One of our producers mentioned that he’s been getting one question a lot more often than normal from clients.

“Is Social Security going to run out?”

That’s a valid question, one that might be on your clients’ minds as well. But there’s an even more important question regarding a potential Social Security shortfall. And you can help clients answer it with an insurance product feature you probably already have in your arsenal --

One of the most popular questions I get is “What is the best age for a client to purchase an Indexed Universal Life Insurance policy?” I always respond the same way... 

In the past, financial professionals have relied on a well-balanced portfolio of stocks and bonds to manage a client’s risk versus return. While the concept is widely accepted, if you ask 50 different financial professionals what a well-balanced portfolio of stocks and bonds looks like, you'll likely get 50 different answers. However, they will probably suggest bonds be used in a portfolio as a hedge against stock market losses to reduce portfolio overall risk. But is that always the right answer?

If you want a great return on your money, you need to take on more risk. The general public has been conditioned to accept this as reality for decades. And there is truth to the risk reward relationship. However, there are ways a client could potentially increase their return without exposing their hard-earned assets to additional risk. We’ll discuss three of them…

On December 20, 2019, President Donald Trump signed into law a spending bill containing the SECURE Act (Setting Every Community Up for Retirement Enhancement Act). The new legislation took effect on January 1st of 2020, giving only 11 days (minus holidays and weekends) for everyone to adjust. This has left many financial institutions and financial professionals affected and scrambling to prepare.

When and how your clients claim Social Security benefits is one of the bigger decisions they’ll face as they transition from their working years into post-working years. For many folks, Social Security will be one of their largest retirement resources, and it’s often the most mismanaged.

Irrevocable decisions could potentially add or subtract tens of thousands of government-backed, inflation-adjusted, and tax-advantaged dollars from lifetime retirement resources.

I recently read an article on CNBC that said millennials would need to save a whopping 40% of their income over the next 30 years to be able to live off half their salary in retirement. Reading that, you might be thinking the same thing I was -- 

When you say, ‘I sell annuities’ or ‘I sell life insurance’, your prospects might say, ‘So what?’ Why? Because you haven’t positioned it in a way that matters to them.

If your overall sales or your seminar attendance, for example, has been lackluster — it could be because you’ve forgotten to include an important component in your sales message — your prospect's problem.

The term recession has gained a lot of airtime recently. Fears of an economic slowdown seem to be everywhere. And many folks are tuned in to the fearmongering, allowing it to affect their daily lives.

Without an agreed upon definition of retirement, it’s pointless to discuss strategies or financial products. Strategies and products aren’t likely to get your clients there in the most efficient manner, when we don’t know where “there” is.