That Annuity Show

Last week, we explored the psychology of building a retirement solution for a client that not only delivers results, but also adapts to the personality traits of your client. This week, in part 2 of our discussion, Dr. Wade Pfau and Alex Murguia explore how advisors and firms should change their engagement strategy and even their service offerings to meet the exact needs of each client. Also, do y...

What makes a retirement recommendation not only work but also stick for you client? Could it be a combination of personality traits and beliefs about the market? We were really fortunate this week to have Dr. Wade Pfau and Alex Murguia on to discuss their research on the topic. They walk us through the tool they have built to help decode what exactly makes our clients tick. Also, do you want to ge...

Carriers spend a lot of time talking about building strong policyholder relationships but how many actually have? Molly Black, Chief Product Officer at Life.io joins us today to talk about how her company makes those relationships a reality. What can we learn from their software design that we can apply to our own practices today? Also, do you want to get regular updates on news about Molly and ot...

Summer is almost over. What's the outlook for the annuity industry as we head back to our (virtual) offices? Sheryl Moore is the perfect guest to provide us with predictions and savvy forecasts. She graciously joins us today to talk about changes in carrier ownership, product design changes and regulatory evolution. Also, do you want to get regular updates on news about Sheryl and other guests of...

How do you create more income with less market risk and lower fees and income taxes than traditional retirement income plans for your client? Jerry Golden, President & CEO at Golden Retirement joins us today to talk about Go2Income and the service that his tools provide for advisors that do just that. Also, do you want to get regular updates on news from Jerry and other guests of our show? Go to h...

Healthcare typically is the biggest expense facing retirees. However, can you help you help your clients navigate the complexities of Medicare, Medicare Advantage and Medicare Supplement plans? I'm sure we will all get a lot of questions from clients as open enrollment begins in a few short weeks. To get a little smarter on the topic, we invited an expert on the industry to our show. Terence Marti...

The regulators make us attest we know our clients. However, do we really know what makes them tick? Dr. Preston Cherry joins us today to discuss personality models and how they can improve how we deliver advice. Also, do you want to get regular updates on news from Dr. Cherry and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show...

How can we create more happy retirement planning clients? Tom Hegna joins our show today to share his insights on how to make this happen in your practice. Also, do you want to get regular updates on news from Tom and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Go to https://thatannuityshow.com and subscribe to our newsle...

Many times when planning for retirement we often try to lock onto a specific date. However, it may be more productive for some to focus on their actual level of preparation for retirement. Today, Sheila Jelinek and Peter Sun from Milliman join us to talk about the genesis of the RISE tool which does exactly that. They explain how to get either your score or that of your client, and more importantl...

The next few years promise to bring more change to our business than the last 50, according to our guest Jim Kerley. He should know. Jim has worked for carriers, launched businesses, and played a leading role at LIMRA. Today, he is managing partner of Clearview Partners and shares his perspective of change not only in the U.S. but around the world. Also, do you want to get regular updates on news...

When to take Social Security could arguably be the single most important decision you will make in retirement. Jack Sharry, EVP and CMO for LifeYield joins us today to talk about technology's role in helping us all make the optimal call. Also, do you want to get regular updates on news from Jack and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hop...

Are you ready to take a step out on the risk spectrum? Special guest Byron Boston, Chief Executive Officer, and Co-Chief Investment Officer of Dynex Capital, joins the conversation to share insights on Real Estate Investment Trusts (REITs): another potential source of income in retirement. Do you want to get regular updates on news from Byron and other guests of our show? Subscribe to our newslett...

What prevents clients from earning higher interest rates on their savings? Three factors - awareness, apathy, and inertia create road blocks according to Gary Zimmerman, Founder & CEO of MaxMyInterest.com. Gary joins us today to discuss the savings problem he solved for himself and is now sharing with clients and their advisors. Also, do you want to get regular updates on news from Gary and other...

Can we learn what may lie ahead for our industry from regulatory changes in Australia? Will RILAs and MYGAs prove to be the winning products of 2021? How must we change how we explain our products to consumers? We discuss answers to these questions and more this week with Harry Stout. Harry has headed carriers in the U.S. and Australia. He has worked for IMOs and investors in the U.S. This year, h...

Fixed Indexed Annuities in the U.S. market now offer crediting strategies that include over 100 proprietary indices. How should agents and advisors conduct due diligence in this environment? What factors really matter? Today, Laurence Black, founder of The Index Standard, shares his perspective with us on this very important topic. Also, do you want to get regular updates on news from Laurence and...

Michelle Richter, Principal at Fiduciary Insurance Services, joins us again to cover a wide variety of important industry topics. One of many that jumped out in today's conversation was the need for structural change in how the annuity industry services RIAs in the future. Some of these involve technology, other products, and probably not surprisingly, how we better provide training about how to u...

You may be one of those who says a SPIA is just a SPIA. Just don't say that in front of Tamiko Toland, Head of Research At CANNEX. In today's show, Tamiko talks about the wide variety of SPIAs available on the market. And, she discusses how we need to place them thoughtfully inside the financial plans of our clients. We also cover a few other unordinary topics like the need for better product pack...

In an annuity market driven by indices, interest, and volatility, we often focus on the numbers and not the lives we touch. Joe Jordan, speaker, writer, & industry veteran joins us today to help us remember the purpose in the good work we do. To quote another Joseph, "People say that what we're all seeking is a meaning for life. I don't think that's what we're really seeking. I think that what we'...

The CBOE was founded in 1973. However, it wasn't until 2002 that the investment community could actually trade on the VIX - the volatility index - thanks to the work of Devesh Shah. Devesh joins us today to talk about how this opened the door for the creation of today's annuities and what may lie ahead. Please go to our website at thatannuityshow.com and sign up for our email newsletter. In the ne...

How do independent investment advisors solve the retirement puzzle for their clients? Today, Yale Bock, Owner of Y H & C Investments offers his perspective after 30 years in the business. Yale contributes frequently for US News and Seeking Alpha.

We all have our own unique story about how we found our way into the annuity business. Today, we'll share a very unique story that started behind the Iron Curtain, before Perestroika became reality in the heart of the Ukraine. This story belongs to David Novak, the creator of software that may arguably reshape our practices over the next five years called Annuities Genius.

Cyrus Bamji and Colin Devine from The Alliance for Lifetime Income join us today to talk about a number of pressing topics in retirement. We cover the 4% rule and whether really it should be 3%. Colin talks about the uniquely high risks that market downturns present for women. And, of course, we examine the value that lifetime income creates for all Americans. If you didn't know it, The Alliance w...

We're living in remarkable times with the release of an amazing range of both paid and open-source tools to help us stress-test retirement plans. Curtis Cloke, Owner and Principal of CurtisCloke.com joins us this week to talk about how to maximize the impact of our tools by focusing first on listening to the needs of clients. We discuss his process used to construct customized income plans for his...

Annuities are insurance, not investments. However, we need smart, passionate people to challenge us on how we build our products. Simpler products, lower fees, smaller minimum deposits will benefit everyone. Join us for a thoughtful discussion on these topics and more with Ethan Schwartz. Ethan has worked as an investment manager and financial services executive for 21 years. He was a special assi...

How does one educate college students and clients about the importance of the time-value of money in the middle of our virtual age? Matt Carey joins us to talk about both challenges in his role as investment advisor at Blue Spark Capital Advisors and as Director of Financial Market Studies at Iona's Hagan School of Business. Connect with That Annuity Show at https://twitter.com/ThatAnnuityShow, ht...