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ThinkAdvisor

Retirement Planning > Social Security

"Let me check with my advisor..."

By Fred Cowley

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“Let me pass your proposal by my current advisor … to see what he thinks.”

When you hear this statement from your prospective client, what do you think it means? You are excited beyond measure. Why? Because, in your mind, “you have one on the hook.” Your blood pressure is climbing with excitement. They will absolutely purchase your proposed strategy. In a couple of days, they will return to finalize your alternative solution … right? After all, they said, “we will think about it and get back to you.”

Wow … your heart is beating faster. How could anyone possibly reject the results of your intelligent strategy? After all, your plan includes a lifetime income. Right again. It’s a real winner. After all, it bypasses probate. How can they ignore that feature? After all, it’s protected against creditors, claims and lawsuits. Nobody could pass it up.

They are certain to buy. You pat yourself on the back. Your super salesmanship wins again. This sale will put you over the top and qualify you for the big trip next year. Yeah, they will purchase this proposal, you muse. And, you’ll receive a commission very soon.

One small thing: your client wants reassurance, from their broker/dealer, that they are doing the right thing. Uh oh. Don’t expect sympathy from your competitor. You need to realize your competitor is probably trashing you and your alternative solution right now. After all, the prospective client’s B/D is letting him know your pet product will soon be considered a security, rather than an insurance product, by the Securities and Exchange Commission.

Your equity-linked indexed annuity is scheduled to become a product which will require you to become securities licensed in 2011. It might actually be eliminated from your treasured bag of products unless you surrender to forced licensing. Well, a lot of battles will be fought, some lost, some won, between now and two years forward.

Your job, if you wish to remain in the business of helping clients protect their retirement income, is simple. Remain committed to the best solution available today. That solution is an EIA, offered by “A”-rated companies. Your client can believe in its superior performance. You and your client can sleep well tonight and every night. You know their retirement income source will be there … regardless of stock market performance today or regulations tomorrow. That truth can make you a hero … at least for two more years!

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