2 Things You Need To Ask Clients In Every Appointment | 7 Figure Annuity Sales Podcast | Ep. 179

On this episode, we're going to be talking about the two biggest unknowns in anybody's retirement.

Hey, everyone. Welcome back to this week's episode. I am Chad, Owen, and. Oh, you didn't shave.

I didn't.

You didn't?

No, I was gonna do goatee.

We talked about it. Maybe tonight we'll figure it out. Maybe it'll be in a couple weeks.

I'm afraid that if I actually do. Because here's the thing. I don't. I don't do a good job of growing facial hair on my cheeks.

You don't think you have control of that patchy?

I don't. So I don't do a good job of that. I. I fail in that theory is if I. If I. Well, because I always trim it.

Yeah. But if I shave my theory, I can guarantee you this is how it works. We. We take duct tape and we put it on there and we yank it and wax it. Yes, absolutely, that will work.

I just don't want to come back with a goatee and then get.

No, you won't have. You won't have any hair trying to look like Chad.

Like, I assure you, we have not.

You would need to look about 70 years older before you look like me.

Add a little gray in there.

Your dad doesn't have gray hair.

No, neither. Neither of my parents really have much gray. I'm gonna be. I'm gonna be a. And I got a baby face. I'm gonna be looking like I'm 50 years old.

When I'm 85, they're gonna. You're gonna have grandkids that. They go, oh, kid is so cute. That's my great grandkid. Yeah.

Okay, so we're talking about retirement unknowns, and it's funny, we had a conversation about this this morning and really trying to encourage agents to emphasize these two things in their appointments in 2022.

Does this microphone block my goatee?

No.

You sure?

No, I'm pretty sure. You're good.

I think it does.

We have, like, a mirror so we can actually see what we look like.

So. Is it blocking my goatee?

No, you're good.

This is worth billions of dollars, that goatee. I think so.

I don't know why you're selling annuities if that goatee is worth billions of dollars.

Well, that's what gets the billions in sales. Oh, yeah. We're working. Working on the billion.

We're working on the billion.

Yeah. What did I just passed? 230 million?

Not quite.

No, not quite. You stink.

You're getting closer. You're getting closer every year, but you got. I think you'll pass 230. And before the half of the year.

What was my end of year?

It was over 220. It was like 225.

What the heck? It's over 220. What was it? 220. What? 200. Yeah, look, it was over 220. Yeah. 225. That's halfway to 200.

Exactly.

What I am curious because.

And I need to update. I actually need some info on that.

I did well, because I was gone.

Yeah. This is funny. Y' all are getting, like, just really.

Handed the real deal. Absolutely.

Okay. You finished 2021. Whoa. All the way out to 2025. I have these trackers built out like five years in advance.

What was my written production. Just get to the point.

You got. You did 26.75 in written production last year. Million 26.175.

So did I beat the year before?

You did pass 230 last year. I was gonna say I passed 230.

No way before the start of the.

Yes. So, yes. I'm 230 now. Since 2008.

Yeah.

Okay.

Yeah, you're over 230 since 2008. And you actually hit that by the end of 2021.

So two. Sorry to tip 230 million 361. 963.

Yep. Since 2008.

So this. That means.

Almost robbed you of that.

Yeah, this means I'll pass 250 million this year. Yeah, that would suck if I only did 250 million. I need to pass 260 million. And we are guys, you know, in our podcast, if you've been following us for a while, we are real. We are not the. Hi, Bob. Tell us about selling annuity.

Well, that's just not even fun to record. Nobody wants to listen to it.

Yeah. And it just. It doesn't make sense to me. And it's relevant. I mean, it's so hard. Actually. I have never seen a podcast that was done by someone who wasn't actively in the field that I would ever even follow. It's like, I mean, if you're talking about annuity sales. Yeah. Product.

And you're not selling annuities.

But even products. And we trying to teach on product when you're not out there talking to the client. I mean, I had a. Let's just say a firm conversation with an agent lately. I'm like, why the heck are you trying to sell other products outside of What I'm selling because I'm telling you these are the best ones. If there was a better product, I would tell you. Yeah. I mean there's a reason I'm doing rate integrity. I'm doing. What is their stacked options, what is their historical index performance? What is the likelihood of it continuing? What's the integrity of the company? What's the rate integrity? I mean there's so many factors that come together. Customers when I'm picking a company and I customer service. But I am so ready as well though. If there's a new product, new company, bring it on, I dare you. Insurance company become the number one product. Whoever it is, I don't care.

Pick up about 20 million in production.

Absolutely. Oh yeah. I mean, because I do the last three, two years have been actually three, probably four years, multiple companies. But there's been one company that's pretty much dominated any given year. Why? Because I'm a big income person. And so whenever you have that now it's in income with really good indexes. Because about the past five years we started having insurance companies come up with good income and good indexes.

Yeah.

And that's hard to do as well.

The problem that happened there though was that they stopped guaranteeing the roll up for the entire roll up period. Meaning, I mean literally hundreds of income products that roll up guaranteed rate. Because these index strategies start performing well. The guaranteed roll up stops almost all of the time when incomes activated.

And that's why this one doesn't. Yeah. And if you want to know which one that is, you do need to become contracted with us. We will allow you to be contracted with one carrier. That's just how we work. We're not someone who requires all contracts. Now there are certain levels though. We do require obviously all the contracts, but it's very rare. So.

So two, we gave them like the world's longest teaser to the two questions they should be asking their clients.

This is like I'm going to tell you in just a minute. And then it goes, no, we're not intentionally doing that. The one thing you'll find with us doing this is there are topics that we inadvertently discover that we want to talk about as we're discussing, as we're discussing it. And be it pick the right product. I'm telling you that is so important.

It is.

What good is it if you have great leads and you get in front of the client but you have a product that you can get your tail kicked in front of, you know, by these other companies. And I do not get my tail kicked. I always have the best product. Well, in client situation.

And you know how to explain that it's the best product. Yeah, like because it's, you're, you're not, you're not approaching it from the standpoint of oh, Mr. Client says they have $100,000 to invest. Oh, Mr. Client says just one accumulation. Oh, well, this, you know, whatever illustration shows that over the last 10 years this one has actually returned X amount. Like that's not how you're approaching it. You're approaching it very differently. So you're able to explain it in a way that actually.

Shows how that product beats the other ones that are being shown.

And it has to. And everything revolves around. And this is where we are going with this whole thing is the two questions nobody can answer. How long are you going to live for? And where's the stock market going to be tomorrow, let alone five or ten years from now?

And if you didn't write that down, you need to.

Yeah, nobody can answer those questions. And I just heard someone just recently say, and this was a very well known economist and this isn't the first time I've heard this over the past six months. Over the past six months. These are well known economists saying they have no clue where the market's going to be tomorrow. Yeah, they can't predict it.

Yeah, well, I mean you can't if it's something that's emotionally driven and manipulated by higher ups and string pullers that we don't even know about.

You're telling me these large Home Depot, Lowe's, they're not making a ton of money because mom and pop is no longer in business.

I mean Nancy Pelosi is like the greatest stock picker of all time.

You're a Chevy lover and a liberal. No, he's not. I'm joking. He is a Chevy lover.

I am a Chevy lover, but not a liberal.

Yeah, and once again I'm. When I say liberal, I'm not necessarily talking about full policy or political affiliation. I'm talking about this current group of clowns and a lot of them on both sides. And I say that as respectfully as I can because if these guys ever. And once again I'm saying this on both sides, had to deal with what we have to deal day to day basis. You know, I just saw someone, I'm not going to say the name, but it's like something. AOC is in Florida enjoying this nice gathering, no mask on, everybody's around her, nothing. But in New York.

Yeah.

Demanding not only forced vaccinations, but you have to have a mask on.

Well, that's just irony to me. Or hypocrisy, I guess you could say, when you have somebody like creating legislation in one state, travels to another state for vacation where they don't have to abide by their same legislation.

Yeah, but we've seen this in a lot of areas and a lot of people. But, you know, it's like I tell people, oh, annuities are the best, the greatest. Oh, they're perfect. They're perfect for everybody. I would write anybody, any age. Do you own an annuity? No, I own three. You know, I own three annuities and it's been since 2017. I bought my first annuity and then for the last three years. Excuse me. Since then, I found three companies that were just like, okay, this is a great product. I want to be in it. It's good for my age. Now I'm only 48, so I don't have a lot of the products that once you turn 50, it's. There's. You have some accessibility to products that I can't get into. But I would get them if I could.

Yeah.

And so when I'm. So I look at this standpoint, I have a product that not only I personally own and I believe in, but I also have a product that answers those two questions. Yeah. And so I don't know how long I'm gonna live for it. That's why we have income for life. You cannot outlive your income. Oh, by the way, if it's. You're married and we do joint lifetime income, you or your spouse can't. Outlet income. Well, I don't know what the stock market is going to be tomorrow, let alone five or ten years from now. That's why we have something where your money cannot go backwards when the market falls. If I have that and I personally believe them enough to where I own them, don't you think this is a good product? I mean, this is why honestly, I can say I love Ford trucks. They've been great to me. I had a once year where it was think is 2005 to 2010. I think for diesels, the injectors were not good on the truck. And so I could say, you know what? I love Ford. But man, the injectors kept going out of mine. We had to replace them. How do I know this? Because I personally experienced it. Now, since I've had annuities, I've never had to worry about that money going backwards.

Right.

Now, I've dabbled in. Not dabbled, I've jumped in headfirst on some of this crypto. And I'm telling you, you sneeze, and it's down 20%.

Yeah.

You know, you're sneezing, it's up 20%. So, I mean, it's one of those things that you have to have something very deliberate for what you're doing and what the purpose of the money is. And that answers those two questions.

Yeah, well. And I agree completely. You wrote a book, stress and rocking Chairs, Two Common Killers of Seniors. And the reality is, stress. You're talking about in that book, financial stress, you're talking about not knowing if it's going to last, if the market's going up, if the market's to going. Going down. Are you going to be able to.

Take your four or whatever, your health issues, too? I know for a fact when I'm on vacation, my blood sugar is almost always way better because I'm not stressed. Yeah, well, now. Am I stressed right now? No. My wife would probably tell me yes. Why? Because when I'm at work, I carry an extra pressure. Sure. And it's just. I mean, if I go. For example, we went to this. Man, what was it? We were going to go to a New Year's. We were in Nashville, and we were going to go to a New Year's Eve party. And every single time we went to these huge gatherings in New Year's Eve, there's a bunch of stupid drunk people getting in fights, doing stupid things. And I never get to relax because I'm immediately on, you know, I'm like, okay, where's the guy with the knife? The guy with the beer bottle? Where's, you know, stupid. Some guy assaulting a lady or being verbally abusive lady. I mean, I'm on and I can't relax. Well, when I come to work, it's the same thing. I'm not worried about assaulting because, I mean, would you really be worried about him assaulting? I mean, it's kind of like, all right, we need that creeper mustache. That, that. That was.

That made you nervous?

That made me nervous. I just went and hit all the babies around here.

And made you get rid of the white van with no windows. You know, I'd get rid of that.

And they traded in for a light pickup.

Yeah, yeah. Anyway. But, you know, we've got to be able to give our clients a peace of mind and stress in rocking chairs, you know, stress because you worry about everything. Rocking chairs because you have no, no purpose, no intention either health wise or you don't have money.

Right.

And by the way, we did just get in a bunch of books. I'm telling you it is a very limited supply because we are out what, three, three months now till we can order more.

The back order on those is insane. Yes.

Yeah. So if you were going to do a bulk order, now is your time. Because I'm telling you there's a certain amount that I will not get rid of. Why? Because those are my books that I use and every single kit. So go to stress and rocking chairs dot com. We will only accept bulk orders. We're not going to do any discounts on 25. I think it's 50 is the least. And I'm telling you we will not take that many orders for 50. So if this is something you're thinking of doing, then do it because we, we, we when we're talking about things that you. Questions you can't have answers to or you don't know. This book is in English, not financial lease. Helping people understand the unknowns. And so when we're trying to help you be agents in the field just like me, I want you to have the tools available that I use. And we do give priority to people who are in the academy and we do give priority people who are part of our organization. So I'm telling you it's first come, first serve on those. And once we hit that threshold where I need to make sure I have enough books because I will not go, I will not go to an appointment. So much so as I even carry four or five books in my truck to where if I go to an appointment and I have, they have a family member or something that's going to hand out another handout. I need to get better at keeping the kits in there. I use my last two kits, but I'd even keep kits in there to where if you, the family member was there, I would hand out a kit.

Absolutely. And you should do that too. Have materials to be able to pass out. You never know what, what that could be and who you might help educate. And I want to add one thing to that, Chad. You know, talk about stress and rocking chairs. At the end of the day we can't make somebody get rid of the rocking chair. Right. But by addressing those two questions and those two really unknowns, how long you're going to live, it doesn't matter. What's the stock market going to do tomorrow, let alone five or 10 years, it's, it doesn't matter. You can eliminate the stress with the right product.

Yeah. And if they don't have the money, you're going to be stressed no matter what, you know, but we found a lot of retirees, honestly, that are way I'm finding people 65 years old taking 30 year loans, it just blows me away.

Wow. But they get locked into this lifestyle thing.

It is. They've got to beat the Joneses. I want to know who the Joneses are. Everybody's trying to beat the Joneses. They must be doing really well.

I think so.

Okay. Well, of course. Until next week. Until next time. Happy selling.