Life Insurance Selling

Annuity
Opportunities
changed the landscape for life insurance agents. We now have
the ability to help people dramatically improve the income
gap they have created due to inadequate savings, without them
having to gamble with their retirement assets. I’ve been in the
business for 23 years, and I’ve never been more confident that
we have the right solutions at the right time to help people.

GROWTH, INNOVATION AHEAD

Hirsch: Any further thoughts?

Wilkerson: Annuities are continuously evolving, which
is why I discourage both advisors and clients from acting on
outdated perceptions. For instance, just in the past couple of
years, fast-changing market and economic conditions have
spawned new products designed to address interest rate and
market volatility risks to retirement savings. Although it takes
time and commitment, it’s important to keep your eyes and
ears open to product innovations and new strategies.
Schuh: Some agents are worried that stockbrokers are go-
ing to be selling fixed index annuities. That’s the best thing
that can happen to our industry. FIAs have been bad-mouthed
in the media and by regulators since their inception in 1995.
They tried to bury us with 151A and failed, so since they
couldn’t beat us, they decided to join us. Soon we’ll start to
see positive press about FIAs, so there will be more consumer
awareness, which will help all of us in the long run.
The next 20 years or so will bring us unprecedented op-
portunities as 10,000 boomers retire every day. If that doesn’t
make you jump out of bed early, then maybe you should find
a new line of work!
Charles K. Hirsch, CLU, is a contributing editor to Life Insurance Selling. He is the president of Hirsch Communications Consultingin Florissant, Mo.

The advent of the GMWB riders on
annuities has really changed the landscape
for life insurance agents. We now have the
ability to help people dramatically improve
the income gap they have created due to
inadequate savings, without them having
to gamble with their retirement assets.”
— Alan Schuh