One of the things that became readily apparent in our recent survey findings is that there is a subset of respondents who are exceptionally successful at selling FIAs. On average, these advisors have generated more than five times the annuity premium in the past year than the general population of respondents: $3,296,000 vs. $600,000. (Note: these figures represent total annuity production, including FIA sales.)

Successful FIA sellers are much more likely to anticipate a year-over-year increase in FIA sales in the coming year, with 73 percent expecting an increase vs. only 49 percent of remaining advisors.

So, what are these advisors doing differently from their peers? We analyzed the data to find out, and several distinctions emerged.