Why June Should Be Client Value Month

Why June Should Be Client Value Month

OK, so June is officially Annuity Awareness Month. If you’re anything like me, you get excited about the opportunity to spotlight our business and how annuities fit into the planning process. However, I’m not sure Annuity Awareness Month is the appropriate title. Instead, I think it should be Client Value Month. 


Let’s talk about the meaning of value in retirement income planning. 


  • Value goes beyond products. Anyone can find products through a variety of online resources. In many cases, those products are less expensive. What separates you from an online financial grocery store? Advice, wisdom and client engagement. 


  • Value is defined by the client, not you. Too often, I see websites and marketing material focused on the advisor’s credentials, experience or area of expertise. The focus needs to be on what you do for your clients. 



  • Value is understanding the client’s vision. Everyone has a different vision of retirement – start early, travel, leave a legacy, maintain a healthy lifestyle. That’s the vision that you have to meet. It’s the future the client wants to attain. You can deliver that future efficiently and effectively.


  • Value is creating confidence. In many cases, annuities make the overall retirement portfolio more predictable. In doing so, you increase the probability of your client having a certain level of income to meet their vision of a great retirement. 


Winning Strategy

Focus your attention on your client’s goals and their vision of a great retirement. That will lead you to the placement of safety and guaranteed income where annuities fit. But, start with the value and not the product. 

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About the Author

Mike McGlothlin is a team leader, retirement industry activist and disciple of Indiana Hoosier basketball. In addition to being EVP of retirement at Ash Brokerage, he is a sought-after writer and speaker. His web series, “Winning Strategies,” provides insight and motivation for financial advisors in many forms – blogs, books, videos, podcasts and more. You can get his latest book, “Winning Strategies: The New Rules of Retirement Planning,” on Amazon. 


1Nationwide Retirement Institute, Social Security 4th Annual Consumer Survey, September 2017: https://nationwidefinancial.com/media/pdf/NFM-16735AO.pdf