An Emerging Annuity Alternative
by Jason Kestler
An emerging annuity alternative. The secondary annuity market smoothes the way for life's big, unplanned changes. The problem seemed insoluble. Jim needed some of the monthly retirement income his annuity provided but not all of it. And he needed a large sum of cash, fast. It wasn't poor financial planning; life changed for Jim in a way he could not anticipate. In this case it was Jim's son, Nathan, who had started a custom car shop. Business was booming, but Nathan needed some gray hair on the sales floor, someone he could absolutely trust, and a little bit of growth capital.

Enhancing your Practice: Annuity Purchase Program
by Jason Kestler
Michael Vaughn explains why an annuity purchase program can be helpful to agents and brokers. He discusses three key benefits: new revenue sources, more effective prospecting and higher client retention.

Time for the EIA to R.I.P?
by Thomas R. Kestler
Equity-indexed annuities (EIAs) have become a huge industry over the last decade. They've grown from near obscurity to almost $30 billion in sales annually. So why would the owner of a national marketing organization that specializes in EIA sales suggest that they rest in peace? Two words: critical mass.

Breathing New Life into Your Business
by Thomas R. Kestler
The industry has finally responded to the agents' plight. Imagine a painless life insurance app, followed by a painless field underwriting and issue process, and then finally followed by a commission check. It exists today. Through the collaboration of a top life insurance company and a progressive independent marketing organization (IMO), App-in-a-Flash is now here.

Timeless Prospecting Sources
by Jason Kestler
Every day I'm asked by agents and brokers, "How do I get in front of more prospects?" My answer is always the same, "Be creative." In our current information world, we are surrounded by quality, free lead sources. I always laugh when agents spend time and money chasing down leads that aren't any better prospects than names out of a phonebook. Essentially, the more creative and focused you are, the better your chances are to turn a prospect into a client.

The NASD and EIAs - What You Must Do NOW
by Thomas R. Kestler
When Equity Indexed Annuities (EIAs) hit the scene in the early 90's, they received very little attention from the securities industry. The Securities and Exchange Commission (SEC) ruled that they were fixed insurance products and not securities. Now, following a dramatic shift of funds out of securities and into EIAs, the NASD is anxious to have them regulated as securities. What will this potential change mean to you and what do you need to do now, today, to counteract it? Learn more about both questions here.

The Legacy Gap
by Thomas R. Kestler
As our industry continues to be dynamic in its policies and practices, one aspect has not changed. Elders are more interested in leaving a Legacy not an inheritance. The question is: do we have an understanding about what this really means? Allianz Life recently engaged Age Wave to prepare a survey to help "quantify the hopes, fears, priorities and motivations related to the passing of values, assets and wealth between two generations." This article looks at what a legacy is and how you can work with your clients to create one.

Successful Strategies #1: Relationships
by Thomas R. Kestler
I am often asked by new and old agents alike, "What does it take to become really successful in this business?" What I've learned over the years is that there is no one thing that, like a magic pill, will guarantee success. Instead, there is a series of little things that, when applied consistently, can help avoid failure. In this series of articles, we will explore the strategies that will help you build a more successful and profitable business. Strategy #1 is relationships.

Successful Strategies #2: Ethics
by Thomas R. Kestler
In my last article I discussed the value of relationships and their impact on long-term success in our business. We saw how vertical and horizontal relationships are influenced by one's moral compass. The financial services industry can be like a fraternity party to a recovering alcoholic. We are surrounded by temptation on a daily basis. And, without a strong moral compass, the temptation to cross the line into unethical behavior can be very tempting. Let's explore that ethical and moral compass in more detail.

Should You Hire Higher?
by Thomas R. Kestler
There comes a time in every producer's career when he or she realizes they are not Superman - they can't continue to do it all on their own. In order to build your business and your income, you must begin to maximize the time you spend at your highest earning tasks. For most of us, that's face-to-face with clients. Let's look at what you need to do to allow you the time to spend doing those things most important to your success.

Just When I Learn to Spell it, the Paradigm Shifts
by Thomas R. Kestler
A wise man once wrote, "If you are feeling comfortable where you are at, it's probably the body temperature at the middle of the pack." Those who have become leaders in our business have been the visionaries — those who see where the industry is going and are already there when the "middle of the crowd" arrives. They are the ones who recognize the next paradigm shift early and take advantage of it. Here are some thoughts on the next paradigm shift that you can use to your advantage.

My Common Sense was Abducted by Aliens
by Larry Stich
I am completely in awe, amazed and extremely concerned that so many financial planners, agents and reps either fail to recognize or are completely indifferent to a tremendous risk to their careers and their good name. Moreover, and even more scary, there are those in the industry who do understand this risk and do nothing about it. Are you going to let this risk potentially ruin all you have built or will you be one who confronts it and builds an even greater business?

My Common Sense was Abducted by Aliens (Pt. 2)
by Larry Stich
This country is headed to a major financial crunch time in the lives of approximately half of our senior population, half of your clients, who are going to be left high and dry if they have to depend upon the government to take care of them should they need Long Term Care. Less than 10% of those who could benefit from an LTCi product have purchased one. When that crunch hits, changes are going to be coming fast and furious.

7 Ways to Combine Annuities for Max Client Value
by Thomas R. Kestler
Annuities may be one of the most valuable planning tools for the senior client. But, all too often, advisors try to assist a client with a "one size fits all" solution. Today's new high-performance products offer many attractive features. However, true client value may be measured by the options available to the client at the time of distribution. Here are seven situations where multiple contracts may be a better option for your client.

Targeting Generation X (Pt. 1)
by Jason Kestler
There are opportunities lying in wait for agency principals who are willing to take a step back and see the upcoming generation of potential future staff and prospects as the true goldmine it represents. Whether viewed from the standpoint of future sales, finding new top producers, solving those problems in IT, or developing a long-term perpetuation plan, the place to run for relief is not your college buddy, or your partner who is two years older than you, but to people who may well be the same age as your kids.

Targeting Generation X (Pt. 2)
by Jason Kestler
In the first of this 6-part odyssey through the generations that make up our marketplace we looked at age and how it is used as a significant market consideration and a determinant of buyer perceptions and attitudes. We began to understand how age and experiences which come with age affect you and how you conduct your business. In part 2 we will try to define the various generations and take a closer at one and what has shaped it.

Targeting Generation X (Pt. 3)
by Jason Kestler
Boomers - an appropriate name for the generation which was born in the years following World War II from the late 1940's through the early 1960's. It is by far the largest generation ever and hit the market with a serious ‘boom'. The sheer numbers of this generation forced massive restructuring and expansion of everything from school systems to highways and they are a market force to be reckoned with. This installment deals with the largest generation ever and what you need to know about them to profit from them.

Targeting Generation X (Pt. 4)
by Jason Kestler
Born in the years from 1964 through 1978, Generation X is the youngest offspring of the Seniors and the oldest offspring of the Boomers. They grew up with change and have their own, unique, ways about them. Generation Next are the last children of the Boomers and the first children of the Xers. Just now reaching the marketplace, they will have a tremendous impact on how you do business in the future.

Targeting Generation X (Pt. 5)
by Jason Kestler
Are Xers viable prospects for your agency? Unless you are planning to let the agency die with you and your current group of Boomer clients, the answer is an inarguable "Yes!" If you consider this statement a bit harsh, we refer you to the young agent who represented many when he responded to his father's comment "One day this will all be yours, son" with "Well, the way you are running things, by that time there won't be anything left!" Set a strategy for building that future market today.

Targeting Generation X (Pt. 6)
by Jason Kestler
So where does all this lead us? What are you going to do to take advantage of the dynamics of today's marketplace? Let's close this series with some recommendations and suggestions you can incorporate into your daily routine that will allow you to grow and adapt to an ever-changing market. A market full of promise and opportunity for those who are willing to do what is necessary to make it their own.

Combining Annuities for Maximum Client Value
by Thomas R. Kestler
Annuities may be one of the most valuable planning tools for the senior client. But, all too often, advisors try to assist a client with a "one size fits all" solution. Today's new high-performance products offer many attractive features. However, true client value may be measured by the options available to the client at the time of distribution.

Capturing the IRA Market
by Michael C. Mattison
If you are looking for an edge to expand your practice, now is the time to position yourself as a distribution expert. The rollover IRA market is big business and is poised to explode over the next several years. The largest wave of baby boomers will be retiring over the next two decades and will be looking for help rolling their Qualified Retirement Plans (QRP's) into Individual Retirement Accounts (IRA's). The numbers are astounding: approximately 4 million boomers will retire each year for the next 17 years. This article explores how distribution planning can benefit your clients by minimizing their taxes, and benefit you by earning new business in this rapidly growing market.

First Meetings That Work
by Thomas R. Kestler
First impressions are lasting and you only get one opportunity to make a first impression. So it is obvious that the initial meeting you have with a prospect will set the stage for all future meetings (or not). As a new agent you learned the product knowledge but who taught you how to prospect, and then what to do and say when you finally got to that first meeting? Read on to learn what one highly successful agent has done to make that first impression a great one.

The 10 Secrets of Prospecting
by Thomas R. Kestler
How much money could you make if you had a steady stream of quality leads and referrals? How do you find these leads and referrals? The author tells us that there is no such thing as a perfect prospecting system. There is no such thing as an ideal lead. He emphasizes that prospecting is a process, not a program, and examines ten secrets of a successful prospecting program. How many are you putting to work every day in your prospecting process?