Jun 14

I Hate Annuities

Have you ever had a client or prospect say, “I hate annuities?”

When I have conversations with clients about why they hate annuities, I have to do some digging to get to the answer. The first question I ask is, “what is it about annuities that you hate?” The common theme I find during these discussions is that clients don’t have a clear understanding of what an...

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Nov 09

3 Questions to Ask When Evaluating an Annuity

People invest billions of dollars in variable annuities with Guaranteed Living Income Benefit riders. After owning these variable annuity policies for several years, many clients begin to reevaluate their purchase and realize they should discuss alternative options with their financial professional.

Plenty of these customers need guidance on what they should do...

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Sep 14

The #1 Most Important Step of Any Sales Process

Selling annuities in today’s financial environment requires an advisor fill out reams of paperwork, which can certainly be time-consuming. However, time-consuming becomes problematic when fact-finding at the first meeting isn't thorough and misses key information.

When I sell any annuity, a thorough fact-finding mission is critical. Using a fact-finder to gather...

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Jun 22

Seasonal Sales Excuses Salespeople Must Overcome

I started my career as a financial advisor many years ago. After much success, I became a sales manager and grew, from scratch, a team of 15 advisors. Soon after that, I started DMI and its been 30 years of lots of fun and success.

As salespeople, we all have fallen victim to sales slumps and head trash about why we are having a bad week, month, quarter, or even...

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Feb 09

Here’s A Solution Many Advisors Are Turning To

Many of their younger clients are beneficiaries for older family members. When their mother/father/uncle/grandmother passes away, they inherit qualified money. In these cases, younger clients can actually face their own RMD dilemmas. When a client inherits qualified assets, sometimes we see them do one or 2 things:

  1. Cash it out
  2. Start the RMD’s
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