Coach, teacher…annuity advisor?


Photo credit: Carlos Porto Photo credit: Carlos Porto

The financial services world is evolving. Many top advisors are turning to more of a coaching or teaching role. Are you? We recently surveyed annuity advisors to get their ideas on how best to communicate with their clients. Specifically, we asked them if they’d taken on more of an educational approach with clients and prospects.

If you have thoughts you’d like to share with us on the issue of teaching or coaching clients, please leave a comment below or email me at The following are highlights from those responses we have received so far:

Clients are concerned about the future. They need someone to reassure them that things are going to be OK.—Glenn Trent

Gone are the days of “I’ve got three plans...” You really must do more in order to not simply get the sale, but keep it.—Eustace L. Greaves Jr.

Most people don’t want to hear about the labor pains, they only want to see the baby.—Charlie Heimansohn

I must go into more detail regarding the global economy and how it affects the investment decisions.—Jeff Heasley

I find that I spend more time with each client, going over the facts.—Neil C. Morrison

Basically, showing my clients their alternatives and then letting them make decisions.—Ed Kaeser

People need to understand instead of turning their nose up at life insurance and annuities as part of their future income streams.—Susan Trost

You need to keep a cool head when others around you are not.—Tim Germain

For more from Daniel Williams, see:

Annuity marketing and the issue of gender

Will Seniors Still Buy Annuities?

Advisors: Are You Listening to Your Senior Clients?

About the Author
Daniel Williams

Daniel Williams

Daniel Williams, Editor-in-Chief of the new Retirement Advisor magazine (formerly Senior Market Advisor) and Annuities Channel Editor for, is an award-winning journalist and business editor with extensive experience in print, online and trade shows. Prior to joining Senior Market Advisor, Daniel was editor of Real Estate Southern California magazine and West Coast South Bureau Chief of, both are divisions of Real Estate Media. Previously, he covered the commercial real estate beat for the Orange County Business Journal. While there, he received a certificate of merit from SABEW (the Society of American Business Editors and Writers Inc.) for a story on "OCs Cash Economy." A native of the Deep South, Daniel relocated from Los Angeles to Denver with his wife and daughter and can be reached at or on Twitter @LHPro_Annuities.

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