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Books
Change Buyer Behavior
And Sell More Annuities $33.00
View Sample Pages
Annuity sales training books concentrate almost solely on the
rational reasons why people buy annuities, but consumers make normal
decisions. Rational pieces, behavioral elements and illusions
combine in the decision-making process and the interaction of these
three areas result in a decision.
This book gives representatives an understanding of what is going on in
the consumer’s mind, why the consumer may be thinking that way,
and steps the producer can take if they need to change the
consumer’s mind. The book is based on years of research, combining
the results of hundreds of studies with real world experience. The
174 page soft-cover illustrated book is available at a new release
price of $33 – a 15% discount from the $39 regular price;
additional discounts are available for large orders.
The book is a new and fresh approach to annuity selling with one
goal – close more sales.
Index
Annuities, A Suitable Approach
Available in September 2010
Periodicals
Advantage
Compendium $440.00 Annual
Subscription View
Sample Pages
Its purpose is to provide an in-depth look at
a single issue each quarter and see how it does or will affect the annuity
industry by conducting a comprehensive analysis of the data that is
available, saying how this issue affects the industry, and offering
solutions. The intended audiences of Advantage
Compendium are the strategic thinkers and executives that plan the
future course of their company.
Summer
2010 State Regulators & Fixed Annuity Enforcement Actions
After
reviewing several thousand administrative and enforcement actions issued
by state securities and state insurance regulators over the last two
years, state annuity legislation introduced, and warnings issued to
consumers by various state departments my conclusion is there is not a pattern of
bias or unwarranted enforcement actions demonstrated by states. But
I also concluded the enforcement actions taken against annuity agents are
a very small percentage of overall actions taken by states and in most
cases the annuity producers get in trouble with regulators not because
they break the rules, but because they flouted breaking the rules.
Why they get in trouble and what to watch out for are the focus of this
issue.
Spring 2010 Guaranteed Lifetime Withdrawal
Benefits
This issue looks at the past and present state of index and variable annuity guaranteed
lifetime withdrawal benefits (GLWBs) and compares
them. It first shows the income growth guarantees, sample age based payout
percentages, and benefit cost of the major players in earlier times and
today to get an idea of how and whether these have changed. Second, a
hypothetical look at performance uses the period from 1960 thorough 2009
to try to see how variable and index annuity GLWB performance differ in
different markets.:
Winter 2010
Fixed Annuity Distribution In 2020
This issue identifies many of the factors affecting the
marketing and distribution of fixed annuities and how they may all play out over the next 10 years. The study takes a look at how annuity channels have
changed, talks about the major variables affecting current distribution, identifies which annuity marketing companies have a securities
connection, and gives opinions as to the ultimate affect of all of
this.
Fall 2009
Behavioral Retirement Solutions & Using Financial Behavioral To Increase Annuity Sales
Why Wall Street’s
approach to retirement income resembles a broken stool. Presents the
Immediate
Annuity Puzzle (Why immediate annuities are often the rational choice
and why they will NEVER have big market share). Demonstrates a new
approach to retirement income planning using behavioral finance Identifies retirement
income prospects. Examines the issue of mandatory annuitization.
Shows annuities as the
black swan killer, and some new annuity product concepts designed using
behavioral finance.
Summer
2009 Helping Seniors Make Wise Decisions About Annuities
Seniors process
information differently and also react differently to the same
information when compared with younger adults. The study uses
the findings of academic research in this area to illuminate the
problems that can hamper good decisions and identifies specific
steps carriers and agents can take to help seniors make correct
decisions regarding the purchase of an annuity. The study identifies the 6
reasons why bad decisions happen, 2 simple steps that can be taken
to help every senior make better decisions, describes the innovative
Data Sorting Presentation approach that helps consumers decide, and
includes an Annuity Disclosure Form template designed to lessen
complaints.
Index Compendium
$140.00 Annual Subscription
View Sample Pages
For 13 years the eight page Index Compendium
monthly newsletter has provided information on changes in the index annuity
marketplace, tracking actual returns, and featuring marketing, compliance and
other issues that affect index-linked products.
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