Jan 01 2004

Inheritances: Who Expects to Leave Money to Heirs?

In this research we examine the likelihood that households over age 50 will leave a bequest of $10,000-plus or $100,000-plus. Data is taken from several longitudinal studies on aging sponsored by the National Institutes of Health (NIH). In assessing the influences of both financial and non-financial characteristics on the likelihood of leaving such bequests, we find that leaving bequests of these sizes is quite common. We develop marketing implications for credit unions considering whether to offer trust services. The best age range to focus on in marketing appears to be 50-60, preferably the early to mid-fifties. This focus also provides an opportunity to develop relationships with the beneficiaries, who are usually the children of those leaving a bequest.