Dive into "The Psychology of Choice" in this episode where we examine why many agents present a variety of products, allowing clients to choose what seems best for them. This strategy can empower clients and reduce liability for the agent, but it might also diminish the client's perception of the agent's expertise and the value they add. We explore how agents can offer choice without these downsides, emphasizing the importance of thorough fact-finding. Learn how asking the right questions, much like a skilled car salesperson, can guide clients to make informed decisions while still feeling in control of their financial future.

Explore the significant role of index crediting in income-focused annuity cases in this episode. We delve into why, while income remains the primary concern, the choice of index crediting strategies can be crucial. Learn how these decisions impact the account value, which is essential not just for maintaining the principal but also for benefits tied to the account value, like long-term care enhancements and death benefits. We'll also discuss how these factors influence client discussions during annual reviews, referrals, and overall satisfaction. Join us as we break down how selecting the right indices involves a strategic blend of the index characteristics, crediting methods, and current rates.

Dive into the crucial link between presence and productivity as we explore why being fully engaged is essential for achieving your goals. We discuss the importance of ensuring you're focused on the right tasks, as presence alone isn't enough if you're not on the right path. Whether in professional settings or personal relationships, discover how making presence a priority can transform your effectiveness and help you maximize your time.

In this episode, we take a closer look at Chad's transition from exclusively face-to-face appointments to incorporating 50% virtual interactions. Discover why he chose to make this shift, the hurdles he faced along the way, and the most rewarding outcomes from adopting a hybrid approach. Chad also shares insights on any emerging trends he's noticed through this change. Join us for an in-depth exploration of adapting to the evolving dynamics of client meetings in the annuity sales industry.

In this episode, we discuss "3 Ways to Invest in Your Annuity Business," offering insights into how strategic investments can enhance your operations and secure your future in the industry. We'll cover different areas where focusing your resources can lead to substantial growth and stability. Join us to uncover key strategies that could transform your business approach and set you up for long-term success.

This week we revisit an old episode that is one of our best as a reminder of principles that still apply today. The final episode of a 3 week series. So far we've covered the current market landscape and how annuities impact that market. In this episode, we'll cover the common objections retirees have with annuities and how to overcome them.

Explore the unique challenges and opportunities of selling annuities during the summer months in this episode. We look closely at Chad's performance data, revealing that summer often yields some of the lowest sales quarters, with a notable absence of peak months since 2010. What’s behind this trend? We dive into factors like vacations, which commonly affect both agents and clients, and the broader psychological shift into 'vacation mode' that seems to occur during these warmer months. This episode offers strategies to overcome these challenges, ensuring your sales don't cool off when the weather heats up. Join us to learn how to maintain momentum in your annuity sales throughout the summer.

Delve into the world of commissions in the annuity space with our focused discussion on 'All Things Commission.' This episode unpacks the dynamics of commission structures influenced by competitive products, like a 7-year surrender period offering lower compensation. We'll explore the differences between street commission and other types, and how factors like surrender periods and client age affect commission percentages. We also break down the three main types of commission schedules—upfront, upfront plus trail, and all trail—examining what’s considered fair and under what circumstances commission bumps should be warranted. Join us to gain insights on how commissions are structured and what that means for you in your practice.