Good Common Sense Sales Practices
Below, we have outlined some good practices to follow in the annuity arena. While we have devoted an entire section to sales practices and suitability. Here are a few more.

1. Identify that Fixed-Indexed Annuities are not insured by the FDIC nor are they a deposit of, obligation of, or guaranteed by any institution.
2. Since past performance can be so impressive, we must remind prospects at the point-of-sale that past results are no guarantee for the future.
3. Follow the advice, suggestions, and rules of your insurance company and/or broker-dealer.
4. State and explain the penalties that will be imposed by the insurer for surrenders, excess withdrawals and cost of riders.
5. Care about the consumer more than yourself.
6. Listen more than talk.
7. Do not sell rate nor price nor performance.
8. Solve needs.
9. If you do not know the answer, say so…but get the answer.
10. Tell a story of diversification.