Strategies For A Safe-Money Marketplace
Be a mentor: My role is not to please clients but to guide them, using facts and information to temper their over-enthusiasm and to and to develop understanding so they dont become overly fearful.
–Gerald Butrimovitz, Associated Securities Corp, San Francisco.
Address peace of mind issues. Note that although the newer VAs charge a fee for their living benefits guarantees, that fee buys peace of mind "like your homeowners insurance does."
–Peter Hill, Vision Financial Group, Des Moines, Iowa
Respect the tenor of the times: Remember that, in uncertain times, people become gun-shy, and they want guarantees.
–William Lowe, ING, Des Moines, Iowa
Bring up tax-deferral: For instance, if the client is not ready to retire and wont need the money for a long while, ask, "why not get tax deferral–and a better rate, too–by putting the money into an annuity?"
–Donald Davis, Personalized Brokerage Services, Topeka, Kan.
Address liquidity: Some people hesitate about the loss of liquidity annuities entail. So point out the free withdrawal provisions, nursing home waivers, and other liquidity features than can meet some of the need.
–Daniel Mulheran, Town & Country Financial, Inc., Minneapolis.
