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   $49.00       Available Now
The book for today's index annuity environment that not only explains index annuity concepts and crediting methods with more easy-to-understand graphics, but compares index annuities with other financial vehicles. A comprehensive look at annuity suitability, how to keep out of trouble with regulators, actual case studies to help the annuity producer stay compliant, a look at how securities registration affects what is suitable.

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.

Fall 2011     The Fixed Annuity Industry Is Not Going To Fail
Can fixed annuity carriers function with bond yields at a 50 year low and the longevity risk of living benefits? Do rating accurately reflect true financial strength? Are state regulators effectively regulating? This issue opens with an examination of why 5 "Excellent" annuity carriers failed within one month of each other 20 years ago to see what has changed. It examines why 31 annuity carriers entered state control during the last quarter century and how state guaranty funds have really functioned. The issue concludes by stating what is different today and why the industry, overall, will withstand the challenges in years to come..   

Summer 2011     Compared To What?
This issue highlights the reasons why index annuities continue to be very competitive in these difficult times. The edition compares index annuity competitiveness on a financial level examining returns of annuities, securities and certificates of deposit, as well as looking at the behavioral reasons that make index annuities so attractive to consumers.

Spring 2011       Adding Asset Classes To Index Annuity Choices
In the index annuity world the S&P 500 is the main index used to link interest crediting. By 2001 eleven carriers offered additional domestic indexes. In 2007 there was another leap forward when the use of Rainbow crediting methods added the Heng Seng to an international list that already included the FTSE 100, Dow Jones Eurostoxx 50, and Nikkei 225. This year there has been another leap forward with the availability of the S&P GSCI commodity index in the Symetra Edge Pro. There are now more choices for index based interest crediting than ever before. Which raises the question – do annuityowners benefit if they go beyond the S&P 500 and get annuity interest linked to movements of a broader range of assets and indices? An analysis.

Winter 2011       A Cautionary Tale
This issue is devoted to discussing an action bought against a single individual by the Missouri Securities Division. What it illustrates is how the regulatory world has changed for annuity producers. It furthers shows that the road to hell is indeed paved with good intentions because I presume the person named became a registered investment advisor to avoid this outcome.

Fall 2010       Index Annuities In A Low Bond Yield Environment
Challenging doesn’t begin to describe the difficulties presented by the current and foreseeable bond markets. This issue explores the why behind current yields and what carriers can do to improve yields, new product concepts that can still offer 7% caps when T-Notes are at 3%, and how guaranteed lifetime withdrawal benefits need to be structured for a low-yield future that still provide a competitive benefit.

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 15 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.