The First Index Annuity to Use ETFs for Crediting

One of the strongest carriers in the U.S. has just released a new Fixed Index Annuity (FIA) that generates all of its growth crediting from well-established ETFs.

What are ETFs?

Exchange Traded Funds (ETFs) trade like stocks but can track an index, like the S&P 500®. They can hold a basket of assets (stocks or bonds) in a sector, such as a commodity or area of the market. They combine some of the features of stocks and mutual funds: the liquidity of stocks, and diverse holdings of mutual funds. You can benchmark the growth potential of your savings to any or all of the ETFs that are offered. Your savings are never directly invested in the ETFs.

All the ETFs are offered from iShares by BlackRock, one of the world's largest asset managers with $6.84 trillion in assets under management as of August 2019.  BlackRock draws on the knowledge of its investment teams in 30 countries to professionally manage the largest investment fund in the world, and is the world’s largest provider of ETFs.


If a client has an interest in a particular area of the market, you may accommodate it – with the benefit of diversification in that sector.

Available in 7 & 10 year models, with no riders, no fees, no caps to explain—and the ETFs’ performance is transparent and trackable.  This is PERFECT for those clients that want to “stay in the market” AND get out of the market at the same time.  ETF returns, with no market risk or cost! See page 5 in our November Newsletter for more details, or call.

What is the #1 Goal for the First Appointment?

Every week we work with advisers who totally miss what their #1 goal needs to be when meeting a new client for the first appointment in the sales process.

Don’t make this costly mistake.

You’ve met the client, whether from a referral, or at a seminar you did, or through networking—and they agreed to meet with you to talk about something you have to sell.  So, you do the research, put together some sales materials, run illustrations, and you feel well prepared for the meeting.   But, do you have the right goal in mind going into the meeting? Here it is…


Yes, it is important to build rapport, and to learn what the client’s financial history and goals are. And, sure, it is important to establish your credibility and competence, and you definitely want to build trust.  But, too often advisers stop there and don’t do the one thing that has the highest probability of making a sale—setting the 2nd appointment BEFORE you leave the first.

Less than 15% of sales happen on the first appointment, primarily because you typically won’t have enough information yet to make the proper financial recommendations.  The first appointment needs to be about setting the foundation of the professional relationship and learning all the detail needed to do enough research to make appropriate recommendations.  AND THEN SET A SECOND APPOINTMENT to present the recommendations.  Don’t agree to e-mail your findings, or share the details over the phone.  Make them understand that you will need to meet again to explain your recommendations.

Give us a call and we can help show you how.

~ Greg Skogsberg

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