What Reps Want

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Aug 4, 2006 6:01 pm
Not exactly a sales question, but looking
to find what do FAs look for and want from annuity companies? What
makes an FA choose one company over another? What are the companies
that you choose doing for you that keeps you recommending their
products? <!-- sig --> <div> __________________<br>J<br> </div><a href="http://www.americaninsurancebroker.com/editpost.php?do=editpost&p=1093" name="vB::QuickEdit::1093" target="_blank"></a>
Aug 4, 2006 11:55 pm

T-shirts, golf balls, and coffee mugs....

Aug 5, 2006 10:34 am

T-shirts?  C'mon Joe.  At least push for a polo shirt so we can wear it into a night club where collared shirts are required.

Aug 5, 2006 12:18 pm

I generally try to save commissions for my clients (except, of course, commissions for yours truly), so I look for low fees and no surrender charge in addition to investment selection.

Aug 5, 2006 1:47 pm
joedabrkr:

T-shirts, golf balls, and coffee mugs....


Frisbees, those great cubes of note paper with the advertiser's name printed on the side, a pen thing with three colors of ink in one end and a yellow highlighter in the other, lucite keychains, faux leather legal pad holders, and finally under-the-table cash and trips.

Aug 7, 2006 9:42 am

As close to a 7% PAYOUT as I can get.  Right now at my wirehouse the best I can find is 6.25% over at Nationwide.



Aug 10, 2006 11:05 pm
Registered Rep:

As close to a 7% PAYOUT as I can get.  Right now at my wirehouse the best I can find is 6.25% over at Nationwide.





What about an 8.5%?

Aug 11, 2006 1:47 am

Good sub-account options, reasonable costs, guaranteed income rider options, and a payout structure that emulates a fee-based account.


Sponsoring a client event doesn't hurt either...

Aug 11, 2006 8:37 am

Unfortunately - they are all so similar that our decision tends to be on the 'tangibles' like golf clothing, and high payout.  I find two companies who will legitimately support me with service and stick with them.

Aug 11, 2006 8:49 am

I like the super-balls that have the flashing neon lights inside, with the fund/annuity logo on the outside.  Every once in a while I will let my collection loose in the office and watch everyone go nuts.


I also have a nice little ING business card holder that is a replica of their benches.  Pretty hokey, but entertaining, nonetheless.

Aug 11, 2006 8:58 am

Super-balls with flashing lights???  No way - which company gives those out, I'm 1035'ing all my annuities to them today!!

Aug 11, 2006 10:45 am

I have them from Morgan Stanley, American Skandia, AIG, Putnam, etc.  Also have a great light-up pen from ING that has a flashing orange light and sends them with little designs up and down the pen.  I know some jackass wholesalers.

Aug 11, 2006 12:57 pm

Choice among sub-accounts.  Low fees, low surrender period.


Wholesalers who can meet with your clients, explain all the details and help you close the sale.


Oh, they have to leave those $1300 suits at home cause they scare the heck out of clients.

Aug 11, 2006 3:00 pm
vbrainy:

Oh, they have to leave those $1300 suits at home cause they scare the heck out of clients.


But bring the super balls and mini ING benches!

Aug 12, 2006 1:16 pm

Thanks for all the replies and information....some more funny than others.  All appreciated.


J