That Annuity Show

Last week, we explored the psychology of building a retirement solution for a client that not only delivers results, but also adapts to the personality traits of your client. This week, in part 2 of our discussion, Dr. Wade Pfau and Alex Murguia explore how advisors and firms should change their engagement strategy and even their service offerings to meet the exact needs of each client. Also, do you want to get regular updates on news about Wade, Alex and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: The Retirement Income Advisor Challenge on October 25 and 26 will allow advisors to learn more about what the RISA is, to take it, and to learn how they can incorporate it into their firms: http://risaprofile.com/challenge Wade's new book is the Retirement Planning Challenge. The RISA is discussed in Chapter 1: https://www.amazon.com/Retirement-Planning-Guidebook-Navigating-Important/dp/194564009X/ General website for the RISA: www.risaprofile.com/

What makes a retirement recommendation not only work but also stick for you client? Could it be a combination of personality traits and beliefs about the market? We were really fortunate this week to have Dr. Wade Pfau and Alex Murguia on to discuss their research on the topic. They walk us through the tool they have built to help decode what exactly makes our clients tick. Also, do you want to get regular updates on news about Wade, Alex and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: The Retirement Income Advisor Challenge on October 25 and 26 will allow advisors to learn more about what the RISA is, to take it, and to learn how they can incorporate it into their firms: http://risaprofile.com/challenge Wade's new book is the Retirement Planning Challenge. The RISA is discussed in Chapter 1: https://www.amazon.com/Retirement-Planning-Guidebook-Navigating-Important/dp/194564009X/ General website for the RISA: www.risaprofile.com/

Carriers spend a lot of time talking about building strong policyholder relationships but how many actually have? Molly Black, Chief Product Officer at Life.io joins us today to talk about how her company makes those relationships a reality. What can we learn from their software design that we can apply to our own practices today? Also, do you want to get regular updates on news about Molly and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Thank you to our show sponsor, SE2! Links mentioned in this episode: https://www.life.io https://www.linkedin.com/in/molly-morgan-black-56b1832a/

Summer is almost over. What's the outlook for the annuity industry as we head back to our (virtual) offices? Sheryl Moore is the perfect guest to provide us with predictions and savvy forecasts. She graciously joins us today to talk about changes in carrier ownership, product design changes and regulatory evolution. Also, do you want to get regular updates on news about Sheryl and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: https://www.winkintel.com/ https://www.linkedin.com/in/sheryljmoore/

How do you create more income with less market risk and lower fees and income taxes than traditional retirement income plans for your client? Jerry Golden, President & CEO at Golden Retirement joins us today to talk about Go2Income and the service that his tools provide for advisors that do just that. Also, do you want to get regular updates on news from Jerry and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Special thanks to Bruno Caron for joining us as a co-host! Links mentioned in this episode: https://www.go2income.com/IncomePlanning.html https://www.linkedin.com/in/jerrysgolden/ Find Bruno's book here: https://www.amazon.com/Lifetime-Income-Retire-Strength-associated/dp/1082296244

Healthcare typically is the biggest expense facing retirees. However, can you help you help your clients navigate the complexities of Medicare, Medicare Advantage and Medicare Supplement plans? I'm sure we will all get a lot of questions from clients as open enrollment begins in a few short weeks. To get a little smarter on the topic, we invited an expert on the industry to our show. Terence Martin, Head of Life, Annuities, and Healthcare Research at Conning joins us today to talk about consumer choices and macro industry trends in the senior healthcare market. Also, do you want to get regular updates on news from Terry Martin and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: https://www.conning.com/insurance-research

The regulators make us attest we know our clients. However, do we really know what makes them tick? Dr. Preston Cherry joins us today to discuss personality models and how they can improve how we deliver advice. Also, do you want to get regular updates on news from Dr. Cherry and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: https://www.uwgb.edu/csb/faculty-staff/preston-cherry/ https://www.concurrentfp.com/financial-planner-dr-preston-cherry

How can we create more happy retirement planning clients? Tom Hegna joins our show today to share his insights on how to make this happen in your practice. Also, do you want to get regular updates on news from Tom and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show.Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show. Links mentioned in this episode: https://tomhegna.com/

Many times when planning for retirement we often try to lock onto a specific date. However, it may be more productive for some to focus on their actual level of preparation for retirement. Today, Sheila Jelinek and Peter Sun from Milliman join us to talk about the genesis of the RISE tool which does exactly that. They explain how to get either your score or that of your client, and more importantly, how to use it to improve your plan over time. Also, do you want to get regular updates on news from Sheila, Peter and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. Links mentioned in this episode: Learn about the methodology behind the RISE Score: https://frm.milliman.com/-/media/frm/pdfs/3-17-21-frm-milliman_rise_score.ashx Access the RISE Tool here: https://alex.fyi/rise/ https://www.therisescore.com/ https://www.protectedincome.org/rise-calculator/ - The Alliance for Lifetime Income - client version https://www.protectedincome.org/rise-calculator-fa/ - The Alliance for Lifetime Income – advisor version

The next few years promise to bring more change to our business than the last 50, according to our guest Jim Kerley. He should know. Jim has worked for carriers, launched businesses, and played a leading role at LIMRA. Today, he is managing partner of Clearview Partners and shares his perspective of change not only in the U.S. but around the world. Also, do you want to get regular updates on news from Jim and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show.