Maximize Your Clients’ Retirement Income


We’ve been talking the last several weeks about tax-deferred vehicles like annuities including protected income. You’ve also learned how to turn tax-deferred into tax-free when it comes to planning for long-term care. Today, I’m going to bring it all together.

It can seem like you’re being pulled in two different directions. On the one hand, you want to drive value in your business. On the other hand, you don’t want to conflict with your clients — you also want to provide value to them. What you need is a solution that enables you to do both in a safe scenario.

The approach is Income Alpha. It’s been the topic of this blog in the past, and it’s such a powerful tool that it’s worth bringing up again today.

Currently, there are many Americans out of work, creating a great opportunity to talk about how to get the maximum amount of income in retirement for our clients. How do we increase our probability of success? Income Alpha works by using only a little bit of protected income, allowing you to maximize your assets under management.

In many case scenarios, we were able to use the Alpha Income strategy to increase the client value in terms of income during retirement by as much as 21%. But at the same time, we increase that client’s lifetime value to you with assets under management. The power of the proper placement of protected income and the best use of tax-deferred vehicles work together to align your goals of adding value to both your business and your clients.

I encourage you to reach out to our retirement income consultants at (800) 589-3000 to learn more about how Income Alpha can speed up retirement, provide more income and, most importantly, offer your clients a higher probability of success.


Transformational Tactic

Finding a strategy that works for you and your clients is possible with Income Alpha. Find out more about how it can transform your business.

Shifting Tax-Deferred to Tax-Free


It’s no surprise, but when Americans are surveyed about retirement, one of the consistent results is the desire to avoid being a burden on their families. And as advisors, our job is to help them reach that goal. Not only can you keep them from burdening their families in the event of a long-term care need, but you can also help them save on taxes, all with one strategic move.

Many Americans have placed their money in conservative, tax-deferred annuities. Over the course of several years or even decades, these annuities have grown significantly. Now the problem is tax-deferred gains. If you take money out of the annuity, it is taxed as last-in-first-out, meaning the gain is taxed first. So, if your client experiences a long-term care event and you use the annuity for any type of home or facility care, your client is going to be taxed on the gain at ordinary income rates.

If your client is unable to perform two of the six activities of daily living, however, you can shift to an annuity that qualifies under the Pension Protection Act. The advantage of this is that not only is the cost basis returned tax-free, but the tax-deferred growth is also returned tax-free as are the long-term care benefits provided by the insurance carrier.

What you have done is shifted tax-deferred assets to tax-free distributions when your clients need it the most. This creates leverage because you’re not paying tax on those gains.

Only 11% of the population has actually shifted that long-term care expense to an insurance carrier. And it is one of the greatest multipliers of any type of failure that we see in retirement income planning. So, think about using some of those old fixed annuities to cover a long-term care need.

Our retirement income consultants can help you get started on the Annuity Audit process, so you can identify which annuities are no longer meeting your clients’ needs. Reach out at (800) 589-3000. We will be more than happy to show you our process and work with some of your clients.


Transformational Tactic

Help your clients plan for long-term care while converting tax-deferred assets into tax-free benefits in one simple move.

The National Debt, Taxes and How to Prepare Your Client


Taxes are inevitable. And, given the increase in the national debt, a rise in taxes also seems inevitable. As a financial advisor, your concern is what this means for your clients and their plans.

There are a lot of different things going on in Congress and we have a new administration in the White House. All indicators so far point to those earning $400,000 or more being the most affected.  But we also need to consider Social Security and capital gains.

What it means is that tax-deferred assets and tax-deferred savings like annuities will be very beneficial in the future. If you think about what we are looking at in terms of the growth of the national debt over the next 30 years, it is very likely that the increase in taxes will not be just short-term. Instead, it will be a more sustained increase in the need for tax revenue.

And when having discussions with your clients, it means that you need to change your words. Don’t just talk about the nominal interest rate. Discuss the actual real rate of return. The real rate of return takes into consideration the impact of the actual rate of return, the increase in taxes, and the impact of inflation. And we’ve seen a little bit of inflation rear its ugly head when you compare annuities with many other alternatives, like certificates of deposits.

Annuities have a substantially higher real rate of return that will help your clients on an after-tax and after-inflation basis, allowing them to be able to buy the same things that they can today and well into their retirement. So, look at tax-deferred assets like fixed and indexed annuities. Your clients will be very open, given the consideration of where we’re headed with the national debt.

Call your retirement income consultant at (800) 589-3000. Sit down and talk with them about how tax-deferred assets can make a huge difference in the probability of success in your client’s retirement plans.


Transformational Tactic

Fixed and indexed annuities are effective planning tools against rising taxes and inflation.

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Turning Prospects into Clients


It’s all about constant communication. Your prospects need to hear from you, often, to understand your value and trust you with their future. A constant, consistent message is essential. But it’s also a tall order. After all, you’re a financial advisor, not a full-time marketer.

Most of us don’t have access to the bevy of content we need to do something consistently. We lack the expertise and the technology to create a nurturing drip campaign. And we lack internal resources to help us execute on a marketing strategy.  All of this, in addition to potential compliance bottlenecks, makes constant communication become aggravating and time-consuming.

In fact, 54% of growth-focused advisors share educational content on a regular basis. However, only 12% of those advisors are satisfied with their marketing return on investment.

But before you throw in the towel, I want to share a solution for creating engagement, organic lead generation and efficiency. In a word, automation.

We have access to a library of industry-related content from trusted publishers. This library can be used to create newsletters, individual emails or social media. It will allow you to post articles, brand content for each advisor and automate communication for a turnkey drip campaign. Leads are created when content is shared, allowing you to stay close to clients. You’ll also win back more time with quality content created for you.

Our library includes:

  • Digital magazine — monthly lifestyle magazine featuring articles on travel, art, food and design
  • Branded social media posts — thousands of blog posts to share, plus an automated bi-weekly email newsletter
  • Full calendar of local events — fully automated, bi-weekly email newsletters featuring virtual and in-person events.

The industry posts and newsletter will allow you to educate easily, which is another important piece of your online presence. The library covers 17 topics through PowerPoint slide decks, invitations and client workbooks, and they all come with FINRA nonobjection letters. They’re all fully scripted, and they can be used for in-person meetings, virtual webinar workshops, focused client meetings and even pre-recorded videos.

Reach out to our team of retirement income consultants at (800) 589-3000 to talk about how they’ve been able to use these educational pieces to help drive people to your organization. We look forward to helping grow your business in 2021 and beyond to become a High Performing Practice.


Transformational Tactic

Talk to our team about our ready-to-go content library, here to help you create an automated online presence. You’ll stay close to current clients and convert prospects at the same time.

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