Tips On Working With EIAs

Show the client your own portfolio: I point to it on the computer, to show that I am investing in the same products I am recommending. This carries a lot of weight.

–Katrina Savage, Alliance Financial Group, Flint, Mich.

Point out the insurance benefits: Dont sell on price or higher earnings opportunities. Focus on the index annuitys benefits, such as guaranteed lifetime income, tax deferral, minimum guaranteed interest and safety of principal.

–Robert TeKolste, Midland National Life, Des Moines, Iowa

Pick the best product: Thats the planners job. Ask yourself: Are the products internal spreads guaranteed? Is the participation rate high? Is the participation rate guaranteed? Are the reserve ratios healthy? Is the company A-rated?

–Jeffrey Adelstone, Adelstone Financial Services, Tucson, Ariz.

Check out the EIAs historical performance: If the product is too new or you cant find it, then look carefully at what the contract says it will do.