buying variable annuities said they would pay 1% of their investment value per year for the guarantee that, if they kept the investment for 5 years, they would never lose any of their investments and would receive all market gains.
About 54% of all participants said they would be likely to invest more in the stock market if they were guaranteed that they could invest in the market with the possibility of high gains and no risk of loss
