So, we see more and more 3 and 5 year products being purchased. But, everyone has access to a lot of good "short" duration products. How do you separate yourself from the competition? You do it by telling them to also go long. But no decision has to be made today. Want me to clear this up? Okay,
Here is the deal. Your client wants a 3 or 5 year duration annuity. Might be a MYGA or might be a fixed index product. Ask you client if he/she thinks interest rates will go up in the future. I will assume they will say yes.
So, build the future. Show the client how they can take the short product now, 1035 into a SPIA later - payouts will be higher if interest rates rise, and then have an income they can't outlive. Nice thing here is that you are showing a solution for the future, but the "go long" decision doesn't have to be made today.
Give the guys and girls a call and discuss.
Until next time… good selling!
Raymond J. Ohlson, CLU, CRC, LACP
President and CEO of The Ohlson Group