AnnuityProducers.com

What advantage do Medicare agents have when expanding into annuity sales? In this session from Annuity Producers Live 2026, Justin Brock, founder of MedicareCon and CEO of Brock, shares his perspective on one of the most overlooked opportunities in the insurance industry: the relationships agents have already built with their clients. From making the transition into annuities to becoming more conf...

We were honored to have industry legend Van Mueller join us on stage at Annuity Producers Live 2026!During his 90-minute presentation, Van shared years of experience, powerful stories, and practical strategies to help insurance and annuity agents become more confident, effective communicators. In this exclusive excerpt from the event, Van challenges agents to think about how they prepare for conve...

If you’re trying to break into the annuity space, you probably don’t need another expensive course or complicated sales system. You need a foundation. In this episode, I explain why I believe learning Social Security is one of the smartest things an insurance agent can do before trying to build an annuity practice. We get into identifying the right market, understanding retirement income gaps, usi...

A good annuity conversation shouldn’t leave the client more confused than when it started. In this session, Garrett Burrow breaks down how he explains both accumulation-focused and income-focused fixed index annuities using concepts clients can immediately understand. He covers the “heads you win, tails you don’t lose” conversation, sequence of returns risk, using Social Security as a familiar ref...

Ryan Bartels went from a 20-year career in construction to producing $8.1 million in FIA premium during his first full year selling annuities. But his first seminar didn’t exactly go according to plan. He got zero appointments. In this session from the Annuity Producers Live Event, Ryan shares how he entered the insurance industry, learned annuities from the ground up, and eventually committed to...

Are you selling annuity features, or are you actually solving your clients' retirement problems? In this special episode, I'm taking you inside Annuity Producers Live for a sneak peek of my on-stage presentation on one of the most important lessons I've learned in the annuity business. Stop focusing on how much premium you can write and start focusing on what your client actually needs. During thi...

Why are annuity caps, participation rates, and overall product offerings looking so much stronger right now? In this episode, I break down the economic environment behind today’s annuity rates and explain how higher interest rates have helped insurance carriers create more competitive products. I also look at the growth of the annuity industry, including $464 billion in 2025 sales, and compare tod...

Annuity caps and participation rates are rising again, creating a big opportunity for agents. But chasing the highest advertised rate can create problems down the road. Roy breaks down what agents should look at before recommending a fixed index annuity, including renewal rate history, guaranteed caps and participation rates, contract length, S&P 500 strategies, excess return indexes, and the...

Educational seminars aren't just about teaching. They're about building enough credibility and trust that the people in the room want to continue the conversation with you. In this episode, Roy breaks down how insurance agents can use Social Security and retirement workshops to consistently generate appointments and create opportunities across annuities, Medicare, life insurance, long-term care, a...

What happens when an insurance agent gets tired of buying more leads, writing more applications, and sacrificing every weekend just to keep the business running? Roy shares how he moved from the life insurance grind into annuities and eventually developed an educational Social Security workshop strategy that helped transform his business. The transition was not instant. His first workshops were un...

What do you do when a client likes the idea of future income, but does not want to pay for an income rider they may never use? In this episode, Roy Snarr talks with John Terry from Legacy Marketing Group about fixed index annuity product design, liquidity, income rider objections, RMD strategies, and how agents can create more flexible retirement income conversations. They also cover why renewal r...

In this episode, I’m joined by Michael McMillan from Financialize to talk about what really makes annuity leads work. A lot of agents think the problem is the lead source. But in reality, the bigger issue is usually the follow-up, the positioning, the credibility, and the way the agent handles the conversation after the lead comes in. Michael and I discuss why phone-verified annuity leads can be s...

In this episode, we break down Wichita National and why more agents are starting to pay attention to them. From top-of-market MYGA rates to faster processing and real support, this conversation covers what actually matters when choosing a carrier. If you’ve ever dealt with slow underwriting, confusing processes, or lack of communication… this one hits home. We also talk about where the annuity spa...

Roy breaks down one of the most misunderstood parts of annuities: income rider fees. Learn how these charges are calculated, why some “1% fees” aren’t as simple as they sound, and how to properly explain them to clients. Great episode for agents and retirees alike. https://www.annuityproducers.com/live-event-2026 https://www.annuityproducers.com/livezoom https://www.annuityproducers.com/livezoom  ...

Many agents think selling annuities is about mastering caps, participation rates, and product mechanics. In reality, the most successful producers focus on something much simpler: understanding the client. In this episode, we discuss why annuities are not right for everyone, how the 10-3-1 rule works in real sales conversations, and why relationship-based selling consistently outperforms transacti...

When clients consider moving retirement savings into an annuity, trust becomes everything. In this episode, Roy Snarr explains how credibility can make or break an annuity producer’s business. Prospects will almost always search your name online before deciding whether to meet with you, and the results they find can influence their decision immediately. Roy walks through the simple credibility str...

In this episode of Annuity Producers, Roy sits down with Dr. John Terry from Legacy Marketing Group to talk about something most agents rarely see: how annuity products are actually designed. Legacy has spent more than three decades creating fixed index annuity products for major insurance carriers like Americo, Ameritas, The Standard, and Western & Southern. In this conversation we discuss: •...

A lot of agents say they want to focus on annuities… but most skip the step that actually makes them successful. In this episode, we break down why jumping straight into annuity sales without a foundation leads to frustration, and what you should be focusing on instead. From understanding basic financial concepts to using Social Security and Medicare as natural conversation starters, this is the r...

Are online leads actually worth it… or just a waste of money? In this episode, we break down what’s really happening behind the scenes when it comes to online leads — from first contact to closing the deal. You’ll hear what most agents are doing wrong, why follow-up makes or breaks your results, and how a simple shift in approach can completely change your pipeline. We also talk through real numbe...

Annuities can look simple on the surface… but the details behind caps, participation rates, and renewal structures make a huge difference in long-term results. In this episode, Roy sits down with longtime industry veteran Paul Garofoli, often known as the “King of Annuities,” to talk about how the annuity industry really works. They discuss why carrier strength and renewal rate integrity matter, h...

Understanding the basics of annuities is essential if you want to help people protect and grow their retirement savings. In this episode, we break down one of the simplest types of annuities: MYGAs (Multi-Year Guaranteed Annuities). These fixed-rate annuities allow you to park money with an insurance company and lock in a guaranteed interest rate for a specific period of time. We discuss how MYGAs...

Most annuity leads don’t fail because they’re “bad.” They fail because they’re unfiltered… or they’re not worked properly. In this episode, Roy sits down with Michael McMillan, President of Financialize, to break down what makes phone-verified annuity leads different — and why serious agents are seeing 26–34% short-term conversions and even higher long-term results when they stay consistent. We ta...

Index annuities can look incredible on an illustration — but how do they actually work? In this episode, we break down the mechanics behind cap rates, participation rates, renewal rate integrity, and why certain index strategies can produce eye-catching projections that don’t always hold up long term. You’ll learn:  • The difference between cap rates and participation rates • Why renewal rates mat...

In this episode, Roy sits down with Dr. Amanda to break down how insurance and annuity agents can use YouTube as a long-term lead engine — without paid ads or complicated setups. They talk about: • Why YouTube works differently than social media • How educational content builds instant trust • Creating evergreen videos that bring in leads while you sleep • How often agents actually need to post •...

Most insurance agents know they should be using social media — but very few know how to use it effectively. In this episode, Roy Snarr sits down with David Denning of Jumpstart Go to break down what actually works when it comes to organic social media for insurance agents. They talk about why polished content often underperforms, how agents can stop overthinking social media, and how relationships...