ID Trends Winter 2021 ID Trends Winter 2021 | Page 27

WINTER 2021 27
How often sold traditional VAs over past two years , by channel
10 %
27 %
9 %
13 %
18 %
27 %
48 %
71 %
51 %
18 %
51 %
SOLD EXTENSIVELY
SOLD OCCASIONALLY
21 %
SOLD RARELY
42 %
18 %
NEVER SOLD
18 %
1 %
Full-service National B-D
18 %
4 %
Independent B-D
22 %
Independent Financial Advisor
Independent Agent
13 %
All channels
Based on 532 advisors who sell annuities . “ All channels ” includes 23 bank representatives .
One-year sales expectation for traditional VAs , by channel
2 %
6 %
2 %
4 %
5 %
32 %
27 %
22 %
22 %
27 %
SIGNIFICANTLY HIGHER
55 %
51 %
SOMEWHAT HIGHER
51 %
54 %
ABOUT THE SAME
61 %
SOMEWHAT LOWER
SIGNIFICANTLY LOWER
6 %
10 %
4 %
1 %
Full-service National B-D
11 %
5 %
Independent B-D
15 %
Independent Financial Advisor
Independent Agent
All channels
Based on 466 advisors who have sold VAs in the past two years . “ All channels ” includes 20 bank representatives .
13 %
9 %
5 %
Annuity Trends continued on page 28