The Search for Asset Efficiency: How to Identify an Annuity Sale

Jeremy Rubin has 18 years of industry experience beginning as a captive agent for Principal Financial Group and most recently as a Regional Vice President for Voya Annuities before joining the Partners Advantage Platinum Team, where he enjoys supporting the sales teams of the Platinum Groups with sales concept promotion and agent training through web events and in-person presentations.

Things to Consider Graduating Assets Is the client ready to commit some of their assets from aggressive accumulation to protected accumulation Where is the $ coming from? Deeper consideration can help give a clear understanding of what the client has experienced and what their expectations might be. “Asset Efficiency” What does this mean to this specific client?

Things to Consider Why Do Our Clients Invest? To accumulate wealth and eventually…. Draw an Income Leave a Legacy Subsidize/Finance a large expense or purchase

Accumulation: History is all we know

Identifying an Index Opportunity The Big Three Don’t want to Lose $ I want the Opportunity to Make $ I want Simplicity

Identifying an Index Opportunity We would have also accepted… I don’t want to get hammered in Taxes I don’t want to pay heavy Fees

The Challenges We Face…

The Challenges We Face…

The Challenges We Face…

The Challenges We Face…

The Financial Product Spectrum: Where are the funds coming from?

Yellow Pad: Risk vs Return Escalator

Asset Efficiency – The most aggressive the client can be in the market without having a single $1 at risk of the market

Asset Efficiency – The most aggressive the client can be in the market without having a single $1 at risk of the market

Silo Comparison: Fee/Cap/Spread

Fee/Cap/Spread in a +10% Market

Fee/Cap/Spread in a -10% Market

Owning vs Renting

Big 3 of Client Wants 1. Don’t want to lose $ 2. I want the opportunity to make $ 3. Simplicity We also would have excepted… 4. Don’t want to get killed in Taxes 5. Don’t want to pay high fees

Confirm with the client…. 1. Do you understand how we make money in the cap and spread strategy? 2. Do you understand how the company can afford to protect your downside by capping your upside or retaining a spread? ** Indexing is not too good to be true, it’s to good to not have a cost or compromise.

How much do you want to keep at risk?

A Final Thought on Legacy Planning: How Does This End?

Questions or Comments? Chesapeake Brokerage 410-517-1592 www.chesapeakebrokerage.com