How to successfully sell FIAs
December 22, 2015 by JAMIE E. GREEN, WARREN S. HERSCH, EMILY HOLBROOK
Low interest rate caps present the biggest challenge to advisors selling FIAs. In fact, for advisors with $1 million or more in annuity premiums, 46 percent say the caps are their biggest hindrance to selling more, while 39 percent of advisors with $250 to $1 million in annuity premiums cite them as the biggest challenge. Thirty percent of advisors with less than $250,000 in premiums last year say the caps are a challenge for them.
Negative client perceptions of annuities and the current interest rate environment are two more high-ranking challenges for advisors in all premium generation brackets. Other challenges include clients not wanting to tie up their money, difficulty in finding qualified prospects and navigating compliance and regulatory requirements. Click HERE to read
