​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.
​
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. 
​
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. 

If you’ve ever struggled to distinguish between wants and needs, you are not alone. Sometimes we want something so intensely it feels like a need. Similarly, we may actually need something that we have dismissed as a want. For example, we may think that taking some time off work is a frivolous want and not something we should dedicate too much of our headspace to. In reality, we may be barreling towards burnout if we don’t give ourselves a break. 

It isn’t always easy to tell the difference between a need and a want or to identify the value in satisfying our needs and wants. However, understanding our needs and wants better can help us to improve our financial health and well-being. 

Anyone considering life insurance will face two challenges, how much do they need and how do they fit this want within their budget. 

Each stage of life has different needs to protect, as the illustration below shows, but how does one protect today’s needs and prepare for tomorrows? 

Life insurance is generally more affordable than most people realize. But trying to buy a life policy that will cover all the needs for an entire life would probably exceed current budget available today. How does one address those needs in a cost-effective and budget-friendly way? 

A balanced solution that uses both temporary and permanent insurance

Rather than make one policy do everything, combining two different types of policy may be a more effective and cost-efficient solution.  

• Temporary, or term, insurance provides affordable coverage for a set period of time. 
• Permanent insurance provides coverage for long-term or lifelong needs. Additional features can help provide greater flexibility in how you can use it. 

The benefit of balancing temporary and permanent insurance

Using both types of policy can address challenges concerning coverage and budget: 

• You have greater protection only while you need it. 
• You’re not paying for what you don’t need. 

​
Permanent insurance can provide a base of protection, while term insurance acts as a supplement during times of greater need. A balanced solution addresses immediate and future needs without delaying the purchase of permanent insurance. 

Advantages of a balanced approach:

• Combining term and permanent policies is less expensive: Blending term and permanent coverage is generally less expensive than buying a permanent policy alone for the same amount of coverage, or buying a new term policy later in life. 
• Reducing costs: Both types of insurance are usually less expensive the younger, and healthier a person is when they purchase them. Buying one policy first, and then another later, generally, means one will pay more for the second than if they’d bought both at the same time because waiting until one is older will increase the costs. 
• Locking in coverage: Insurability is “locked in” with the permanent coverage. If health declines, valuable life insurance protection remains in place at a time when the cost of a new policy may be prohibitive or they could be unable to qualify for a new policy at all.. 
• Ease of conversion: If one needs more permanent insurance at a later time, they might be able to convert part or all of your term coverage to permanent, without another medical exam. 
• Supplemental income: Some permanent policies, in addition to the death benefit, potentially accumulate cash value, which can be used to supplement income, and in most cases on income tax free basis.  

Work with The Ohlson Group and Levon Justice to find the right type and amount of life insurance for your client's needs. Together, we can find the right balance for your client's life insurance needs.

In today’s fast-paced financial world, where big-name brokerage firms and high-profile investment advisors dominate the airwaves and screen time, one question lingers in the independent insurance agent’s mind now more than ever before: “Who are you?” 

For the independent annuity producer, the answer needs to be more than just a name on a business card. Clients and prospects are being courted daily by firms with deep pockets and national name recognition. It’s not enough to be great at what you do—you need to be seen as great. That’s where the Safe Money Places Agent Network, backed by The Ohlson Group, comes into play. As you are likely aware we own and operate www.safemoneyplaces.com.  

When an agent submits their first piece of business with the Ohlson Group, they’re automatically enrolled into the Safe Money Places Agent Network—a nationally recognized brand that brings credibility, authority, and marketing horsepower to your independent practice. 

First, it means you get your own Safe Money Places-themed website at no cost. This isn’t some empty shell of a site either. It’s packed with consumer-facing videos, downloadable PDF guides, your professional bio, and most importantly—the “Proud Member of the Safe Money Places Agent Network” badge, clearly showcasing your membership in this exclusive and trusted network. 

Just like independent real estate agents lean on powerhouse brands like Century 21, RE/MAX, or Berkshire Hathaway, you too can align yourself with a respected name that opens doors and builds trust. And in the annuity business, trust is everything. 

Being part of the Safe Money Places network isn’t just about image. It’s about resources. We offer prospecting tools, an annuity lead program, and a marketing framework that all tie back to the strength of the Safe Money Places brand. It becomes your anchor point in conversations with clients who are already familiar with big names and looking for confidence in the person sitting across the table from them. 

The Safe Money Places name tells your prospects, "I’m not just out here on my own—I’m backed by a network that stands for consumer education, transparency, and financial safety." 

So, the next time someone asks you, “Who are you?” —you’ll have a powerful answer. You’re an independent annuity producer with a national brand behind you. You’re part of something bigger. You’re a Safe Money Places agent. And that means something. 

The stock market is rocky, to say the least. Since the beginning of the year, we’ve seen some serious volatility in the markets. One week it's up, the next week it drops, and the uncertainty continues to rattle clients who are nearing or in retirement. The S&P 500 has had its moments of growth, but it's also been on a rollercoaster ride with dips and swings that make even the most seasoned investors nervous. 

And that’s where YOU come in. 

You have access to something most advisors don’t: Safe Money Products offered through The Ohlson Group that can shield your clients from the storm. While the market shakes and rattles, FIA’s offer shelter--principal protection, market-linked growth potential, and guaranteed income for life. That’s something your clients not only want right now... they need it. 

You should feel confident in what you offer. Because when you sit down with a client, you’re not just pitching a product—you’re delivering peace of mind. You’re giving retirees a way to secure the nest egg they’ve worked a lifetime to build. And with features like chronic illness benefits that double their guaranteed income if the unexpected happens, you’re providing real value in times of real need. 

Let’s talk about timing. The current rate environment? Incredible. These are the golden days of the annuity world. A few years from now, we’re going to look back and say, “Wow… those were the good old days.” So what do we do when the sun’s shining? That’s right—make hay. 

At The Ohlson Group, we’ve got more than just top-tier products. We’ve got your marketing engine: the Safe Money Places Agent Network. When you submit a piece of business through us, you get access to: 

• A FREE custom website 
• Lead generation tools 
• Professional branding 
• And the prestigious Safe Money Places badge on your emails 

That badge sets you apart. It shows clients you’re not just another independent agent—you’re a Safe Money Places expert. You’re part of a movement. And all it takes to join? Just submit a piece of annuity business. That’s it. 

The outlook for fixed indexed annuities for the rest of this year? Strong. Promising. And full of opportunity. Clients are looking for answers, and you’ve got the right tools in your toolkit. 

So stay encouraged. Keep going. Remember: every “no” is just one step closer to a “yes.” Persevere. Push forward. The people you help today will thank you tomorrow. 

Submit a case. Join the network. And let’s make this your best year yet!

​In today’s market, uncertainty is the only certainty. The stock market continues to experience wild swings, with the Volatility Index (VIX) spiking in recent days, a flashing red blinker indicating investor fear. With the equity markets fluctuating unpredictably, clients are searching for stability—something to shield their hard-earned assets from devastating losses. Many have memories of 2008-2009 and can sense the headwinds coming. Strike now while the iron is hot – these cap rates, cap lock guarantee features and high premium bonuses will not last forever. This is why I feel we are entering an exciting moment in the FIA industry.

As you know, we have that shield clients are looking for. FIAs provide clients with a safe harbor from market losses and volatility while offering guaranteed lifetime income, safe  accumulation, and even long-term care-like benefits. In this climate, annuities aren’t just an option—they are the solution for many. Particularly those who’ve been overlooked by investment advisors who only work with clients who’ve got $1M of AUM. There are hundreds of thousands of hard-working folks who are looking for a lifeline and captain to navigate them through this potential storm. You, the agent, have the tools and products to help. And working with the Ohlson Group, you will find the best marketers, back office and digital marketing team in the industry.

• Guaranteed Cap & Participation Rates – Contractually locked in year after year, ensuring clients receive the same caps or participation rates they started with. No surprises, no reductions.
• High Premium Bonuses – We have top-tier income and accumulation value bonuses from leading carriers, helping clients maximize their annuity value.
• Income Doublers on Income Riders – Provide a hedge against LTC costs and peace of mind for future health care needs

In summation, we are in a golden era for annuity sales. It’s a rare moment when:

• Interest rates on indexed and fixed annuity products are at all-time highs
• Equity market volatility is soaring, increasing investor fears of a market crash
• Clients are actively searching for financial security and protection – especially those overlooked as discussed above.

Our marketers are standing by ready for action – give us a call or book an appointment. One of our marketing directors can help you with case design, lead generation (internal annuity lead program) and discuss the benefits of being a member of The Safe Money Places Agent Network. Let’s make it a banner year – and thanks for your support!

For insurance agents looking to provide their clients with more than just traditional life insurance protection, Indexed Universal Life (IUL) offers a unique combination of benefits. Beyond the death benefit, IUL policies provide tax-advantaged cash value accumulation, income potential, and living benefits like long-term care (LTC) riders. 

At Ohlson Group, we specialize in helping agents structure and present IUL solutions tailored to their clients’ needs. Whether you’re new to selling IUL or looking to refine your approach, our Life Insurance Director, Levon Justice, and our experienced team are here to help. 

IUL is more than just life insurance—it’s an asset. Unlike term policies that only provide a death benefit, IUL allows policyholders to: 

• Build Cash Value with Market-Linked Growth – IUL policy cash values track stock market indices (like the S&P 500), giving clients the opportunity to grow their cash value without direct market risk. Gains are locked in, and with floor protection, policyholders never lose value due to a market downturn. 
• Tax-Advantaged Growth and Income – The cash value inside an IUL policy grows tax-deferred, and if structured correctly, policyholders can access this money tax-free through policy loans and withdrawals. This makes IUL an excellent source of supplemental retirement income. 
• Living Benefits - More Than Just a Death Benefit – Many IUL policies come with built-in or optional long-term care (LTC) and chronic illness riders. These allow clients to access a portion of their death benefit to cover LTC expenses—an increasingly important feature given rising healthcare cost. 
• ​Flexible Premiums and Protection – Unlike whole life insurance, IUL policies offer premium flexibility, allowing policyholders to adjust contributions over time based on their financial situation. 

One of the biggest selling points of IUL is its potential to create a tax-free income stream in retirement. By leveraging the tax-free loan provisions built into these policies, clients can supplement their retirement without increasing their taxable income—helping them avoid higher tax brackets, Social Security taxation, and Medicare surcharges. 

Compared to other retirement savings vehicles like 401(k)s and IRAs, IUL offers: 

• No contribution limits (unlike qualified retirement plans) 
• No required minimum distributions (RMDs) 
• Tax-free income potential 
• Market-linked growth without downside risk 

At the Ohlson Group, we work closely with agents to structure Indexed Universal Life cases that sell. Whether your client is looking for tax-free retirement income, legacy planning, or living benefits, we can help tailor a policy that meets their needs. 
​

• Levon Justice, our Life Insurance Director, brings years of experience in designing IUL solutions and helping agents close cases. 
• We work with multiple top-rated carriers, ensuring you have access to the best IUL products on the market. 
• Need help with other life insurance cases? We assist with all types of life insurance sales, from term and whole life to advanced estate planning solutions. 

Selling Indexed Universal Life is not just about offering life insurance—it’s about helping clients create a financial asset that provides protection, growth, and tax-efficient income. At the Ohlson Group, we’re here to guide you every step of the way. 

Contact us today to discuss your next IUL case and see how Levon Justice and our team can help you succeed. Whether it’s an IUL strategy or any other life insurance need, we have the expertise and support to help you grow your business.