Registered Index-Linked Annuities or RILAs have taken the broker-dealer market by storm over the past several years. David Hanzlik, Vice President, Annuity and Retirement Solutions at CUNA Mutual joins us to reflect on the recent growth of the product and how it may evolve over the next 2 years. Also, do you want to get regular updates on news about David and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show.

That Annuity Show

120 Riding the RILA Wave with David Hanzlik

How can insurance carriers build an empathetic relationship with policyholders? How do we drive innovation in a stressful time within our companies and practices? Industry veteran Maria Ferrante-Schepis joins us today to share her view of the present and her hope for the future of the business. We hope you enjoy the show. Links mentioned in the show: Maria's LinkedIn profile: https://www.linkedin.com/in/maria-ferrante-schepis-03b4031b/ Flirting With The Uninterested: Innovating In A "Sold, Not Bought" Category: https://www.amazon.com/Flirting-Uninterested-Innovating-Bought-Category/dp/1599323699/ref=sr_1_1?dchild=1&qid=1632963818&refinements=p_27%3AMaria+Ferrante-Schepis&s=books&sr=1-1 Maddock Douglas: https://www.maddockdouglas.com/our-team/maria-ferrante-schepis

119 Creating Authenticity, Innovation & Empathy In Insurance with Maria Ferrante-Schepis

Today, we catch up with one of our first guests, H. Adam Holt, CEO of Asset-Map to discuss a wide variety of topics. He gives us a sneak peak of an algorithm his firm will release that will find the hidden gaps in your client's retirement plans. We also talk about the commitment that Adam and his firm have made to supporting diversity and inclusion in the retirement advice platform ecosystem. We hope you enjoy the show. Links mentioned in the show: Adam's company: https://www.asset-map.com/ Adam and Derek's podcast: https://rethinkfinancialadvisorpodcast.blubrry.net/2021/07/01/1-rethink-change-is-coming/

118 Finding Meaning and Making Money with H. Adam Holt

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/

117 Matching Your Practice Model To Your Client's Psychology with Wade Pfau and Alex Murguia

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/

116 Finding Retirement Solutions That Stick with Wade Pfau and Alex Murguia

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, ! Links mentioned in this episode: https://www.life.io https://www.linkedin.com/in/molly-morgan-black-56b1832a/

115 Building Real Policyholder Relationships with Molly Black

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/

113 We Love Annuities with Sheryl Moore

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

113 Income Allocation Planning with Jerry Golden

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

112 Medicare ABGFs with Terence Martin

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

111 KYC(P)- Know Your Client's Personality To Provide Better Advice with 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/

110 Creating Happiness For Your Clients with Tom Hegna

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

109 Using and Improving Your RISE Score On The Way to Retirement to with Sheila Jelinek and Peter Sun

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.

108 The Next Five Years In The Business Will Be Thrilling with Jim Kerley

When to take Social Security could arguably be the single most important decision you will make in retirement. Jack Sharry, EVP and CMO for LifeYield joins us today to talk about technology's role in helping us all make the optimal call. Also, do you want to get regular updates on news from Jack and other guests of our show? Go to https://thatannuityshow.com and subscribe to our newsletter. We hope you enjoy the show.

107 Finding Extra Savings Through Better Social Security Planning With Jack Sharry

Are you ready to take a step out of the risk spectrum? Special guest Byron Boston, Chief Executive Officer, and Co-Chief Investment Officer of Dynex Capital, joins the conversation to share insights on Real Estate Investment Trusts (REITs): another potential source of income in retirement. Do you want to get regular updates on news from Byron and other guests of our show? Subscribe to our newsletter under the Receive Updates section, below. We hope you enjoy our conversation!

106 Getting Ready to Step Out of the Risk Spectrum with Byron Boston

We want to help every independent agent or retirement planner be successful explaining the benefits all types of annuities - fixed indexed annuities in particular. However, the products can be very complicated. And discussing tough topics about retirement lifestyle can be tricky. At the same time, we work in a highly regulated industry. We frequently sell our products to seniors. And the laws seem to change all the time. How do we effectively build our practice and remain compliant with all rules? You should walk away each time you listen with some idea that will make your next client meeting run better. Please give us feedback as we go. We want to make your important job just a little bit easier each day.

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That Annuity Show

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