RVP-South
In the shifting landscape of retirement planning, new data suggests a widening gap between what retirees want and what financial advisors are prioritizing-especially when it comes to guaranteed income in retirement.
According to Global Atlantic Financial Group’s 2025 Retirement Outlook Survey, retirement-age investors and financial advisors often disagree on what matters most in a secure retirement. The survey, which polled 1,009 investors ages 55–75 with $250,000 to $2 million in investable assets who work with financial professionals, alongside 514 financial advisors, reveals clear areas of misalignment.
Investors Prioritize Guaranteed Income – Advisors Less So
One of the most striking findings from the survey is how much more retirees value income they can rely on throughout retirement compared with how frequently advisors emphasize it in planning conversations:
- 88% of investors say that investments providing a steady income stream in retirement are a priority. Yet only 66% of advisors see this as essential.
- When it comes to guaranteed income beyond Social Security and pensions, 83% of investors view this as important-more than twice as many as the 46% of advisors who consider it a key focus.
This gap suggests many advisors may not be fully appreciating retirees’ desire for predictability and security. Guaranteed income solutions-such as annuities or income-focused retirement strategies-are expressly designed to reduce longevity risk (the risk of outliving your savings), yet fewer advisors are pushing these options as enthusiastically as clients might want in favor of managed accounts.
Why Guaranteed Income Matters More Than Ever
The demand for guaranteed income is not just a preference but a reflection of retirees’ financial realities. A majority of investors worry about key risks that can erode retirement security:
- 67% are concerned that their income won’t last their lifetime.
- Rising healthcare costs and inflation are significant concerns for retirees, creating volatility that fixed-income portfolios may not easily buffer.
Despite these concerns, fewer than half of investors have discussed annuities-one of the most common guaranteed income vehicles-with their advisor. Only 46% have had such conversations, even though lifetime income plans are important to many.
What This Means for Financial Advisors
The survey’s findings point to a substantial opportunity-and responsibility-for financial professionals:
- Close the Communication Gap: Advisors should ask deeper questions about clients’ income goals and risk tolerance, especially in light of retirees’ focus on stable, guaranteed income.
- Rebalance Retirement Strategies: While growth and market exposure remain important, clients clearly want income certainty and protection against market downturns-preferences that current planning conversations may not fully reflect.
- Educate on Income Solutions: Products like annuities often carry complexity, but advisors who help clients understand how these solutions can support lifetime income may deepen trust and alignment.
Advisors who adapt to this changing client mindset may not only help their clients better navigate retirement, but also strengthen long-term relationships grounded in shared priorities.
Wholehan Marketing can help with guaranteed income solutions of all types, immediate or deferred, fixed or indexed we are here to help keep your clients safe and grow your business. Give us a call at 1-800-535-6080 with your next case.