This Is a Great Time for Back-to-Basics Annuity Selling National Underwriter (Life/Health) (04/09/01) Vol. 105, No. 15 p.12; Streiff, Thomas F.
Thomas F. Streiff, president of IAC Securities and Money
Matters Exchange, says now is the time for annuity marketers to switch
to a "back-to-basics" sales approach. According to Streiff, current
market conditions require VA sellers to adjust their pitch. In the
simplest terms, Streiff says this approach requires the seller to return
his/her focus to the sales objectives they first learned when they began
selling. Clients should be quizzed about their concerns about outliving
their savings, whether they think they have saved enough, and asked
about their risk tolerance. In short, Streiff says identifying and
matching the right product with the long-term retirement needs of the
client is the easiest and purest form of annuity selling, and one that
is guaranteed to work in any environment.