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Articles Archive

  • How to Sell Annuities When Interest Rates are 2.5%

    Use the Income Rider

    Interest rates are at historic lows. Looking at bonds, as of November 2, 2010, the average yield to maturity of the Barclays Capital U.S. Aggregate Bond Index was only 2.48%. The national average 5-year bank CD rate was a paltry 2.33%, and the interest rates available on annuities are only slightly better.

    In this low rate environment, it’s tough to motivate a client to buy a product, particularly a long-term product like an annuity, based on the interest rate. Even indexed annuities have annual caps in the 4% range – not enough to get many clients excited.

    So how is it that many indexed annuity carriers are experiencing record sales volumes? The answer is the income rider.

    Article Date: 
    2010 November