Podcast Center
Video Center
Webcasts
Resource Center
Events
March 24, 2004 at 07:00 PM
Focus on asset selection and performance: These are key issues. And today, consumers and producers have more realistic expectations about this than in the pastand they also know the world is not going to end.
–Gary Hirschkron, AXA Financial, New York
Dont “transact” VAs: VAs straddle 2 worldsinsurance and mutual funds. They are simpler to sell than traditional life insurance but more complicated to sell than mutual funds. So, spend time with the client, do the fact finding and uncover the needs before finding a product.
–John M. OSullivan, Trinity Actuarial Consulting LLC, Birmingham, Ala.
Take a long-term approach on VAs: This works best for the consumer. But to minimize volatility, use asset allocation. (Dont slap on guarantees and then suggest taking aggressive equity positions.)
–J. Thomas Moore, consultant, Gulf Shore, Ala.
Provide professional advice: Use the advice mode. Identify the clients needs and fit the recommendations to the specific situation.
