Putting Money in Motion


To help your clients, you need to know what’s really on their minds.

While they might not actually tell you what they’re thinking, watching their behavior over the last several months will offer clues about what they are looking for right now.

And the good news is that this creates an opportunity for you.

The election is behind us, and it really didn’t create a change in retirement income planning. There are still 10,000 people retiring every day and we are still experiencing a low-interest-rate environment. Things are still uncertain with the global pandemic. These events, and the behavior they caused, are important when it comes to figuring out what your clients are really thinking about.

Since the pandemic started in March in the United States, more than $2 trillion have been moved from the markets to the sidelines. Instead of being invested, it’s ended up in bank accounts. In addition, the week after the presidential election, more than $17 billion were moved to global bond funds paying less than 0%.

People are looking for safety. They’re not sure what to do right now, so they’d much rather be on the sidelines and out of the action. And that’s where your opportunity comes in. We can help you find solutions to increase your clients’ confidence and encourage them to put that money in motion. This includes assets that aren’t currently with your firm. Reach out to our retirement income consultants at (800) 589-3000 to find out more.

Transformational Tactic

Even in uncertain times, helping your clients put their money in motion is the first step to a successful retirement.

Reframing the Referral Conversation


The largest asset in your financial practice is your clientele. Adding to that clientele, and specifically asking for referrals, is also one of the hardest tasks to tackle. But why? You know you bring value. You’re pretty sure your clients understand that value. But you still hesitate when it comes down to asking them who else you could help.

Most of us just aren’t sure what words to use. You don’t want to come across as high-pressured or pushy. Or you don’t want to put a strain on a client relationship. Our current environment isn’t helping either. It’s just flat out harder to ask for a referral in a virtual setting. Fortunately, with the right words, these obstacles can be removed.

Finding the right words

The key here is to reframe the conversation into something you can easily repeat with multiple clients. Think about helping your clients make the connection between how you helped them and conversations they will have with friends and family over the upcoming holidays either digitally or in person.

Here are some openers:

  • “If you have friends or family who have questions or concerns, I’m happy to help.” This type of statement reiterates your client’s value to you without making it awkward. You’re also showing them that you value what’s important to them.
  • “Let me know if you have questions or concerns around Social Security, guaranteed lifetime income or retirement cash flow.” By mentioning specific concerns, you’re positioning yourself as the expert in that field. You’re also focusing on concerns that they are likely to discuss with family and friends.

Simple, easy phrases like these remind your clients that you’re available to help their loved ones as well. And by making the conversation repeatable and using language that maximizes the opportunity, you will become more confident and prepared when asking for referrals.

It’s also an opportunity to find more of the A-list clients that are on all our wish lists. You’ll be able to cultivate profitable new relationships. If you’re ready to get started, we’re here to help. It’s time to make asking for referrals something to look forward to, instead of something you dread.

Just reach out to one of our retirement income consultants at (800) 589-3000 or download The Best Way to Ask for Referrals.


Transformational Tactic

Learn about the best way to ask for referrals. By reframing the conversation, you’ll be able to grow your business and develop more profitable relationships.

Adapting to Today’s Economic Environment


The presidential election caused lots of uncertainty in the markets. And even though the election’s over, nothing has actually changed. We’re most likely going to hear news about litigation and challenges from now to Inauguration Day in January.

From a retirement income standpoint, we’re in the same circumstances we were a week ago. Regardless of who ultimately wins the election, there are more questions. Who controls the Senate? Who controls the House of Representatives? What happens with the Supreme Court?

There are three major things to consider regardless of the answers to those, and other, questions.

  1. Americans are going to retire every day through 2030, and that’s not going to be affected by who the president is or who controls Congress. In addition, there are about 75 baby boomers for every financial advisor today. In just five short years, there will be 176 baby boomers for every financial advisor. We must adopt the mindset that there is an unbelievable number of prospects needing our products, needing our services and needing our advice to make sure that they retire successfully.


  2. We’re likely looking at some additional stimulus in the beginning of 2021, which will add to our national debt. The federal government has already said that they really can’t afford additional interest rate hikes, so interest rates are going to remain lower for longer. These are all realities that we need to think about for those currently retired or nearing retirement. We need to figure out how to find alternative income and to find it in a more efficient way.


  3. Our tax burden is likely to increase over the course of the next three to five years. Stimulus payments and additional debt mean that we will have to get tax revenue to pay down the national debt. Whether that’s in three years, five years or 10 years, we cannot sustain a healthy economy without managing our debt, the same as we do on an individual basis. That means that we’re going to have to look for more tax-efficient ways not only to save and invest but also to generate income.


We can help you figure out how to use these challenges to create a High Performing Practice. We’ll partner with you to find proper prospects, become more efficient and remain relevant in the greatest shift from the workforce to retirement that we’ve ever seen.


Transformational Tactic

Adapting your retirement strategies to our current economic environment is the going to be essential if you want to remain relevant in the biggest shift from workforce to retirement our country has ever seen.

Turn Your Website into a Lead Magnet


There’s a common struggle I hear from advisors across the country, and that’s how to effectively prospect. Do you have a proven formula for bringing quality people to your firm? And if yes, has it survived the pandemic? For most of us, it’s tougher than ever to gain the trust of prospects and get them to choose our firm.

Like or not, today’s environment is digital. Your prospects’ first stop is your website. Your digital marketing is your first impression. And it needs to be strong enough to encourage prospects to call. A truly successful website can be a lead magnet. But an unsuccessful website creates just another obstacle to overcome before a prospect picks up the phone to call.

A really good website creates an opportunity for the lead generation needed to grow our business, attract quality people and remain relevant in the greatest shift from the workforce to retirement that we’ve ever seen. And although it can take hard work to get your website exactly the way you want it, there are a few easily avoidable mistakes I want to share. Knowing what not to do is almost as important as knowing what to do.

  1. Does your website pass the grunt test? And by that, I mean does it quickly and clearly show consumers the value you bring? Prospects will give you about five seconds to convince them to like your firm. The grunt test was developed by the marketing company StoryBrand. To pass, your website needs to tell visitors in those first five seconds what your company does, how it makes their life better and how they get started. So, it’s key to avoid unclear, cluttered messaging and design. Simple is better.
  2. Can your clients tell how you help them? The point here is NOT to tell them what you do, but instead, tell them how you help. Your goal is to provide a solution for them. Although your expertise lends credibility, talking about your firm shouldn’t be the focal point of your homepage. The goal is to step into their story, not drag them into yours. 
  3. Is there a clear call to action? Your call to action should be the next step the prospect or client should take. And it should be clear to them exactly what you want them to do next. Have you ever visited a website with several calls to action? How do you know which one they really want you to choose? The call to action can be to complete a survey, fill out a form, download an e-book or even just give you a call. Whatever you go with, it needs to be clear and strong, telling the client exactly how to interact. A wishy-washy call to action will actually harm your business.

The digital can seem overwhelming. But in just three simple steps you can make changes that turn your homepage into something that helps your business instead of an obstacle to be overcome. And, if you need help getting started, a full day of training with StoryBrand is exactly what you need. If you are interested in a future workshop in 2021, please text StoryBrand to 72345.


Transformational Tactic

Turn your website from an obstacle into a lead magnet. You’ll attract quality people, grow your business and remain relevant to your clients and the greatest shift from the workforce to retirement that we’ve ever seen.

How to Get Better, Better, Better (and why it matters)


It’s easy to be your own worst enemy. And by that, I mean to get in the way of your own progress and success. It’s human nature to put the tough task on hold. To ignore difficult conversations. And to just keep the comfortable status quo.

It’s not so easy to take on new things and change the way we do business. But you’re here, reading this blog, to learn. It’s one thing to know that change is necessary and it’s another thing entirely to make it happen.

We’re all working to get better. Instead of thinking of moving from good, to better and then best. It’s time to think better, better and better. Every day, do something to get better. It requires short-term focus to improve each day.

A good place to start is by maximizing your resources. And the first resource to look at is your in-force book of business. Compare the usefulness of the products your clients currently have with the new and innovative products available today. Our annuity audit team is a great way to do this.  Using third-party information, you can make an accurate comparison about how your client’s current product still works, or if there’s something better that would improve the probability of success.

The annual review is a good time to call in the annuity audit team. It’s not time-sensitive, and it lets us do the heavy lifting for you. You don’t have to be the expert — you only need to be open to looking at all the options. Which means making more efficient use of another resource — your time.

So, if you’re ready or even just interested, call our Annuity Audit team to find out more about how today’s products can provide new solutions. In addition to helping your clients, you’ll be growing your business and improving your efficiency. It’s changing to better — but it might just feel like best.


Transformational Tactic

Leverage your resources effectively to keep getting better and transform your business to a High Performing Practice.