We would love to hear from you. Click on the ‘Contact Us’ link to the right and choose your favorite way to reach-out!

wscdsdc

media/speaking contact

Jamie Johnson

business contact

Victoria Peterson

Contact Us

855.ask.wink

Close [x]
pattern

Industry News

Categories

  • Industry Articles (17,774)
  • Industry Conferences (3)
  • Industry Job Openings (3)
  • Moore on the Market (207)
  • Negative Media (139)
  • Positive Media (73)
  • Sheryl's Articles (656)
  • Wink's Articles (265)
  • Wink's Inside Story (238)
  • Wink's Press Releases (99)
  • Blog Archives

  • November 2021
  • October 2021
  • September 2021
  • August 2021
  • July 2021
  • June 2021
  • May 2021
  • April 2021
  • March 2021
  • February 2021
  • January 2021
  • December 2020
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • July 2020
  • June 2020
  • May 2020
  • April 2020
  • March 2020
  • February 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • September 2019
  • August 2019
  • July 2019
  • June 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • December 2018
  • November 2018
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • June 2018
  • May 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • November 2016
  • October 2016
  • September 2016
  • August 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • December 2015
  • November 2015
  • October 2015
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • April 2015
  • March 2015
  • February 2015
  • January 2015
  • December 2014
  • November 2014
  • October 2014
  • September 2014
  • August 2014
  • July 2014
  • June 2014
  • May 2014
  • April 2014
  • March 2014
  • February 2014
  • January 2014
  • December 2013
  • November 2013
  • October 2013
  • September 2013
  • August 2013
  • July 2013
  • June 2013
  • May 2013
  • April 2013
  • March 2013
  • February 2013
  • January 2013
  • December 2012
  • November 2012
  • October 2012
  • September 2012
  • August 2012
  • July 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012
  • February 2012
  • January 2012
  • December 2011
  • November 2011
  • October 2011
  • September 2011
  • August 2011
  • July 2011
  • June 2011
  • May 2011
  • April 2011
  • March 2011
  • February 2011
  • January 2011
  • December 2010
  • November 2010
  • October 2010
  • September 2010
  • August 2010
  • July 2010
  • June 2010
  • May 2010
  • April 2010
  • March 2010
  • February 2010
  • January 2010
  • December 2009
  • November 2009
  • October 2009
  • August 2009
  • June 2009
  • May 2009
  • April 2009
  • March 2009
  • November 2008
  • May 2008
  • February 2008
  • August 2006
  • Guardian’s Top Annuity Sales Executive Says the Excitement Is Back

    October 17, 2017 by Allison Bell

    A player in the U.S. annuity distribution market says the individual annuity market really does look better now than it did just a few months ago.

    Jim Lake, a vice president at the Guardian Life Insurance Company of America, heads the Guardian’s life, disability insurance, and retirement products sales operation. He took the heat as low-interest rates and uncertainty about regulations pounded sales starting in mid-2016.

    Click HERE to read the original story via ThinkAdvisor.

    New survey reports from LIMRA and Wink show that year-over-year decreases in annuity sales began to slow this past spring. Second-quarter results looked about the same as first-quarter results, and, in some cases, were a bit higher.

    Click HERE to read the original story via ThinkAdvisor; subscription may be required. 

    Lake said in a telephone interview last week that he believes the market survey reports give an accurate picture of the annuity market.

    “It’s been beginning to stabilize, and it’s starting to grow again,” Lake said. “I think everybody’s excited.”

    Guardian executives are more aware of the overall state of annuity products now than they were a few years ago, because they tried to prepare for the possible arrival of the U.S. Department of Labor’s fiduciary rule by turning their company’s agents into retirement income specialists, who could compare all available annuities that might meet a client’s needs.

    Some insurers have de-emphasized annuity sales, or pulled out of the market altogether, but, today, most of the remaining major players have made a commitment to stay in the annuity market, and the annuity contracts the remaining players are offering are as strong as ever, Lake said.

    Crediting rates and guarantees may be leaner than they were 10 years ago, when interest rates were higher, and rates seemed likely to increase, but “the products are pretty darn good compared with what’s out there,” Lake said.

     

    Meanwhile, Lake said, clients continue to get older and head toward retirement.

    “Clients need these types of guarantees,” Lake said.


    Two Questions

    Lake said he has a simple, two-party strategy for helping people, including colleagues at Guardian, understand how well they have really prepared for retirement.

    He asks them, “How much lifetime guaranteed income do you have?” He tries to help them understand that some likely sources of income they have come with no guarantees.

    Lake also asks people, “Have you taken the key risks off the table?”

    He uses that question to help people think about how well they have protected themselves against longevity risk, long-term care risk, market risk and other, related types of risk.

     

    The Future

    Lake said he thinks annuity designers will be focusing on coming up with new ways to help workers and retirees generate lifetime income streams.

    Some of the innovation will come in the markets for single-premium immediate annuities and other types of income annuities, he said.

    He said product designers will also be thinking of new ways to make annuitization available to the participants in 401(k) plans.

    Insurers will continue to offer built-in annuitization features and optional annuitization features, and they may also offer more stand-alone immediate annuity products to plan members, Lake said.

    Many of the new 401(k) plan participant annuitization options will be employee-paid, but some may be fully or partly paid by the employer, Lake said.

    Originally Posted at ThinkAdvisor on October 16, 2017 by Allison Bell.

    Categories: Wink's Articles
    currency