Characteristics of Baby Boomer Policy Sellers

This post is the second in our series of continuing education resources for advisors.  The life settlement industry is complex and we here at Ashar want to make it easy for you and your client to navigate this complicated field.

Many of your clients are in their 50s and 60s are starting to retire or are preparing to. However, the state of the economy has many seniors scrambling for liquid assets—particularly those needing to fund their healthcare costs, having difficulty making their life insurance payments, or those who have exhausted their savings.

Most of these seniors are members of the Baby Boomer generation, meaning they were born between 1946 and 1964. They may be prime candidates in the near future for selling their life insurance policies on the secondary market for cash, particularly as the aging of this large generation puts a strain on social welfare systems.

There are three major characteristics that set the Baby Boomers apart from generations that have come before and after. Keeping these traits in mind will help you understand how to best communicate with and win the trust of a Baby Boomer hoping to sell his or her life insurance policy.


6 Books Recommended

When it comes to the life settlement industry, we at the Ashar Group are known not only as influencers but as thought leaders. Still, we've found that no matter whether you're just starting out in the industry or are a seasoned professional, there's no harm in picking up a book during your time off.

Top performers in many industries are avid readers, and it's no surprise why: choosing to seek self-improvement communicates a certain level of commitment to the job at hand, and there are so many skills to improve upon. Below, you'll find a list of six books that we recommend for learning how to better communicate with clients, hone your negotiation techniques, and refine your leadership skills.


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