Positioning FIAs: Ask the Right Questions
March 7, 2016 by Peggy Bresnick
When it comes to positioning fixed indexed annuities (FIAs) in a client’s portfolio, sometimes the best approach is not to educate clients about the product, but ask questions.
In a 2015 webinar from insurance marketing organization, Jon Summers, Marketing Coordinator, Annuities at Senior Market Sales, says that it’s essential to ask clients the right questions when positioning annuities. “I still believe that telling is selling and asking is advocating and we should all be advocating for our clients,” he explains, adding that advisors need the right questions that elicit the answers from the client.
Two positioning strategies – guaranteed income and accumulation and safety – resonate retirees and pre-retirees, says Summers. Here are some questions to ask clients to get the conversation going. Click HERE to read more…
