Licensed Annuity Agent Reveals Secret Agenda

Large financial service organizations tilt the playing field against consumers. Metlife and, more recently, AXA Advisors are in the news for possibly offering incentives to representatives to recommend house products. It has been reported that some companies require the sales of proprietary products in order for agents to qualify for health insurance and other employee benefits.

Are consumers aware of this secret agenda when they meet with an agent? I am hesitant to use the term ?advisor? because that would insinuate the salesperson has the client?s best interest at heart. I am embarrassed to admit that I was offered a position with one of the companies mentioned in this article and was shown an impressive array of financial products available. It was then explained to me that house-brand life products and annuities paid much higher commissions than the ?outside? products and house-brand vehicles would help me qualify for incentive trips much faster.

I receive a monthly financial industry magazine that devotes much of their pages to advertisements from annuity companies pitching their wares. Each ad focuses on their high agent commission payout. One company will send my wife and I to Switzerland if I sell $2 million of their annuities. One ad is from a life insurance company offering a whopping 107% first year commission on the sales of their whole life policy! Another company?s full-page ad touts an average $17,000 commission per annuity and an annuity-selling coach explains that he is willing to teach me the secrets that helped him earn an ?incredible $381,522 in annuity commissions in only 6 months!?

One annuity company offers an a 7% commission on one annuity and an 11% commission on another annuity product. Here are some questions consumers should be asking.

Why would the company be willing to pay me 58% more compensation to sell one product over another? Answer: The higher-commission product is in the company?s best interest, not the client?s.

If an agent sells you a product paying 11% commission, will he advise you that he could have sold a product that paid him much less but he chose not to? Answer: I don?t think so.

Who is really paying the extra 58% in salesperson compensation? Answer: You, the client.

As a financial consumer, do I deserve to know any factor that is influencing the recommendations of my salesperson? Answer: A definitive YES.

Did the annuity salesperson hold himself out as a trusted financial advisor? Probably.

The problem with the real-life annuity example shown above is that the client has no way of knowing how much commission was earned by the agent. The 11% commission product will pay a much lower interest rate to the investor and/or have a much longer surrender period, tying the client?s money up for years. Fixed annuities and equity index annuities need complete commission transparency. Annuity companies know that higher commissions influence the sales practices of insurance agents and they also know annuity clients have no idea of the high price they are paying for a false sense of peace of mind.

I brought these issues up at a recent industry association luncheon. At my table, I had an insurance agent on my left side and an attorney on my right. To quote the agent, ?caveat emptor? or buyer beware. The solution for consumers, don?t be a buyer! See a fee-only advisor who is not tantalized by trips to Switzerland and high commission insurance products with no commission transparency. Also, consumers should demand legislation that forces all annuity commissions to be equal and completely disclosed to the client. The insurance and annuity industry should be embarrassed and any bad reputation is probably well deserved. The good news is that quality no-load annuities are available but don?t count on your average annuity salesperson to tell you about them.

Mark Diehl is a Certified Financial Planner, Chartered Financial Consultant, and author of The Wealth Management Manual available at amazon.com and barnesandnoble.com.

You can learn more about Mark at http://www.markdiehl.info or call 800-304-1232.

Annuities - Don't Put Your IRA In A Variable Annuity

If you?ve talked to a broker or agent about rolling over your retirement account, there?s a good chance the advisor recommended you invest in a Variable Annuity. Don?t do it! I believe the only reason a variable annuity is recommended for an IRA is so the advisor can earn more money. Let me explain.

There?s a high probability that if an advisor doesn?t recommend an Equity-Indexed Annuity for your IRA rollover, a Variable Annuity will be recommended instead. ?There are so many advantages to a variable annuity versus a mutual fund?, you?re told. I disagree. It?s advantageous for the advisor, not the investor.

In this article, I?ll debunk the two main arguments used in selling variable annuities. First, that you don?t pay a commission and secondly, the importance of the death benefit guarantee. I?ll explain how you pay dearly for both.

One of the main sales ?hooks? used in selling a variable annuity is that you don?t have to pay a commission. That can be very compelling when compared to a mutual fund in which you pay the all the commission up-front. Many advisors will even say that they get compensated by the insurance company, not you. Do you really believe that?

Insurance companies are not charitable organizations. If they are paying the broker, they?ll recoup those costs from you?the costs are just hidden so you don?t think you?re paying a commission.

The second main argument for using a variable annuity for an IRA is the death benefit (not offered with a mutual fund). ?That way you?ll never have to worry about your beneficiary getting less than you invested?, the thoughtful advisor says. This feature may seem nice, but you end up paying through the nose for it.

With all variable annuities there is a Mortality and Risk Expense (M&E) charge. Most variable annuities sold through commission-based advisors have an M&E charge of 1.45%. This is an annual fee that is charged against the entire value of the account, not the original investment. On a $500,000 investment that amounts to $7,250 the first year. If your account doubles in 10 years, you?d pay $14,500 that year.

Note that the M&E charge is in addition to the underlying money management fees charged by the people actually making the investment decisions. Their fees can range from .70% to 1.5%. All told, the fees associated with most variable annuities range from 2-3% per year. That?s a 2-3% hole you start in each year. That?s $10,000-$15,000 each year on a $500,000 investment?and that expense increases as the value of the account increases.

Do you really think it costs $10,000-$15,000 a year to cover the cost of the insurance associated with the death benefit? Of course not. The full $500,000 in our example isn?t really being insured, either. They?re only insuring the amount of loss. So if the investment loses 10%, the actual amount of ?insurance? is $50,000. Even when the investment is worth more than you paid you continue to be charge M&E.

So the death benefit associated with a variable annuity is either the most expensive insurance you?ll ever buy, or it pays for more than insurance. The M&E is where the insurance company makes their money. More importantly, the M&E is where the insurance company gets paid back the money it paid your advisor in commission. Here?s proof. The M&E on variable annuities offered by Vanguard (in which no one earns a commission) is about .60%. That?s over three quarters of a percent less than the 1.45% being paid to the commission-based advisor.

The real reason that you are recommended a variable annuity for your IRA isn?t that it?s better for you. It?s because it?s better for the advisor. If you invest $500,000 in a commission-based mutual fund, the advisor?s gross commission will only be about $10,000. The same investment in a variable annuity would yield gross commission to the advisor of $30,000-$35,000 or more!

If an advisor can earn 3 times more by getting you to invest in a variable annuity instead of a mutual fund, which do you think will be recommended?

Don?t fall for the ?put your IRA in a VA? trap. You are smarter than that.

Get free, clear, and unbiased advice by sending your questions to http://www.guardingyourwealth.com/askjeff.htm

Mr. Voudrie is a Certified Financial Planner, nationally syndicated newspaper columnist and President of Legacy Planning Group, Inc., a Private Wealth Management Firm in Johnson City, TN. He can be reached toll-free at 1-877-827-1463.

Nationally-syndicated financial columnist and Certified Financial Planner? Jeffrey Voudrie provides personal, in-depth money management services and advice to select private clients throughout the USA. He?ll answer your financial question ? FREE at http://www.guardingyourwealth.com

Annuity Marketing By Radio

I know what you are thinking? I must be kidding - right?

Think about our target market. Who are they and how do they access their information? It is a statistic that only 7% of people over age 65 are online. That means that 93% of our target market is accessing information by other sources such as the newspaper, television and the RADIO!

How do you do it? There are many options available to you. Offer your services to the Saturday Morning local interest station. There are many of these and your cost will be zilch. They are always looking for guests and if you offer a newsworthy topic it is very easy to get yourself on the air and it will be a clever annuity marketing tactic.

A possible target may be, ?Uncover the facts about Long Term Care Insurance? or ?How to manage your IRA for maximum income.? There are so many topics available to you that a little imagination will leave you with endless possibilities.

How about pay to play? Easy to do and lots of sources. I like the idea of a Saturday Morning slot and if you can get it close to 10:00 it is perfect. Buy the air time for 30 minutes and talk about your list of topics. Have you ever thought about doing an annuity seminar on the radio? Just repeat the strong points of your seminar over the air and invite people to call in for questions.

Have the station capture the caller?s information like address and number.

Offer a booklet to mail out after the show. The callers are all solid prospects and because you are on the ?RADIO? you are a perceived expert!

Trade air time for commercials. This idea really works, offer the station an advertising commitment for air time. Trade $1,000 of commercials for the ? hour of air time.

What do you advertise?

Your radio program! How about peripheral annuity marketing? Ask the station for permission to use their name on your web site or your printed materials. Have fun with this and be informal while at the same time being the local ?EXPERT.?

Your radio show can be cross marketed to your existing client base and to all new prospects you meet. ?Oh, you are the radio guy.? Instant credibility!

There are numerous ways to find annuity leads, be different and be creative and your annuity marketing results will explode.

Bill Broich is a 30 year annuity salesman who helps agents ramp up their annuity marketing efforts. Visit his website to learn more. Annuity.com

How To Purchase An Annuity

An annuity is a contract with an insurance company to make periodic payments for retirement income and sometimes other purposes.

There are basically two types of annuities.

Fixed Annuities

A fixed annuity earns a guaranteed interest rate over a specific period of time. When this period of time expires a new interest rate is set for the next period of time. Is important to note that a fixed annuity is not backed by the Federal Deposit Insurance Corporation (FDIC).

Variable Annuities

Variable annuities offer a much greater range of investment funding options than fixed annuities. Because their performance depends on the investment options your principal and return are not guaranteed. Some variable annuities offer a fixed accounts alternative that guarantees principal and interest a lot like fixed annuities. You can then divide your funds between the low-risk option as well as high-risk options such as stocks.

Purchasing Annuities

There are two ways to purchase annuities. You can either pay the premium using one lump sum or you can make ongoing contributions to what is called a flexible payment annuity. With a flexible payment annuity you can contribute money pretty much any time you want. Another benefit of variable annuities is that they allow you to transfer money from one account to the other without having to pay taxes on any earnings you make as a result of the transfer. The disadvantage of variable annuities is that you will most likely pay higher fees than you would with a fixed annuity.

If you are wanting to save money for retirement a fixed tax deferred annuity may be the best option for you. With a tax-deferred annuity you don't pay taxes until you make a withdrawal or begin receiving annuity income. This can allow you to accumulate a greater amount of money over an extended period of time. You should think carefully though before putting money into a tax-deferred annuity. If the money is needed before age 59 and you withdrawal the money the IRS may apply heavy penalties. In addition the insurer may also impose its own withdrawal penalties which are often cause surrender fees.

You can also purchase what is called an immediate annuity. When you purchase an immediate annuity you make a one-time payment and distributions usually begin within 30 days. Immediate annuities can be fixed or variable. Because an immediate annuity can provide stable income payments guaranteed for a selected period of time, this is a good option if you need a financial vehicle that can provide guaranteed income for life.

Before purchasing an annuity is important to speak with a professional financial adviser so you have an understanding of the various tax consequences of an annuity as well as the expenses which may be associated with the contract.

Jakob Jelling is the founder of http://www.cashbazar.com. Visit his website for the latest on personal finance, debt elimination, budgeting, credit cards and real estate.