Insurers need to work harder at educating advisors on how their products work if they want to boost sales, according to a quantitative study of four groups of seven to 10 advisors by Matthew Drinkwater, associate managing director specializing in retirement research at LIMRA in Windsor, Conn.

Insurers trying to persuade registered investment advisors to pick up the pace may be barking up the wrong tree. None of Drinkwater’s group of independent advisors were interested in hearing anything about the product, as they feel such retirement income vehicles undermine their cache as experts.

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