Many advisers may be accustomed to selling deferred annuities to older clients, but the annuity carriers are making changes in an effort to win over younger prospects, write William Byrnes and Robert Bloink. "As a result, advisers need to recognize that this new generation of deferred annuity products can be marketed even to clients who are in their 30s, 40s and 50s, erasing the common perception that most annuity purchasers are those stereotypically risk-adverse clients who have already retired," they note.

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