There are times in this business when you can coast — and there are times when you need to go to war - metaphysically!

Right now? It’s the latter.

We are in Separation Season.

Now usually, I say Separation Season begins in January. That’s when the top agents tend to kick into high gear while others are still "getting ready" for the new year . And guess what? That’s our cue. But this year is different. The stakes are too high - economically, politically even culturally. Volatility is everywhere. Clients are confused and those folks in "middle America" are desperate for a helping hand. And guess what - that is our cue!

Because in chaotic times, people crave leadership. They need clarity and are looking for guarantees, not maybes. And as annuity agents, we’ve got the products, strategies, and the weaponry to help clients. Ask them - "What keeps you at night? When you put your foot on the floor when you get out bed in the morning - what financial concerns do you have?" Take that cue from your prospect and feel confident that you are the one who can be the hero and complete their dream retirement. 

Let’s take stock of the arsenal available to you right now:

​Roth Conversion Power Plays – You can help clients reposition tax-deferred IRAs into tax-free income streams for life, and many carriers are making it seamless with built-in platforms and calculators. We can walk you through the process step-by-step.

Double-Digit Premium Bonuses – Yes, they’re real, and yes, we’ve got them. These can be a powerful tool for repositioning underperforming assets — especially annuities bought years ago at 2-3% fixed rates.

Double-Digit Cap Rates – Indexed crediting strategies with caps over 10%, on the S&P and other volatility-controlled indices. Some of these products offer zero spreads and strong par rates, too.

Fixed Rates in the 10% Neighborhood – You read that right. There are FIAs right now with first-year fixed buckets offering north of 10%. That’s the kind of guaranteed yield your clients didn’t think existed anymore.

Income Riders – Guaranteed income for life continues to be the biggest fear point for those in or nearing retirement age. FIAs with guaranteed lifetime income riders are hotter than ever. There are even one or two carriers that have income increases built-in to the product - without taking a lower initial payout. Let us know if you would like to learn more about this FIA that helps keep up with inflation!

Chronic Illness and Nursing Home Protection – It’s more than just accumulation and income. The right contracts offer enhanced benefits for long-term care triggers, with no underwriting and no monthly premiums. And a handful of carriers will allow the income to double on a joint basis! Again - contact us for more information on this topic as well.

Look, clients with money in money markets earning 4.3% or 5% might think they’re doing fine — but they’re not seeing the big picture. They’re trading short-term yield for long-term uncertainty. We’ve got MYGAs that beat the banks, and FIAs that crush them, all with safety, guarantees, and the potential for even more upside.

Just look below at some of the weaponry in your arsenal:

• Guaranteed income client's can’t outlive
• Safe accumulation with no downside risk
• Protection for life events that will happen to many —About 70% of folks age 65 or older will need some form of long term care during their lifetime. 

At The Ohlson Group, we don’t just give you access to great products. We give you reasons to move to us. Our Quarterly Incentive Program rewards producers who step up — write $250,000 or more in paid FIA premium (or life equivalent), and you’re in the bonus pool. And the more you write, the more we pay you. Make us break the bank!

Take a moment to look around.

Turn on the news—wars are raging across continents, natural disasters are upending communities, economies are teetering, and a sense of unease seems to permeate nearly every corner of daily life. To call these times volatile almost feels like an understatement. This is a world where nothing feels certain, and for many people—especially those who have worked diligently to build a modest nest egg—there is a gnawing fear that what they’ve saved could be swept away in the next wave of crisis.

And while these savers are doing everything right—living within their means, putting money aside, and planning for tomorrow—they often find themselves ignored. Many big brokerage houses won’t even return their calls unless they have the “right” amount of assets under management, as if financial security were a club you have to qualify to join.

But here’s the truth: You don’t need to be a billionaire to deserve the dignity of a secure retirement. You don’t need to have a mansion on the coast to deserve protection and guarantees. And you certainly don’t have to entrust your life savings to the whims of Wall Street’s ups and downs to have a plan.

This is where you come in.

You have the opportunity—and I’d argue the responsibility—to be the light in the dark for your clients. To be the hero who shows up with solutions that are simple, elegant, and strong enough to withstand whatever the world throws at them.

Solutions that:

• Guarantee income for life—so clients know their lifestyle is protected no matter how long they live.
• Provide tax-free income—so they can access cash when they need it most without Uncle Sam taking the first cut.
• Offer guaranteed growth and principal protection—so the nest egg they worked so hard to build doesn’t evaporate in the next downturn.

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I’m not going to list every product we represent—you know we have a full suite of options—but consider just a few of the powerful tools at your disposal:

• Carriers offering 14% index caps on the S&P 500® and NASDAQ®.
• Fixed-indexed annuities with a 10% first-year fixed rate, plus innovative index strategies to capture additional upside.
• The strength of A-rated and A+ rated companies standing behind every promise.

This is why right now is the best time in recent memory to pick up the phone, send the email, or schedule that review appointment. Clients are hungry for clarity. They’re hungry for certainty. And they are desperate for someone they can trust to be the shield in the storm of tumult we’re all living through. Need marketing help? Contact us and we can get you set up on an annuity lead program or discuss seminar/workshop ideas. 

As they say in Chicago - "Let's Get Some Runs!"

In the face of rising long-term care costs and uncertainty around retirement planning, many retirees are asking a simple but critical question: “What happens if I—or my spouse—gets sick?”

Enter Single Premium Life Insurance — a powerful tool making a big comeback for today’s retirement-minded clients.

Single Premium Life (SPL) policies aren’t just about leaving money behind. They do double duty:

• Tax-Free Death Benefit: Your client deposits a lump sum (typically from idle CDs, savings, or underperforming assets) and instantly turns it into a larger, tax-free death benefit for their beneficiaries.
• Chronic Illness Access: If they become ill and are unable to perform 2 out of 6 Activities of Daily Living (ADLs), they can access a portion or even the full death benefit while living, tax-free, to pay for home care, assisted living, or nursing home costs.

​Unlike traditional long-term care insurance that can feel like a "use it or lose it" gamble, SPL offers:

• Return of Premium: If needs change, your client can walk away with their initial premium returned, in many cases without penalty.
• No Medical Exams: These are simplified issue policies — meaning no needles, no doctors, and no hassle. Online underwriting makes the process easy and efficient.

Today’s retirees are financially smarter than ever. They're looking for leverage — how to turn one dollar into multiple uses. SPL does exactly that:

• Leave a legacy.
• Cover a crisis.
• Maintain control.

And with long-term care costs averaging $4,000–$9,000/month, the question becomes not “Can I afford coverage?” but rather “Can I afford not to?”

My father, Raymond J. Ohlson, who founded The Ohlson Group, put out a 10-minute video on this topic called "The Laughing Banker". This video has been viewed over 14,000 times - Check it out here as the information and sales ideas are on point even in today's environment!

In today’s uncertain economic environment, many advisors are rethinking the traditional 60/40 portfolio rule, which historically called for 60% equities and 40% bonds. As rates fluctuate and bond volatility increases, more and more professionals are replacing a portion — or even all — of that 40% bond allocation with fixed index annuities (FIAs).

And for good reason.

FIAs can be a powerful solution for conservative clients — especially those currently in CDs or bond-heavy portfolios. Consider this: the average 5-year CD rate right now is only 1.72%, and even some of the most aggressive banks are only offering up to 4.28%. Sure, a handful of money market accounts are touting 5% rates, but none of those options provide the tax deferral, upside potential, or guaranteed income features that an FIA can.

We currently offer a suite of 5-year FIAs that not only provide competitive growth potential, but also lock in participation rates for the life of the contract. That means no surprises when your client opens up that renewal statement — what you promised on day one is exactly what they’ll see moving forward. And if you’re looking for growth? Some of these 5-year FIAs are offering double-digit S&P 500 cap rates.

But it doesn’t stop there.

By simply presenting FIAs as a CD or bond alternative, you may uncover deeper concerns your client has — such as fears about outliving their money, future health care costs, or income in retirement. FIAs with lifetime income riders can provide guaranteed income for life, and many include enhanced payout options if your client becomes chronically ill or enters a nursing facility.

Whether it’s a 5-, 7-, or 10-year FIA, keep these products front of mind the next time a client says they’re “happy” with their CD, or their advisor insists bonds are the best safe money play. Show them there’s a better, safer, more reliable alternative.

Because that’s what we do — we’re Safe Money Places agents. We’re proud members of the Safe Money Places Agent Network. 

On that note - give The Ohlson Group a call to get set up with your free agent website and to inquire about lead availability in your territory. And connect you with the best back-office support and most experienced marketers in the industry.

Let’s show our clients that safe doesn’t mean settling — it means strategy, structure, and security.

Life Insurance Sales are Blazing – And Annuity Demand Remains Strong!

According to LIMRA, life insurance premiums were up 8% year-over-year in the first quarter of 2025, totaling $3.94 billion in new annualized premium. Even better? The total number of life policies increased by 1% compared to Q1 of last year. It’s clear—more families are seeing the value of life insurance, and you’re in a great position to help them. Whether it is a tax-free death benefit to leave a legacy, or a policy designed to build cash value for tax-free withdrawals down the road, Americans are seeking protection and security and the statistics prove this.

Here at The Ohlson Group, we’re proud of our top-tier life insurance department—and we’ve got a big in-person life insurance bootcamp on June 19th, at our headquarters. If you haven’t signed up yet, we’d love to have you here. It’s going to be an energizing, idea-packed event that will help you grow your life business. Levon Justice, Director of Life Insurance Sales, will be leading the meeting and we have a terrific line-up of presenters accompanying him as well.

To register for the in-person life insurance bootcamp, click here.

Now let’s talk annuities—still red hot. First quarter annuity sales came in at $98.2 billion, according to the latest Wink Sales & Market Report. Demand remains strong. Athene led the way as the #1 carrier in overall annuity sales with a 9–10% market share.

With global uncertainties, market volatility, and ongoing tariff discussions, clients are craving guarantees—guaranteed income, guaranteed protection, and guaranteed legacy planning. Whether it’s lifetime income, tax-free death benefits, or leveraging life insurance as an asset, there’s no better time to have those conversations.

At The Ohlson Group, we’ve got your back. Our team of case design pros and product experts are just a phone call away, ready to help you win your next case.

And one last thing—don’t forget about our annuity and lead generation program. It continues to deliver results and fuel production. If you want in, or need more details, contact us today.

​That’s exactly what many think is possible with accumulation products that also offer living benefits. The truth is that an income, living benefits and death benefits all come from the same pool, they are just accessed at different time and through different triggers.

The answer, of course, is no. That said, this is exactly what some clients may think is possible with the “Swiss Army Knife” approach to Indexed Universal Life case design. The typical illustration, regardless of the illustrative rate used, displays the maximum level income possible. One of the underlying assumptions in that illustration is nearly always the use of participating loans. While there is nothing inherently wrong with that approach, it does become a problem when the policy’s living benefit features are an important part of the sale.

When considering these products, most clients will undoubtedly be attracted to the value proposition of a single product that offers death benefit protection, supplemental retirement income and a backstop of benefits should they need care later in life. What they don’t understand, unless the advisor takes the time to fully explain policy mechanics, is all of these benefits effectively come from the same pool of money. Their expectation is that they have all three of these benefits and that they are independent from one another.

The living benefits, in their mind, are in addition to any income they may take from the policy. The reality is that the use of loans to take income out of the policy effectively eliminates the client’s ability to access the living benefits like a Chronic Illness or Long-Term Care Accelerated Benefit Rider (ABR).

The primary reason behind this is in the fine print of these riders. Virtually all of them include a provision that requires a partial repayment of any outstanding loans with each benefit payment under the ABR. Even with a modest loan balance, the end result is a net payment to the client, reduced by the loan repayment, that is less than the income they are already taking from the policy. In addition, most ABRs have a provision that forbids taking loans and benefits under the ABR in the same year. Clients have to take one or the other. Figure 1, below, demonstrates how quickly an outstanding loan balance becomes an issue: The net benefit from the ABR can fall below that of the income they are already taking as quickly as the 4th year of the income phase. This essentially eliminates any increased income from the ABR, exactly the opposite of their expectation.

​Fortunately, there is a solution. It requires changing the way income is illustrated and ultimately taken from the policy. Rather than illustrate income via loans from day 1, illustrate income via withdrawals to basis before any loans are taken. This immediately defers the onset of one of the factors driving this issue: The accumulation of a loan balance that has to be repaid when on claim. This is but one of a handful of case design and management best practices to follow as well:

• Illustrate income via withdrawals. This defers the accumulation of a loan balance and produces a lower illustrated income.
• Begin income later in life. This again pushes out the time when a loan balance will begin to accumulate, preserving meaningful ABR benefits.
• If and when the client needs care, resist the temptation to immediately file a claim. Given that most claims last for less than five years, simply beginning to take a larger income projected for five years via loans may produce a larger net payment to the client than available ABR benefits. This also avoids the paperwork and potential delays in accessing funds that can stem from even the most efficient claims process.

As effective as those strategies may be, they do not truly address the underlying issue of all policy benefits coming from the same pool of money. For the client who truly wants all three of these benefits, a multi-policy solution that addresses all three needs is undoubtedly going to be a superior solution. It will, however, require a greater financial commitment, which some clients may not be able or willing to make. If that’s the case, then a properly structured and managed single product strategy is a great start to managing these planning risks.

Before stepping into this role, I spent over a decade in the field as a producer—just like many of you reading this. I understand the grind, the challenges, and the reward that comes from helping clients protect what matters most. That experience fuels everything I do here at The Ohlson Group.

In recent years, I’ve focused on helping agents craft both straightforward and highly customized life insurance strategies. Whether it’s using life insurance as an asset, designing plans for debt elimination, or building out “be your own banker” concepts, I’m here to help you bring big ideas to life in a practical, results-driven way.

If you need a second set of eyes on a case, want to brainstorm a strategy, or simply want to learn more about advanced planning opportunities, I’m available for one-on-one consultations. Let’s grow together and make sure your clients get the most from the powerful tool that is life insurance.

Let connect soon!

In 1975, Ray Ohlson laid the foundation for what would become one of the most trusted names in the insurance and financial services industry. When Ray started Ohlson and Associates as a general agent for American General Life, he didn’t just build a business — he built a family. Retreats, trips, and events created a culture of camaraderie that still lives on today. In fact, some of those early agents continue to work with us, a true testament to the enduring spirit Ray established.

By 1980, Ohlson and Associates had gone fully independent, offering not just American General, but a wide range of life insurance carriers to their growing base of loyal agents. The 1980s were a time of expansion, as Ray also launched Bessert Ohlson, a firm specializing in employee benefits and voluntary group insurance for businesses with 70 or more employees. Additionally, he founded Advisory and Financial Management Group, a fee-based financial planning firm, maintaining his Series 7 license and becoming an RIA to better serve clients' evolving needs.

In the early 1990s, Ray helped raise the capital to launch Standard Management Corporation. One of their key moves was the purchase of Standard Life of Indiana, a dormant life insurance company that Ray helped breathe new life into. For about a decade, Standard Life operated as an independent and growing player in the annuity market. Eventually, Standard Life of Indiana was purchased by Guggenheim Partners and rebranded as Guggenheim Life and Annuity. Then, years later, Guggenheim Life would evolve again into what is now known as Clear Spring Life.

A proud milestone came in 2015 when the Ohlson Group played a critical role in helping Guggenheim Life and Annuity design and create the TriVista annuity — a product that remains a strong and competitive offering today.

In February 2003, the Ohlson Group had officially reopened as an independent marketing organization (IMO). In the years that followed, the firm continued to innovate — creating new products for carriers, building point-of-sale support materials, acquiring safemoneyplaces.com, and launching the Safe Money Places Agent Network to help brand and support agents nationwide. By 2018, the Ohlson Group further expanded by developing a successful annuity lead program, which many agents reading this continue to benefit from.

In 2023, Ray Ohlson retired, turning leadership over to Nick and Joe Ohlson, who had been vital parts, and eventually partners, of the company since 2003 and 2006, respectively. Then, in 2025 — on the 50th anniversary — the Ohlson Group proudly joined forces with AmeriLife.

Today, while the Ohlson Group has even more resources behind it, it remains the same family-focused, agent-centered company that Ray founded. When you call us, you’re still talking to family — the same team that has been helping agents and clients succeed for half a century.
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Here’s to the next 50 years of the Ohlson Group! Until Next Time – Good Selling!

As of this writing—Monday, April 21st, 2025—the markets are once again in the red. The S&P 500, NASDAQ, and Dow are all down roughly 3.5% across the board, continuing a trend we’ve seen throughout this year. Volatility has become the defining theme of 2025. One day we’re up, the next we’re down. And for clients—especially those nearing or in retirement—that’s more than a rollercoaster. It’s a threat to their peace of mind.

With all this uncertainty, you may hear hesitation from clients considering fixed indexed annuities. They might ask, “What’s the point of putting money in an FIA if the markets aren’t going to earn anything?” This is where your guidance and our solutions become critical.

Let’s start with the fundamentals. When a client purchases a fixed indexed annuity in today’s high interest rate environment, they’re locking in terms that reflect these stronger rates. This means better renewal rates throughout the life of the contract—whether that’s a 5-, 7-, or 10-year surrender period. Carriers are competing for business right now, and that competition is producing real value in terms of renewing FIA strategies at or close to the rate received when the client purchased the annuity.

But here’s, in my opinion, a unique opportunity to position FIA upside potential in a down market - Performance Trigger Strategies. For those who may need a refresher, these strategies credit a fixed interest rate—currently we have carriers crediting 8% or more—if the S&P 500 is positive at all during the contract period. We’re not talking about needing double-digit growth. If the index goes up by a single tick—just 0.01%—that’s enough to trigger the full credited rate. That’s the kind of efficiency and potential upside that’s hard to ignore, especially when downside risk is fully eliminated.

Think about what you’re offering:

• Upside potential without needing a bull market
• Strong fixed rates in a rising interest environment
• Zero market downside risk
• Safe, predictable growth and guaranteed income, often enhanced by income riders and doublers

And since we’re in Indiana—basketball country—let’s put it this way: It’s playoff season. And this right here? It’s the matchup. It’s brokers versus agents. Brokers and traditional investment advisors are telling clients to “ride it out,” “stay the course,” and “this is just a paper loss.” They often mention the 4% withdrawal rule – but I bet today they are advising clients’ to “take 3% this year … “ But we know the truth: for clients who are retired or close to it, losses—paper or not—can wreck a retirement plan. They simply can’t afford to wait and hope. They want guaranteed income and we can offer 5%, 6%+ withdrawal rates for income purposes.

Now is the time to get in front of your clients and prospects. Use the volatility as the reason to schedule review appointments. Reposition the conversation around safety, predictability, and income. Emphasize the power of protecting their income base, securing a reasonable rate of return, and knowing they have guaranteed income they can’t outlive—especially with options like income doublers for those who become chronically ill or need long-term care.

Clients aren’t looking for magic. They’re looking for a plan. They’re looking for confidence. And they’re looking for someone who can make sense of all this noise and give them a game plan they can count on. You’re not just an agent—you’re the hero in this story. You have the power to beat the broker, bring certainty into an uncertain world, and guide clients into the safe money places they need to be in.

Let us help. Call us today and let’s build a personalized marketing and outreach strategy so you can take full advantage of this moment. Let’s talk product selection, case design, email marketing, appointment setting, and more. You don’t have to do this alone.

Agents and advisors, let’s take a moment to recognize the power of the work you’ve already done. Right now, while the markets are volatile, you can feel great knowing that your clients who placed their trust in you — and in safe money strategies — have not lost a penny due to market volatility.

That’s the power of the plans you put in place.

​That’s the power of you being the hero for your clients.

Right now is the perfect time to reach out to those clients who have annuities in place. Give them a call. Remind them of the great decision they made when they chose to protect their money. Remind them that their nest egg is secure, their money hasn’t lost value, and if they have lifetime income benefits, they have options that could be turned on for guaranteed income.

Face-to-face, phone, or virtual — it doesn’t matter. What matters is the reassurance you give, and the conversations you open up. Because more often than not, during these review meetings, your clients will share that they have other money sitting in volatile places — money that could be safely protected in an annuity. These conversations don’t just strengthen your relationships. They uncover opportunities. They give your clients peace of mind. And they remind your clients that you are the steady, trusted guide in uncertain times.

So be the hero today. Pick up the phone, reach out, and let your clients know:

• Their money is safe.
• Their plan is working.
• And you’re here to help them secure even more of their financial future. ​

Agents, producers, and advisors across the country — let’s face it, we are in a time of upheaval, uncertainty, and volatility in the equity markets. I know I might sound like a broken record — my recent commentaries have circled around this same theme — but the reality is this: Middle America needs our help now more than ever. 

People are anxious. They’re watching their 401(k)s and IRAs get battered by market swings. They’re seeing headlines about tariffs and wondering what it all means for their future. And while the market tumbles, we stand strong with guarantees. Clients are looking for safety. They’re looking for income they can count on. They’re looking for someone to trust — and that someone is you. 

Fixed-indexed annuities are shining right now. Interest rates are high. Our products are offering tremendous opportunities for growth without market risk. And when you pair that with a volatile stock market and an uncertain economic outlook, it’s clear — the stars are aligning. 
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We, the Safe Money Places agents, are finally in the spotlight. And in a time like this, we look like the hero. So be the hero. Pick up the phone. Reach out to those clients who said, “I want to wait until the market comes back.” You and I both know — now is the time. They’re probably already panicking and calling their current advisors. Be the calm in the storm. ​

​At the Ohlson Group, we give you the tools to win. When you work with Ohlson Group,  you’re part of the Safe Money Places agent network, you’re backed by a brand that builds trust. You can proudly display that badge on your website — because it means something. It means you’re aligned with professionals who specialize in helping retirees and pre-retirees secure their future. 

So, if you’ve got a prospect, and you’re not quite sure what to do — call us. Email us. Whether it’s a tricky case, a big case, or just someone you’re not sure how to approach, we’re here to help. Let’s make this the moment where you step up for your clients and step into your role as their financial hero. Strike while the iron’s hot. Make hay while the sun is shining. 

Give us a call today — let’s go to work.