Updated September 5, 2023, at 4:23 PM
Do you want another reason to go back to your clients? Being that it is Long-Term Care Awareness month, there is no better time to bring up the discussion about care planning.
I’d like to give you a few sales ideas from OneAmerica® that you can run with for the last couple of months of the year. With the simplified expedited underwriting, we can potentially get these issued by year’s end.
Script for money on sidelines in a CD or money market account:
“(Name), do you have a client with a money market account or CD that’s not earmarked for an emergency?
Right now in the U.S., more than 2 trillion dollars is sitting in CDs and money market accounts. The average one-year CD rate nationwide is 1.42 percent; while the average money market rate is just 0.12 percent. This massive amount of money is sitting on the sidelines. A client could choose to reposition these dollars and gain access to tax-free leveraged funds of approximately 33 percent—at rates that compare to what they’re earning now.
According to a Blackrock poll, the number one reason clients hold on to cash is because they’re not sure where to invest. In a report, Blackrock said “investors are uncertain not just about the markets generally, but also about how specifically to deploy their money. The number one reason investors are holding onto cash, according to the survey, is ‘uncertainty about where to invest,’ followed by a belief that it’s a poor investing environment and fear of losing money.”
Think of a client who has earmarked an underperforming asset, such as a money market or CD, for an emergency. Can we run an illustration for them right now?”
Download this sales idea here.
Script for an annuity with large buildup:
“(Name), do you have any nonqualified, deferred annuity contracts with gain in your book of business?
Across the U.S. today, more than 2 trillion dollars is sitting in nonqualified deferred annuity contracts. In a Gallup poll, 79 percent of survey participants said they intend to use their annuity to keep from becoming a financial burden to their children. 73 percent say their annuity is an emergency fund to be used if they experience a catastrophic illness.
Did you know your clients could reposition these dollars; gaining access to tax-free funds on the base and interest earned at approximately 33 percent if they need extended healthcare, without even losing access to or control over their money? Let’s talk about the more efficient and effective approach to funding their concerns. A OneAmerica® Annuity Care product can preserve your clients’ capital, provide reasonable leverage and return, and give them access to their money. With Annuity Care, your clients can be protected and secure.
Do you have time to run an illustration for a client who has a nonqualified annuity with gain?”
Download this sales idea here.
Script for VOYA annuity with large buildup:
“(Name), do you have clients who have older VOYA variable annuity contracts?
Right now, VOYA is offering these clients a substantial payout to leave their contract. According to a Gallup poll, 79 percent intend to use their annuity to keep from becoming a financial burden to their children. 73 percent have their annuity as an emergency fund if they ever experience a catastrophic illness.
Your clients can reposition these dollars and access tax-free funds on the base and interest earned of approximately 33% if they need extended healthcare, without giving up access to or control over their money. This efficient and effective funding approach is possible with a OneAmerica® Annuity Care product. This annuity can help preserve your clients’ capital, provide reasonable leverage and return, and give them control over their money. With Annuity Care, your clients are more protected and more secure.
Think of a client who holds a VOYA variable annuity contract. Can we run an illustration right now?”
The holidays are approaching fast, and your clients (and their families) will potentially be spending time with one another. What better time than now to have the LTC conversation? Use these sales ideas for quick and easy end-of-year closes, and know that you are helping your clients solve a LTC need.
Download this sales idea here.
OneAmerica® is the marketing name for the companies of OneAmerica.
Disclosures:
Guarantees are backed by the financial strength and claims paying ability of the issuing insurance company.
FIG does not give tax or legal advice. Your client should consult with and rely on their own tax and legal advisors regarding their particular situation.
This is not a comprehensive overview of all the relevant features and benefits of any particular product. Be sure to review all of the material details about any products referenced in this article before making specific recommendations to clients.