Senior Market Advisor, published by Summit Business Media, announced the results of its annual Advisor Survey in the March 2012 issue.

The third annual Advisor Survey asked subscribers, licensed insurance and financial advisors serving the senior market, to provide their thoughts on their practice and the state of the industry. Questions included issues that keep them up at night, what marketing strategies are working, and not working in the current economic climate, how new technology has changed the way they do business, whether or not advisors' relationships with their longtime clients and prospects have changed, as well as the fears their clients are facing.

"We received great insight from our readers in our third annual Advisor Survey," said Senior Market Advisor Editor Daniel Williams. "As in our previous surveys, we received valuable data from advisors on their biggest challenges, what keeps them up at night and, most importantly, where they're finding success. Thanks to all who participated in the survey. We will implement the suggestions you made and provide you with the tools you need to succeed."

Highlights of the Advisor Survey include:

• The economy (30%) edged out lead generation (29%) as the number one issue keeping advisors up at night. Lead generation was the most troublesome issue in 2011, cited by 42%.
• Forty percent of advisors work in a brick & mortar office (outside their residence) and shared with other agents; 38% work out of their home.
• When asked where they were finding their biggest success right now, 35% said life insurance, followed by annuities (32%). Last year, the top spot was taken by annuities (41%).