At the close of 2011, 14 percent of all annuities sold were indexed annuities. In fact, indexed annuities accounted for one out of every two fixed annuity sales in the last couple of quarters of the year. These retirement income products are one of the fastest-growing segments of the life insurance industry. In short, they’re kind of a big deal.
So, what’s been holding you back from offering these products to your clients? You know the basic pitch: a retirement product where your clients earn interest that is based on the performance of an index (subject to a limit), providing the ability to outpace fixed money instruments, yet offering protection from losses as a result of market volatility. Plus, you are already comfortable with other annuity products that provide a guaranteed lifetime income stream your clients cannot outlive and provide tax deferral to boot. Yet, when it comes to understanding which indexed crediting method is “best,” you feel overwhelmed and unqualified.
What’s the “Best?”
This same question is asked by nearly everyone when they get started in this business. “Which indexed crediting method is the best?” Well, that depends. What is your definition of “best?” The simplest to explain? The easiest to calculate? The most widely-used? The best-performing?