Serving the Mid-Market

Introduction as to why InFRE is involved in middle market


1.  Add new Paper written by Salter and Nathan in JFP on the online survey

2.  Approaching the Underserved Middle-Market: Insights from Planners – A Joint Initiative of the Financial Planning Association, the Society of Actuaries, and InFRE

By Anna Rappaport FSA, Jaleen Edwards, and Betty Meredith, CFA®, CFP®, CRC®

This paper is a summary of focus groups with financial planners at the Financial Planning Association 2012 Retreat in Scottsdale, Arizona on May 6-7, 2012.

Many surveys of America’s middle-market have found that this market is vastly underserved when it comes to financial planning, services and products. Such individuals have little savings and little or no access to, or use of, financial services and products that help foster financial security. As a result, many of these households are ill-prepared for retirement as well as for the many financial demands they face before retirement. How to turn this situation around is becoming a top financial industry priority.

In early spring of 2012, the Society of Actuaries, the Financial Planning Association (FPA) and the International Foundation for Retirement Education (InFRE) decided to co-host some focus groups to study the problem. The group participants were FPA members who have experience with serving the mid-market. The goal of the sessions was to learn how advisors are reaching out to this market and to uncover the roadblocks that they think are deterring greater mid-market use of financial services. The planners were also asked to suggest strategies that could help increase mid-market access to financial advice and products.

The planners’ responses provide telling insight into the problems and opportunities that lie ahead for financial professionals, actuaries, educators and others who want to see this market expand. Some of the key points are identified in this paper.

To read the full summary, click here.


3.  InFRE participates in SOA Committee to identify

common mid-market retirement profiles

April, 2008 – Segmenting the Middle Market: Retirement Risks and Solutions – Phase 1 Report

The Society of Actuaries’ Committee on Post Retirement Needs and Risks is pleased to make available the Phase 1 report of a two-phase effort.  The effort is defining relevant and actionable consumer segments among middle-income / mid-level net worth households (Phase 1) and decision processes that could lead to solutions that address the retirement risks of each segment (Phase 2).  The Phase 1 report, authored by Noel Abkemeier and Brent Hamann of Milliman, may be accessed at the following link:

The Phase 2 report is expected to be available in the near future.  If you have any questions, please contact Steve Siegel, SOA research actuary, at