A recent study found that when retirees were essentially faced with a coin toss, where if it came up heads they'd win $100 and if it came up tails they'd lose $10, half of the retirees wouldn't take the bet—even though the upside is 10 to one. This has strong implications for fixed annuities. The first one is that a significant number of retirees won't have anything to do with the stock market if they understand that money can be lost. The key here is the retiree understands that there is a risk of loss. You need to ask questions such as "If you had $100,000 in an investment and it was worth $80,000 tomorrow, what would you feel like doing?"
Here's how you can make the case for a fixed annuity despite your client's risk aversion.
Half of retirees wouldn't risk losing $10 to make $100 even if the odds were 50/50.
Another risk-aversion implication is the way that index-linked interest is presented, which may cause a prospect not to buy. If a consumer is faced with a choice of renewing a 1 percent bank CD or getting an index annuity with a cap of 3 percent and a zero percent floor, the consumer tends to look at this as an all-or-nothing gamble: "Since I'm only hearing two numbers–3percent and zero percent–obviously there's a 50/50 chance that I'll wind up with nothing." A way to avoid this conclusion is to reframe the equation.
