​It continues to be a fast-paced year at the Ohlson Group. We’re seeing record numbers of new agent contracts coming in. The phones are ringing. The cases are coming across my desk. A lot of solid, regular-sized annuity cases — and yes, quite a few larger ones too. The money is out there. 

And it’s not hard to understand why.

We just had a losing week in the S&P 500. Geopolitical tensions are simmering. Domestic politics are noisy. Commodities are all over the place. AI disruption fears are real for a lot of industries. Consumer prices rose 2.4% in January — lower than expected, which is good news — but there’s still a sense of uncertainty in the air. Even with the Dow hitting record highs in recent weeks, everyday Americans aren’t feeling “calm.” They’re feeling cautious. And when people feel cautious, they look for safety.

That’s where we come in. We have fixed index annuities offering premium bonuses up to 23% on 10-year index products. We have MYGA rates that are higher than CDs and sitting near record highs for our industry. There is real value on the table right now for clients who want protection, predictability, and peace of mind.

And we’re not lacking opportunity. Our marketing systems are working for agents who work them. Whether it’s our Ohlson Group annuity lead program that we’ve been running successfully for years, or the Elevate no-dinner seminar program, we are not in any kind of shortage of prospecting tools. We have ways — proven ways — to get our agents in front of qualified annuity prospects.

Middle America — the family with $200,000 to $500,000 in savings — is often overlooked. They’re not big enough for the high-end brokerage firms to chase aggressively. But that money represents a lifetime of work. It needs to be protected. It needs to be handled with care. Those are our clients, and they are looking for a hand-up and that is where you become the hero.

To our agents that are writing business, thank you! To the agents who are reading this and have been looking at The Ohlson Group for a while - give us a call or schedule a meeting. We are well positioned  to get you to the next level in your practice - whatever that looks like.

As January ends with a giant “ROAR!”, with snow and ice covering much of the country, things are heating up in the annuity industry. Carriers are unveiling new products, agent commission bonuses and we are seeing rates holding steady.

Anecdotal as it may be, we are seeing an influx of new annuity applications at The Ohlson Group and have added a record number of new agents in January. The perfect storm is brewing in the FIA space, and we have the tools to help you navigate – and capitalize in this unique environment.

Folks, we have carriers that have S&P 500 cap lock guarantees – and these are not low-ball guarantees. One carrier guarantees an 8.25% S&P 500 cap for all seven-years of the surrender charge period. This product takes the uncertainty of renewal rate anxiety away from you and your clients.

If you’re like most agents, you’ve got a file full of client statements. Many of your clients that purchased an FIA five to seven years ago are likely stuck with low-yielding crediting strategies. You did the best you could with the products available – and your clients did not lose any money. This is a hard pill for clients to swallow when the equity markets continue to hit all-time highs. There is hope for these clients!

The older FIAs you wrote were written during the low interest environment. We are now on the opposite side of the rate pendulum and annuity rates (MYGA and FIA) are exponentially higher compared to when you sold older products. We can help you get your clients out of these low-yielding products!

Premium bonuses on FIAs continue to remain high. We have bonuses up to 23% on 10-year products. And, these products have strong crediting rates, likely higher than any older annuity that was purchased in the low-interest rate environment.

Finally, if you need new prospects, we have several avenues to help fill your calendar. Our Ohlson Group Annuity Lead program is netting great results. Our no dinner annuity seminar program is also red-hot.

2026 is the year of the insurance agent – the stars (and rates) are aligned for success. So have full confidence in what you do best – protecting clients’ assets and providing solutions to lead them to the retirement they’ve been dreaming about.

The LIMRA 2025 US Individual Annuity Sales Survey showed annuity sales increased by 5 percent ($121.2 billion) in the third quarter of 2025. This is yet another new record for annuity sales. Fourth quarter numbers are anticipated to be similarly record-breaking.

The outlook for 2026 annuity sales is strong. Fixed Indexed Annuity rates remain near or at all time highs. MYGA rates are near all-time highs as well. Income rider payout percentages and roll-ups continue to remain strong.
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Many clients are stuck in underperforming annuities, and many have no idea that their contracts can be improved by simply transferring money from one carrier to another. Premium bonuses on fixed indexed annuities are as high as 23%. The opportunity to rescue clients and prospects from underperforming annuities remains viable.

2026 is an exciting year at the Ohlson Group. The “Elevate” annuity workshop program continues to net big premiums and high sit ratios. Any agent who qualifies and works this program gets access to in person training at no cost and ongoing weekly coaching from a $50 million veteran producer/mentor.
The Ohlson Group’s In-house annuity lead program is another lead-generation tool agents are using to find new prospects and close more business. Many of you reading this are aware of this program – contact us now if you want to get started, territories are filling up quickly!

January and February are separation months for top agents. The holidays are behind us and our top agents have already started their 2026 marketing campaigns. It is not too late, though! If you are looking for new prospects to close, contact us and we can help!

As we usher in a new year, I want to take a moment to reflect — and more importantly, to look ahead.

2025 was a big year for us. In fact, it was a milestone year. We proudly celebrated 50 years of the Ohlson Group, and that’s something we don’t take lightly. Five decades in this business doesn't happen by accident. It happens because of relationships, trust, consistency — and most of all, the incredible agents we’re fortunate enough to work alongside every single day.

Simply put - we could not have done it without you. I feel repetitive however it is true - nothing happens around here until you, the agent, sell a policy. 

Whether you partnered with us through seminar marketing, lead programs, training, or case support, you are the reason The Ohlson Group continues to grow and get stronger. This will be my 20th year with The Ohlson Group and I have developed life-long relationships with many of you who are reading this.

It is important to mention that our motto, per se, is an acronym my father, Ray Ohlson, coined ... "SCIP" ... "Service, Credibility, Integrity and Profitability". To have a mutually beneficial relationship, all of these must be integrated to create the trust needed to work together in this business. 

Let's make 2026 the best and most profitable year of our lives. We can do it all, together.

Financial advisors are often the first line of defense between closely held business owners and preventable estate tax surprises. One of the most common ways such surprises happen is when buy/sell agreements, their funding and valuations are set up—then never revisited as the company grows.
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The Connelly decision is a clear and current example of the importance of structure and ongoing compliance as much as valuations and coverages. 

On June 6, 2024, the U.S. Supreme Court held that when a corporation receives life insurance proceeds to fund a stock redemption, those proceeds increase the company’s value for estate tax purposes, and the corporation’s redemption obligation does not offset that value. In short: entity‑funded buy/sell arrangements can elevate the taxable value of a decedent’s shares at death.

• The practical impact for advisors: entity‑purchase (redemption) agreements funded by corporate‑owned life insurance can produce higher estate valuations with many stakeholders completely unaware of the risk. This translates to higher estate tax exposure.

​Even well‑drafted agreements are not viable when they’re not followed. In Connelly, the parties did not keep current a ‘Certificate of Agreed Value’ nor did they obtain the required independent appraisals per the agreement after death—two process misses that proved costly in the audit and litigation that followed.

1. Start with a formal valuation: Establish the baseline value and document it within the buy/sell agreement. Then calendar a review cadence (e.g., annually, with third‑party valuations every few years). Align the agreement’s valuation mechanism with what your client will actually follow.
2. Re‑evaluate the funding structure: Entity‑purchase (stock redemption) vs. cross‑purchase or hybrid structures. Consider estate tax implications and liquidity needs.
3. Build in dynamic coverage mechanics: As revenues and enterprise value rise, coverage should ratchet up in a disciplined way.
4. Audit for operational follow‑through: Confirm that owners are executing the agreement’s valuation steps and documenting compliance.

• Review the buy/sell agreement’s valuation mechanics.
• Identify the funding structure and model potential estate tax outcomes.
• Update coverage amounts to reflect current enterprise value.
• Calendar formal valuations and document compliance.
• Revisit the plan after major events.

Let’s connect. I’ll help you evaluate your client’s buy/sell structure and recommend the best life insurance carriers and product designs to support a dynamic, compliant strategy—so you can confidently make the right recommendation to your client.

Schedule a conversation today to:

• Assess your client’s current agreement and valuation process in light of Connelly.
• Compare funding structures and select carrier/product solutions that align with estate, tax, and ownership objectives.
• Implement a repeatable annual review and coverage increase cadence your client will follow.

​Happy New Year!

As we turn the calendar to January, we enter what we often call separation season — that critical stretch when agents either get focused about their marketing and growth… or fall back into reacting instead of planning.

This is the time to map out your marketing, your activity, and your goals, so the rest of the year has direction and a focused goal. As my father, Ray Ohlson, has always said:

"Activity leads to APP-Tivity!"

Looking back at 2025, we couldn’t be more proud of what our agents and team accomplished together. Our Lead Program continues to deliver at a high level, generating millions of dollars in annuity premium. At the same time, our Elevate workshop program has grown — a proven no-dinner workshop program mentored by a $50M FIA producer.

None of this happens by accident!

Behind every lead, every appointment, every case, contract and every funded policy is an incredible staff working tirelessly to support our agents. From contracting and case design to marketing, operations, and service — our team shows up every day with professionalism, heart, and a genuine desire to see agents succeed. I can say that The Ohlson Group has the best back-office in the industry.

And to our agents: thank you. You are the engine of everything we do. We never lose sight of the fact that this business only works when you help a client make a good decision. Your trust in us, your effort in the field, and your commitment to serving families are what make The Ohlson Group what it is.

As we step into this new year, our hope is simple — that 2026 brings you clarity, momentum, prosperity, and fulfillment both professionally and personally. We’re excited about what’s ahead, and we’re honored to be in your corner as you work toward what could be your best year yet.

From all of us at The Ohlson Group, Happy New Year — and here’s to a strong start and an even stronger finish!

​Getting the attention of prospects can be tough. It requires offering something of value. Promotional offers or free quotes can be effective ways of getting engagement quickly.

Promoting new rates can effectively raise interest among potential customers. For example, one carrier offers a discount for current tobacco users trying to quit. The other guarantees coverage for those with diabetes. Both can often be objections postponing and preventing the person from being insured.

• ​Agents should lead with promotional details to address objections.
• Emphasizing the protection of family from rising costs can motivate discussions.
• Example script includes informing prospects about new rates and their benefits.

Free quotes are a powerful tool for generating interest and facilitating sales.

• Agents can offer free quotes with no obligation to encourage engagement.
• Quotes can be delivered via email to streamline the process.
• Confirming email addresses and follow-up dates helps maintain momentum in the sales process.

Multiple calls are often necessary to close sales in the insurance industry.

• Follow-up calls should check if prospects reviewed sent information.
• Open-ended questions encourage prospects to engage in conversation.
• Agents can offer to walk through information together to clarify details.

Establishing credibility and setting a clear agenda is crucial in closing calls.

• Agents should explain their role and the company’s offerings upfront.
• Providing a state license number builds trust with prospects.
• Highlighting the benefits of final expense plans can alleviate concerns.

Understanding customer situations helps tailor insurance solutions effectively.

• Agents should ask about existing policies and reasons for considering new options.
• Questions about financial concerns and family protection reveal customer priorities.
• Gathering information on health history aids in assessing eligibility for coverage.

Effective rebuttals to common objections can help maintain customer interest.

• Scripts should address lack of interest by emphasizing urgency and promotional offers.
• Agents can counter claims of existing coverage by discussing potential gaps.
• Acknowledging busy schedules and offering quick solutions can keep prospects engaged.
• Paint a picture of success in their mind. Whether it’s not leaving a financial burden for their family or a desire to leave a legacy for children or grandchildren, let them know what they are doing is a very good thing!

Call us, sorting through all the options can be exhausting, we have the resources and tools to make this much simpler for you to deliver the protection your clients deserve! Now is the time. Let’s talk soon!

The weather is cold again (for some of us) and the sun is setting lower in the sky every night. Sunshine comes at a premium this time of year in the Midwest. In fact, November is the cloudiest month of the year in Indiana.

This shift from summer to winter – and the busy-ness of the holiday season can feel overwhelming to some. Put all of these pieces together and you might find yourself a bit depressed.

There are practical steps we can take daily to illuminate life during the dark and cold months. Every person is different – however, this is what helps me:

Each morning, I thank God for another day and acknowledge all the good that is happening in my life. In the daily hustle, it is easy to focus on the negative parts of daily life and to forget the great things that happened and that we created.

So, when the rare November sunshine appears, I take note and give thanks to God for that moment of radiant light. Additionally, I take inventory of the previous day’s happenings and find the positive things that occurred and write them down. Sounds simple, and it is – however my biggest obstacle was getting started.

My father coined a term, KASH – Knowledge, Attitudes, Skills and Habits. The more knowledge you gain, the better your attitude becomes. And that positive attitude drives you to develop skills. Those skills then become habits! This is what happened to me … I gained insight on this topic, my attitude changed, and I developed skills that led to better habits.

Don’t just take my word for it – optimism is linked to an 11-15% longer life span in long-term studies. Practicing gratitude and prayer/meditation are proven to lower cortisol (the stress hormone), which improves mood. Studies also show that prayer and mindfulness reduce symptoms of seasonal depression, which is a big help during the cloudy season.

Wrapping it up – it is the season of giving thanks. I can speak for the entire Ohlson Group team in saying THANK YOU to our dedicated agents. You are making a difference in the world every day – safeguarding retirement funds, creating guaranteed income streams and setting up life insurance plans to protect loved ones.

Thank you for making 2025 a banner year. I hope you all have the best Thanksgiving yet – and here’s to a prosperous 2026!

​When I started in this business 20 years ago, I remember a lot of agents saying things like, “Don’t email me — just send it in the mail.” And at the time, that was normal. But looking back, it sounds crazy, doesn’t it?

The same thing happened with websites. I had agents tell me, “Yeah, I’ve got one, but it doesn’t do anything for me.” Today, of course, everyone knows you need a website — if for no other reason than to show people you’re a real person and a legitimate professional.

Now here we are again, standing at the next big shift. This time, it’s artificial intelligence.

There are now ChatGPT-style softwares built specifically for the fixed indexed annuity market! These tools can analyze cases, build comparisons, explain complex products, and even create custom reports in seconds. Incredible and incredibly accurate.

And guess what? The smartest agents — the ones writing big numbers and staying ahead of the pack — are already using them. Many have been using these tools for a couple of years.

Just like back in the early 2000s with email and websites, we’re seeing the same pattern. Some people resist. Some people say, “I’ll wait and see.” But the longer you wait, the faster you fall behind. The pace of technology improvement is coming with such velocity that it no longer moves linearly - it moves exponentially.

​Whether you love AI or you hate the idea of it, here’s the truth: it’s not going anywhere. It’s only going to become smarter, faster, and more deeply embedded in everything we do — from underwriting to marketing to case design.

The difference between the agents who thrive and those who get left behind is adoption. Invest in yourself and learn to use these tools now. You still have time to get squared away and up to speed.

​You don’t have to figure it out alone. At The Ohlson Group, we’re already using this technology every day — and we can show you how to leverage it to grow your business, protect your clients, and stand out in your market.

Whether it’s through AI-driven software designed for annuities, or through platforms like ChatGPT and other emerging tools, we’ll help you apply it the right way — efficiently, ethically, and profitably.

This is the next great evolution in our industry. You can either fear it… or use it to your advantage. Here at The Ohlson Group, we are embracing this tech revolution while maintaining our personal touch.