Annuities
 Those expecting interest rates to rise any time soon will be disappointed. Attached is an article from Yahoo business that drives the point home. So, how do you sell in a low interest rate environment? - Everything is relative. Fixed annuities are very competitive right now. Last Friday, the highest yielding CD in the country offered 3.01% for five years and the highest yielding money market was 1.25%.
- The cost of waiting. Clients are giving up a lot of money by waiting for rates to go up. Compared to the highest money market account, a person is giving up $1,500 per year per $100,000 by not taking advantage of a 3% fixed annuity.
- Use an illustration. It is a graphic way for your client to see that their money in a fixed annuity is growing. People love pictures.
Looking at it a different way, say you are deciding between two cars. One is $25K and the other is $35K. You are going to ask, "What am I getting for $35K?" Clients should be looking at rate as only one feature and should have you explain to them the other key features of an annuity. We can help you with this; give us a call. The following are some of today's best multi-year guarantee rates:
- 7 yr rates as high as 3.85%
- 5 yr rates as high as 3.65%
Please call for product details and to confirm rates as they can change daily. Please review our Top Picks or use our rate/plan search tool. Contact Adam Frechette at ext. 230 for answers to all of your annuity questions and sales support. Please also try our online quote request tool. |
Disability Income
Join us for our monthly webinar: Disability Income Basics Thursday, July 15th, 3 pm EDT Dial in and better understand the products, contracts and riders. |
Sales Tip 
Are you getting your share of referrals? Why do most referral efforts fail? Let's look at four areas critical to referral success. - Not enough centers-of-influences (COIs). You should have 10-12 core COIs and about 100 potentials in a business network. Take your core COIs to lunch on a regular basis and ask them for suggestions.
- No system. Contact your COIs twice a month. The first is a call to just touch base. The second is in person and you should bring something pertinent to that professional's business such as an article.
- Lacking zest and differentiation. You have to set yourself apart from other advisors. What do you do differently than other advisors? Be very specific.
- No sincere connection. Open an "investment relationship account". Take the time to really get to know your COI. Find ways to add to the relationship. Be a reliable resource. Ask for advice. Always create a positive impression.
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Oh, no! A case of yours comes back from underwriting with a T-B rating. It's a surprise to everyone; your client was expecting Preferred rates. What do you do? How can you save the case? Here are some good alternatives:
Source Brokerage Inc 