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  • Good Morning, my name is XXXXXXX and what I would like to do with you over the next 40 or so minutes is challenge some of your thinking and perspective on where we have been where we are and where we are heading against the background of what has been, without doubt, a challenging economic climate.Quite frankly, the game has changed – in so many ways. The way we invest, the way we make financial decisions, the way we give advice and the way we engage with our clients. If we haven’t adapted to those changes yet, we’re in for a wake up call pretty soon because the new world is coming.
  • Jason Robinson – League to UnionJonathan Edwards – Union to League and back to UnionAndy Farrell – League to UnionGareth Thomas – Union to League
  • All of this information is processed by our brains and it has been proven that the brain is split into two halves, left and right. The left brain considers all things analytical and the right brain relies on emotion. Everything that our industry produces, delivers and concentrates on is aimed at the right brain – for good reason in many cases – as we have evolved through the regulatory landscape, examination regimes and compliance guidelines. The issue is that the right brain does not make decisions in many situations – the left brain does. The heart rules the head.
  • As we in the UK move forward to a world post RDR, managing client relations becomes our day job. It is dificult to do that without an understanding of the factors which influence decision making. Established in 1997, the Mature Market Institute (MMI) is MetLife’s research organization and a recognized thought leader on the multi-dimensional and multi-generational issues of aging and longevity. MMI’s groundbreaking research, gerontology expertise, national partnerships, and educational materials work to expand the knowledge and choices for those in, approaching, or caring for those in the mature market. MMI supports MetLife’s long-standing commitment to identifying emerging issues and innovative solutions for the challenges of life. In 2009, the MMI published its findings on the role of “purpose”. The MMI developed a model of purpose based on the work of best-selling author, executive educator, and life coach, Richard Leider. Research for this study was conducted by the custom market research and consulting firm, Chadwick Martin Bailey. The study reveals common themes in the model of a Good Life and looks at how to achieve this, the core components and what triggers and transitions we experience in the journey.
  • People pursue a positive state of being, called the Good Life, by continually rebalancing their priorities among various activities that can be assigned into the four core components of Money, Medicine, Meaning, and Place. The process of pursuing the Good Life is likened to a journey made up of numerous transitions brought on by external trigger events which need to be resolved through three phases called unpacking, repacking, and limbo. Throughout this journey, people need to achieve a balanced level of vision and focus in order to appropriately make the trade-offs that allow them to live the Good Life.Analytic Method: The primary intent of this study was to explore the importance of the Good Life and the processes people engage in to attain it. This research quantitatively measured the trade-offs—choices among equally attractive options—people make in their lives to achieve or maintain their version of the Good Life. These choices represent the relative importance of competing aspects in their lives.To measure the value placed by people on the four core components, thirteen activities were identified and assigned to Money, Medicine, Meaning, or Place. These thirteen activities represent the potential areas in which trade-offs are made and were used to gauge respondents’ focus from different time perspectives in their lives. A number of sophisticated analytical methods often used in product and service research were applied to the context of life meaning, purpose, and attributes of the Good Life.
  • But now may well be the time to embark on a programme to deliver the certainty that everyone is looking for – it is a three stage process:ProtectGuarantee and secure your investment from future market downturns. Additional peace of mind and protection for your familyRecoverWatch your investment grow Capturing potential market growth at regular intervals.RepairHelp future income recover further by growing it by a minimum 3% annually for each year income isn’t taken.
  • Compliance slide and wind up.
  • Transcript

    • 1. Have you had your wake up call ?Richard Sheppard
    • 2. The Game has Changed
    • 3. Point of Maximum
      Financial Risk
      Point of Maximum
      Financial Opportunity
      Euphoria
      Anxiety
      Thrill
      Denial
      Excitement
      Fear
      Optimism
      Optimism
      Desperation
      Relief
      Panic
      Hope
      Capitulation
      Despondency
      Depression
      Source: Janus, March 2001
      Investor psychology
    • 4. Left Brain – Right Brain
    • 5. Discovering What Matters - A Model of the Good Life
      Balancing Money, Medicine & Meaning
      Achieving a Good Life
      Core components
      Triggers & transitions
    • 6. Activities Integral to the Good Life
      Money
      Medicine
      Meaning
      Place
      Source: Discovering What Matters: Balancing Money, Medicine and Meaning, MetLife’s Mature Market Institute, January 2009.
    • 7. Relative Importance of Four Life Themes Based on Age
      Balancing Money, Medicine, Meaning and Place
      Money has LESS importance as we age
      Source: Discovering What Matters: Balancing Money, Medicine and Meaning, MetLife’s Mature Market Institute, January 2009.
      Based on points allocated to four core components.
    • 8. Change of Focus
      Accumulation
      Phase
      Distribution
      Phase
      Return on Investment
      Reliability
      of Income
    • 9. Will the Sequence of Returns Matter?1
      £1 million Nest Egg
      £3,800 Monthly Withdrawal + 3% Inflation
      Compare two repeating sequences of returns
      27%
      27%
      17%
      17%
      8%
      Average Return
      -20%
      -20%
      Depleted in 25 years
      Depleted in 30 years
      1.) Source: Moshe Milevsky, Ph.D.; IFID. 2.) Assumptions: Hypothetical return of 17%, 27% and -20% in 3 year cycle for life of investment. Hypothetical investment management fee of 2.05% (0.8% fund company management fee and 1.25% WRAP fee. 3. Assumptions: Hypothetical return of 17%, -20% and -27% in 3 year cycle for life of investment. Hypothetical investment management fee of 2.05% (0.8% fund company management fee and 1.25% WRAP fee.) Figures, calculations, and graphs are for illustrative purposes only. They are based on hypothetical rates of return and do not represent investment in any specific product. They may not be used to predict or project investment performance. Unless noted, charges and expenses that would be associated with an actual investment are not reflected.
    • 10. The Risks
      Many people greatly underestimate
      the time they will spend in retirement
      50%chance of living beyond
      25%chance of living beyond
      Popular
      retirement age
      Male
      85
      92
      65
      Female
      88
      94
      65
      Couple
      At least one person has a chance of living beyond:
      65
      97
      92
      Source:MMI Retirement Income IQ Study June 2008
    • 11. Now is the Time
      Protect
      Guarantee + secure investments from future market downturns
      Additional peace of mind and protection for the family
      Recover
      Watch the investment grow
      Capturing potential market growth at regular intervals.
      Repair
      Help future income recover further
    • 12. Important information
      This presentation has been provided to recipients for information only and has not been approved as a financial promotion. Notwithstanding the foregoing, this presentation is only being provided to professional financial advisers.
      This presentation does not constitute an offer or inducement to purchase or subscribe for securities in a product or fund. The information in this presentation may not be complete and may be changed, modified or amended at any time and is not intended to, and does not, constitute any representations and warranties of MetLife Europe Limited. The information contained in this presentation is intended to provide general information only and does not take into account individual objectives, financial situation or needs.
      All reasonable care has been taken in relation to the preparation and collation of this presentation. Except for statutory liability which may not be excluded, no member of MetLife accepts responsibility for any loss or damage resulting from the use of or reliance on this presentation by any person. The information is taken from sources which are believed to be accurate but no member of MetLife accepts any liability of any kind to any person who relies on the information contained in it.
      The copyright of this presentation and any documents supplied with it and the information contained therein is vested in MetLife. They should not be copied, reproduced or redistributed without prior consent.
      MetLife Europe Limited (trading as MetLife) is authorised by the Irish Financial Regulator and subject to limited regulation by the Financial Services Authority. Details about the extent of our regulation by the Financial Services Authority are available from us on request. Registered address: Riverside One, Sir John Rogerson's Quay, Dublin 2, Ireland. Registration number 415123. UK branch address: One Canada Square, Canary Wharf, London E14 5AA. Branch registration number BR008866. Web Site: http://www.metlife.co.uk

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