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 real path to building a long-term career in annuities.

If you're serious about growing in this space, this is where it starts.

👉 Want to go deeper? Check out our full training and resources below. https://www.annuityproducers.com/livezoom
https://www.annuityproducers.com/live-event-2026
https://www.annuityproducers.com/

00:00 Why agents want to go all-in on annuities
00:16 Why it doesn’t work right away
00:42 The foundation every agent needs
01:04 Why annuities are harder to sell
01:40 The basics you must learn first
02:19 Why you need to self-educate
02:56 Why knowledge builds confidence
03:13 Understanding financial basics
03:55 How the industry actually works
04:17 Why Social Security matters
05:01 Better way to start conversations
05:37 Finding gaps in retirement plans
06:01 Why annuities solve income gaps
06:26 Why annuity commissions are higher
07:05 Low barrier to entry explained
07:38 Why most agents fail early
08:00 What to study first
08:40 How to build trust with clients
09:15 Learning through practice
09:53 Real timeline to success
10:29 No shortcuts in this business
10:57 Final advice for new agents

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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 numbers, real expectations, and why consistency beats chasing the “perfect” lead every time. If you’re an agent looking to get more out of your leads and build something predictable, this is worth the listen.

Want more training for agents? Check out Annuity Producers for free Thursday training calls and live events

https://www.annuityproducers.com/live-event-2026
https://www.annuityproducers.com/livezoom

00:00 Intro and guest background
00:40 Why online leads matter
01:40 Why most agents quit too early
03:20 Online leads vs other marketing strategies
05:10 Why agents think leads don’t work
07:15 The follow-up difference
08:40 Step-by-step lead process
10:00 Speed to contact matters
11:10 What to say on calls and voicemails
13:20 Using video to stand out
15:10 Why annuity leads are tougher
16:30 Building trust with prospects
17:30 In-person vs remote conversations
18:30 What leads really cost
19:20 Why “dead leads” aren’t dead
22:00 Long-term follow-up strategy
23:10 Real comeback story from a lead
24:50 One deal can change everything
25:45 Training and next steps

 Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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, how agents should evaluate annuity products, and why many advisors misunderstand how illustrations and growth projections actually play out over time. They also explore a growing opportunity many agents overlook: using annuities for legacy planning and enhanced death benefit strategies. If you’re an insurance agent working with retirement clients, this conversation breaks down several key ideas that can help you better understand annuity design and long-term strategy.

https://www.standard.com/
https://www.annuityproducers.com/livezoom
https://www.annuityproducers.com/live-event-2026

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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 work, how interest is credited, the difference between simple and compound interest, and why comparing carriers is critical before choosing a contract.

You'll also learn about tax-deferred growth inside annuities, death benefit considerations, withdrawal rules, and how many advisors use MYGA laddering strategies to manage interest rate changes over time.

If you're an insurance agent learning annuity fundamentals or someone researching retirement strategies, this episode walks through the core concepts in a simple and practical way.

https://www.annuityproducers.com/
https://www.annuityproducers.com/livezoom

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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 talk about:
• What real lead verification looks like
• Why most agents quit after 2 attempts (and how that kills production)
• The 5-minute follow-up rule
• How to revive old leads sitting in your CRM
• Why December is a power month for front-loading production
• The story of an agent who turned $500 into a $14M annuity year If you’re trying to scale your annuity business and build something consistent — not seasonal — this episode will shift how you think about marketing and reinvestment.

🔗 https://www.financialize.com/
🔗 https://www.myleadrevival.com/
🔗 https://www.annuityproducers.com/live-event-2026

Key Topics Covered:

00:00 Why phone-verified leads matter
04:00 The 5-point verification process
08:00 Real conversion numbers
11:00 Long-term follow-up strategy
15:00 Lead Revival explained
17:00 The $500 startup story
20:00 Why annuity leads cost more (and why that’s okay)
22:00 The massive opportunity in the aging advisor market

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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 matter more than most agents discuss
• How excess return and lesser-known indexes can inflate illustrations
• Why consistency often beats flashy projections
• How to properly set client expectations

Whether you're an insurance agent or someone evaluating retirement strategies, this episode will help you better understand how index annuities function in the real world. Education matters. Expectations matter more.

Agents: Check out Annuity Producers for live training and national events. 🚀 🔗 https://www.annuityproducers.com/ 🔗 https://www.annuityproducers.com/livezoom 🔗 https://www.annuityproducers.com/live-event-2026

Consumers: Reach out if you’d like help finding a vetted fiduciary-focused advisor. 🤝 🔗 https://www.snarrinsurance.com/

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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
• Simple systems for turning viewers into booked appointments
If you’re an insurance agent tired of chasing leads and want a scalable, authority-based strategy, this conversation lays it out clearly.

https://www.retirementsolutionsfinancial.com/retirement-income-school
https://calendly.com/rsf-dramanda/initial-consultation
https://www.annuityproducers.com/live-event-2026

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

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 — not chasing leads — drive real production.

You’ll learn how agents are using simple, imperfect content to build trust, attract referrals, and grow their business without paid ads or spending hours online.

If you’re an insurance agent who wants more visibility, more inbound opportunities, and a smarter approach to social media — this episode is for you.

00:00 – Why Agents Avoid Social
01:10 – Purpose of Social Media
02:25 – Organic vs Paid Ads
03:34 – Imperfect Content Wins
05:01 – Ad Blindness Explained
06:30 – Best-Performing Content
08:11 – Social Is the New Town
09:29 – Best Platform for Agents
10:14 – 80/20 Content Rule
11:38 – Selling Too Early
13:07 – Engagement Drives Reach
14:36 – Profiles vs Pages
15:11 – Why Links Hurt Reach
16:50 – Fast Content Creation
18:18 – Referral Growth Strategy
20:28 – Hidden Referral Partners
22:04 – Long-Term Growth Mindset
24:36 – How to Connect

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

Most agents completely overlook reverse mortgages—and that’s a mistake.

In this episode, Roy Snarr sits down with reverse mortgage expert Michael Standard to break down:
    •    Why reverse mortgages can be a massive trust builder     
    •    How seniors use home equity for tax-free income     
    •    The real rules (and myths) around today’s reverse mortgages     
    •    Why this strategy pairs so well with annuities, Roth conversions, and LTC planning

If you’re serious about becoming a well-rounded advisor in the annuity space, this is a conversation you need to hear.
Links to Michael’s training and resources are below 👇
https://heroloansllc.com
Long Term Financial Planning
Hero Loans LLC Michael Standard Sr. Mortgage Specialist
360-690-5278
[email protected]

 Tag an agent who should be thinking bigger about retirement planning.

00:00 Why agents overlook reverse mortgages
01:00 The trust play most advisors miss
02:05 Michael Standard’s background & credibility
03:20 The real retirement income gap
04:00 Senior home equity stats you need to know
05:58 Why reverse mortgages changed after 2017
07:06 How reverse mortgages actually work today
09:00 What happens to the house & heirs
11:15 Underwriting made simple (“cat food rule”)
12:49 Using equity for LTC, Roth conversions & leverage
16:00 How wealthy families use this strategy
18:22 Costs, FHA rules & who qualifies
21:20 How agents should apply this in fact-finding
23:00 Final takeaways for annuity agents

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.

Most insurance agents know they should market—but very few stay consistent long enough to actually win. In this episode, Roy Snarr sits down with Luke Acree , president of  @Remindermedia  , to break down a concept every agent needs to understand: the Frequency Illusion. If prospects feel like they “see you everywhere,” they’re far more likely to trust you—and choose you—when the time comes to make a decision. In this conversation, you’ll learn:
    •    Why consumers choose the most familiar agent, not the “best” one
    •    How consistent visibility builds trust without sounding salesy
    •    Why transactional marketing turns prospects off
    •    How print, digital, and social work together to keep you top of mind
    •    Why relationship marketing beats chasing cold leads every time
    •    How referrals naturally increase when you focus on value instead of pitching This is especially powerful for agents working in annuities, Medicare, Social Security, and retirement planning, where timing matters and trust is everything.

 👉 Learn more about Reminder Media here: remindermedia.com/annuityproducers
👉 Subscribe for more real-world strategies from top producers
👉 Join our Thursday live training calls https://www.annuityproducers.com/livezoom

Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.