For annuity producers, one of the most challenging parts of the sales process is simply getting a prospect on the phone. Leads may express interest in learning more about their retirement options, but life gets busy—and answering an unexpected call isn't always a priority. If you’re finding it difficult to connect with leads, you’re not alone. Fortunately, with a thoughtful approach and strategic outreach, you can increase your chances of landing that crucial first appointment. 

Here are practical strategies to help you work your leads better and overcome the phone connection hurdle. 

It’s important to be persistent—without crossing the line into being pushy. Data shows that multiple follow-up attempts dramatically improve the chances of making contact with a lead. 

Suggested Call Schedule: 

• Call 2 to 3 times per week for the first two weeks. 
• Vary the time of day for your calls (morning, mid-afternoon, or early evening) to increase the chance of catching the lead at a convenient time. 
• If there’s no response after two weeks, reduce your attempts to once a week for the following month. 

Persistence signals professionalism and genuine interest—not desperation—when done respectfully. 

The objective of the initial call isn’t to close a sale. Instead, focus on building rapport and setting a time for a more in-depth conversation. 

What to Say: 

• Start by introducing yourself and your reason for calling. 

• Keep it brief and personal: “Hi [Name], this is [Your Name] with [Company Name]. You recently requested some information about retirement strategies, and I’d love to schedule a time to chat and answer any questions you have.” 

• Offer a simple call-to-action: “What does your schedule look like this week for a quick 15-minute conversation?” 

Remember--you’re not selling the product on this call; you’re selling the appointment. ​

Many leads won’t answer on the first call. Leaving a warm and professional voicemail can encourage them to return your call. 

Voicemail Script: 
“Hi [Name], this is [Your Name] with [Company Name]. You recently expressed interest in learning more about retirement strategies, and I wanted to personally follow up. I’ll try reaching you again soon, but feel free to call or text me at [Phone Number] if that’s easier for you. Looking forward to connecting!” 

Keep it short, friendly, and actionable. Avoid overwhelming them with too much information. 

Emails can reinforce your phone outreach and give leads a way to respond on their own time. 

Email Template: 
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Subject Line: Quick Follow-Up to Your Retirement Inquiry 

Body: 
Hi [Name], 
I wanted to follow up on your recent interest in retirement strategies. I’d love to schedule a quick call to answer your questions and share some insights tailored to your situation. 
What does your schedule look like this week for a 15-minute conversation? 
Feel free to reply to this email or call/text me directly at [Phone Number]. 
Looking forward to connecting, 
[Your Name] 
[Your Title/Company Name] 

Texting is an increasingly effective way to reach leads who may not respond to calls or emails. 

Text Message Example: 
“Hi [Name], this is [Your Name] from [Company Name]. Just following up on your request for retirement info. When would be a good time for a quick call? Feel free to text me back if that’s easier!” 

Texts should always be short, respectful, and easy to respond to. 

Personalization shows the lead that you’re genuinely interested in their unique situation. Use any available information from the lead form to tailor your outreach. 

For example: If the lead mentioned they’re nearing retirement, acknowledge that in your messaging: “Many clients I work with are navigating the transition from work to retirement, and I’d love to share some strategies that might benefit you.” 

It’s easy to feel discouraged when calls go unanswered, but persistence pays off. Studies show that it can take 5 to 8 contact attempts before reaching a decision-maker. Stay consistent, professional, and optimistic. 

By following these strategies—and balancing persistence with respect—you can increase your chances of connecting with leads, building relationships, and ultimately helping more clients secure their financial future. 

Happy calling, and good luck landing those appointments! 

​As an agent in the competitive world of retirement planning, it’s essential to have a diverse toolbox of products to meet the varying needs of your clients. One product that has consistently stood out for its unique combination of growth potential and protection is the Fixed Index Annuity (FIA). This article will explore the benefits, features, and key selling points of FIAs to help you confidently present them to your clients.

​A Fixed Index Annuity is a type of insurance product designed to provide a reliable income stream in retirement while offering the opportunity for growth linked to the performance of a stock market index, such as the S&P 500. Unlike variable annuities, FIAs protect your client’s principal from market downturns, making them an attractive option for risk-averse individuals.

​When discussing FIAs, some clients may raise concerns.

​Here are ways to address common objections:

1. “What if the market does really well? Won’t I miss out?” While FIAs have caps or participation rates, they provide a balanced approach: clients gain from market upswings while avoiding losses in downturns. Highlight the peace of mind this balance offers.
2. “Aren’t annuities too complicated?” Break down the product’s features in simple terms and focus on how it aligns with their goals. Use clear examples to demonstrate how the interest credits work.
3. “What about liquidity?” Emphasize the availability of penalty-free withdrawals (typically up to 10% annually) and discuss how FIAs fit as part of a diversified portfolio, not the entire strategy.

Fixed Index Annuities offer a unique combination of safety, growth potential, and income stability that can appeal to a broad range of clients. By understanding their needs and presenting the benefits of FIAs in a clear and relatable way, you can position yourself as a trusted advisor and help them achieve their retirement goals.
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Remember, your role isn’t just to sell a product—it’s to provide solutions that improve your clients’ financial well-being. With Fixed Index Annuities, you’re offering a product that brings peace of mind and security for the future.

​The anticipated sunset of the Tax Cuts and Jobs Act in 2025 may no longer bring sweeping federal estate tax changes. Instead, state-level estate and inheritance taxes are emerging as critical planning considerations, with some states proposing new transfer tax laws.
​
While many in the financial planning community had anticipated an estate planning renaissance of sorts driven by the sunset of the Tax Cuts and Jobs Act at the end of 2025, the results of the election paint a different picture.

Over the relatively recent past, anyone active in the estate planning market has looked to the end of 2025 as a major milestone. The potential sunset of some of the provisions of the Tax Cuts and Jobs Act, absent action by Congress, would result in one of the largest changes to U.S. Tax code in history. Unified government with Republican control has changed that outlook dramatically. Rather than anticipating a sunset, many experts now believe an extension of current law or even a complete repeal of the estate tax as more likely outcomes. It seems that the long history of significant, periodic change in the relevant laws will be extended.

That said, there is another transfer tax that behaves quite differently in terms of frequency of change: State level estate or inheritance taxes. Just over a third of states currently have some sort of tax in place, and if state level budget forecasts are any indication, there may be others considering implementing some type of transfer tax.

It is important to note that these taxes are far more predictable than anything we’ve seen at the federal level. A quick look at 2020 and 2016 estate and inheritance tax summaries uncovers a very stable list of states, with exemption amounts and tax rates that have not materially changed. The result? Planning for these taxes should be viewed differently than federal estate taxes. If a client lives in one of these states it is quite likely their estate will be subject to these taxes, making them an important planning consideration.

The other element impacting this topic focuses on states that currently do not have any kind of transfer tax. There are two trends to follow on this question, including the forward-looking budget outlook in a specific state and the multiple states considering implementing new transfer taxes. Budget forecasts obviously vary by state, but the relatively recent past has driven a specific fact pattern across all states: The massive infusion of cash from the federal government during the COVID era. These funds have now largely been spent, and the growth in state level surpluses either has or will come to an end shortly. 2 This trend, plus increasing pressure on state budgets from climate change and caring for an aging population are causing states to consider implementing new taxes, with a particular focus on the wealthy.

Thankfully, the techniques that have been used to reduce or eliminate federal level estate taxation will also generally work when addressing state level taxation. That said, consulting with an expert with true “local knowledge” of the tax provisions in a client’s state is critical. Simplest among those techniques? A life insurance strategy owned outside of the client’s estate, ideally integrating with the client’s Long-term Care planning.
​

1. https://taxfoundation.org/data/all/state/estate-inheritance-taxes/
2. https://www.pewtrusts.org/en/research-and-analysis/articles/2024/01/09/state-budget-problems-spread
3. https://taxfoundation.org/blog/state-wealth-tax-proposals/?utm_source=chatgpt.com
4. https://www.wealthmanagement.com/high-net-worth/seven-states-introduce-legislation-aimed-wealthy?utm_source=chatgpt.com
5. https://www.fool.com/money/taxes/articles/7-states-are-proposing-new-wealth-taxes-is-yours-one-of-them/?utm_source=chatgpt.com
6. https://www.cbsnews.com/news/wealth-tax-in-8-states-california-new-york-connecticut-washington-illinois/?utm_source=chatgpt.com

​The contents of this document should not be considered as tax or legal advice. Any information or guidance provided is solely for educational or informational purposes and should not be relied upon as a substitute for professional advice. It is always recommended to consult with a licensed financial or legal advisor for specific guidance related to your individual situation.

As 2024 comes to a close, Ohlson Group proudly reflects on a year filled with growth, new partnerships, and significant milestones. This year, we celebrated remarkable anniversaries within our leadership team. My partner and brother, Nick Ohlson marked his 21st anniversary with the Ohlson Group, demonstrating his unwavering commitment and vision. Similarly, I celebrated 18 years with the company, continuing to drive our success as a family business. We also honored Annie Konopka and Jason Garriott, both of whom reached their 14-year anniversaries, showcasing their dedication and excellence in serving our clients and agents. Levon Justice celebrated his fourth anniversary working with Ohlson Group. There’s not enough space to thank everyone on the team – however it goes without being said that each member of our team is an invaluable link in our chain to success.
 
This year brought new opportunities as we partnered with carriers like Axonic, Baltimore Life, and Lumico, broadening our ability to deliver top-tier products and solutions. We also welcomed over 100 new agents into the Ohlson Group family, further strengthening our network. A standout moment of the year was our August convention in Carmel, where agents, partners, and staff gathered to celebrate accomplishments and plan for the future. The event featured inspiring guest speakers, including Kim O’Brien from FACC and representatives from Revol One Financial, North American and One America, sparking fresh ideas and reinforcing our shared vision.
 
At the Ohlson Group, we’re more than just a business—we’re a family. We deeply value the relationships we’ve built with our agents and partners, and we consider you an essential part of that extended family. Working with you this past year has been a privilege, and we look forward to continuing our collaboration in the years ahead.
 
As we approach 2025, we’re thrilled to announce exciting developments, including innovative lead-generation strategies appointment-setting services, cutting-edge technology, and the strong leadership and availability you’ve come to expect. Thank you for being part of our record-setting year. Here’s to making 2025 another incredible year together!

​In the competitive landscape of the annuity market, building a strong database of sales opportunities is essential for annuity professionals to thrive. This document outlines key strategies for effective lead generation, nurturing prospects, and cultivating long-term client relationships. We'll explore the importance of consistent communication drips, the significance of addressing the need for more decision time, and the unique challenges of reaching potential clients during non-traditional hours.

Lead generation campaigns are the lifeblood of any annuity professional's success. By proactively seeking out potential clients who may benefit from annuity products, you can build a steady pipeline of qualified prospects. These campaigns can involve a variety of tactics, including online advertising, content marketing, networking events, and referral programs.
​
The key is to target your efforts towards individuals who are likely to be receptive to your message. This could include individuals approaching retirement, those with significant savings, or those seeking to protect their assets from market volatility.

A well-structured lead generation campaign can effectively capture leads and nurture them through the sales process. It allows you to gather valuable information about potential clients, track their engagement, and ultimately convert them into paying customers.

While some leads might convert quickly, many potential annuity clients require more time to evaluate their options. This is where long-term communication drips come into play. A well-designed drip campaign allows you to stay top-of-mind with prospects without overwhelming them.

These campaigns can involve a combination of emails, texts, and even phone calls, strategically spaced out over time. Each communication should provide valuable content, answer common questions, and reiterate the benefits of an annuity product.
​
The goal is to educate and inform potential clients while simultaneously demonstrating your commitment to helping them make informed decisions. This approach helps to build trust and position you as a reliable resource.

Many annuity professionals are quick to move prospects through the sales process. While this approach can be effective in some cases, it's crucial to recognize that individuals often need more time to make significant financial decisions.

Annuity products, by their nature, involve long-term commitments and potentially large sums of money. This complexity necessitates a period of research and deliberation.
​
By being patient and understanding the need for time, you can build a stronger relationship with potential clients and increase your chances of closing a deal. Emphasize the long-term benefits of annuity products and encourage open communication throughout the decision-making process.

Traditional 9-to-5 business hours may not be the most effective way to reach potential annuity clients. Many individuals are still working during this period and may not be readily available to discuss financial planning.
It's essential to consider reaching out during non-traditional hours, such as evenings and weekends. This allows you to connect with prospects when they are more likely to be available and receptive to your message.
​
Technology can be a valuable tool in this regard. Leverage email marketing, automated text messaging, and even social media platforms to engage with prospects outside of traditional business hours.

​The key to turning leads into paying clients is consistent and strategic outreach. Don't rely solely on a single touchpoint. Instead, implement a multi-channel approach that combines email, text, and even phone calls.
Each communication should be personalized and tailored to the individual's needs and interests. Utilize lead nurturing tools to track engagement and customize follow-up efforts.
​
Don't just send out generic marketing materials. Provide valuable content that educates prospects about annuities, addresses their specific concerns, and positions you as a trusted advisor.

Building a long-term relationship with clients is key to continued success. Once you've closed a deal, don't simply move on to the next prospect. Instead, maintain regular communication, provide ongoing support, and demonstrate your commitment to their financial well-being.

This could involve sending out periodic updates, hosting educational webinars, or simply checking in to see how they are doing. By nurturing these relationships, you can create a loyal client base that generates referrals and provides consistent revenue streams.
​
Strengthening client relationships over time is crucial for annuity professionals. It builds trust, fosters loyalty, and ultimately leads to more business opportunities.

Building a robust database of sales opportunities is essential for success in the annuity market. Here are some key takeaways for annuity professionals:
​

• Proactively seek out potential clients through effective lead generation campaigns.
• Implement long-term communication drips to nurture prospects and build relationships.
• Address the need for decision time by offering clear information and supporting prospects throughout the process.
• Reach out to leads during non-traditional hours to increase engagement.
• Utilize multi-channel outreach to create a consistent and personalized experience.
• Foster long-term client relationships through ongoing support and communication.

Consider the Executive Bonus Plan strategy when talking with business owners. Undoubtedly you will come across business owners looking for ways to reward and retain key employees. Many business owners are not aware of the amazing benefits of using life insurance and the Section 162 Executive Bonus Plan to reward key employees while also getting a tax deduction for the bonus amount. Let’s take a quick dive into this sales idea …

A Section 162 Executive Bonus Plan is a strategy where an employer uses life insurance to provide a selective benefit to key employees. Here's how it works:

Structure:

1. Employer Purchases the Policy:

• The employer buys a life insurance policy on the employee's life, often with a permanent life insurance product like whole life or indexed universal life.
• The employee owns the policy, and the employer pays the premiums as a bonus.

2. Taxable Bonus:

• The premium payment is treated as a taxable bonus to the employee.
• The employer gets a tax deduction for the bonus amount, as it qualifies as compensation. Employer can “double bonus” employee to offset any tax liability.

3. Employee Benefits:

• The policy accumulates cash value tax-deferred, which the employee can access for retirement or other needs via loans or withdrawals.
• The policy provides a death benefit to the employee's chosen beneficiaries.

4. Golden Handcuffs:

• To retain the employee, employers can include a Restrictive Endorsement (also called a REBA), which restricts access to the policy's cash value until certain conditions, such as staying with the company for a set number of years, are met.

​Key Benefits to Consider …

For Employers:

• Deductible compensation expense.
• Simple implementation without needing IRS approval.
• Customizable to selectively reward top performers.

For Employees:

• Ownership and control of the policy.
• Tax-deferred cash value growth.
• A valuable death benefit for heirs.

Tax Considerations:

• The bonus is taxable income for the employee, but a "double bonus" plan can cover both the premium and the employee's tax liability.
• The death benefit is typically tax-free to beneficiaries under current IRS rules.
• This plan is popular because of its flexibility and potential to incentivize and retain high-value employees while offering them significant financial benefits.

Ohlson Group is well-versed in all types of life insurance plans – we can help you design these types of cases. Let us know if you need help on your next one!

Annuity agents can guide clients in funding SPL policies creatively:
1035 Exchanges: Use the cash value of existing life insurance to fund SPL policies tax-free. This is a smart upgrade for clients with underperforming life insurance, often resulting in higher death benefits and tax-free chronic illness coverage.

Non-Qualified Annuities:
For clients with non-qualified annuities set aside for heirs, converting these funds into an SPL policy can double or even triple the value transferred. Although there’s a tax cost to repositioning, the result is a larger, tax-free legacy.

Ohlson Group has been working the Single Premium Life marketplace for years and has even helped develop products in the past. Our seasoned team is ready to help you put together your next wealth transfer case.

Joe and Nick Ohlson are not just brothers; they are the driving force behind Ohlson Group, a boutique IMO dedicated to empowering agents at all levels of production. Their journey in the insurance industry began under the mentorship of their father, Raymond J. Ohlson, whose impressive career spanned over 40 years. Ray’s experience ranged from being an agent to serving as president of an insurance company, culminating in the founding of Ohlson Group. His legacy is one of dedication, integrity, and a deep understanding of the insurance landscape, lessons that Joe and Nick carry forward every day.

At Ohlson Group, Joe and Nick have developed a unique approach to supporting agents that big IMOs often overlook. While they of course appreciate their top producers, including those generating $30 million in annuities, their true passion lies in helping $1 million to $5 million producers. They believe that every agent deserves the tools and support necessary to grow their business, and they have tailored their services to meet the needs of these often-ignored professionals.  ​

Branding is another critical element of the Ohlson Group's success. Through their partnership with www.safemoneyplaces.com, Joe and Nick empower agents to establish a strong online presence. This platform helps agents position themselves as trusted advisors in the financial services sector, attracting clients and enhancing their credibility.

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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).
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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.