 Doesn't that sound like a confused quarterback? Actually, it is a choice made by many of our clients and prospects. Well, at least the "go short" part. Many have the mentality that CD's (Certificates of Deposit) are the way to go and don't want to commit for a very long time. Because of that, we see more and more 3 and 5 year products being purchased. But, as we know, everyone has access to a lot of good "short" duration products. So how do you separate yourself from the competition? You do it by telling them to also, "go long!" Here is the deal. No decision has to be made today, but, your client probably wants a 3 or 5 year duration annuity. This might be a MYGA, or might be a fixed index product (FIA). Ask your client if he/she thinks interest rates will go up in the future. I will assume they will say yes. Then is your time to pitch, "going long." It's time to help your clients build the future. Show the client how they can take the short product now, like a 1035 into a SPIA later. Payouts will be higher as interest rates rise, and also they'll have an income they can't outlive. The nice thing here is that you are showing a solution for the future, but the "go long" decision doesn't have to be made today. Let's chat more. We have plenty of other sales tips. Schedule a short call today!
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