Fixed annuities are a great investment vehicle for financially conservative clients. In the article, 'The Top 5 Fixed Annuity Benefits to Discuss with Clients, Rich Lane, senior director of individual annuity sales and marketing for The Standard, discusses the benefits of helping advisors position fixed annuity sales during conversations with clients. Bring up one of Lane's top five benefits the next time you discuss options with your clients. (LifeHealthPro.com, accessed Aug. 11, 2015)
In the Media
Need a dose of inspiration? Read about how her Peace Corps experience has helped Katherine Durham, The Standard's vice president of individual disability insurance and corporate marketing, find perspective for her career in the financial services market. The feature, 'Inspired to Sell' looks to inspire advisors in the business to find ways to uncover their clients' backstories as part of their sales. (InsuranceNewsNet, accessed Aug. 6, 2015)
Are your clients missing the big picture to help an employee treat all aspects of a chronic condition? Brian Kost, director of the Workplace PossibilitiesSM program, discusses how to make the most of employee accommodations in his article, 'More Than Just a Chair' (Employee Benefit Adviser, accessed Aug. 4, 2015).
Doug Waters, second vice president of individual disability income insurance sales at The Standard, asks four questions when discussing business overhead expense (BOE) insurance with small-business clients. Read more about this very-needed, yet often undersold, product in 'How to Sell and Position BOE' (BenefitsPro.com, accessed Aug. 4, 2015).
'Anyone who depends on income to pay the bills and maintain a standard of living needs to protect that income,' says Doug Waters, second vice president of individual disability insurance (IDI) sales at Standard Insurance Company. Read more about his approach to IDI sales and learn how you can position the benefit with your clients. See '4 Fallacies About Selling Individual Disability Insurance' (InsuranceNewsNet, accessed June 5, 2015).
The month of May is all about how disability insurance can provide much-needed income protection to employees. But a smart strategy may be to position how your clients can benefit, too. Read the article, '3 Ways Brokers Can Secure Disability Sales' (BenefitsPro.com, accessed May 19, 2015), by Brian Kost, program director for Standard Insurance Company's Workplace PossibilitiesSM program.
Looking to refresh your fixed annuities sales approach? See 'Top 5 Reasons to Buy a Fixed Annuity' (LifeHealthPro.com, accessed May 18, 2015) by Rich Lane, director of sales and marketing, Individual Annuities, at Standard Insurance Company, and incorporate the five tips into your next client meeting.
By Rich Lane, Director, Sales and Marketing, Standard Insurance Company
Reprinted with permission
The oldest baby boomers are approaching age 70. As this segment of the demographic — which spans the two decades from 1946 to 19641 — moves deeper into their post-retirement years, many are starting to think about how to pass on their wealth. And they have a lot of wealth to transfer. A study from Accenture found baby boomers' net worth equals nearly $7 trillion.2
Although clients might have initially chosen to invest in an annuity to accumulate retirement savings, a fixed annuity also can be used as a wealth transfer strategy.
1 U.S. Census Bureau. The Baby Boom Cohort in the United States: 2012 to 2060. http://www.census.gov/prod/2014pubs/p25-1141.pdf. Published May 2014. Accessed November 11, 2014.
2 The 'Greater' Wealth Transfer, Capitalizing on the Intergenerational Shift in Wealth. Accenture, 2012.
You may be skilled at selling your core business products such as long-term care or life insurance, but are you leaving money on the table by not asking your clients to also consider income protection? Perhaps you recognize the need for your clients to purchase individual disability income insurance but struggle with effectively proposing it. Doug Waters, 2nd vice president of disability insurance sales at Standard Insurance Company, provides five conversation pivots you can use to transition the discussion to individual disability income insurance when selling other products.
Read the article, '5 Opening Lines To Sell Individual Disability Income Insurance,' on Employee Benefit Adviser (accessed October 15, 2014).
In a recent article for LifeHealthPro.com, John West, director of product management for The Standard, outlines the key ways to help clients understand the need for electronic enrollment technology. Implementation of automation technology could potentially assist in increasing enrollment and contributing to customer retention.
Read the LifeHealthPro.com article by John West, '7 Ways To Ease The Adoption Of Enrollment Technology,' (March 26, 2013).