Episodes

  • How Annuity Products Are Designed (Legacy Marketing Explained)

    How Annuity Products Are Designed (Legacy Marketing Explained)
    Apr 3 2026
    In this episode of Annuity Producers, Roy sits down with Dr. John Terry from Legacy Marketing Group to talk about something most agents rarely see: how annuity products are actually designed.

    Legacy has spent more than three decades creating fixed index annuity products for major insurance carriers like Americo, Ameritas, The Standard, and Western & Southern.

    In this conversation we discuss:

    • How annuity products are developed
    • Why many agents miss sales opportunities
    • The advantage of working with multiple carriers
    • Strategies for helping conservative retirement clients
    • New product innovations in the fixed index annuity space

    If you’re an insurance agent looking to grow your annuity business, this episode gives a behind-the-scenes look at the product design side of the industry and how those tools can help you serve clients better. To learn more about Legacy Marketing Group visit
    legacynet.com

    Subscribe for more annuity training and insurance agent strategies.

    https://www.annuityproducers.com/livezoom
    https://www.annuityproducers.com/live-event-2026

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    26 mins
  • How to Become a Successful Annuity Agent (Start With the Basics)

    How to Become a Successful Annuity Agent (Start With the Basics)
    Mar 26 2026
    A lot of agents say they want to focus on annuities… but most skip the step that actually makes them successful.

    In this episode, we break down why jumping straight into annuity sales without a foundation leads to frustration, and what you should be focusing on instead.

    From understanding basic financial concepts to using Social Security and Medicare as natural conversation starters, this is the real path to building a long-term career in annuities.

    If you're serious about growing in this space, this is where it starts.

    👉 Want to go deeper? Check out our full training and resources below. https://www.annuityproducers.com/livezoom
    https://www.annuityproducers.com/live-event-2026
    https://www.annuityproducers.com/

    00:00 Why agents want to go all-in on annuities
    00:16 Why it doesn’t work right away
    00:42 The foundation every agent needs
    01:04 Why annuities are harder to sell
    01:40 The basics you must learn first
    02:19 Why you need to self-educate
    02:56 Why knowledge builds confidence
    03:13 Understanding financial basics
    03:55 How the industry actually works
    04:17 Why Social Security matters
    05:01 Better way to start conversations
    05:37 Finding gaps in retirement plans
    06:01 Why annuities solve income gaps
    06:26 Why annuity commissions are higher
    07:05 Low barrier to entry explained
    07:38 Why most agents fail early
    08:00 What to study first
    08:40 How to build trust with clients
    09:15 Learning through practice
    09:53 Real timeline to success
    10:29 No shortcuts in this business
    10:57 Final advice for new agents

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    11 mins
  • From Lead to Commission: What Actually Works

    From Lead to Commission: What Actually Works
    Mar 18 2026
    Are online leads actually worth it… or just a waste of money?

    In this episode, we break down what’s really happening behind the scenes when it comes to online leads — from first contact to closing the deal. You’ll hear what most agents are doing wrong, why follow-up makes or breaks your results, and how a simple shift in approach can completely change your pipeline. We also talk through real numbers, real expectations, and why consistency beats chasing the “perfect” lead every time. If you’re an agent looking to get more out of your leads and build something predictable, this is worth the listen.

    Want more training for agents? Check out Annuity Producers for free Thursday training calls and live events

    https://www.annuityproducers.com/live-event-2026
    https://www.annuityproducers.com/livezoom

    00:00 Intro and guest background
    00:40 Why online leads matter
    01:40 Why most agents quit too early
    03:20 Online leads vs other marketing strategies
    05:10 Why agents think leads don’t work
    07:15 The follow-up difference
    08:40 Step-by-step lead process
    10:00 Speed to contact matters
    11:10 What to say on calls and voicemails
    13:20 Using video to stand out
    15:10 Why annuity leads are tougher
    16:30 Building trust with prospects
    17:30 In-person vs remote conversations
    18:30 What leads really cost
    19:20 Why “dead leads” aren’t dead
    22:00 Long-term follow-up strategy
    23:10 Real comeback story from a lead
    24:50 One deal can change everything
    25:45 Training and next steps

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    27 mins
  • Inside the Annuity Industry with the “King of Annuities”

    Inside the Annuity Industry with the “King of Annuities”
    Mar 11 2026
    Annuities can look simple on the surface… but the details behind caps, participation rates, and renewal structures make a huge difference in long-term results. In this episode, Roy sits down with longtime industry veteran Paul Garofoli, often known as the “King of Annuities,” to talk about how the annuity industry really works. They discuss why carrier strength and renewal rate integrity matter, how agents should evaluate annuity products, and why many advisors misunderstand how illustrations and growth projections actually play out over time. They also explore a growing opportunity many agents overlook: using annuities for legacy planning and enhanced death benefit strategies. If you’re an insurance agent working with retirement clients, this conversation breaks down several key ideas that can help you better understand annuity design and long-term strategy.

    https://www.standard.com/
    https://www.annuityproducers.com/livezoom
    https://www.annuityproducers.com/live-event-2026

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    33 mins
  • How MYGA Annuities Work | Fixed Rate Annuity Basics

    How MYGA Annuities Work | Fixed Rate Annuity Basics
    Mar 5 2026
    Understanding the basics of annuities is essential if you want to help people protect and grow their retirement savings.

    In this episode, we break down one of the simplest types of annuities: MYGAs (Multi-Year Guaranteed Annuities). These fixed-rate annuities allow you to park money with an insurance company and lock in a guaranteed interest rate for a specific period of time.

    We discuss how MYGAs work, how interest is credited, the difference between simple and compound interest, and why comparing carriers is critical before choosing a contract.

    You'll also learn about tax-deferred growth inside annuities, death benefit considerations, withdrawal rules, and how many advisors use MYGA laddering strategies to manage interest rate changes over time.

    If you're an insurance agent learning annuity fundamentals or someone researching retirement strategies, this episode walks through the core concepts in a simple and practical way.

    https://www.annuityproducers.com/
    https://www.annuityproducers.com/livezoom

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    15 mins
  • The Truth About Annuity Leads (What Actually Converts)

    The Truth About Annuity Leads (What Actually Converts)
    Feb 26 2026
    Most annuity leads don’t fail because they’re “bad.”

    They fail because they’re unfiltered… or they’re not worked properly.

    In this episode, Roy sits down with Michael McMillan, President of Financialize, to break down what makes phone-verified annuity leads different — and why serious agents are seeing 26–34% short-term conversions and even higher long-term results when they stay consistent.

    We talk about:
    • What real lead verification looks like
    • Why most agents quit after 2 attempts (and how that kills production)
    • The 5-minute follow-up rule
    • How to revive old leads sitting in your CRM
    • Why December is a power month for front-loading production
    • The story of an agent who turned $500 into a $14M annuity year If you’re trying to scale your annuity business and build something consistent — not seasonal — this episode will shift how you think about marketing and reinvestment.

    🔗 https://www.financialize.com/
    🔗 https://www.myleadrevival.com/
    🔗 https://www.annuityproducers.com/live-event-2026

    Key Topics Covered:

    00:00 Why phone-verified leads matter
    04:00 The 5-point verification process
    08:00 Real conversion numbers
    11:00 Long-term follow-up strategy
    15:00 Lead Revival explained
    17:00 The $500 startup story
    20:00 Why annuity leads cost more (and why that’s okay)
    22:00 The massive opportunity in the aging advisor market

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    28 mins
  • Why Your Index Annuity Illustration May Be Misleading

    Why Your Index Annuity Illustration May Be Misleading
    Feb 18 2026
    Index annuities can look incredible on an illustration — but how do they actually work?

    In this episode, we break down the mechanics behind cap rates, participation rates, renewal rate integrity, and why certain index strategies can produce eye-catching projections that don’t always hold up long term.

    You’ll learn:
    • The difference between cap rates and participation rates
    • Why renewal rates matter more than most agents discuss
    • How excess return and lesser-known indexes can inflate illustrations
    • Why consistency often beats flashy projections
    • How to properly set client expectations

    Whether you're an insurance agent or someone evaluating retirement strategies, this episode will help you better understand how index annuities function in the real world. Education matters. Expectations matter more.

    Agents: Check out Annuity Producers for live training and national events. 🚀 🔗 https://www.annuityproducers.com/ 🔗 https://www.annuityproducers.com/livezoom 🔗 https://www.annuityproducers.com/live-event-2026

    Consumers: Reach out if you’d like help finding a vetted fiduciary-focused advisor. 🤝 🔗 https://www.snarrinsurance.com/

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    12 mins
  • YouTube Marketing for Insurance Agents (Free Lead Strategy)

    YouTube Marketing for Insurance Agents (Free Lead Strategy)
    Feb 10 2026
    In this episode, Roy sits down with Dr. Amanda to break down how insurance and annuity agents can use YouTube as a long-term lead engine — without paid ads or complicated setups.

    They talk about:
    • Why YouTube works differently than social media
    • How educational content builds instant trust
    • Creating evergreen videos that bring in leads while you sleep
    • How often agents actually need to post
    • Simple systems for turning viewers into booked appointments
    If you’re an insurance agent tired of chasing leads and want a scalable, authority-based strategy, this conversation lays it out clearly.

    https://www.retirementsolutionsfinancial.com/retirement-income-school
    https://calendly.com/rsf-dramanda/initial-consultation
    https://www.annuityproducers.com/live-event-2026

    Disclosure & Disclaimer: This content is for educational and informational purposes only and is not intended as financial, legal, tax, or investment advice. I am not acting as a fiduciary, CPA, tax advisor, or attorney. Always consult with your own licensed financial advisor, tax professional, or attorney before making any financial decisions. I am not affiliated with, endorsed by, or acting on behalf of the Social Security Administration, Medicare, the U.S. government, or any other government agency. Any references to government programs are for educational purposes only. Opinions expressed are my own and are based on general principles, which may not apply to your individual situation. All financial products involve risk, including the potential loss of principal. Past performance is not a guarantee of future results. Insurance and financial product availability, features, and guarantees vary by carrier and state. Guarantees, if any, are backed solely by the financial strength and claims-paying ability of the issuing insurance company. Viewers are encouraged to conduct their own independent due diligence before purchasing any financial or insurance product. Nothing contained in this content constitutes an offer, solicitation, or recommendation to buy or sell any specific product or security. By viewing this content, you acknowledge that you are solely responsible for your financial decisions.
    Show More Show Less
    28 mins