Have you ever felt overwhelmed by the complexities of financial planning and wondered if you’re missing the basics? You’re not alone. Many reps dive into the deep end without mastering the fundamentals, and it shows in their results. But what if you could simplify things and get back to the core principles that drive success? That’s exactly what Tony Seaman unpacks in this session. It’s straightforward, insightful, and exactly what you need if you’re serious about building a solid foundation for your financial business. Watch it now below and discover the strategies that are helping top reps secure their clients’ futures while boosting their own success.
Video Transcription:
Thank you, Jimmy and the group, everybody.
Thank you.
It is so good.
You’re happy new year, by the way, and we’re kicking off and starting a new year.
As we go through this, a couple things that I would encourage you, and I’m going to hit this.
It’s time to get back to the fundamentals, right? As a new year starts sometimes.
We came out of a great year last year.
You guys had an incredible year on all accounts from life recruiting all the different programs that are available to you.
Let’s talk about the fundamentals.
Vince Lombardi started every season off by holding up a football to professionals and said, this is a football.
And that’s kind of what I’m going to do a little bit today.
I know some of you are going to say, boy, he’s getting basic.
The basics.
You got to know the basics.
You got to convey the basics to your new people and move forward.
So do me a favor.
Let me find out where we are mentally here.
Raise your right hand if you’re like me and understand that money is not all the end all, be all to life.
Raise your right hand if you believe that.
Not everybody’s raising their hand here.
Okay? Now do me a favor.
Raise your left hand if you believe.
Like me, money cannot buy happiness.
Raise your left hand if you believe that.
Okay, almost there.
Now, do me a favor, raise both hands if you want more money.
There we go.
I knew that one would work, right? What you guys do is you go out and help families get more money.
But in the process of helping a family, and the only way that happens is helping a family, you put more money in your own pocket.
So I’m going to give you a few tidbits here on income, because ultimately, the reason people choose annuities, for most of the reasons, are income in retirement.
So let me give you a few things that I’ve stolen from the great RVPs at Primerica, and here’s just a little language.
How much of your retirement income do you want guaranteed? All of it.
Now, that’s a question you can ask a client, and you always get that same response, 100%.
All of it.
Now, if they’re saying that to you, what are they saying? I want annuity.
Because do people have pensions today? So that’s a good way to broach the conversation about annuity without using the word annuity.
Because if you walk in and say, are you interested in annuity? What’s the answer? No.
So that’s an easy way to do it.
Here’s another one.
That you can talk to people.
Now, again, annuities are used for income.
So people in their fifty s and sixty s and seventy s, here’s a great question to ask them because a 20 year old will answer this question differently.
At primeric, we can do one of two things.
We can try to make you rich, or we can guarantee you’ll never be poor.
We can try, keyword there.
Try to make you rich, or we can guarantee you’ll never be poor.
What’s a 65 year old on the doorstep of retirement is going to say guarantee 20 year old wants to be, what? Rich.
And you can help them attempt that, too.
Right.
And more than likely, if they listen to you with mutual funds and the other investments, you can help them accomplish that.
So there’s a few tidbits there.
Let me make sure my slides are swinging.
Good deal.
So turning assets into income, very important aspect.
This is 50 plus, really 55 plus for the most part.
You’re working with people, making sure that they’re taking those assets.
They’ve accumulated wealth through your programs, and now you’re going to turn it into an income stream.
I’m going to ask you a question.
What’s the best guaranteed income stream out there? You’re going to say, well, he’s going to say Corbridge, right? I’m not going to say Corbridge.
It’s actually an RVP contract.
Think about it.
Think about it.
I heard Jimmy right there, right? Jimmy’s been paid millions of dollars guaranteed for a long time, and he’s already earned millions of dollars in the future guaranteed because of things that have happened.
That’s the greatest annuity out there.
Second greatest is corporate.
Right? But the greatest is.
So I encourage everybody to do it.
Everybody goes to, the next question is, everybody goes, Tony, I want to be great at securities.
Get a big team.
If you have a big team, you get a lot of questions and you get really good at securities.
Right? And again, think about the assets under management of big leaders here.
They have massive assets under management because they have big teams.
You can be great at securities, but also be great at building.
As we go through this next slide here on visualization of retirement, people are always visualizing their retirement.
Help them visualize it.
One thing that I can’t stand is when I get a call and it says, the client only needs this.
Think of that.
They only need this.
If I was a new recruit of yours, would you say, what do you need or what do you want? It’s the want, right? And all the time in retirement I get a call, the client only needs $1,000 or $2,000.
Have the conversation with the client.
What do you want? You guys can help them get what they want.
They don’t even know how far you guys can help them get what you want.
And this came to light with my own personal situation.
I was having a conversation with my mother, who’s 78.
My father died a couple of years ago.
And I’m like, mom, what do you want to do? What do you want to? And she just kept saying, well, I don’t need anything.
All I need is my RMD.
I just don’t need anything.
And I finally said, mom, what do you want? And it completely changed the conversation.
So I encourage you, as you’re having those conversations with your clients that are up for RMDs or maybe entering retirement, find out what they want.
We don’t get younger in retirement.
You have a set standard of time to utilize the resources that you’ve built for them.
They’ve spent 40 to 45 years of their life growing those assets, and they’ve got 510, 15, maybe 20 years of quality retirement to enjoy them.
Get back to the basics again.
And with annuity, you can ask this question, do you want to guarantee your quality of retirement, or do you want to guess about it utilizing annuity? You guarantee it.
So many people go into it guessing.
They don’t know what’s the market going to do next year? What’s it going to do the next five years? What’s it going to do the next ten years? And they predicate the quality of their retirement on something they don’t even know.
So here are some of the things that we don’t know.
What’s a safe withdrawal rate today? And we can argue this all day long.
4%, 5% annuities today.
Corporate annuities are paying up to 8% a year, significantly more than you’re allowed.
The market can get significant downturns.
Remember 2022? Last year, I got so many calls in this, they’re scared to death.
They want to protect their money.
We have a fixed annuity.
We have a fixed index annuity.
We can do that.
But don’t miss the boat about growing their assets.
People need to grow their assets.
We have those products.
You have those products, but don’t let them off the hook.
They really need to grow those assets to enjoy those retirements.
Cost of living, have we seen that? For 20 years, I’ve been in the annuity business, and I never got the question, what’s inflation today? What do we always hear about, well, I’m worried about inflation.
What’s inflation rate? All the totally different conversation.
We haven’t had that conversation in a long time.
The great thing is when you have these programs and they’re tied to different vehicles, you can protect a client in all these areas.
So make sure you’re doing that.
And again, here, living longer.
This is probably the biggest one.
People are living longer.
Right.
What’s the number one fear of retirees? Running out? We’d all agree with that, right? You can fix that with a stroke of a pen.
With a simple stroke of a pen.
Who knows somebody that’s 100? Raise your hand.
If you know somebody that’s 100.
Look around.
That’s going to be double in five years.
It’s going to be triple in ten years.
People are living longer.
We got to start protecting them.
There’s nothing worse than thinking of somebody waking up at 85 years and being broke.
How would you like to make that call to that client? Hey, guess what? You’re 85, you’re out of money.
Good luck.
What do they do with annuity? They wake up at 120 and they’re protected.
Get back to the fundamentals.
Solving clients problems and you guys have all the tools and available to them.
Here’s another one, and I love this, 166 percent of people think the number one fear is running out of money and 34% fear death.
People are more scared of running out of money in retirement than death.
Think of that.
They’re more scared because ultimately, isn’t running out of money in retirement some sort of death, financial death? And we know that financially you have to be sound.
You don’t want to wake up at 85.
And you can control that for people as we go through this.
And I love this slide that we have protecting things.
You guys are the best at protecting things and then growing those things.
The first one, you guys obviously have homeowners insurance with the programs you had.
Look at that stat.
One in 100 will see a fire damage over the next 30 years.
Well, that isn’t very good odds that I’m going to have a problem.
But guess what I have on my home.
Homeowners insurance.
And why do I have that? Just in case.
And in Florida, we’re probably a little more seasoned in this with the different things that we deal with here.
Two years ago or last year when the hurricane, I had 4ft of water in my house.
I was from the midwest, never experienced anything like that.
Thank goodness for homeowners insurance, right? Because if I didn’t have that, it would have been devastating.
And I want you to think of that word, devastating.
The next one.
Has anybody ever known somebody that was unprotected or not properly protected? I’m sure we all do.
Probably helped us join this business.
Right.
That’s devastating for a family.
If something happened to me, Julie would be devastated.
Not financially devastated, emotionally devastated, I think.
Right.
I hope.
Let’s put it that way.
Right.
But again, making sure you can take care of the things that you can take care of.
You guys do a great job about it.
Anybody ever been hit by an uninsured auto motorist? It’s happened.
It’s not fun.
It’s devastating.
It takes time.
And that last one, so many people don’t even understand you can protect and ensure their retirement because if they have a 401, great vehicle to accumulate, terrible vehicle to protect and withdraw from, let me say that, great vehicle to accumulate, terrible vehicle to withdraw and protect on, you guys have the tools to be able to do that and take care of those features as we go through this.
And again, annuity is just simply a vehicle.
Here’s some questions I encourage you to ask.
So many people have over the last year and a half, two years, I get this question, why should I pay for protection until I need it? Good question.
Right.
And I’m talking about income, retirement income in retirement.
Kind of a great question.
What if you were sitting down with me and Julie and I said, I’m 51 years old, the statistically, I’m not going to die this year.
Why should I pay for it until I need it? What’s the only thing you can’t buy when you need protection? Right.
Think about it.
That hurricanes barreling down last year on us, I couldn’t call up and up my insurance.
That wasn’t going to happen.
I can’t go to the doctor and unfortunately get a bad report and then call up you and say, I need to get more life insurance.
I need to get life insurance.
Don’t let people off the hook here.
Sometimes you have to buy things and pay for it when you don’t want to.
And insurance is one of those don’t wait till the last minute.
And the reason I say that is a couple of reasons here.
As we go through this.
Products are as good as they’ve ever been.
Every speaker on the annuity side that’s going to come up has the best products they’ve ever had to offer.
Are they going to be that way in five years when you go to re offer a product now to don’t pay for income until you need it.
Think of that.
What are they going to look like? Are we going to go back to what were ten or 15 years ago? And if you don’t know, don’t take a chance.
You can guarantee their retirement today utilizing the different products.
And we have all these products at Corbridge.
First of all, and I’m going to bore you with the little product talk, right.
We have a fixed annuity.
Again, didn’t have one of these until last year.
Our fixed annuity is paying 5.15%.
And again, a lot of people are looking for this.
They have what’s called scared money.
If you have a client that’s got scared money, it’s a great product for that.
The problem is, a lot of us don’t investigate or interpret that because we get in there and we talk about investments.
People don’t bring up their scared money.
They’re scared money.
Scared.
They don’t like to talk about it.
They don’t tell you about it.
It’s stuffed away somewhere.
It’s in a checking account or a savings account.
They don’t tell you about it unless you ask.
Ask them, do you currently save in a savings account or a checking account or cds? And all of a sudden, when they find out you have something that mirrors what they’re looking for, guaranteed not to lose any money and get a set rate of return, they will start talking to you.
Bring that up with them.
The next area is the fixed indexed annuities that have become very popular in the industry.
Maybe a little too popular this last year.
How’d the market do last year? Great.
There’s some people that missed the market because they were hiding.
They had too much scared money, educating them on what they should and shouldn’t have.
Great products, though the fixed indexed annuities do three things for a client.
Number one, guaranteed not to lose money.
It’s pretty nice talk, right? I like using the word guaranteed not to lose any money.
Second one, you’re going to make a little bit of money, and here’s the key.
Where many people go wrong and the industry goes wrong with this product, they think you’re going to make a lot of money.
You’re not going to make mutual fund like returns, you’re not going to make variable annuity like returns with these products, but you’re going to make good money for no risk.
Let me say that you’re going to make great money for no risk.
And if it’s educated and explained to a client that way, it will work.
And the third and the most important part of these programs is guaranteed income for life.
What do I mean by that? If you wake up at 80, you’ve got a paycheck in your mailbox.
If you wake up at 90, a paycheck, 100, 120, and 120 sounds silly, but you always have a paycheck in your mailbox.
You can make it join or single.
There was a magazine, National Geographic, probably seven years ago now.
It’s hard to believe it had a cover.
It said a child was born this year that’ll live to 150.
I’m just glad it wasn’t me.
Right.
But think of that.
People are living longer.
You have to start protecting.
We don’t know what the next miracle invention is going to be.
And if it happens tomorrow and all of a sudden people start living another ten years, that’s going to be financially difficult unless they’re prepared for that.
And the last program I want to talk about as I kind of finish up here is our Polaris, our variable annuity.
It’s called Polaris, a few uniquenesses of it.
It’s called Polaris.
And we have a daily income rider.
And this is the question I like to ask.
Do you want the opportunity for a raise every day or once a year? What is it? Does anybody want to wait every year for a raise? That’s why you’re in Primerica, right? You can give yourself a raise today if you would like.
So I encourage you guys.
That’s what the daily does.
It takes a snapshot of their account value every single day.
It’s averaged 252 times a year.
And if it goes up, guess what their income does? It locks in at a higher amount.
It locks in at a higher amount.
Has anybody ever seen the market do this? You catch the high with this one.
You get the best day in the market.
Not the best anniversary.
Me and Julie have had great anniversaries, but we’ve had much better days.
Know you always have great days, and you never want to miss one of those great days because it wasn’t your anniversary.
Just take it.
You get the best day.
Do you want an opportunity for a raise every day or once a year? That’s the secret sauce to our Polaris product.
75 plus different investment options.
You can build a great portfolio for your client.
We have up to 8% payouts on our daily that are available to you and your clients.
So do me a favor, as I close, go out and write a life app this week.
Why should you go and write a life app this week? Because you need to save somebody’s dreams.
It’s going to happen.
You’re going to save somebody’s dreams and go out and write annuity so they can live those dreams later in life.
Thank you, guys.
I appreciate it.
