1 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Leads, lead management, product support, selling support, marketing support:

Fixed Indexed Annuities have a Better than average chance for Better than average returns without exposure to market risk

Super-agent, Safe Money Radio host and legendary fisherman, Lyle Boss. This German Brown Trout was caught on the Green River below Flaming Gorge Dam, August 3rd. Lyle (fishing with his son) caught this beauty on a Caddis Fly. Once when asked about his massive sales career he said: I would rather be fishing! I now know why!..BB

http://www.annuity.com/http://www.annuityagentsalliance.com/http://firstannuity.net/

2 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Open MIC is: Thursday

9:00 AM Pacific

800 504-8071 Code is 2554567#

Open MIC is free and available to all: Our 26th Year.

Housekeeping:

On September 13 we will roll out our new program to help you be successful with

your credentials, exciting stuff, and it is free to members! In todays notes we will

give you a glimpse at the new expanded Invited Authors marketing system.

This will be an opportunity for agents to market themselves with powerful new

tools.

Numerous additions are being added to this very successful program. If you want

to move your business to the next level. here is your opportunity.

3 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

You can learn a lot from their business model and model your annuity business after their business model. I was surprised by a recent announcement from Crocs last week when they announced closing all of their manufacturing factories. In reading the story, that on the surface was negative I realized it had a very positive spin. Yes, people did lose jobs, that is bad, the factories they closed were in Mexico and Viet Nam. I guess that sort of thing happens a lot. The positive thing I got from the story was something else, something I could relate to. The reason they closed their two factories was simple, they are turning their companies focus to marketing and sales, not production. Look at their product, looks fairly simple to make. I have no idea how they do make it but the point is this, if assets can be diverted to sales and marketing, and the product quality standards are still achieved, smart move right.

4 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

My son imports product daily from China which he resells across America. He knows that there are factories with good reputations and some not so good. Crocs, being a big player would certainly know where on the planet the good factories are and by outsourcing to them, the responsibility for production issues becomes someone elses problem. If quality fell below expectations, Crocs would simply not accept the product, so it becomes in everyones best interest to do a good job. I think this business model is the very best road to take for annuity agents, outsource to quality programs everything that you can and focus on the two most important parts of our business.

Fact finding Relationship building (sales, delivery, referrals)

By outsourcing everything else, you free up the time for more where you really make your money. (Why do you think Lyle has so much time to fish while selling $15 million a year in annuity premium? He outsources.) I have preached this so many times, I think I must be a broken record. The reason I do? Because it is a smart business plan. In September, we will be introducing a HUGE marketing opportunity that allows you to outsource many aspects of your business, except the important one: relationship building and fact finding. Outsource to professionals who will do everything for you except the relationship and fact finding. At the same time, we will make you well known in your community and on the internet. More later.

5 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Proposal Could Ease Variable Annuity Hedging Rules State insurance regulators may break away from the accounting rule crowd and adopt their own rules for life insurers that offer variable annuities with guaranteed benefits. The change could affect what a life insurer has to say when the value of a []

DOL fiduciary rule can cause litigation risk from beyond the grave Although the Labor Departments fiduciary rule died in court in June, it can still cause litigation risk for firms that changed their policies to comply with the measure. Click HERE to read the full story via InvestmentNews; registration required.

Finra whacks Advisor Group, NPH with $2.7 million in fines over variable annuity sales The Financial Industry Regulatory Authority Inc. has censured four broker-dealers of Advisor Group and four National Planning B-Ds for poor supervision of variable annuity exchanges, fining them a total of almost $2.7 million. Click HERE to read the full story []

(I could write numerous articles about the abuse of variable annuity sales weekly. I am really fed up with these guys.BB)

https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D5999514fa9%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826171895&sdata=vwnu0pC980kF2F8NyhigeT0TIvYsW4iQ%2Btae8PpMRiE%3D&reserved=0https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D5999514fa9%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826171895&sdata=vwnu0pC980kF2F8NyhigeT0TIvYsW4iQ%2Btae8PpMRiE%3D&reserved=0https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D16ed8174cb%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826328141&sdata=Kf5ieLWLX4ecQgzHfGYzyEDELs%2BL7AidPB4K8eEzMf8%3D&reserved=0https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D16ed8174cb%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826328141&sdata=Kf5ieLWLX4ecQgzHfGYzyEDELs%2BL7AidPB4K8eEzMf8%3D&reserved=0https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D288651a001%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826328141&sdata=OPHRWnfSUkW7RAtOfR8mZkt3OsjonsqUVchu9zmE%2Fvg%3D&reserved=0https://eur03.safelinks.protection.outlook.com/?url=https%3A%2F%2Flooktowink.us1.list-manage.com%2Ftrack%2Fclick%3Fu%3D2b587be4b630a23a191187446%26id%3D288651a001%26e%3Df493ae5d28&data=02%7C01%7C%7C0a4b2ed0022e4af4e56a08d5f7a7321a%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C636687219826328141&sdata=OPHRWnfSUkW7RAtOfR8mZkt3OsjonsqUVchu9zmE%2Fvg%3D&reserved=0

6 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Q: Bill, how do I learn about the difference between 401(k) and 403(b) qualified plans and what transfers to an IRA?

A: While this question seems to be asked a lot, the topic can be confusing. BTW, learn all you can (I have enclosed links) but keep it simple.

IRAs, 401 (k), 403 (b) Qualified Money I use annuities for qualified funds but only in certain situations. If I am using a fixed indexed annuity I suggest the prospect waits until they are ready to begin their asset allocation to safety, by using the run to safety term almost always gets a positive response. Generally, the income rider offered on Fixed Indexed Annuities is very attractive for qualified funds.

Did you know that the weakest category for retirement funds are the qualified funds? Why? Simply because they have not been exposed to tax liability. The net gain to the retiree is less than the actual amount. I have always used qualified funds first before non-qualified funds.

Safe Secure Re-occurring Income: this is the phrase I use to illustrate the benefits of an annuity in these plans. Annuities can provide this benefit and it is a great way to explain the reason for using annuities. Mrs. Jones, spend all of your money each month because guess what? It comes again on the 1st. I know this is simple, but it really puts the benefits into perspective.

All over the internet is information about IRAs and related topics. I urge you to do some research and obtain a basic education.

7 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Here are a few tips:

401 (k) and 403(b) can convert to a self-directed IRA by rollover without tax issues, there are rules depending on the age of the plan owner and work status.

You can have as many pots of money in as many IRA accounts as you wish, the IRS still considerers it one IRA. That means you could have funds in every bank in America, but it is still only one in the eyes of the service. (IRS)

Required Minimum Distribution (RMD) does not have to come out of all your pots it can come out of only one if the funds equal the RMD for all the IRA funds.

Spouses and children can inherit an IRA and make it their own IRA. There are two different categories here, a spousal IRA and an inherited IRA. Rules for RMD are different.

IRAs can be converted to lifetime income, which complies with the RMD rule.

RMD must start by age 70 1/2. Access to an IRA prior to age 59 can have tax additional tax liability above the income tax liability.

403 (b) are usually variable annuities

Here is a good source for IRA information: https://www.irs.gov/retirement-plans/a-guide-to-common-qualified-plan-requirements

https://www.irs.gov/retirement-plans/plan-participant-employee/rollovers-of-retirement-plan-and-ira-distributions

Everything you ever will need to know is here and you can be an expert in an hour.

https://www.irs.gov/retirement-plans/a-guide-to-common-qualified-plan-requirementshttps://www.irs.gov/retirement-plans/plan-participant-employee/rollovers-of-retirement-plan-and-ira-distributionshttps://www.irs.gov/retirement-plans/plan-participant-employee/rollovers-of-retirement-plan-and-ira-distributions

8 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Sales Tip: When I explain the benefits of using an annuity for income from qualified plans, I dress it up a bit. I call it the Pension Payout Plan as an explanation of using the income rider feature.

Mrs. Jones, did you know that you can use a feature in annuities I call a Pension Payout Plan? Let me explain.

Here is a nice way to explain to an IRA owner that this option for income on a long-term basis is available, it allows the prospect to convert the IRA (or part of it) to a pension income for any time period desired even lifetime income.

The Pension Payout Option

Monthly Income is based on:

Amount of Money in Your IRA Your Current Age

I love to use this term: The Older You Are, the Greater the Pension Payout!

Any Period of Time Can Be Chosen for Pension Payout, Even Lifetime Income

The sale here is of course using the income rider in the FIA. It is simple to determine the benefit it can provide. Smart agents will use the Income Illustrator to show more options to the prospect.

9 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Q: Bill, can you give us a few tips about poking a whole in a mutual fund allocation. Generally, all I can explain are the fees, people get glassy eyed. Help!

A: Here is an oldy but a goody. I havent shared this on Open MIC in a long time and yet it really works. When the topic of mutual funds comes up, take a piece of paper and write this:

TANSTAAFL Mrs. Jones, this is how I explain mutual funds, do you know what it stands for?

(There aint no such thing as a free lunch)

And with mutual funds, that is so true, let me show you what I mean.

I use this all the time with prospects.

What are the fees associated with the mutual fund? Simply Google the fund name, add the word Morningstar to the search and click on expenses.

Often, the mutual fund you select doesnt match with your goal. It is the wrong fund category.

What assets does the mutual fund hold. Bond fund especially, look for low ratings.

Does the fund complement your overall portfolio? Or does it merely replicate it?

Who is the manager of your fund and what is their tenure in this position? The Average Fund Manager Has Been on the Job Only 6 Years! *

How long has the fund been in operation? What has been the overall performance since fund inception?

10 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Does the tax liability on your fund match your personal goals, a mutual fund will have a turnover rate which can have a direct relationship with tax liability?

Never buy hot or advertised funds, the hot is past and as new money flows in the yields will drop.

The Average Mutual Fund Charges 1.61% Per Year* in Management Fees! That calculates to on a $100,000 Deposit, $1,610 Every Year! And that does not include transactional fees which are excluded from the expense ratios. (link below estimates these average 1.44%)

The Average Mutual Fund Turns Over (sells) 80% of its Portfolio Annually!* This is called turnover ratio, every time an asset is sold or bought, exposure to tax liability and transaction fees. http://www.morningstar.com/InvGlossary/turnover_ratio.aspx

1970 to 2000, The S/P 500 Index Outperformed 65% of All Mutual Funds*

*Source: Wall Street Journal, Tuesday, June 20,2011

Here are some good sources:

https://www.thebalance.com/mutual-fund-categories-2466742

https://www.thebalance.com/average-expense-ratios-for-mutual-funds-2466612

https://money.usnews.com/money/blogs/the-smarter-mutual-fund-investor/2015/03/04/the-mutual-fund-fees-we-dont-talk-about

http://www.morningstar.com/InvGlossary/turnover_ratio.aspxhttps://www.thebalance.com/mutual-fund-categories-2466742https://www.thebalance.com/average-expense-ratios-for-mutual-funds-2466612https://money.usnews.com/money/blogs/the-smarter-mutual-fund-investor/2015/03/04/the-mutual-fund-fees-we-dont-talk-abouthttps://money.usnews.com/money/blogs/the-smarter-mutual-fund-investor/2015/03/04/the-mutual-fund-fees-we-dont-talk-about

11 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

This chart (above) is a powerful sales tool, smart agents would add it to their sales kitBB

Rocky Fraleigh hits it out of the park with this terrific article reminding us of the dangers of a down market and how it complicates retirement planning.

Thanks Rocky.

12 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Can You Afford To Lose Another Decade of Wealth? By Rocky Fraleigh|August 6th, 2018|Annuities, Annuities 101

Did you know that in September of 2013 the Dow Jones Industrial Average was hovering at the same level it was 14 years before? The stock market can be advantageous during specific time periods, but brutal during other times.

Dreams can be crushed, retirement plans delayed. Can you afford to keep rebuilding your wealth every 5 to 10 years, here are some notable Wall Street crashes and the recovery times?

1929-1932 Dow fell 89% it took 22 years to recover 1939-1942 Dow fell 40% it took 3 years to recover 1973-74 Dow fell 45% it took 8 years to recover

Protect your principle at all cost.

Take for example a $100,000 investment and assume the market drops 30% and your money goes from $100,000 to $70,000. Usually, the losses in the stock market are quick from a month to a year or so.

How much growth do you need to get back to $100,000, you will need 42.9% growth on your money to get back to where you started. Now how long will it take to make your money back? Maybe three years but what if it took eight years or even 22 years.

https://www.annuity.com/author/rocky_fraleigh/https://www.annuity.com/annuities/https://www.annuity.com/annuities-101/

13 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Time value of money is critical if your retiring in 5 years and you are invested in the stock market your retirement dreams could be put on hold if the stock market falls 30 or 40%. Dont gamble with retirement nest egg.

Annuity companies have what they called fixed indexed annuities. These annuities base their interest rate off a particular index like the S&P 500 Stock Index which allows a portion of the upside of the index with no downside market risk to your principle and once that interest is credited to your account its locked in. And they have these guaranteed income riders (for a fee usually 1% or less) which will ensure you a return for your income of 4 to 7% growth, and when you get ready to retire, you can get guaranteed lifetime income for you and your spouse.

Dont gamble with your retirement nest egg. There is an old saying in the financial business:

Pigs get fat, Hogs get slaughtered.

Dont be the HOG.

About the Author:

https://www.annuity.com/can-you-afford-to-lose-another-decade-of-wealth/

Here is a link to Rockys Invited Author page: https://www.annuity.com/author/rocky_fraleigh/

https://www.annuity.com/can-you-afford-to-lose-another-decade-of-wealth/https://www.annuity.com/author/rocky_fraleigh/

14 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

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ISSUE DATE: August 13, 2018

Annuity.com David Townsend

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Podcast: Insurance and Planning for Blended Families

Blended families can have different needs when it comes to financial planning and life insurance. In two special podcast episodes, Randy Zipse has an in depth discussion of ways to approach planning for blended families with his guest, Emily Bouchard. Emilys wealth of experience in working with blended families may add to your understanding of ways to approach planning for unique families. A leading expert in field of blended family dynamics for fifteen years, Emily has been interviewed for The Today Show, CNN, WSJ, Bloomberg Businessweek and the New York Times. Emily also co-authored Estate Planning for the Blended Family with L. Paul Hood. Listen to part 1 of this conversation at advancedsalesinsider.com or in iTunes or Spotify.

New Parents Represent New Opportunities Click through our interactive experience to discover how life insurance can help meet the unique financial needs of new parents. Uncover the opportunity.

Estate Planning Client-Approved Materials Producers can use these new client-approved pieces to help their clients gain a clearer understanding of the importance of estate planning. Estate Planning Client Guide. Gifting Client Snapshot. Legacy with a Purpose Client Snapshot.

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15 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Offer Your Business-Owner Clients a BOLD Succession Plan An effective business succession plan includes a series of strategies that can strengthen and grow a business over time. It can also help a business owner transition their company to someone they trust when it's time to exit. Help business owners turn their hard work and goodwill into value at retirement. View BOLD Business Succession Guide.

Video: Words of Wisdom Independent producer, Loren T., sells Critical Illness products. How much? Well, he qualified for Mutual Sales Leaders in 2018 based upon his production. If there's an authority on why you should add Critical Advantage products to your portfolio, it's Loren. Loren's video gives his insights on the market for Critical Advantage products (hint: pretty much everyone), how they fit in with other products (according to Loren they fit "great") and even which application he prefers (desktop e-app-it's the fastest way to get a case into underwriting). But don't take our word for it, watch and learn how you can start building your business with these products today.

A Simple Guide to Policy Valuation Policy valuation is a complicated task. AXA Advanced Markets creates clarity with this podcast (30 min.). Be the first to get their latest thought-leadership. Subscribe to our podcasts.

Annuity.com David Townsend

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16 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

August 13th, 2018 Every week, First Annuity sends you an update with any recent, important carrier changes to help you prepare for your week ahead so you'll know exactly which carriers to be mindful of. Only those carriers that have changes are listed. Any interest rate adjustments, product changes and even new state product approvals are included with links to receive complete details.

THIS WEEK'S ANNUITY CARRIER NEWS

AIG Effective August 20, 2018, the American Pathway Deferred Income Annuity will be discontinued in the following three states: Mississippi, Oregon and Washington. Click here for all the details. Global Atlantic Effective August 13th, 2018, Global Atlantic will be reducing their rates on several FIA products. See the attached rate sheet.

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17 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

WHAT'S HAPPENING THIS WEEK

OPEN MIC Thursday, August 16th, 2018

9am Pacific, 10am Mountain, 11am Central, 12pm Eastern Dial in: (800) 504-8071 | Code: 2554567#

NEWS TO USE

We've added a new section to WCU called "News To Use." Every time we see or hear about an article that could help you make more sales, we will include it here along with a brief explanation of why we've brought your attention to it. We will also be archiving these articles on our website. This week, we've included an article about Warren Buffett who is warning investors that a market correction is imminent and not a question of IF, but WHEN. Buffett says, "when the downside does come - it's sudden and swift."

Are your clients prepared for a sudden and swift correction?

Click here to read the article.

ONGOING ANNUITY CARRIER NEWS

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18 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Global Atlantic Rate changed for 3 year and 5 year guarantee. Click here for more details. Legacy Ameritas FlexMark Select Legacy is offering a cash bonus for every qualifying FlexMark select application of $100,000 or more. Receive $300 bonus for 1st application, $400 for 2nd application, and $500 for 3rd application and every app thereafter. Qualifying applications must be submitted August 1st, 2018 through November 30th, 2018 and commission paid by December 31st, 2018. Click here for rules and details.

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19 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

Like all agents, we also need leads. Our approach has always been building and developing marketing systems. We strive for new and better ways to get in front of target marketed prospects.

Our systems are tried and true, they work.

Time Invested Marketing

http://www.annuity.com/

20 | P a g e A s a l w a y s , f r e e t o a l l : O u r 2 6 t h y e a r

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Disclaimer: David Townsend and I own Annuity.com, but we have many marketing friends, friends that you might be better off if you knew them. Sherilyn Orr at Retire Village and Infofuel, Chad Owen at Eagle Shadow, Anthony Owen at Annuity Agents Alliance, Carl, Darin, Tom and all the crew at First Annuity.and many more.

We take copyright seriously, articles posted on Open MIC from other sources are always credited to that source.

The information I create myself and used in Open MIC is free; I assert no copyright or literary rights.

Please verify all statements before quoting remarks made in Open MIC, occasionally, I use editorial latitude.

Bill Broich

https://firstannuity.net/

DOL fiduciary rule can cause litigation risk from beyond the graveFinra whacks Advisor Group, NPH with $2.7 million in fines over variable annuity sales(I could write numerous articles about the abuse of variable annuity sales weekly. I am really fed up with these guys.BB)Rocky Fraleigh hits it out of the park with this terrific article reminding us of the dangers of a down market and how it complicates retirement planning.Thanks Rocky.Can You Afford To Lose Another Decade of Wealth?About the Author: