Annuity Sales Training
Get ‘em here
Why is our business like a
Dipped Oreo Cookie?
Oreos have been around
over 100 years!

The Life Insurance Business has
been around over 100 years!
Oreos have evolved into many variations
to meet customer likes and needs!

Life Insurance Products have evolved into
many ...
So why is our business like a
Dipped Oreo Cookie?
Let’s take
a closer look…
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...
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

TE...
The Anatomy of
Our Business

1. Create a core
savings program using
our flagship solution.

TERM LIFE
WITH
LIVING
BENEFITS...
Many times
we approach our business just
like a kid eats an Oreo…
How does a kid eat an Oreo?
No
really??…

How does a
kid eat
an Oreo?
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 Te...
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 q...
First,

let’s take a look at the

annuity products
that are available today
then, we’ll look at ways we can uncover some a...
Annuities – The Basics
How many different annuity
products are for sale today?

(any guesses?)
Types of Annuities
Fixed and Variable

Fixed and Indexed
Annuities

Variable
Annuities

Deferred, Immediate, Qualified,
No...
More Sub-types of Annuities
Fixed and Variable
Deferred, Immediate, Qualified,
Non-Qualified, Fixed Term, etc

Bonus, Capp...
More Sub-types of Annuities
Fixed and Variable
Bonus, Capped, Participation Rates,
Interest Crediting Methods, etc
Life Ti...
Annuity Contracts
Fact:
There are thousands of
annuities that are for sale from
hundreds of insurance
companies.
All of th...
Why Annuities?

Why now?
The Death of the Pension Plan

What is a Pension Plan?
Pension Plan
Defined Benefit Plan
1. The Company puts aside
money for you in the Plan based on
your salary.
.

2. The Comp...
Pension Plan
Defined Benefit Plan gone bad…
1. The Company puts aside
money for you in the Plan based on
your salary.
.
2....
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 Insura...
Annuities: How do you find a sale?

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

Fact Finder:
Ah, yes…the Fact Finder:
What the Fact Finder will uncover:
Finding An Annuity Sale
1.
2.

Use a Fact Finder

Are your already saving outside of your 401k
or IRA type plan?
3.

Do yo...
Then gather the facts
Tell your client that the
annuity area is filled
with many choices…
…and that you are going to
confe...
Annuities: How do you pick the right
one?

Enlist an expert and or a more
experienced agent than
yourself.
Annuity Commissions
Average Range
5%
6%
7% +
Example: $400,000 IRA rollover into
an American Equity Bonus Gold
Pays out $2...
Next time you’re
with a prospect…

and they ask you to explain what you
do…

…hand them an Oreo
and…tell them your
business is like a Dipped Oreo
Cookie and…

you can help to make
their retirement
a little bit sweeter.
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Why is our business like an oreo cookie Jeff Manz

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

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Why is our business like an oreo cookie Jeff Manz

  1. 1. Annuity Sales Training Get ‘em here
  2. 2. Why is our business like a Dipped Oreo Cookie?
  3. 3. Oreos have been around over 100 years! The Life Insurance Business has been around over 100 years!
  4. 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. 5. So why is our business like a Dipped Oreo Cookie?
  6. 6. Let’s take a closer look…
  7. 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. 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. 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. 10. Many times we approach our business just like a kid eats an Oreo…
  11. 11. How does a kid eat an Oreo?
  12. 12. No really??… How does a kid eat an Oreo?
  13. 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. 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. 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. 16. Annuities – The Basics How many different annuity products are for sale today? (any guesses?)
  17. 17. Types of Annuities Fixed and Variable Fixed and Indexed Annuities Variable Annuities Deferred, Immediate, Qualified, Non-Qualified, Fixed Term, etc
  18. 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. 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. 20. Annuity Contracts Fact: There are thousands of annuities that are for sale from hundreds of insurance companies. All of them are different.
  21. 21. Why Annuities? Why now?
  22. 22. The Death of the Pension Plan What is a Pension Plan?
  23. 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. 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. 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. 26. Annuities: How do you find a sale? Two Words:
  27. 27. Annuities: How do you find a sale? Fact Finder:
  28. 28. Ah, yes…the Fact Finder:
  29. 29. What the Fact Finder will uncover:
  30. 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. 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. 32. Annuities: How do you pick the right one? Enlist an expert and or a more experienced agent than yourself.
  33. 33. Annuity Commissions Average Range 5% 6% 7% + Example: $400,000 IRA rollover into an American Equity Bonus Gold Pays out $28,000
  34. 34. Next time you’re with a prospect… and they ask you to explain what you do… …hand them an Oreo
  35. 35. and…tell them your business is like a Dipped Oreo Cookie and… you can help to make their retirement a little bit sweeter.

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