Leading advisor and Court of the Table MDRT member David Wilcox offers his thoughts on annuities.

Why an indexed annuity?

“While lots of financial advisors understand the basics of indexed annuities, they’re often lacking in one key area: How to market them,” Wilcox says. “Indexed annuities are often perceived as complex, expensive investments. Unfortunately, they’ve gotten this reputation by the very people who’ve never really understood how they can help others.

“While indexed annuities offer many advantages, advisors will inevitably face objections from their most savvy clients as well as their most challenging prospects. The truly successful advisors, however, anticipate objections and are prepared to counter them in a methodical, sensible manner and while doing so offer sound advice to what are often misguided or misunderstood client concerns.

“The first step in a successful EIA presentation is a basic explanation that answers questions without getting too complicated. There are ways to “break down” complicated perceptions to get to the heart of client concerns and provide meaningful solutions to their lifetime-income conundrums.”