As you can imagine, Gradient Insurance Brokerage fields hundreds of incoming phone calls each day from producers like you who are working on specialized and unique case situations. Each casework scenario varies based on the needs of the prospect or client, so there is no one solution to fit all. However, a question that does arise more often than not is, “What happens to a spouse if/when their husband or wife dies? What options will the spouse have?” This is a question that I like to hear because one of the most vital things that I can assist you with is the structure of the annuity. It’s important to assign the proper owner, annuitant and beneficiary based on the goals your client is seeking to accomplish and each company will vary slightly in how they view a particular situation. Below is a prime example:
When dealing with joint ownership (husband and wife) most producers want to structure the policy to give the surviving spouse the option of keeping the contract or taking the death benefit. For some companies, that is exactly how it will work. However, other carriers will automatically pay the death benefit when the first spouse passes, eliminating some of the choice and flexibility that you may have intended for the surviving spouse. The answer to this problem may be as simple as choosing another carrier that will structure it appropriately for your clients’ needs. We can often help avoid this problem while still allowing your clients to choose the first product and carrier of their choice. In some cases, we may be able to accomplish the end goal by purchasing 2 policies, one owned by the husband and one by the wife.
Another area where this is applicable is with regard to income riders. The popular question is, “Should I set it up for joint or single payout?” This question is important because some income riders have spousal continuation and some do not. Some allow for joint payouts with a single owner, while others do not. Be sure to communicate with me about the end goal and I will help you make the most appropriate choice for your client’s needs.
We pride ourselves in our knowledge of products and ability to navigate the varying objectives your clients wish to accomplish. I want to invite you to involve me as much as possible when building these cases, so I can help ensure that your goals and the goals of your clients are met in full. Don’t forget to plan for the needs of the surviving spouse and to provide the choices and flexibility they desire.
Call me today with your casework and happy selling. 800.407.4137
Friday, February 3, 2012
Wednesday, February 1, 2012
Empowering Women
Men and women view financial matters from different perspectives, and those differences can have a powerful and meaningful impact on how you prospect for new clients and retain satisfied advocates.
Despite being more educated and financially empowered than any past generation, many women are still insecure when it comes to investments, retirement planning and their financial future. Women, even more so than men, value guidance and are looking for a trusted financial advisor to help them navigate through retirement years.
March is National Women's History Month, which means there is no better time to start incorporating a marketing campaign geared toward empowering women.
Why does marketing to women work so well?
-According to the IRS, HALF of all individuals with at least 500k in investable assets are women
-Senior women age 50 and older control more than 3/4 of the nation's financial wealth
-95% of women contribute to financial decisions and 50% are looking for assitance from a trusted advisor
-Women are TWICE as likely as men to look for safety and guarantees
-69% of women preferred index annuities with lifetime income guarantees rather than potential for higher earnings...the exact opposite of men!
Doesn't it make sense to start directing your marketing at the group of people that most values the very thing you provide...safety, guarantees, peace of mind.
The newest addition to our suite of sales systems is the "Empowering Women" campaign. Complete marketing, education, sales tools and mentor ship available. To get started, simply email me at dleonard@gradientfg.com.
Despite being more educated and financially empowered than any past generation, many women are still insecure when it comes to investments, retirement planning and their financial future. Women, even more so than men, value guidance and are looking for a trusted financial advisor to help them navigate through retirement years.
March is National Women's History Month, which means there is no better time to start incorporating a marketing campaign geared toward empowering women.
Why does marketing to women work so well?
-According to the IRS, HALF of all individuals with at least 500k in investable assets are women
-Senior women age 50 and older control more than 3/4 of the nation's financial wealth
-95% of women contribute to financial decisions and 50% are looking for assitance from a trusted advisor
-Women are TWICE as likely as men to look for safety and guarantees
-69% of women preferred index annuities with lifetime income guarantees rather than potential for higher earnings...the exact opposite of men!
Doesn't it make sense to start directing your marketing at the group of people that most values the very thing you provide...safety, guarantees, peace of mind.
The newest addition to our suite of sales systems is the "Empowering Women" campaign. Complete marketing, education, sales tools and mentor ship available. To get started, simply email me at dleonard@gradientfg.com.
Tuesday, December 6, 2011
Check out our new website!
The A-Team is a dynamic, full service marketing unit with over 15 years of combined experience working with independent financial advisors. Through Gradient Financial Group, they offer clients industry leading tools and a powerful sales partnership with proven results. They currently consult with nearly 100 producers who combine for over $200 Million in total premium, including some of the most successful advisors in the country. With a wealth of product knowledge, proprietary software programs, captivating sales systems and relationships with top insurance carriers, they bring a comprehensive approach to any sales conversation.
Visit us today at http://www.advisor-team.com/
Visit us today at http://www.advisor-team.com/
Sunday, November 6, 2011
Fresh Marketing for 2012
More than likely, by this time of the year, you have completed your marketing plan for the first quarter of 2012.However, I want to take this opportunity to introduce you to three new systems that Gradient is now offering and that debuted at the Summit last week in Austin.
Most successful producers incorporate at least 3 types of marketing efforts into their arsenal – these efforts can be anything from seminars to newsletters to concept events as well as other successful approaches to garner the attention of their prospects. Please feel free to use one, two, or even all three of the following topics to create additional opportunities to secure new prospects!
Our Social Security System - It is our belief that this marketing technique is a MUST. The topic of Social Security applies to every prospect or client that is 62, going to be 62 or is past the age of 62 which includes pretty much everyone you want to talk with! If you are looking to see more people this program is perfect because EVERYONE has at least one of the following questions, which our system and reports will allow you to answer on their behalf:
1. Should I take income Now vs. Later?
2. What are my Spousal Options?
3. What is my impact on working in retirement?
4. Is there Taxation to my benefits?
5. How do I solve for my Income Gap?
If you have not reached out to us about incorporating Social Security as a marketing tool into your business, call us right away.
Empowering Women - This marketing program is designed to specifically assist women. One of the reasons this niche is important is women typically outlive their spouse by 6 years and it can prove to be a very lucrative marketplace. If you are looking for marketing to a target audience, this could be what have been waiting for.
Sawblade Marketing - A very clearly laid out, easy to follow referral program that will hold your hand every step of the referral way. This system includes helpful how-to’s, scripts, and action plans to keep you and your stream of referrals headed in the right direction.
Make sure to call TODAY and let me know which of these systems you would like to begin using to ensure you reach your 2012 goals!
Most successful producers incorporate at least 3 types of marketing efforts into their arsenal – these efforts can be anything from seminars to newsletters to concept events as well as other successful approaches to garner the attention of their prospects. Please feel free to use one, two, or even all three of the following topics to create additional opportunities to secure new prospects!
Our Social Security System - It is our belief that this marketing technique is a MUST. The topic of Social Security applies to every prospect or client that is 62, going to be 62 or is past the age of 62 which includes pretty much everyone you want to talk with! If you are looking to see more people this program is perfect because EVERYONE has at least one of the following questions, which our system and reports will allow you to answer on their behalf:
1. Should I take income Now vs. Later?
2. What are my Spousal Options?
3. What is my impact on working in retirement?
4. Is there Taxation to my benefits?
5. How do I solve for my Income Gap?
If you have not reached out to us about incorporating Social Security as a marketing tool into your business, call us right away.
Empowering Women - This marketing program is designed to specifically assist women. One of the reasons this niche is important is women typically outlive their spouse by 6 years and it can prove to be a very lucrative marketplace. If you are looking for marketing to a target audience, this could be what have been waiting for.
Sawblade Marketing - A very clearly laid out, easy to follow referral program that will hold your hand every step of the referral way. This system includes helpful how-to’s, scripts, and action plans to keep you and your stream of referrals headed in the right direction.
Make sure to call TODAY and let me know which of these systems you would like to begin using to ensure you reach your 2012 goals!
Tuesday, October 4, 2011
Let the coffee be on you
One of the most frequently asked questions we hear is, “What are top producers doing that I am not?” Often it is nothing revolutionary, but simply a consistent track to run on and maybe 1 or 2 unique approaches that separate them from their competition. Today, I would like to share a unique concept that was given to me by one of my elite producers. He started a small monthly gathering that paid off big in the end. He called it “coffee hour.”
He was looking for a way to increase his referral business - as all producers are - so he decided to schedule a coffee hour in his office on the first Friday of every month. It was nothing fancy; simply coffee, doughnuts, and a guest speaker. Being in the financial services industry, most of us would assume that he would feature guests who would speak about finances, but by contrast he chose topics that were of interest to the people he was trying to attract, many times having nothing to do with finances or investments. For instance, he brought in a guest speaker from a local greenhouse in March to talk about gardening and planting, a hobby many seniors thoroughly enjoy. In the summer he would invite a representative from a travel agency to come and offer vacation deals to escape the summer heat. In the fall, his coffee hour featured a local construction professional who would discuss how to winterize a home for the cold days ahead.
Needless to say, the response to these meetings was incredibly positive and the attendance grew exponentially over time. Plus, he was able to do all of it with very little overhead. The guest speakers were happy to come and speak with an audience of potential new clients about their services and, in turn, would happily refer people back to this producer. I have always found this to be one of the most simple, inexpensive, and productive ways to keep strong bonds with current clients and invite new referrals into your office. If you are looking for something new and different to enhance your business in 2012, let the coffee be on you.
Remember to call me anytime with questions or for help with anything at all. Thank you for your business. It’s been a fantastic start to the year!
He was looking for a way to increase his referral business - as all producers are - so he decided to schedule a coffee hour in his office on the first Friday of every month. It was nothing fancy; simply coffee, doughnuts, and a guest speaker. Being in the financial services industry, most of us would assume that he would feature guests who would speak about finances, but by contrast he chose topics that were of interest to the people he was trying to attract, many times having nothing to do with finances or investments. For instance, he brought in a guest speaker from a local greenhouse in March to talk about gardening and planting, a hobby many seniors thoroughly enjoy. In the summer he would invite a representative from a travel agency to come and offer vacation deals to escape the summer heat. In the fall, his coffee hour featured a local construction professional who would discuss how to winterize a home for the cold days ahead.
Needless to say, the response to these meetings was incredibly positive and the attendance grew exponentially over time. Plus, he was able to do all of it with very little overhead. The guest speakers were happy to come and speak with an audience of potential new clients about their services and, in turn, would happily refer people back to this producer. I have always found this to be one of the most simple, inexpensive, and productive ways to keep strong bonds with current clients and invite new referrals into your office. If you are looking for something new and different to enhance your business in 2012, let the coffee be on you.
Remember to call me anytime with questions or for help with anything at all. Thank you for your business. It’s been a fantastic start to the year!
Friday, September 23, 2011
What can you offer clients now in these volatile times?
If you have not yet noticed the daily emails you have been receiving since the beginning of August, please take note. With all of the uncertainty about the economy right now, carriers will be making changes. Rates, income riders, bonuses, all are subject to change and I want to make sure you have the most up to date information!
Every pending change we are aware of is emailed to you daily plus posted on our website (http://www.gradientfg.com/). This is a great source for updates. You may be thinking things look dismal and finding annuity business will be harder than ever. Think again.
August is typically a slower month for annuity sales...HOWEVER... we will break our all time record this month. Sales are happening now more than ever. Keep in mind that low caps and rates on index products are all relative. Most people would rather limit earning potential than subject themselves to wild swings in the market.
Now is the time to reach out to clients and prospects with fresh ideas. For example, have you looked at the new options out there...
1) New strategy offers opportunity for earning potential when current interest rates are low!
2)Gold strategy offers diversification
3)Lock in 10% bonuses for deposits for the next 7 years...regardless of future product changes
4)Protect your clients from future cap decreases and lock in where they are NOW.
Do you know how? If you aren't sure...call me. I can help.
Every pending change we are aware of is emailed to you daily plus posted on our website (http://www.gradientfg.com/). This is a great source for updates. You may be thinking things look dismal and finding annuity business will be harder than ever. Think again.
August is typically a slower month for annuity sales...HOWEVER... we will break our all time record this month. Sales are happening now more than ever. Keep in mind that low caps and rates on index products are all relative. Most people would rather limit earning potential than subject themselves to wild swings in the market.
Now is the time to reach out to clients and prospects with fresh ideas. For example, have you looked at the new options out there...
1) New strategy offers opportunity for earning potential when current interest rates are low!
2)Gold strategy offers diversification
3)Lock in 10% bonuses for deposits for the next 7 years...regardless of future product changes
4)Protect your clients from future cap decreases and lock in where they are NOW.
Do you know how? If you aren't sure...call me. I can help.
Thursday, August 11, 2011
Investor Panic around Current Events
The quiet doldrums of summer don't appear to be the norm as July turns to August and bulls turn to bears. Stocks ended August 5th on a mixed note after violently whipsawing throughout the day. The Dow had a massive trading range of 400 points as investors scrambled to make sense of a whirlwind of news from Europe and the United States.
Late on August 5th, long after the market closed, Standard & Poor’s pulled the trigger by cutting America's long-term credit rating from AAA to AA+. Monday, August 8, 2011 was the first trading day since the news of the downgrade and the magnitude of the stock market decline is testing everyone’s resolve. Last week, on Thursday alone, the Dow dropped 512.76 or 4.3% to 11,383.68, essentially erasing the year's gains. The decline solidified almost two weeks of negative trading. The Dow fell roughly 11% from its April 29th high. Clearly ending last week in a "correction" mode with today’s trading leading us toward "bear territory" - typically defined by a 20% decline. Once the dust settles, attention should turn back to the economic fundamentals.
The current market storm revolves around the combined concerns of the loss of our AAA credit rating, Washington's embarrassing last minute fight over the debt ceiling, a massive federal deficit and the sovereign debt crisis in Europe - are all contributing to current global economic concerns.
The Chicago Board of Exchange Market Volatility Index, or VIX, a measure of volatility often coined "the fear index" rose an amazing 45% over the first few weeks in August to its highest level since June of 2010. The 10 year treasury has also decreased to 2.36%, which is lower than what insurance companies consider the benchmark to price products.
In this challenging market, it is important to educate prospects and clients about the best options. For many, the immediate benefit of protecting principle in a volatile market is reason to make a move into a fixed annuity right now. In an article published August 9th by AARP, there are seven good moves to make during a market slump. Number two on the list is “Go look at the statements for your bank CDs, or your fixed annuity statements, or your bond funds. They made money today. Congratulate yourself for being so smart as to own some.” According to a recent study by the Government Accountability Office, Americans can avoid the risk of outliving their assets by saving more, working longer, investing wisely, delaying Social Security and buying an annuity.
The most successful agents will effectively position the benefits of index annuities by being the calm amongst the storm. They know how to educate clients and prospects on current conditions to set realistic expectations. What is most important right now is protecting hard earned assets. Investors can’t simply wait for markets to eventually recover. In a 2008 article published by AARP, Martin D. Weiss, president of Weiss Research and editor of Safe Money Report Newsletter states, “The reality is that bear markets can last for years. And during all those years, your money is dead in the water.”
Late on August 5th, long after the market closed, Standard & Poor’s pulled the trigger by cutting America's long-term credit rating from AAA to AA+. Monday, August 8, 2011 was the first trading day since the news of the downgrade and the magnitude of the stock market decline is testing everyone’s resolve. Last week, on Thursday alone, the Dow dropped 512.76 or 4.3% to 11,383.68, essentially erasing the year's gains. The decline solidified almost two weeks of negative trading. The Dow fell roughly 11% from its April 29th high. Clearly ending last week in a "correction" mode with today’s trading leading us toward "bear territory" - typically defined by a 20% decline. Once the dust settles, attention should turn back to the economic fundamentals.
The current market storm revolves around the combined concerns of the loss of our AAA credit rating, Washington's embarrassing last minute fight over the debt ceiling, a massive federal deficit and the sovereign debt crisis in Europe - are all contributing to current global economic concerns.
The Chicago Board of Exchange Market Volatility Index, or VIX, a measure of volatility often coined "the fear index" rose an amazing 45% over the first few weeks in August to its highest level since June of 2010. The 10 year treasury has also decreased to 2.36%, which is lower than what insurance companies consider the benchmark to price products.
In this challenging market, it is important to educate prospects and clients about the best options. For many, the immediate benefit of protecting principle in a volatile market is reason to make a move into a fixed annuity right now. In an article published August 9th by AARP, there are seven good moves to make during a market slump. Number two on the list is “Go look at the statements for your bank CDs, or your fixed annuity statements, or your bond funds. They made money today. Congratulate yourself for being so smart as to own some.” According to a recent study by the Government Accountability Office, Americans can avoid the risk of outliving their assets by saving more, working longer, investing wisely, delaying Social Security and buying an annuity.
The most successful agents will effectively position the benefits of index annuities by being the calm amongst the storm. They know how to educate clients and prospects on current conditions to set realistic expectations. What is most important right now is protecting hard earned assets. Investors can’t simply wait for markets to eventually recover. In a 2008 article published by AARP, Martin D. Weiss, president of Weiss Research and editor of Safe Money Report Newsletter states, “The reality is that bear markets can last for years. And during all those years, your money is dead in the water.”
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