How To Sell Annuities $50m Per Year Producer Training

All right, ladies and gentlemen, in this video, I have the man, the myth and the legend, Mr. Roy Snarr, a fifty million dollar annuity man, the top annuity producer in Texas. I don't know how many more nice things I can say about this guy. He wrote a book, he gave me some free soap when I went to his office, and he's one of the best annuity salespeople and annuity producers that I've ever met in my entire life. And in this video, we have the pleasure of having him join us on YouTube. Roy, welcome to the channel. Hey.

Awesome, Tim, thanks so much. I'm happy to share some information here.

Absolutely. Well, cool. So what we're going to be basically doing in this video is diving through a sample annuity presentation. So if you're watching this at home, you want to get into annuities, you want to sell annuities, and you want to produce at a high level. This is essentially going to be a tactical breakdown of what Roy's sales process actually looks like. So, Roy, you will kind of want to kind of just like give a brief background on yourself and then we can dive into looking at your sales process.

Yeah, happy to do so. I started my career about 15 years ago. I was 22 years old, and I never thought in a million years I'd grow up and become an insurance salesperson. But here we are. And like many of you, I started off selling final expense. Never got into the Medicare side, did a lot of life insurance, from final expense to mortgage protection to iul. And I kind of stayed in that bubble for many of years. And it's just because I really didn't know much more about the industry, didn't know how to come after bigger deals. But my life got really complicated because I had a challenge and that was my own success. I was writing so much business in life insurance, it was amazing, but I had zero time. I was constantly on the phone with underwriters, waiting for medical exams, people changing their mind. It was just driving me bonkers. And so I sat down with my wife and I was like, look, I got to change my career. There's only a few ways to make more money in this business. I either have to write more policies, more bigger policies, or just simply bigger policies. I was like, I want to write the second one more bigger policies. And yes, that is correct grammar. I said, well, how do I get into this space of bigger deals? And I happened to just literally stumble upon an annuity sale by working with a teacher. And I moved her 403B. It was $100,000 rollover. It was the first, like, big one that I've done. And I looked at my commissions, I was like seven grand for $100,000 rollover. My goodness, I'd have to sell like eight final expense policies and hope they didn't cancel it. I just want to sell annuities. Why isn't everyone doing this? Well, I quickly learned there's a reason why not everyone is doing it. It's actually a pretty hard path. But over the years, I've learned how to get in front of the right people. I've learned the very hard way of how to overcome objections and how to explain things correctly and to help educate people on what annuities can actually do for them because they're such a valuable tool, it's a valuable product, it can change their lives. They just haven't been educated in the right way. And so we on our sales process, on our team here, we educate clients transparently, show them how everything works, and we let them make the decision. And that's the best type of stuff sale, quote, unquote, to make because we're not hard pushing them. They are literally asking us what the next steps are. And that's how we run our practice. And it's served us very well.

I love it. So walk us through tactically what that sales process looks like. I know you have like a software that you kind of roll through to pull different rates, but let's just say let's pretend that I'm Susie Q. I'm 65 years old, you know, and I have a couple hundred grand in my retirement. Worried about what's going on with the stock market, I went through fill it out a form online through an advanced digital marketing lead. You're my agent. Jump on the zoom with you. What are we going to do?

Perfect. Well, the first thing that you always want to do is one, you want to build a little bit of rapport because annuity sales, it's not the transactional type of sale that you may be used to on a final expense or like, you know, helping somebody enroll into a Medicare plan. It takes a little bit more relationship building. So I always enjoy spending the first, you know, few minutes telling a little bit about myself, you know, why I'm doing this. And also learn more about their situation. And a lot of times people will go ahead and they'll start opening up and telling you exactly what they're looking for. And this is why I'm the biggest fan of open ended questions.

Right.

I would first say, well, hey Susie, you filled out this form to request information. What are some of your questions I can help answer? I'm not going to hop in there and say, look at this guaranteed income rate, look at this cap rate. I don't even know if that's of interest to them. We need to establish what the concern is, what the need is and what the purpose of this money is and what we want it to accomplish. Right. She may have a goal of income versus a goal of just safety. She may want to park it for a long term for legacy. She may want something that's a return of premium. She may want something two or three years long, guaranteed rate, variable rate, we don't know any of those. So I always like building that relationship, asking open ended questions. That way it'll help direct and guide me to what I'm talking about. Because if I ask that and Susie says, well, you know what? I really just want something that's very similar to a cd. I want it to be parked here. I want a guaranteed rate of return, I want to know what I'm going to get. I don't want to do it for more than three years. If I don't have a lot of time to build with her, I'm not going to go ahead and try to sell her on a FIA or an income plan. I'm going to show her a mica option. I go, great, there are options for that. Let me show you what a MYGA looks like. And then from that educational point I'll say, I wouldn't be doing my job unless I at least explain to you what the other options are. They may not be for you, but let's at least explore them and compare them and you let me know what's the best for you. Very open ended conversation like that, non confrontational. And the way that we do it is we use software such as annuity rate, watch or Annuities. Genius because it gives a transparent list of all the carriers. And the valuable part there is that it's not me just pushing a product because I can only sell one, but rather I'm letting the math do the talking. And I remind people of that too. I go, I have an opinion. I'm a huge annuity fan. But also you may have a different opinion. And I know your advisor definitely has a different opinion than what I have. However, let's let the math do the talking. It either makes sense or it doesn't. I mean literally. Agents need to understand that these plans will sell themselves for the right people. You don't have to overcomplicate it. Try to keep it as simple as possible.

Got it. Do you have like a presentation or a slide deck you go through on annuities or is it literally just you let them talk and kind of answer their questions?

Yeah, we don't have a standard like pitch deck or a slide deck for every prospect that comes in. In the very beginning of my career I tried doing that and it worked really well with like certain life insurance case designs. However, on the annuity side, there's so many differentiating points there about annuities. I generally want to go ahead and have that open ended conversation, learn more about them. I don't want to make it feel templated or scripted like you're just another number. I want to make it feel personalized to them because this is all about relationship. And the problem with having a standard, say PowerPoint or like flip chart that you would show somebody is that there's a lot of different products and planning out there that may not even pertain to them. So I want to see what's important to them, focus on that and then show them the other options as a secondary. But show them that I'm caring and I'm listening to them about what they really, truly need. Just as if they were to go to a financial advisor at a big brokerage house. It's not like you sit down in front of these big firms and they just flip chart. You know, they're going to have a conversation, talk about it and see where you're at, what your risk tolerance is, what are your goals, you know, all of that fun stuff. And that's what we call the fact finder process because that's where the sale is made is through the fact finding process, learning more about their financial situation. What are their goals, what are their concerns? Are they trying to leave money behind for legacy? Are they just looking for income? I want to pull all that information out and during that conversation in order for me to best provide the solutions to them. They're also telling me all of their financials because how am I supposed to help them at least if I don't know all of their financials? And that's a sales tip for your guys out there because we buy online leads and work with you and do, you know, buy phone leads, all kinds of leads. And the problem is a lot of people that you get that just fill out a form, they may just want to kind of push you around in the conversation and just, just send me a quote. I can't do that. I don't even know what you're looking for. Right. We have to hop on a call to go over this together before I can even give you a proper recommendations. There's guidelines here. I can't just throw it out there to you. It's almost like, you know, if I were to call my loan officer and say, hey, I want to buy a house, how much can I qualify for? He asked me what my income is, and I don't tell him, how am I. How is he supposed to tell me what I can buy for a house? Right. Same thing.

Got it. Okay. So you kind of go through. Is there like a standardized process for the fact finder?

Yeah, yeah. I mean, the number one process of the fact finder, you first want to establish a rapport. You want to find out if they're single, if they're married, and then if they're married, do they have kids, do they have grandkids? And that's really important to know. Number one, it shows that you have interest in their life. But number two, they have a higher need for protection and certainty, especially if they have kids and grandkids. Right. They don't want to have the burden pushed on them if they outlive their money and they're knocking on their kid's door for checks, knowing all of that really helps with the process. So after we get the basic family relationship established with them, we understand that they're married, they have kids, they have grandkids, we start asking them, what is important to you? Like, what is the purpose of this money? What do you want it to accomplish? Is your biggest concern outliving your money? And is it just pure market risk, or are you trying to squirrel it away and just leave it all behind to the heirs? Which one is it? It's usually one of those three. Right. I'm worried about losing money. I'm worried about outliving it, and. Or I want to give it all away to charity or to my heirs. What's the best solution? It's usually one of those.

Let's say it's market risk for me.

All right, so let's say in this situation with Susie, it's market risk. Susie goes, you know what? It's. It's the market risk. I'm concerned the government's still shut down. Things are crazy. Interest rates are coming down, inflation's up, there's tariffs, there's potential wars happening. I think this bubble is going to finally burst. Right. That's what. That's what we're hearing out here. In the field. Right. The concerns of the volatility. And what I tell people is like, okay, let's first take a look at where your assets are and how they're classified to see how exposed you are. Do you currently have an IRA or a Roth or a 401K, or all of the above? I start before I go into just giving them an answer. I start using that to get. Get the information I need to do the proper planning. And she'll start saying, you know, I have an ira, I have a Roth, and I have, you know, some money market accounts. I go, okay, great. What's the general. Just the ballpark balance in there. I'm not trying to get to the specifics yet. Right. Because if you come in too strong and you sit down and say, here's a financial fact finder, fill it all out, it's kind of stale and it can turn people off. I go, what's the general ballpark balance in there? And let's say that she has 200,000 in her 401k, 50,000 and her Roth, and then another 50,000 in a brokerage stock account. Right. So she's got 300 grand to work with. I go, okay, that's awesome. Congratulations on your savings. I'm putting this away. Most Americans don't have that. So I'm telling. I'm making them feel better. Even though in the big picture, 300 grand put away when you're 65 is not a lot. But I want to make them feel good because it's true. Most people don't even have anything put away at that age. Right. The next thing I'm going to look at is, okay, we need to try to balance the volatility risk here. But are you planning on pulling money out of these accounts or do you have enough income coming in now? And what is your income sources currently? Right. Well, I'm still working, or I have a pension, or I have Social Security coming in. I go, wonderful. What's the total amount of money that you have coming in versus the total amount of expenses that you have? And a lot of people will tell you it's pretty close. Right. And let's assume that Susie's still working. I go, okay, when you go to retire, do you have a pension that. That kicks in for a guaranteed stream of income to help protect you so that you don't have to rapidly run through and outlive your money? And let's say she says no. Okay? No. Great. Okay. So you're going to be forced to be pulling some Money out of these retirement accounts when you go to retire, just to cover expenses. Is that right? Yes, that's right. Okay, well, how many more years do you want to wait till you retire? And people say, well, yeah, yesterday, right? They want to just do it right away. I. I go, wonderful. Okay, so let's say that she says, three years from now. I said, okay, so you're going to work for three more years, and then you're going to retire. And so you're going to try to figure out how to make this 300,000 last you to cover your expenses. And when you stop working, what is your total income now? And then let's say she says 50 grand, okay? And then between Social Security, which is going to give you, say, 30 grand, there's a $20,000 gap here. What I'm trying to do is find the gap, because the gap's going to be fulfilled with the annuity type of income to the most that we can, Right? It may not fulfill at all, but it's at least going to help. I say, so you have a $20,000 gap there? She goes, yes. I go, what about your husband? Is he still working? No, he's retired. Okay, what about his pension? Does he have one? No. What about his Social Security check? Is he getting it? Yes. How much is he getting? He's also getting $20,000. Let's say he's getting $20,000 a year. So now our gap is being filled up, right? So it's like, okay, and at the very beginning, we had a $30,000 gap, and now we have a 20, and he's got a 20. So we have about a $10,000 gap that we gotta fill. So there's a deficit of 10,000 in income. You have 300,000 to work with. She goes, yes, that's what I'm looking at. I go, okay, 300,000. If you needed to pull 10 grand off, that's a lot of money, right? I mean, you're going to be pulling from that. If we go through another big downturn and you lose 20 or 30%, but you still need that 10,000 to survive, how long would the money last? I just ask, and they go, I don't know. I go, well, neither do I. And you know who also doesn't know? Who's that? Your financial advisor. They don't have a crystal ball. And then I asked this general survey question. It works. Works great every single time. I'd be like, susie, if you could go back into time and you only worked with one company and they offered you a 401k only, a pension and a 401k or a pension only. Which one of the three would you have chosen? Most people will just say the pension only. Some people say the pension and the 401k. Very rarely do you ever get somebody that says 401k 100%. So let's pretend that Susie says, I'd like the pension and the 401k. That's great. But you just told me that your employer didn't offer a pension, right? Yes, that's correct. I go, well, that's because most employers don't want to be on the hook for a lifetime payment. In fact, Susie, did you know that the happiest people in retirement are those with a pension because they have a guaranteed check they can never outlive? I mean, you own a pension now, it's called Social Security. And all that is is an annuity. It just means payment. So a pension from an employer is another type of annuity. But did you know that, that you can actually own your own type of guaranteed lifetime income and you can use a portion of your assets that you already have and turn those into a stream of income that you can never outlive? Has your advisor shown you that? No, my advisor hasn't shown me that. I go, that's okay. Because most advisors don't specialize in income planning for guaranteed lifetime income. They don't specialize in annuities or safe money strategies. They only specialize in high risk stock management or bonds or does everything based in the securities world. And everyone has their own different opinion. But my specialty is not necessarily asset accumulation, but rather asset preservation. So we want to make sure that we can secure this and make sure that it will actually last you for the rest of your life. So we have a $10,000 shortfall right now. We need to fill that. Let me show you the opportunity here. What we just talked about, what it would take to create a guaranteed check that was $10,000 a year. If I could show you a way to generate $10,000 per year for the rest of your life, would that be something of interest? And she's going to be like, yes, absolutely. I go, look, let's just take a look together. I'll run the numbers live with you, and we can play with them. And the cool part is you're going to see multiple different options. I don't have a bias on which company you may or may not go with. I, I literally work with virtually all of them. So let's take a look at that. Then I share my screen, I do the annuity genius or annuity rate watch, and I start plugging in those numbers to actually show them how it works. And would you like me to show you that?

Absolutely. Love that.

All right, let's go here. Share desktop. Okay, so example annuity prospect. All right, let's say that Susie's 60 and her husband is 64, for example. Right. This is. And we had on there.

She has about 300,000. So on an annuity sale, you can't really use the. You can't use the whole 300, and you wouldn't want to. The most you can generally use is about 70% of the net worth. Okay. And that's just a regulation. We don't ever try to get that high up there. We want to try to help solve the problem with 50% or less. Right. Because that way it's well balanced. Because I'm not anti stock, and neither should you guys be either. It's done really well. If you told somebody the stock market never performs, you're going to lose everything. And they've had a portfolio for more than 20 years, they're going to laugh at you. Right? They understand the volatility that's coming up here. And the biggest selling point to this, because people have amnesia, is I will literally show them a chart. Or you can go on to Google and look at the S&P 500 from 2001. It was at 1500 points. It tanked. It came back up in 2008. It tanked. It came Back up in 2013. It's called the lost decade. And everyone should research that and read about it even though it was 13 years. They call it the lost decade. But you could take a look at that volatility curve. It's like imagine if history repeats itself. How would you feel? How long would it take you to come back?

Right?

So we have a $10,000 deficit. I go into software and remember she told us she was going to retire, what was it, three years, right. So I said, okay, if we need $10,000 a year coming in, that's guaranteed for life, okay? For you and your husband. So that way you can retire with success. You have $10,000 coming in guaranteed, regardless of any political movement, any war, any economic up and down. What would it take to get that in three years? Let's take a look here at this chart. I told the Software we need $10,000 a year in income. Well, here we can see there's AIG, Core Bridge 117, Clear Spring, Delaware of course, all these numbers change, right? Like next week when rates come out, they can all change. There's even Nationwide. Have you ever heard of Nationwide? And then everyone goes, yeah, I've heard of Nationwide. They're on your side as long as you pay your premium, right? So people have familiarity with Nationwide. I go, these are some big giant companies, some of the biggest financial and insurance providers in the entire world, but very few people actually know that they offer these lifetime income streams. They're just annuities. And they give you lifetime income just as a pension would from an employer to just as your Social Security does. And then they go, wow. So I go, look, in this example, if you were to park 117,000, which is roughly one third of your total portfolio, and you let it sit there for three years, and then you retire and turn it on, they're going to guarantee you a lifetime check of $10,000 a year. So what did I do? I solved her problem. Okay? And I didn't try to go after the whole portfolio. You don't need to do that. And then I follow it down with this, okay. And then you could practice throwing objections at me, Tim or Susie, as you like to be called these days. And I'll handle any objections only today.

For the next 15, 20 minutes. There you go. After that, it's back to 10.

There you go. So I, you know, I show people this and I'm like, look, based on your whole portfolio, I want to be here to help you. If you sit down with five other financial advisors or agents or whatever you. Everyone's going to try to get all of your money. It's no big secret. Everyone wants your money. The banks want it. Brokers want it. Advisors want it. These insurance companies want. Everyone wants your money. But I'm just trying to fill this problem that you have. You have a challenge in income right now. This is a way to solve that challenge. With only a third of the portfolio, only 117,000 reposition can get you to your goal of fulfilling that deficit. And if you're happy with the rest of it, that's okay. Leave it with the other person. Keep that relationship. That's totally fine. I just want to help you with what you really, really need, which is filling this $10,000 a year gap. What am I doing there? What I'm doing there is I'm showing them that I'm not trying to take all the money. I'm not trying to be like everyone else. I just want to help them with the problem. We established the problem. There is a high need. This is the solution to all of that. And I'll just help them with this if they want to. And you know what? The majority of people do. What happens if I put 200 in there? What happens if I put 150 in there? They'll ask. And then now what's happening is they are buying the policy. I'm not selling it. They're buying it. They're asking for more. So in this situation, I would show that now what I'm going to do with this. Let's say that Susie, it totally makes sense to her. She understands it. I go, now 10,000 and three years from now, what is that going to be worth in 10 years from now? She goes, I don't know. I go, well, we have inflation working with us, so a lot of the people that I work with, they like to put a little bit more in just to kind of have a buffer for inflation. So let's just take a look to see what that would take. Let's say we wanted $15,000 a year coming in because health care costs are going to go up, Medicare costs is going to go up. All that's going to go up. Okay, now if we do that, it's a reposition of 175. You have 300 total in retirement accounts, plus whatever's in the checking and savings, right? So you have 300,000 total. So we're right about like, what, 55% of the retirement assets. But it could give you $15,000 a year in guaranteed lifetime income by sitting it there for three years. And generally this is the highest I'd probably recommend going with these folks. I wouldn't try to push for 200 unless there was a bigger income need and they really understood it. And I go, it's totally up to you. You can just stick with the 10,000 or kind of go with the inflation buffer adjustment of the 15,000. I just want to at least show you the options. And then people are very appreciative of that because I'm not saying, well, guess what, they could get paid more. I'm like, no, I'm just bringing up a valid point, inflation, the cost of living. And if you park it here, this is what could happen. A lot of people will try to settle on the thousand dollars a month. I don't know what it is. It's just something about that math. So let's say Susie says, what about $1,000 a month? What would that take? 140,000, and you get a guaranteed check of $1,000 per month coming in, given you might have, you have to pay taxes on it. But you know, we can't control that. Whether it sits here or at your other company, you're still going to have to pay taxes. It's a reality. The only way to avoid that is to convert this whole thing over to Roth over the next few years, or to take it all out and pay all the taxes and then buy this. Right. So I go over those options with them, too. But in that quick example, me personally, solving for the income need is huge. Because if I'm trying to sell somebody an annuity that I don't know, just like, hey, look, this annuity pays you 5% guaranteed. It's a MyGo. I'm getting four on my CD. I don't have much of a selling point. The more need I have, the more challenges there are that I can fix, the better it's going to be for the outcome. It's just like life insurance. If you have somebody who's 25 years old and single, not even married, they're not going to buy a big life. They're not going to see the need of life insurance. Right? But if you have somebody who's 40 years old, has a mortgage and kids and all this debt, they're going to need life insurance to take care of their family. There's a higher need. So I want to establish the highest need possible, which is lifetime income. That's what the majority of people actually need. So I can show you how I pivot also. Now, if you want to like other stuff or if you want to try to throw some objections out, or I can share some objections and go over them. Whatever you'd like to do, Tim or Susan.

Yeah, so I know one of the common objections is like, well, yeah, but, you know, that all looks good. But, like, won't the annuity want the insurance company multiply? Like, my money will be locked up with them for forever.

Yeah, very common objection. So here's how I break that down. Let's say. Let's say that was the very straight question. Like, hey, I like this, but I don't want to tie my money up for life. I said, well, here's the good news is that annuities have changed over the course of time. I mean, just like your iPhone, you probably don't have the same iPhone that you had when they first came out in the early 2000s. Right? They go, no, of course. I go, well, annuities change, too. Not quite as fast as technology, but they have dramatically changed the Word. Annuity itself just means payment. It's a contract with an insurance company. Now, in the past, the most common type of annuity was you give an insurance company money, they keep it. It's all theirs. They just give you a payment. You die, they keep it. Have you ever heard of those before? Yeah, that's what I'm talking about. I don't want them to keep it all. Well, nowadays it's much more flexible. And I mean, these plans have been around for decades. They're just not very well marketed. They're not on television. But the way it works is this. You park your money there, you have 10% access per year. Yes. If you cancel it after 12 months or two years into it, you're going to have to pay a penalty. I mean, you pay a penalty if you cancel other financial products as well. But that's because you told them you're going to want this for guaranteed lifetime income. They're going out there buying the assets and the resources to secure this because it has to be backed and guaranteed. And if you cancel it early, they lose. And they literally just pass that loss through to you. Okay, so you get 10% free access after the first year. And let's say you hung onto it for 10 years, and then you said, you know what? It's not for me. They're going to give you all of your money back minus whatever you took out in income, minus any applicable policy fee. It's yours. But here's the most important part. You're not going to. If you're buying this for lifetime income, Susie, why would you even consider canceling it in three to five years? Because if you are, it's not the right plan. There's other options out there that do not have lifetime income. They're going to be way better for you. But if you want lifetime income, the intent is to truly own this for the rest of your life. Do you want lifetime income and never have to worry about living your money? Yes, I do. Okay, well, then, even if it was 20 years, it doesn't matter. But here's the part that a lot of people ask, and you may be thinking to yourself, what happens if I die? Isn't that funny? You're trying to sell somebody life insurance. They're never going to die. Soon as you talk about annuities or anything else, what happens if I die? Just comes right up. If you pass away, they're going to give you all of your money that's left over back to your family. They don't keep it. I mean literally, Susie, your money is going to have to sit either at your brokerage account or it's going to go up and down with no guarantees. Or it can sit over here where it has guaranteed contractual lifetime income that you can never outlive protection from market volatility. In both cases, if you pass away, your family is going to get what's, whatever is left over. In both cases, you're going to be spending your own money first anyway. It's not like your brokerage company is going to be giving you free money. This is just a way to have it guaranteed. And you don't have all your money here and nor would you want to. You want to be diversified. But true diversification is having your money in different asset classes that serve a different purpose. For example, you wouldn't buy a pickup truck and just drive in and out of the city every day and commute. No, you'd probably buy like a little electric car, a little Toyota Prius or something that gets better fuel economy. But if you got to tow a trailer, you got a haul stuff in the back, you're probably going to have a pickup truck. That's the purpose of that vehicle. The purpose of this vehicle is to give you lifetime income. Nothing else matters. They're going to contractually guarantee that thousand dollars a month for as long as you live and long as your husband lives.

Yeah, that makes sense. So is there like a fee or something for it to be able to be passed to my family?

There's no fee for it to be passed down to your family. In fact, these are non probatable assets so they don't have to worry about probate courts because they're insurance policies with a designated beneficiary. The other thing too though, getting into the weeds of this a little bit. I'll explain the people. You see how all of these have a fee temp 1.1 or Susie 1.1. Even nationwide, our favorite people there with Brad Paisley and Peyton Manning 1.3. You see how they all have a fee? Yeah, I don't like fees. Well, you're already paying for them anyway. At least here you get guaranteed income. But let me explain to you how that fee works. The reason why it has a fee and it does not affect me. I do not get paid paid the fee. I wish I did. If I got paid 1.1% of all of the annuity premium I've ever written, I wouldn't be in the office here visiting with you. I promise. Okay. The fee goes to pay for reinsurance and to secure the company to make sure they can give you a lifetime payment. Now, did you know that you can own these without a fee? And I'll help you with them. It doesn't make any difference to me. They both are going to pay me the same. Let me show you what happens if I say no fee at all. Right, let's go. No fee. No fee at all. Well, alliance will do it. We need to put 219,000 in. 219,000. Well, wait a second. If I just pay a 1.1% fee, I can accomplish the same thing for 140, nearly $70,000 less tied up for the purposes of income. And I can accomplish the same income goal. So you can own it without a fee, but the fee is irrelevant because it does not affect your payout your fee. The fee does not affect the lifetime income. It gives you the lifetime income. If it did not have a fee and they were paying you $12,000 a year, that would be too good to be true. Let me show you how the math works a little bit differently here. Let's just say it's a hundred. We'll just do this. 100,000 in income. We're waiting the same time frame, three years. $8,534 a year in income. Well, wait a second. Isn't that 8.5% of 100,000 guaranteed for the rest of your entire life in the form of cash flow? Be sure you specify that because it's not 8.5% compound interest on your principal. But if you. Have you ever heard of the 4% rule? And most people have. And that's like, don't take more than 4% out because the markets can go up and down. Well, let's take a look at this. If I wanted to get the same 8500, pull it out of an account, I would literally need $220,000 or so, being volatility managed without a guarantee, to try to get the same $8,534. So what we just did here, Susie, is we doubled your money for the purposes of lifetime income. We, we don't need to have 212,000 or whatever. The exact math is to get at 4%, 8,500. We can achieve that with a hundred thousand. Aren't you going to spend the money anyway? She's going to say yes. And then you're going to say, wouldn't you want it guaranteed? If you're already going to spend it anyway and you need the income, why not have it contractually guaranteed? That Makes sense. Yeah, I know it makes sense because I'm awesome. Here's the application.

But I just show people it's just math. It really is. If, like, if you're going to spend the money anyway, why not have it guaranteed? And here's the biggest thing, all the agents that are listening to this, it's like, don't be nervous to talk with their financial advisor. I offer it all the time. I say, you want to call your financial advisor here, give me his number, I'll call him right now. I don't care. Because they can't do this. And the objections the advisors are going to have, they tie up your money, they're paying you back your own money first. You already went over all that with them. It's like, can you guarantee this client $8,534 for the rest of their entire life per 100,000 in deposit that you have with them, they're going to say no. I go, okay, Susie, it's your call. It's up to you. I'm not going to pay your bills. Neither is he or she your advisor. Do you feel that this is going to make the most sense for you as an overall strategy? And if your advisor is truly acting in your best interest, why would they have a challenge with just moving a portion of the overall funds over? Right. I'm not asking for everything. I'm trying to help you out. I think they're doing a bang up job on the rest. You just need to have a little bit of extra diversification and you should be separating your specialist, your primary care doctor is not going to do knee surgery on you. Right? And so I'm the specialist in the nerdy realm of all the safe money and all the guarantees and all the lifetime income. That's what my specialty is. Wouldn't it be nice to have somebody who's specialized in your retirement wheelhouse that only does this because you can't do it all?

Yeah, that makes sense.

So just for everyone listening, the easiest way to sell annuities is to first establish a need and the purpose of the money. If you go into that conversation saying there's a 20% cap rate on the S&P 500, right. You can gain all this. It's all the benefits. You're not establishing anything. You're just throwing out rates and products and they're going to say, okay, sounds good, email me something, I'll think about it. You build that conversation and see what they're even looking for. Maybe they're not even wanting lifetime income. Maybe they don't need lifetime income. Let's reverse the situation. Let's say that Susie has a massive pension, her husband has a massive pension. They got Social Security. They're just, you know, smoking cigars with $100 bills. They just, they don't need any extra money, but they're concerned about the volatility. Right. Then I will have a conversation. Talking about, okay, if you don't need lifetime income, that's not a challenge there. Let's talk about ways to help preserve the asset. Let me ask you this, Susie. What if your advisor or your brokerage company called you and said, hey, guess what, Susie, we have a new account. It's not going to charge you any fees whatsoever. You, you're going to average between 4 and 8% per year. There's an account opening bonus somewhere between 5 and 10% on average. And if you ever wanted all of your principal back that you originally put with us, we'll give it back to 100% with no penalties, no charges, nothing. And we're not going to even charge you a fee and we're only going to park a portion of it here and it's going to get between 4 and 8% a year. Susie, would that be of interest to you if your current advisor or the current broker channels offered an account such as that?

Yeah, of course.

So the reason why they haven't offered you that is because it's not their specialty and they're limited to what they can offer you. Let me give you an example. If I go to State Farm and I want auto insurance, do you think the guy at State Farm, ironically, I do own State Farm, which is funny, but I said, do you think the guy at State Farm is going to show me progressive GEICO and farmers? No. Why not? And they're like, because they can't sell it. I go exactly. A lot of these financial advisors or broker houses, they're limited in their scope of ability when it comes to the safe money side. I don't have that same restriction because this is what I specialize in. We work with all the different types of plans and variations out there. In fact, there are plans just as I described to you that are available to you right now where there is no risk. On the downside of the market, you can have all your money back at any time. You can earn between 4 and 8% a year in interest. Some of them have account opening bonuses. So they basically give you a bonus interest right when you open it up. And yes, it truly can be 10 to 11% if not more, if that's the right plan for you and we can explore those options. But I first wanted to establish, you know, if even if that was of interest to you, I mean, you're not going to get double digit returns in these. But if most people are pretty happy if they can get between 4 and 8% a year and not lose anything, avoid this volatility and park it away for a few years. There are plans that are only three years long, some are five, some are 10. But you still have access to your money the whole time. And if you pass away, your family gets it all back plus all the interest. And most people are like, I've never heard of this. I go, I know, that's why I'm here. Let me show you some examples by all these top companies that offer it. And then we start going into a growth talk and I'll show them different growth options. And when you're selling growth plans, I love selling five to seven year plans. I try to stay away from the decades because the five to seven years they pay you less. That's okay. Don't do it for the commissions. The commissions will naturally follow. You do a five or seven year, it's shorter time commitment. We sell a boatload of five year growth plans, right? 10 access every year. It's only five years long. And the story that we, we tell behind that is like, look, over the next five years we're gonna probably have a much better idea of what the economy is going to do. At least during this next five year window with a portion of your money. At least it's all protected. And guess what, if it does go up, you still get to benefit. Not with all of it, but you don't lose anything.

So for an agent who's watching this, it's like this guy's a wizard. How do I replicate the fact finder that you just kind of went through?

Well, the best way is it's honestly practice right there. I mean the reason why I can handle any objection, do anything is because I've just been doing it for so long and I've just learned the hard way and I can overcome these conversations. But one of the best things that they need to do is to. You have to have some basic financial education. You have to know what a roth is, an IRA, a 401k, know some basic tax structures, start learning what's an income annuity, what's an index annuity, what's a myga. You got to learn these basics because that education will sit in your head. And then you'll be more prepared to answer questions and to show that you really know what you're talking about. The other thing that we offer, as you know, is through Annuity producers, is our live weekly Zoom call. It's 100% free of our agents. We have hundreds of agents every single week. Hop on. And we literally do live case designs. I share my cases that I wrote through the prior week and I share my losses. It's not like I win every case. I share all the wins and how I won them, how the crazy objections I had to handle, the crazy wonky advisor calls I've had. It's real life education and ongoing training. The other thing that you should consider doing is finding a team to partner with, whether it's us or with somebody else. But find somebody who is experienced in the industry and make sure they're actually experienced and tag along with them, split cases with them, do rev share with them. Yeah, you're not going to get 100%. Maybe you only get 30%. It doesn't matter. You need to get the education and real life feel of how this business actually works and just have the expectation that if you're buying great quality leads through, you know, your system here, you got to give yourself some time. The leads you may not win on every single lead, and you may want to blame the lead, but it's not the lead, it's you. And it's just because you don't have enough education and time, and you have to be PA patient with yourself. I'll give you a real life story. One of my good friends, Ryan, became licensed for the first year. He was just kind of studying, trying to figure out how things are working, piecing it all together. And then this is his first. This, that was last year. This is his first year full time in the annuity practice. And he's going to close $8 million in premium, which is amazing. And if you can close $3 million in premium in your first year trying annuities, you're crushing it. You're above average. Right. There's a reason why the commissions are so high. $3 million. You're going to make like, you know, $210,000 in income on average. Do you think it's going to be easy to get that? No. That's why they don't pay you any commissions on Medicare or final expense, because it's easy. But if you can just try to do that $3 million as your first year goal, be proud of yourself, and the way that you get there is through education and practice this.

Love it. Yeah. If you guys aren't already in a new in Royce nars School Group annuityproducers.com highly recommend checking that out. And then we're also working on putting together. I want to turn some of the things that we went through, like your objection overcomes into like a, a resource that we could give people as well as like turn that fact finder into a resource. And I know you don't use a slide deck, but I think for a lot of like people starting off, if we could turn some of your word tracks into a slide deck, I think that would be super valuable. So we'll talk more about that off camera, but highly recommend everyone checking out Roy Snars school group. And if you want us to help generate high quality annuity leads for you, links are going to be down below in the description. I'll also have my editing team include Roy's links down below. So thank you guys so much for tuning in. Roy, I really appreciate your time and I'm sure everyone else does as well that has been watching this. You know, literally gold in the form of, in the form of content that can make people tons and tons of money. So really appreciate it and we'll see you guys in the next one.

Take care. Awesome. Thanks so much, Tim.