Volatility is everywhere. 
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Back in the 90s, I was fortunate to be involved in purchasing some life insurance companies and to function as their president. There was a brand-new product being launched in America—an "index annuity," built on a standard deferred annuity chassis. It had a small guarantee on the principal but had interest credits linked to the S&P 500. WOW… did this ever transform the annuity business. So, we developed and launched a product and started selling hundreds of millions per year. Think of it—a product that touts: when the market increases, you share in the winnings. When the market goes down, you won't lose a penny. Plus, all principal and previous gains are locked in for the client. Wouldn't it be nice to have something like that now? Well, we do, and it’s even better.

Many FIAs also provide income that your client can't outlive. And, in the majority of cases, they can withdraw more than the "standard 4% rule" of withdrawals. So, as you've heard, a reasonable rate of return, principal is guaranteed along with previous gains and now an income that you can't outlive. We just need to find out if they have "the appropriate amount of money at risk." If not, maybe it's time to introduce them to a Safe Money Product.

Now, I have a suggestion. There's no need to "over-promise"; what we have is tremendous. Personally, I don’t like to offer an index that is based on hypothetical backtesting. Why do it when there are so many great indices, some new to FIAs, that have 10-year histories?

In summary, maybe you need to be branded as "the Safe Advisor." And, after your next client appointment, if they reject the Safe Money concept, simply give them your parting gift, a nice roll of Tums.

Let me pose a question to you: Given the choice of how your saved or invested money is taxed, what would be your preferred scenario? Pay taxes now, pay later, or not pay at all?

I'm sure you would rather avoid paying Federal Income Tax, and I feel the same way. I’m also certain that your clients share this sentiment. So, why don’t we assist them? Why don’t we give them what they want? You know we can help. Let me explain.

Many seniors invest in annuities for accumulation purposes, not necessarily for immediate income. However, they may be concerned about providing for their "surviving spouse" after their passing. What they may not realize is that there is a solution: Single Premium Life.

Before you dismiss the idea, hear me out. You likely have clients with "Declared Rate" annuities earning a 3% Guaranteed Rate. Why not surrender a portion—or in many cases, all—of the annuities and invest the money in a single premium life policy? You can opt for the full underwriting version or simplified issue. Yes, there will be taxes on their gains. But does that really matter when we consider the alternative?

For instance, consider one of our agents who had a 65-year-old female client with approximately $100,000 in an annuity. Her cost basis was around $89,000. She wanted to leave her money to her grandkids. So, we liquidated the policy, paid taxes on $11,000, and turned her $100,000 into $181,000.

This is a simplified issue policy—no exams required. Furthermore, it would provide $3,600 per month for nursing home care and $1,800 for home health care. If this were a male seeking to leave money to a surviving spouse, the death benefit would be approximately $150,000.

Here’s the question—how long would it take for the lady to grow $100,000 to $180,000 at rates of 3%, 4%, or 5%, factoring in taxes? This market is thriving!

We have the sales and marketing materials to support you. Help your clients increase their estates with a tax-free death benefit. It’s the right move to make.