David Wilcox offers his thoughts on annuities

“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.”