"What should and shouldn't be automated, and why, could be a good thing to know."

• Do not automate any one-on-one messaging. AI tools are overused and people can always tell when they are talking to a robot.
• Do automate your email newsletter using software. I am shocked when I see people using their personal email to send out their monthly newsletter.
• Do automate the timing of emails you send. This is very underused. If possible, email people at the end of the day (4pm) or at 8am the next day. If someone regularly expects you to email them at the same time each day, you have a higher chance of getting a response.

• Conduct 2 - 4 new client appointments per week, 50 weeks a year.
• Pro-tip: Have your calendar booking system filled up at least one week in advance.

IP has stable management that doesn’t make changes on a whim. They are Advisor-friendly that puts  us before the corporation. They fully understand independent advisors and our need for independence. We, the sales force, have been given the freedom and infrastructure to custom-design our organization the way  we want. IP truly lets us build a company within a company,  while leaving us alone.

• Founded in 2007.
• $25 billion of brokerage and RIA assets.
• Over 2,500 reps.
• They are not for sale and not undergoing any consolidation.
• They are not owned by private equity.
• The Home Office team has 137 employees with over 200+ years of combined investment and insurance industry experience.
• Personal account managers to shepherd all cases and issues. Expert transition team that does all paperwork and coordinates ACATs and transfers of all assets to firm platform.
• You can get assistance directly from in-house CFAs, attorneys, actuaries and other professionals who have been CEOs of broker-dealers and other business lines. Out team (AFG) has already tested this with some very large cases.
• They allow Advisors to be independent but not alone. Despite their size they know our names (really true). We are not a number to them. They actually listen. I have already made a number of requests and suggestions that they have implemented, including making an improvement with a very large variable annuity provider, and adding Living Trusts, Land Trusts and LLCs to our platform.

According to a PriceWaterHouse study, the tax deferral benefit of variable annuities make up for their higher annual expense when held for longer than X years?

1. 2 years
2. 5 years
3. 7 years
4. 10 years
5. 14 years
6. 20 years

Answer = 2