PRODUCTION GUIDE FOR INDEPENDENT AGENTS

How to sell annuities, from idea to issued

A guide for licensed life and annuity agents who want to build a real annuity practice, not run a one-off case now and then.

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01 · THE REAL SALE

The sale is rarely about the product

I am David Racich, owner of Brokers Alliance. My father founded this firm in 1982, I acquired it in 2009, and the last fifteen years have gone into making independent agents more productive with technology most marketing organizations cannot build. Annuities are where that shows up most clearly. Commissions and carrier lineups are table stakes. What is hard to copy is the technology, and that is what separates a productive annuity agent from a stalled one.

01The conversation

The sale lives in how you frame the problem with the client, not in the brochure. Accumulation or income. That is the first fork.

02The comparison

Rate and terms move constantly across carriers. The agent who can shop the shelf fast wins the case the one who guesses loses.

03The speed

The measure that matters is how quickly you move a case from idea to issued and paid. Everything we build takes friction off that path.

02 · PRODUCT CATEGORIES

Four categories, one problem each

You do not need to memorize every rider on every chassis. You need to know which category fits which client problem, then let the comparison work do the rest.

FIAFixed index annuities

Growth tied to a market index without the downside of being in the market. Principal is protected, the upside is linked through a crediting method, and an optional income rider can layer guaranteed lifetime income on top. Your workhorse for the client who says: I cannot afford to lose it again, but I still need it to grow.

MYGAMulti-year guaranteed annuities

The fixed-rate, defined-term contract. The cleanest CD-alternative conversation in the business ... a guaranteed rate for a set number of years, with a surrender period that matches the term. For the client whose money is sitting in a low-yield bank product or who is uneasy about market exposure entirely.

INCIncome-rider annuities

For the client who is buying a paycheck for life. The income-rider conversation centers on guaranteed lifetime income, layered onto the contract so the client cannot outlive the check.

ACCAccumulation annuities

For the client who is buying a larger pile to draw from later. Here you are solving for growth first and income second, on the same categories of chassis.

03 · SHOP EVERY CARRIER

Shop the best available terms across carriers

The whole game with a MYGA is rate, and rate moves constantly across carriers. The same pressure runs up and down the shelf on crediting methods and income riders. The tools we build in-house take the busywork off your desk, so you can put the strongest available terms in front of the client and move the case faster than a marketing organization that only hands you a carrier list.

Accumulation or income, decided up front Rate shopped across carriers, not guessed Crediting methods compared side by side Idea to issued and paid, with less friction

04 · GO DEEPER

Guides for the chassis that carry the most volume

The depth of the work is why we built dedicated guides on the two categories that decide most annuity cases.

FIAHow to sell fixed index annuities

Accumulation versus income on the same chassis, crediting methods, and where the income rider earns its keep.

MYGAHow to sell MYGA annuities

The CD-alternative conversation, the rate-shopping mechanics, and matching the surrender period to the term.

Ready to build a real annuity practice?

Get contracted with Brokers Alliance and put the technology, the carrier shopping, and the case support behind every annuity you write. Independently owned since 1982, out of Fountain Hills, Arizona.

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