1.The Retirement Market A Key Opportunity for Advisers For Professional Adviser Use Only Stephen Hunter National Sales Director Ross Holloway National Accounts Director

2. At retirement opportunity

Driving factors:

DC Pension sales in late 1980s/early 1990s

Equity recovery in DC funds

Increasing longevity

At retirement market (bn) UK at retirement market for financial products to increase by 60% in next 5 years from 14 billion to 23 billion Source:Watson Wyatt Press Release UK July 2009 Source: Watson Wyatt, July 2009 3. Age Population (thousands) Population (thousands) The baby-boomers are beginning to retire The market increase will be sustained Source: Population: by age and sex 2001 .Census, Office for National Statistics; Government Actuary's Department 500 500 1000 1500 2000 2500 1000 1500 2000 2500 0 4. At retirement; the issues

Advisers

Regulation

TCF

RDR

Risk

Client relationships

Business profitability

Clients

Life Expectancy

Health

Annuity rates

Lifestyle

Relationships

Attitudes

Investment conditions

Inflation

5. The current market

A chance to re-invent and grow

93% of people buy a lifetime annuity when they retire (460,000 people in 2008) with no chance to change income levels, and poor death benefits 65% of people dont use their Open Market Option 64% of people buying an annuity choose a Single Life Level Annuity to secure the highest starting income that inflation will erode away 93% 65% 64% Source: ABI research paper No.8, 2008 | ABI New Business statistics 2008 6. The retirement landscape Investment Risk Mortality Risk Source:ABI New Business statistics 2008 Lifetime Annuities12bn Drawdown 3bn 7.

Significant and sustained increases in life expectancy

People are living longer and face a longer period of retirement, during which their income needs will be greater and more varied than those of previous generations.

ABI Retirement Income Policy Paper. Time for Change: Seven proposals to improve DC pension benefits in retirement, January 2010.

Today, average life expectancy in the UK is increasing at more than five hours a day, every day.

Rejuvenating ageing research.A report by the Academy of Medical Sciences, September 2009.

Changing employment and retirement patterns

Retirement is no longer an absolute switch from working life to retirement, but a phased one likely to include either a longer working life or even a return to the workplace.

ABI Retirement Income Policy Paper. Time for Change: Seven proposals to improve DC pension benefits in retirement, January 2010.

Drivers for change 8. Annuity rate movements Source: The annuity bureaux2009 9. Delaying annuitisation? When should you buy an annuity? Source:www.fsa.gov.uk/tables (25 September 2008) 70% higher Annuity rates could be lowerin the future 50 6,084 Level Annuity rates: single male, 100k, no guarantee 6,480 7,008 7,728 8,832 10,428 55 60 65 70 74 10. Enhanced annuities the benefits of delay? Source:sharingpensions.co.uk 10/09/09 100,000 purchase price, level annuity 11. The retirement headache

Inflation rate for average pensioner couple

4.6% Outlook for inflation? Source: Bank of England, January 2010. CPI inflation projection based on constant nominal interest rates at 0.5% and 200 billion asset purchases. Source:Institute of Financial Studies(Press release 09/03/09) Single male pensioner 5.8% Single female pensioner 6.8% 12. Changing face of retirement

Retirement is no longer an absolute switch from working life to retirement, but a phased one likely to include either a longer working life or even a return to the workplace. ABI, January 2010.

Clients aged 55 65

Healthy

Active

Part time work

Parent(s) alive

Retain current property

Future largely unknown

Partner alive

Desire to do more

Expenditure still high

A very different retirement to 20 years ago

Clients aged 75+

Health may have deteriorated

Less active

Complete retirement

Inheritance received

Property down-sized

Future more limited

May have lost partner

Desire to do less

Expenditure reduced

Has traditional retirement moved here?

13. Time for change?

Lifetime annuity is the default option for the majority

Clients to think carefully before taking an irrevocable decision

Why would a client lock themselves out of flexibility and future upside

Annuitisation at age 75 as the new default?

14. ABI Retirement Income Policy Paper Time for Change on Retirement Income options

This paper published 7 January 2010 discusses

Building a flexible and sustainable framework

Raising the current age requirement for buying an annuity or ASP from 75 to 80

Allowing value protection payments to dependants of those who die after age 75

Addressing the issue of stranded pots by standardising trivial commutation limits for occupational and contract-based DC pensions

Introducing an exemption from the requirement to buy an annuity (or ASP) for retirementincome products that provide a lifetime income guarantee

Increasing the maximum GAD income limit applied to ASPs from 90% to 120%

Reducing the tax rate on lump sum death benefits for annuities, Unsecured Pensions and ASP

Allowing consumers with small pension funds to amalgamate their funds with theirspouse or partners pension savings to enable the purchase of a joint-life annuity

15. The retirement landscape Middle market Investment Risk Mortality Risk Lifetime Annuities12bn Drawdown 3bn Source:ABI New Business statistics 2008 16. How the market has changed RISK lower higher Flexibility higher Lifetime Annuities MiddleMarket Products Unsecured Pension 17. Client objectives

Cash now, income later

Fixed, secure income for life

Fixed secure (higher) initial level of income

Defer all or part annuity purchase

Maximise flexibility

Estate preservation

Keep investment control

• Maintain pension pot

• Beat inflation

• Investment growth

Balanced against risks facing retirees

Investment performance and timing

Corrosive effects of inflation

Other economics, e.g. interest rates

Longevity

Health fade

18. Adviser objectives

The beginning of a new client relationship

Increased demand for advice

Long term relationships - extending the marriage to the client

Fees that reflectongoingadvice and support

19. Our view on retirement planning - the Retirement Journey

Four key phases:

Saving thinking about how to spend retirement years, building up the funds needed to enjoy retirement to the full, deciding on a suitable investment strategy.

Consolidating appraising retirement goals and saving plans, tuning up investment strategy.

Planning - understanding requirements in detail, making choices about retirement savings.

Managing the retirement lifestyle maximising and sustaining income, fulfilling chosen lifestyles, cushioning against unforeseen issues and events.

30 40 years before retirement 15 - 20 years before retirement Within 5 years of retirement Earlier retirement years Later retirement years At Retirement Saving towards retirement Consolidation Planning Managing throughout retirement Building up funds through contributions Retirement renew Considering issues and options Adapting to changing circumstances 20. The Retirement Plan from the Select Portfolio PPS account -Savings Income not linked to GAD limits Combined income not to exceedGAD limits Retirement Plan USP account -Income To be invested, with GAD reviews every 5 years Short Term Annuity To provide a fixed income for a set term (min 1 year, max 5 years) No transfer value Select Investment Range Alico Choice, Managed Portfolios, Guaranteed, Structured Uncrystalised accumulation contract(s) USP Transfers Tax-Free Cash Lump sum of up to 25% of value of pension pot Lifetime Annuity Separate contract Ability to drip feed (as a minimum) capital amount of 5k Income (Fixed) Income (Variable) Income (Fixed) After term, no value 21.

Retirement may be an ending, a closing, but it is also a new beginning."

Thank You

Alico Wealth Management is a trading style of American Life Insurance Company Limited (Alico), a private limited company incorporated with limited liability in Delaware, USA No. 0123730. Head Office: One Alico Plaza, Wilmington, Delaware, USA 19801. Registered in England No. BR000230.Branch Office: 22 Addiscombe Road, Croydon, CR9 5AZ. Authorised and Regulated by the Financial Services Authority (FSA Reference Number 139417). comp number 8261. Expiry 15.01.2010.