This Is How You Sell Annuities
April 20, 2017 by Kerry Pechter
The advisor Curtis Cloke learned long ago that one way to sell annuities to wealthy near-retirees is to show them—“with science and math,” as he likes to say—that if they buy enough guaranteed income they can take much more risk with the rest of their cash and end up all the richer.
For two decades, Cloke perfected this formula over kitchen tables in farmhouses near Burlington, Iowa. Later he taught other advisors how to use his method through his “Thrive University.” Now he’s encoded his technique into a web-based software tool called “Retirement NextGen.”
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