Sales Ideas

August 7, 2017

Social Security Survivor Benefits: Don’t Just Survive, Maximize The extra funds overlooked in survivor benefits can mean the difference between living in poverty and relative comfort for many clients. Read more.

Prepare Your Clients for These 5 Life Events Retirement planning is far from the only component of a robust financial plan. Read more.

Sales Ideas

August 3, 2016
  • Americans want solutions that can increase income in retirement Half of respondents say they feel that it is “very” or “extremely important” for a product to offer the possibility for income increases over time. Read more.
  • MetLife shelves 148-year-old U.S. retail brand for ‘Brighthouse’ The insurer is seeking to give a fresh identity to the U.S. operation that offers annuities and life policies to individuals. Read more.
  • Retirement planning for small business owners Your clients who own small businesses may be so focused on day-to-day operations that they are forgetting retirement and succession planning. Here is how you can help. Read more.


Five Great Sales Ideas

May 25, 2016
  1. What women want: Annuitizing retirement assets Women have different needs than their male counterparts when it comes to retirement.
  2. How to gauge the income tax consequences of an annuity transaction Each of these 15 common annuity transactions has a different income tax implication.
  3. 10 tips for making the most of your new-client appointments Advisors only have a limited amount of time with each new prospect and must know how to optimize that their time while earning trust and inspiring client confidence.
  4. Can fixed annuities and rising interest rates coexist? Annuity product innovations aim to stop clients from jumping ship as interest rates rise.
  5. Life insurance sales growth a priority for banks, credit unions Three in four banks predict that recurring premium life insurance products will be a much larger part of sales.

Genworth Sales Suspension

February 5, 2016

Yesterday, Genworth Financial announced its decision to suspend all sales of traditional life insurance and fixed annuities; however, they will continue to manage their inforce block.

At present, Genworth has not announced the transition rules but we will communicate those as soon as they do so. I have attached Genworth’s message to its customers, distributors, and partners. View the press release for more information.

Should you have any questions please contact Tom Merrion via email or at 847-598-0032.

Prudential’s Survivor Center

January 19, 2016

Prudential’s Survivor Center is a resource for your clients after the unthinkable happens. This tool includes emotional support resources, legal and financial advice, funeral planning, and a checklist to help them prepare for the months ahead.

How Do Annuities Protect Assets?

October 29, 2015

by Dale Marshall, Demand Media

Although annuities have long been seen as tools for protecting assets from lawsuits and creditors in the U.S., the term “asset protection” today nearly always refers to the sheltering of family assets from the spend-down requirements of Medicaid, most often with respect to payment for nursing home care. The federal Deficit Reduction Act of 2005 set forth standards for specific annuity strategies couples can use to shelter some of their excess assets from spend-down requirements.

An annuity is a contract with an insurance company. The consumer pays the company a lump sum of money on which the company pays annual interest in accordance with the contract’s specifications. After a predetermined time, often more than 10 years, the annuity matures and may be paid out as a lump sum to the owner. An alternate arrangement is for the owner to annuitize the annuity, converting the balance into a monthly income stream, usually guaranteed for life.

Full Article

Ten Sales Ideas

March 19, 2015
  1. Know your value
    Have you brought value to your clients? Stay in touch so they’ll remember and want to share you with others.
  2. Securing the appointment: the value of a good script
    When setting an appointment with a new prospect, it is critical to come across in a professional manner.
  3. 9 ways to reach clients in a big city
    How do you compete in an over-prospected market? Join these 9 groups and start networking.
  4. 3 insights to help foreign national clients who own U.S. property
    Life insurance is one solution that can help protect non-resident homeowners from possible U.S. estate tax exposure.
  5. Are you qualified?
    Questions aren’t always objections. Recognize that your prospects may simply be trying to qualify you.
  6. How to aggregate IRAs
    Planning for large balance IRAs offers the possibility of using the after-tax distribution payouts as annual premiums for life insurance or LTCI policies.
  7. 2015 tax cheat sheet for advisors and their clients
    The tax items for tax year 2015 of greatest interest to most taxpayers include these dollar amounts.
  8. Working with the affluent retiree market
    If your goal for 2015 is to add fewer, but wealthier retirement planning clients, you have to read these tips.
  9. Giving to get: The secret to landing high-net-worth clients
    Here is a five-step action plan that you can use to get in front of wealthy, philanthropic leaders in your community.
  10. 3 surefire ways to earn a prospect’s trust
    You won’t get far in sales without your prospects’ trust. Here are some simple tips for earning it.