We have all heard the saying, "Life is short." We all know what that means. Time flies by, and the years seem to sail by as we age. When we focus on that, we usually think of things we want to do or accomplish and decide that we had better get on it.

But life can also be very long, and for some, that could become a problem. Longevity is one of the greatest challenges people face when looking at their retirement income plans. We might just live longer than the actuarial tables predicted. According to many surveys, this is a leading concern for financial professionals when planning for their clients' retirement.

For those in the investment arena, they try to have a good balance of conservative investment while keeping some equity stocks in the portfolio to preserve capital growth. Some pros will use bonds to take care of essential expenses. You know… the home, the loans, the utilities, etc. But sometimes life gets in the way, and there are some circumstances beyond our control that can derail the plan. A good example could be geopolitical events that shatter or upset financial markets.

So, what about the client who does not want to take any chances? The one who just wants the guarantee? Well, the answer is obvious. Annuities with income options can provide clients with an income they can never outlive and peace of mind knowing that they can plan for their lives, no matter how long they live. There can be other factors, like a chronic illness or a long-term care event. And of course, we have those products and riders as well!

What you can do is say to your client, "Tell me what you need and when you need it. I will give you the exact amount of money you should deploy in this annuity, and I will make it happen." Keep it simple, explain our products, and let people sleep at night. Because remember, life could be very long.

Too many advisors today just try some new "Digital Marketing Silver Bullet" that they saw in a promotional newsletter. But they don't have a strategy. And without a digital strategy, you don't know if you are getting the attention of the right target market, at the right time, and with the right message.

So, I want to ask you these questions:

• Do you have a defined digital marketing strategy?
• Do you separate it from your time tested traditional marketing strategy?
• Or are you testing digital marketing without a strategy or proven tactics?

The successful financial professional has a digital marketing strategy and they try to take the "guessing" out of what they do, focus on getting ahead of the competition, and increase the bottom line... while having fun. I once hear that the difference between strategy and tactics is, "Strategy is the what, why, where and when.” Tactics are, "How you are going to achieve the strategy?”

Have I confused you? Do you feel like the digital wave is rushing over you and you are caught in the undertow? Many of your competitors are finding this profession to be a lot more fun and a lot more profitable after getting a digital marketing strategy down. If that's too much... let us help you! We integrate our proven digital marketing strategy into your overall marketing plan and continue to treasure and utilize traditional marketing tactics and skills. Call us today at 1-877-844-0900 or schedule an appointment and let us prove it to you.

"Life is too long..." Nope, that is not a typo. I know that you have heard the expression, "Life is too short...” Yes, we all know the meaning behind that saying.

I ran into one of my son's Nick's friends this weekend and we were speaking about a myriad of topics. He said while talking about my future, "Ray, life is too long. You could be around for another 30 years. Have fun and be happy." Well, I am doing both, but his statement made me think about what we do for a living. We help people retire with dignity, without risk of losing principal or gains, and create an income that our clients can't outlive. Yes, we address the issue that, "Life is too long.”
 
I just read an article once that had the title, "Claiming Social Security Early Could Lead to Poverty Later in Life.” The article went on to say that you can get the reduced amount early, but if you died early, you would beat the system. Problem is, prices go up and most are sorry that they took Social Security as early as age 62.

Try this one on. In 2015, 33% of men and 40% of women took Social Security at age 62. Why? Simple, they needed the money to get by. Let me propose a different solution. If your client needs income now, take some of his cash and buy a short SPIA that will provide income until your client is age 66 plus for full benefits (maybe even age 70). Then, if possible, have him purchase an FIA with an income rider that will begin payout when the SPIA ends and tie the amount into the Social Security check the client will receive at age 70.  

Remember that the Social security payout grows by 8% compound interest all the way to age 70 (that is from age 66). Plus, by waiting, the surviving spouse would get a much larger survivors check if the spouse dies. 

The bottom line is, we have the tools, the presentation, the script for the "Personal Pension Plan". Why don't you set an appointment with us a call and we will give you a "Personal Pension tour." Who knows, this might increase your retirement income!
 
Until next time... good selling

I would place a bet that most of you reading this would say your biggest strength is selling and helping your clients. That's great! Helping clients is the most important aspect of this business, but how do we get there? What are you going to do with all the other necessary tasks that you may not be as skilled in (such as digital marketing)?

It is tough running your own business, and it is a lot more difficult than it was only 5 years ago. As we get more technologically advanced, it's even more necessary to have digital marketing plan, a branding strategy, website development and maintenance, a vibrant prospecting program, and a new way of obtaining leads.
 
Ohlson Group and Safe Money Places Agent Network can provide you with all of the services and tasks that I mentioned in the previous paragraph. And, just in case you were wondering, there is no reduction in commissions. As a matter of fact, we provide a quarterly bonus to our producers to offset the costs you may have in marketing research, administration, and education. Plus, the more business that you do... the more we pay out each quarter!
 
I don't have enough ink or time to detail everything that we do or have done since 1975. Instead, pick up the phone and dial 877-844-0900 or schedule us in... click here and request a private consultation with one of our marketing consultants. We will analyze your business, present a plan, and then we are on our way. Then you can focus on what you do best... selling!

Do you remember the old Greyhound Bus commercial, "Leave the driving to us?" Well, leave the back office and marketing program to us. Then you will see why agents from coast to coast continue to refer to us as... a different experience. Hope to hear from you soon.

We want to know what we can do to really help you build a business that has a predictable stream of profits, clients, referrals, and more. We want to provide you with the proper tools because this is not a "One Size Fits All" business for agents and advisors. It is also not a "One Size Fits All" financial world for the most aware group of consumers in history. 

So, before I get to the meat of this writing, let's defuse a few myths…

1. There is no quick, overnight, or simple way to increase sales and revenue without a plan that is maintained and monitored.  
2. It takes you working the in ands outs of the business, where you need the tools and the platform.
3. In short, you need to have the attitude and aptitude to make this work.
4. We have, and will continue to, build the platforms and tools to assist you in your chosen markets.  

Again, our focus has always been in the areas of marketing, research, and education. It might not sound too sexy, but that is what makes your world, and our world, go 'round. 
 
What are the things that keep you up at night regarding your business? Is it: 

1. Lack of good prospects at a reasonable cost and a method to obtain them?
2. Lack of knowledge in certain areas?
3. Digital marketing, or the lack thereof?
4. Lack of a system that awards you when you excel?
5. Lack of seminars?
6. No branding or print design?

The good news is, with Ohlson Group, we have a commitment on each end. You will know what we expect of you and what you can expect of us. Call us at 877-844-0900 or schedule a 15 minute appointment with marketing consultants.

​We are looking to become the answer to those questions above. Some have said that I am trying to develop a "Modified Career Operation,” and you know, I like the sound of that. So, let's get going. Hope to hear from you!

Do you know anyone that lost a spouse lately? I am sure that you do and I am sure they are re-working their plans. You should be there to help. Let's look at some of the challenges, opportunities and solutions:
 

• The surviving spouse will now file as a single. Have you looked at how fast you move into the higher tax brackets as a single? No double standard deduction, etc.
• What about the life insurance policies that are in force to be paid to the deceased? What do you do about them?  Do you consider a life settlement? What about giving to the kids so when the survivor passes, the kids or beneficiaries will get a tax-free benefit. It may be hard to find a better return.
• If the survivor has been holding off until age 70 to collect social security… Should he/she start now? What about a Social Security Survivor benefit?

 
Now, let's also take a look at the "tax time bomb.” The survivor has a good net worth and good financial products. The kids will now get all the dough when the survivor passes. When that happens, the kids can say good bye to low tax rates. This windfall will throw them into the higher brackets. What to do?
 
A piece of paper and a drop of ink can transform lives, when the ink is used on a life insurance application. It’s simple: Start moving some of the assets into life insurance, so when death occurs, the money that is passed down is income tax free. That will pay for a lot more grandkids educations or assistance to heirs that have been behind a financial eight ball. But even though that will eliminate some tax rime bombs, let's don't forget about the survivors needs.

The survivors life has changed forever. He/she will now be riding solo into retirement. He/she might not have desire to work as long. He/she might want accelerate retirement income. Should we begin meeting with the survivor again? You bet... because if you don't, someone else will.
 
Here’s the bottom line… get with the survivor ASAP. Don't go in for a sales presentation, but a nice lunch at an appropriate time can ease some strain. Let the person know that you are there to help and there will be changes to his plan that need to be made. And, while you are at it, try to get a meeting with the attorney as documents will need to be re-written or altered.
 
After the dust settles and the casseroles that friends and neighbors fixed are gone, the phone doesn't ring as much. Your client will have to "face the financial music.” Too many in this situation put it off for too long. Ask questions, re-write the plan, and everyone will gain.

I will make this commentary short, as I fear I am running out of time today. Why would that happen to me?

• Did I fail to plan?
• Did I fail to prioritize my work?
• Was I spending $5 time on a 10 cent project?
• Do I even know where I am spending my time?

Well, I am confident that you have asked those same questions of yourself.   

Let me give you a statement from "The Best of Success," compiled by Wynn Davis. "Time can't be managed. But what can be managed are our activities and how we 'spend' time.” And all the experts agree... managing our activities begins with planning. So by knowing what's important for us - planning our work and working our plan, we become wise managers. Notice how everything revolves around having a plan? So, how can you monitor your time? Let's look…
 
In "The Art of the Deal" by Donald Trump, he always had phone appointments and personal visits scheduled for 15 minutes. He informed the person on the other line that he had 15 minutes. Now, sure, if things are going great, you continue. But your plan should dictate what you do each day, into each week, into each month. 
 
You need to spend a part of each day prospecting. Yes... each day. You don't have any good prospects? Then you need to spend time on marketing, such as through your website, LinkedIn, Facebook, or planning quality content drips on your clients and prospects.

Let's cut to the chase. At The Ohlson Group, we have many of these tools where we can help optimize your business. That is why we have to spend some quality time together... so together we can get your business even more successful than it is today.
 
I hope that you have found this commentary to be of value to you. If so, and if you want to learn more, call us at 1-877-844-0900 or line up an appointment with one of our marketing consultants. If you don’t mind, I would like to close with a quote by Victor Hugo that I find helpful. "He who every morning plans the transactions of the day and follows out that plan, carries a thread that will guide him through the labyrinth of the most busy day.”