Why is our business like a Dipped Oreo Cookie Using a Fact Finder

1. Annuity Sales Training
Get ‘em here

2. Why is our business like a
Dipped Oreo Cookie?

3. Oreos have been around
over 100 years!
The Life Insurance Business has
been around over 100 years!

4. Oreos have evolved into many variations
to meet customer likes and needs!
Life Insurance Products have evolved into
many variations to meet customer likes
and needs!

5. So why is our business like a
Dipped Oreo Cookie?

6. Let’s take
a closer look…

7. The Anatomy of a
Dipped Oreo Cookie
OUTSIDE
PROTECTIVE
DIP
C
O
O
K
I
E
C
R
E
A
M
Y
F
I
L
L
I
N
G
C
O
O
K
I
E
OUTSIDE
PROTECTIVE
DIP

8. The Anatomy of
Our Business
TERM LIFE
WITH
LIVING
BENEFITS
I
N
D
E
X
A
N
N
U
I
T
Y
I
U
L
I
N
D
E
X
A
N
N
U
I
T
Y
TERM LIFE
WITH
LIVING
BENEFITS

9. The Anatomy of
Our Business
1. Create a core
savings program using
our flagship solution.
TERM LIFE
WITH
LIVING
BENEFITS
3. Wrap it in
Term Life with
Living Benefits
to protect their income
that feeds the other two.
I
N
D
E
X
A
N
N
U
I
T
Y
I
U
L
I
N
D
E
X
A
N
N
U
I
T
Y
TERM LIFE
WITH
LIVING
BENEFITS
2. De-risk both qualified
and non-qualified
savings with
carefully selected
annuities.

10. Many times
we approach our business just
like a kid eats an Oreo…

11. How does a kid eat an Oreo?

12. No
really??…
How does a
kid eat
an Oreo?

13. Just like a kid eating an
Oreo…
1. We go right
for the IUL…
TERM LIFE
WITH
LIVING
BENEFITS
2. Sometimes we wrap
it in Term Life with
Living Benefits
I
N
D
E
X
A
N
N
U
I
T
Y
I
U
L
I
N
D
E
X
A
N
N
U
I
T
Y
TERM LIFE
WITH
LIVING
BENEFITS
3. Then we forget to dig
for the annuities.

14. Why do we shy away from
annuities?
We don’t understand them.
We don’t know
which ones to
recommend.
We don’t know what questions to
ask.

15. First,
let’s take a look at the
annuity products
that are available today
then, we’ll look at ways we can uncover some annuity sales.

16. Annuities – The Basics
How many different annuity
products are for sale today?
(any guesses?)

17. Types of Annuities
Fixed and Variable
Fixed and Indexed
Annuities
Variable
Annuities
Deferred, Immediate, Qualified,
Non-Qualified, Fixed Term, etc

18. More Sub-types of Annuities
Fixed and Variable
Deferred, Immediate, Qualified,
Non-Qualified, Fixed Term, etc
Bonus, Capped, Participation Rates,
Interest Crediting Methods, etc

19. More Sub-types of Annuities
Fixed and Variable
Bonus, Capped, Participation Rates,
Interest Crediting Methods, etc
Life Time Income Benefit Riders
Nursing Home Riders
Cost of Living Riders
Death Benefit Riders

20. Annuity Contracts
Fact:
There are thousands of
annuities that are for sale from
hundreds of insurance
companies.
All of them are different.

21. Why Annuities?
Why now?

22. The Death of the Pension Plan
What is a Pension Plan?

23. Pension Plan
Defined Benefit Plan
1. The Company puts aside
money for you in the Plan based on
your salary.
.
2. The Company gives the money to a
Life Insurance Company to manage and grow.
3. The Plan pays out a stream
of payments to the retirees for as
long as they live.

24. Pension Plan
Defined Benefit Plan gone bad…
1. The Company puts aside
money for you in the Plan based on
your salary.
.
2. Due to low interest rates, the Life Insurance
Company can’t grow the money to sufficiently
fund the needs of the Plan.
3. The Plan pays out a stream
of payments to the retirees who are living
a lot longer than ever anticipated.

25. Annuities are a lot like
Pension Plans
1. You put aside
money for you in the Plan.
2. You give the money to a
Life Insurance Company to manage and grow in an
annuity.
3. The Annuity pays out a stream
of payments to you that you cannot out
live.

26. Annuities: How do you find a sale?
Two Words:

27. Annuities: How do you find a sale?
Fact Finder:

28. Ah, yes…the Fact Finder:

29. What the Fact Finder will uncover:

30. Finding An Annuity Sale
1.
2.
Use a Fact Finder
Are your already saving outside of your 401k
or IRA type plan?
3.
Do you have money in bank accounts or
CDs?
4.
Do you have any 401ks from previous jobs?
5.
Are you afraid of losing money?

31. Then gather the facts
Tell your client that the
annuity area is filled
with many choices…
…and that you are going to
confer with some experts
and come back to them
with your best recommendations

32. Annuities: How do you pick the right
one?
Enlist an expert and or a more
experienced agent than
yourself.

33. Annuity Commissions
Average Range
5%
6%
7% +
Example: $400,000 IRA rollover into
an American Equity Bonus Gold
Pays out $28,000

34. Next time you’re
with a prospect…
and they ask you to explain what you
do…
…hand them an Oreo

35. and…tell them your
business is like a Dipped Oreo
Cookie and…
you can help to make
their retirement
a little bit sweeter.