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If you are offering IA's to seniors then the amount of the return doesn't mean diddly squat. I think this is what winter is saying also. The majority of people that I sell the IA to buy them because, they want safety and they want thier money to bypass probate. They really don't care how much it grows, they just want to make sure its left for thier kids.
Most of the people should probably buy life insurance to pass the money on but then they lose liquidity,(not really but they think they do) and alot don't qualify. No one knows how the IA is gonna perform regaurdless of the calculaters, you do know they are not gonna lose a dime, and are gauranteed to grow.
If you are selling to seniors, you need to be selling the gaurantees. If they wanted to get double digit returns they would stay in the market and cross thier fingers.
Most of the people should probably buy life insurance to pass the money on but then they lose liquidity,(not really but they think they do) and alot don't qualify. No one knows how the IA is gonna perform regaurdless of the calculaters, you do know they are not gonna lose a dime, and are gauranteed to grow.
If you are selling to seniors, you need to be selling the gaurantees. If they wanted to get double digit returns they would stay in the market and cross thier fingers.