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Most experts agree that from 2000 to 2010 there were little or no gains in the stock market. The Dow started and ended the decade at around 10,000. Furthermore, interest rates were so low that inflation and taxes caused most Americans to lose buying power during that decade. This was a financial “lost decade.”

I explain that situation to every prospect and client. I then ask them: “What do you see happening in this decade that will be different than the last decade? Could this decade even be worse?”

Two studies released by economists at UCLA and Societe Generale verify the concern that we are facing another financial “lost decade.” Societe Generale believes there will be no economic recovery until 2017. UCLA forecasts even worse news and they predict no recovery for seven to 10 years. When that happens, it will mean that an entire generation lost two decades of growth.

Exacerbating the problem, the Census Bureau reports that average income has declined from $52,000 to around $49,000. So there is less money available to save, and it is not growing as quickly. Facing these challenges, how can Americans save for their futures and their retirement?

This kind of news can really overwhelm, dismay or paralyze our prospects. When the news is bad enough they often say things like, “If it is really going to be that bad, why should I do anything? I might as well enjoy my money as much as I can right now.”

Ask a question

Many sales are destroyed at precisely this moment. Remember, whenever you are in trouble in a sales presentation, ask a question. Use their statement to create new and better expectations for your prospect.

Ask: “Have there ever been bad economic times before in our country’s history? Yes. Did some people make money during those times? Of course they did. Who was successful, those who planned and prepared, or those who did not?”

Insurance companies were built for times like these. We provide safety. We provide guaranteed lifetime income that cannot be outlived. We provide independence and peace of mind.

The average net worth of an American has fallen from $126,000 in 2006 to around $78,000. If there is another downturn and they lose even more, most people will never recover, because they will not have anything to recover with. So we must keep that $78,000 safe.

We are the only people who have strategies to keep the money safe and allow for safe growth. Our products can ensure that people are not hurt by taxes, inflation and volatility, and we can turn those challenges into amazing opportunities. We have wonderful solutions for our clients.

I have never been more proud to be an insurance and financial professional.

“We provide guaranteed lifetime income that cannot be outlived.”

Van Mueller, LUTCF, (www.vanmueller.com) is an insurance agent, professional writer and speaker and Senior Market Advisor’s 2010 Advisor of the year. Responses and questions can be sent to [email protected].


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