What do you worry about at 2:00 AM? Middle of the night stuff. Nothing good. Biggest worries.
Same for your prospects.
Here’s what your prospects are worried about:
#1 Running out of money. Not a surprise.
An AARP study revealed that 2 out of 3 Americans are more worried about running out of money than dying. That’s weird, but true.
In 1970, a 65 year old would live an average 
of 13 years.
In 1980, a 65 year old would live an average of 14 years.
In 1990, a 65 year old would live an average of 15 years.
According to the latest mortality data (Sec. 1.401(a)(9) (2002)), a 65 year old will live an average of 21 years. That means they will need to fund an additional 6 years of lifestyle. $100,000 lifestyle and they will need an additional $600,000, if they spend down their capital.
Even worse, the average age of a widow is 60… and she will live another 23 years after her husband’s death!
The Wall Street Journal reports that only 1 in 3 are financially prepared to live into their nineties. You and I know that is extremely optimistic.
Will I have to rely on my children to support me? is a deeply troubling concern for retirees.
Advertising great, Robert Collier, always said, “Join the conversation going on in the minds of your prospects.” Worries and concerns are on the minds of your prospects.
Worries and concerns move prospects to take action.