15 Years of Brutal Annuities Knowledge in 10 minutes ($50m lessons)

In this video, I'm going to give you five brutal lessons that I learned from a $50 million per year annuity producer. That way you can shortcut the learning curve and get to a point where you're consistently earning massive commissions selling annuities completely, virtually. So. Recently, I partnered with one of the top annuity producers in the entire country, Roy Snarr, to put together a comprehensive training and mentorship program for agents on how to sell annuities. He was able to go from a struggling life insurance agent to now doing $50 million per year consistently in annuity business. He's been able to reinvest some of that money and build up a real estate empire that pays him a quarter of a million dollars per year. Passive. He sends all of his kids to private school, and he even owns his own private ranch in Round Rock, Texas. So in this video, I'm going to be giving you five of the lessons that he taught me on his way from a struggling life insurance producer to now one of the top annuity producers in the entire country. Now, my background, if we haven't met yet, is more on the marketing side. So we consistently spend hundreds of thousands of dollars per month on annuity marketing to help generate qualified leads and book deployments for agents and advisors. But Roy isn't the only one. Brendan used these same key lessons and made $140,000 in commissions in one single month. And Charles used this to go from a final expense agent to selling one annuity that paid him around $84,000 in commissions. And by the way, both of those individuals are clients who have worked with us on a higher level. And if you want help scaling up your production so you can sell advanced markets entirely virtually, click the link down below to apply. But without any further ado, let's go ahead and dive right into the video. Now, lesson number one is really about picking the right product. You see, Roy made the exact same mistake that I did when I was first getting into the insurance industry. He went and he started selling for final expense, door to door. So he would drive out constantly on the road selling life insurance to people that had to decide whether they were going to keep their insurance policy for 50, $80 a month or buy cigarettes and alcohol for the month. And majority of the time, they chose to cancel the life insurance and instead get the cigarettes and the alcohol. This is exactly what I was dealing with as well. I used to do direct mail, selling life insurance door to door, driving all over the state of North Carolina, and selling policies to people that ultimately Just charged back. And. And so what happened is I was just constantly on a hamster wheel, Exact same situation that Roy was in and never could really get ahead. What I realized is that it wasn't that I didn't know how to sell, and Roy realized this as well. It wasn't that we didn't know how to sell. It was simply that we were selling the wrong product. And so he came to the realization years and years ago that he needed to sell more policies and bigger policies. As we started looking around the insurance industry and kind of analyzed the different things that were available, I could go sell mortgage protection. I could go sell final expense. I can go sell this. And what he ultimately decided was the best choice for him was to sell annuities. And simply by switching products, he was able to 6x his income. So imagine this if you are a top producer selling life insurance, final expense, mortgage protection, what if you just switched over to annuities where the commissions are considerably higher? The reason why I'm so bullish on annuities, especially in 2026, is, for one, you have all of these baby boomers that are retiring. There are 10,000 baby boomers retiring every single day, and a vast majority of them have some money saved for retirement. The second reason is that the average baby boomer has over $1,100,000 saved for retirement. And lastly, most of these baby boomers are concerned about what's going on in the stock market, and they're looking for a safe, guaranteed place to put their money. If you literally were just moving a porch portion of that money over into an annuity, and you just helped a portion of the 10,000 people retiring every single day, I mean, we're talking millions of dollars in commissions. So lesson number one is really making sure that you're investing your time into the right product to sell. Now, lesson number two, I'm going to transition more into, like, some of the tactics of actually selling annuities that Roy taught me is that it's more about being a consultant than a salesperson. Now, I know that may sound cliche, but typically, whenever you're selling another product, life insurance or Medicare or something, like, you're more so coming from a position where, like, you have to close them on, switching their plan or buying the policy, and it's like, buy now, buy now. Do it right now. Right? It's all about pushing them over the line and getting them to buy. That is the majority of how people sell, especially in life insurance. With annuities, you can't do that. And be successful. Right? So if you're trying to sell annuities and you're trying to force people into a box, you're ultimately just going to turn people away. You see, when Roy first switched over to annuities, he tried to take the same tactics that he was using in life insurance and apply them into annuity sales, which. But what ultimately happened is he lost a lot of deals that he otherwise would have closed had he been more patient and more educational and consultative instead of being salesy. So the way that you do this is you really want to roll through a series of discovery questions to figure out exactly what that prospect situation is, what their main problems are, what their main concerns are, how much money they have in retirement, how much money they're going to need in terms of income and retirement. And then you use all that information to create a custom tailored situation for that individual. Now lesson number three is whenever you're presenting an annuity, you want to show them all three of the main annuity options. So there's really three main types of annuities. And I'll run through each of these for you. Now you have your MyGas, which stands for a multi year guaranteed annuity. And this is most similar to a cd. So what happens is somebody has a certain amount of money and they say, hey, we're going to hand this to the insurance company for anywhere from 3, 5, 7, sometimes even 10 years, and they're going to guarantee you a fixed interest rate. So let's just say, for example, it's 5%. If the client gives the insurance company 100 grand, they're going to pay them 5% every single year. It's very simple. And the commissions are very low for the agent. That's annuity type number one, a myga. This is typically for people who want safety and they want everything guaranteed. Next, you have an income annuity. So this is basically where an individual gives an insurance company again, typically a lump sum amount of money, and in exchange, they are guaranteeing them an income for the rest of their life. So for example, let's say someone put a million dollars into an income annuity, they might be getting guaranteed $80,000 a year, every year, for the rest of their life. So it's almost like a pension that is being guaranteed through the insurance company. And the last, most common type of annuity is a FIA or fixed indexed annuity. So with this option, somebody gets the ability to have growth without the downside. So it goes up. And then if the market goes down, your money stays the Same. So it's growth without downside. Now, what most people try to do is they only will pitch the income and the fia. And the reason they do that is because your commissions are considerably higher on those annuities versus a Myga. Myga, you might make 1 to 3%. With a income annuity or growth annuity. You're going to make anywhere from, you know, 5 to 8%, depending on the company and the policy and your contract level, obviously. So what Roy realized is that instead of trying to force people into one of the annuities, if you present them all three of the options, it builds so much trust and credibility and it presents the option not as should I get an annuity or should I not? But now in the prospect's mind, we call this natural selection selling. They're deciding, deciding which annuity they want, and it becomes a which one decision as opposed to a yes, no decision. Now, it took Roy about 15 years to figure out that one trick out. But if you want to shortcut a lot of the learnings, I'm going to give you guys something very cool at the end of this video. Now, the fourth lesson is to always use visual elements and visual tools to explain the annuities. I remember the first time that I ever tried to sell an annuity. I was in this old lady's house in the middle of North Carolina, and I was like, using my hands to kind of explain what it was, and she was just totally lost. Luckily, I explained it well enough where she was interested enough for me to go to bring my upline back, who closed the deal for me. But had I not had my upline there and he didn't come with this whole, like, presentation booklet, the deal never would have happened. And I was able to sell a $200,000 annuity with literally zero experience ever. But it was only because I had the visual tools. Trying to, like, hand puppet your way into a massive rollover makes no sense. What you want to use is an illustration software so that you can show them what an annuity actually looks like and show all of the numbers along the way. Some of the more popular softwares are Annuities Genius and Annuities Rate Watch. So moving forward, never try to just explain an annuity just with your hands and your face. Use a software or use a tool that shows them the numbers and explains what it actually looks like. Show don't tell. And lesson number five is to never try to close an annuity on one call. You're always going to do a two call close this is totally different from what everyone's used to on life insurance and Medicare and health insurance. Everyone's like, one call close, one call close. In all reality with annuities, you have to do the two call close or you're going to completely blow the deal. The first call, you're educating them, you're doing discovery, you're showing them the different types of annuities, and then on the second call, you're answering whatever questions that they had after that first meeting, and you are writing the application. This also gives your clients time to process all of the information that you gave them so that they don't have buyer's remorse when you roll over a fourth of their retirement in one call. And then they end up hating you forever. Always do a two call close. This is going to save you so much time and so much headache from dealing with people that regret their decision. Now, really quickly, if you want to get access to Roy's entire word for word script, all of his sales process, his whole presentation was Roy and I jumped on 20 hours of Zoom calls to condense down his entire sales process, all of his objections, everything that goes into selling an annuity from point A to point Z and getting paid. And we put together the $50 million annuity handbook so that you can copy and paste all of his 15 years of experience, all of the painful lessons that he learned to sell your first or next annuity as soon as next week. So if you want to get access to that, click the link down below. It's linked, literally only $27. And I'll send it to you directly so you can use it to start closing more annuities as soon as next week. I will see you guys in the next video. Take care.