Easy methods to Navigate Producer Licensing Issues to Promote Annuities


This publish is a part of a sequence sponsored by AgentSync.

How to Navigate Producer Licensing Complications to Sell Annuities from AgentSync

On the top of the pandemic, heightened fears and a larger consciousness of mortality drove shoppers away from annuities and elevated demand for all times insurance coverage merchandise. Now, because the world enters one other 12 months of “publish” pandemic life, we’ve seen these fears edged out and changed with a renewed curiosity in investing for assured earnings after retirement.

Shoppers’ latest elevated curiosity in annuities is largely pushed by the concern of financial uncertainty and the potential for a recession, very similar to throughout the 2008 monetary disaster. A number of sources present a surge in annuity gross sales, and it appears shoppers are particularly inquisitive about buying mounted and fixed-indexed annuities – two of the decrease threat choices obtainable.

With shoppers eagerly in search of annuity contracts, many producers really feel like now’s a very good time for them to hop on the bandwagon and develop into licensed to promote annuities. Nonetheless, the sophisticated world of annuities means license necessities aren’t as easy as they’re with different traces of authority. So maintain studying as we take a deep dive into annuities and break down precisely what a producer* must promote these insurance coverage merchandise with none regulatory or authorized repercussions.

*There’s a whole glossary of phrases that can be utilized to explain an insurance coverage skilled who focuses on promoting annuity merchandise. For the sake of consistency and to keep away from confusion we’ll primarily refer to those people as producers.

What’s an annuity?

An annuity is a contract between a client and an insurer during which the buyer (or beneficiary) makes a fee or sequence of funds in alternate for normal disbursements from their insurer at a later time. In different phrases, an annuity affords shoppers a assured future retirement earnings in alternate for a premium paid prematurely.

If that definition sounds a bit of obscure, it’s as a result of annuities are laborious to outline. That is as a result of plethora of various annuity varieties that exist based mostly on the number of methods earnings is constructed, calculated, credited, and paid out. For now, we’ll focus on three of the extra frequent sorts of annuities: Fastened, variable, and listed.

What’s a set annuity?

Typically considered “set it and neglect it” contracts, mounted annuities pay out a set and assured quantity. Fastened annuities are good for right now’s threat averse shoppers, as they’re not tied to the efficiency of a inventory market index. Patrons don’t have to fret about market threat and might calculate their actual minimal earnings with a set annuity. On the draw back, ought to market circumstances enhance over time, the beneficiary doesn’t obtain the next payout than their contract specifies.

What’s an listed annuity?

Taking a step into barely riskier territory, you might have listed annuities. With this kind of annuity, the customer nonetheless receives a assured minimal payout. However, in contrast to mounted annuities, with listed annuities a portion of the payout is tied to the efficiency of a market index. Listed annuities provide patrons larger potential earnings, however typically include development caps.

What’s a variable annuity?

Patrons on the lookout for a excessive threat, excessive reward choice, have the choice of variable annuities. With most of these annuities, earnings are based mostly solely on a purchaser’s investments – mostly in mutual funds. The volatility of mutual funds can result in loads of account fluctuation based mostly on the efficiency of the investments a purchaser chooses.

What are the professionals and cons of annuities for shoppers?

Annuities provide shoppers monetary safety however their advanced nature could be a drawback. Just lately, speak of financial uncertainty and recession fears have fueled the hearth, and skyrocketed annuity gross sales to a file excessive. Many shoppers, scared their financial savings and Social Safety funds will now not be sufficient to help them via retirement, are turning their consideration to annuities and the advantages they will present.

Benefits of annuities for shoppers

  1. Dying profit – Annuities can present monetary safety to your family members within the occasion of your loss of life. Relying on the phrases of the annuity contract, purchasers can move an annuity to a number of designated beneficiaries.
  2. Tax-deferred development – Shoppers can use pre or post-tax funds to buy their annuity contracts and would not have to pay taxes on earnings till they start making withdrawals or receiving periodic funds.
  3. No necessary withdrawals – Usually talking, so long as your annuity isn’t funded with pre-tax cash, like an IRA, there isn’t any required minimal distribution when you attain age 73.

Disadvantages of annuities for shoppers

The advantages make annuities a lovely monetary resolution for a lot of. Nonetheless, buying an annuity additionally comes with a number of disadvantages together with:

  1. Advanced in nature – Lately, there are extra annuity selections for shoppers than ever earlier than. As annuity varieties enhance, so does a way of confusion surrounding the complexity of the a number of contract variations.
  2. Hidden charges – At all times learn the fantastic print! Whereas variable annuities are recognized for his or her traditionally excessive charges, shoppers must also pay attention to the hidden charges buried deep inside even their mounted annuity contracts. Fee charges, underwriting charges, and penalties can add up rapidly and eat a good portion of returns.
  3. Dangerous – An enormous think about what makes annuities such a lovely choice to shoppers is the assured earnings they will present. However not all annuities are so predictable. Variable annuities particularly hinge on market efficiency and will be dangerous for shoppers.

Promoting annuities

For as a lot confusion as there may be relating to buying annuities, there will be simply as a lot for these seeking to promote them. Which sorts of annuities can producers promote with which kind of insurance coverage license, and the way do they profit from doing so? Learn on for a quick overview of annuities from the producer aspect.

Who can promote annuities?

Licensed insurance coverage producers who’ve the mandatory credentials to promote life insurance coverage of their state can get began with mounted annuities. However, issues get a bit of sophisticated relating to the precise licensing necessities for the various kinds of annuity contracts.

How do producers profit from promoting annuities?

Insurance coverage producers receives a commission a fee for promoting annuities. Sometimes, that fee is increased than what they will make promoting different insurance coverage merchandise, as a result of long-term and complicated nature of annuity contracts. With a little analysis and understanding, brokers can promote these high-commission merchandise with practically the identical quantity of labor as low-commission merchandise however with 5-10 occasions the payoff.

Fastened annuity licensing necessities

With regards to promoting mounted annuities (together with single premium annuities, longevity annuities, fixed-rate annuities, certified longevity annuities, and stuck index annuities) now we have some excellent news. The regulating authorities for most of these annuities are the state departments of insurance coverage and their governing physique, the Nationwide Affiliation of Insurance coverage Commissioners. Since they don’t require further oversight, a typical life insurance coverage license issued by your resident state is sufficient to get the ball rolling on promoting mounted annuities.

Variable annuity licensing necessities

Issues get a bit of extra advanced relating to licensing necessities for promoting variable annuities and registered index-linked annuities (RILAs). As a result of they’re categorised as securities, most of these annuities are additionally overseen by the U.S Securities and Alternate Fee (SEC) in addition to the Monetary Trade Regulatory Authority (FINRA) along with the state departments. This extra oversight means producers who want to promote variable annuities and RILAs should soar via a number of extra hoops so as to take action.

Like mounted annuities, an agent will first want a sound life insurance coverage license. However, they’ll additionally must register with FINRA and move particular Collection exams relying on the merchandise they’d wish to focus their promoting on.

Collection 6 examination

The Collection 6 examination affords producers a restricted funding securities license. Those that move can promote packaged investments together with variable annuities. Earlier than taking the Collection 6 securities examination, you’ll must receive a sponsorship from a broker-dealer agency who will oversee your actions and consumer transactions. The examination contains 100 a number of alternative questions and with a purpose to move, a candidate should rating no less than 70 %.

Collection 7 examination

Passing the Normal Securities Consultant {Qualifications} Examination, also referred to as the Collection 7 Examination permits a producer to supply nearly each kind of safety (with limitations round actual property, life insurance coverage, and commodity futures). As a result of this take a look at covers so many points of securities, it’s additionally thought of probably the most rigorous. As soon as an agent has secured a sponsor from a FINRA-registered broker-dealer agency and has sufficiently studied, they will take the six-hour examination.

Collection 63 examination

A number of states additionally require producers to move the Uniform Securities Agent State Legislation Examination, or the Collection 63 examination, with a purpose to promote securities like variable annuities. The Collection 63 examination focuses primarily on guaranteeing a producer is aware of the state securities laws outlined within the Uniform Securities Act. Passing a Collection 63 examination doesn’t imply a lot by itself. Producers may also must register with FINRA by finishing both the Collection 6 or Collection 7 examination with a purpose to promote variable annuities.

Collection 65 examination

If, as a substitute of promoting annuities on a fee foundation, you’re extra inquisitive about charging shoppers a payment for securities advisory companies, you’ll must move the Collection 65 examination. Passing this examination doesn’t authorize a producer to promote securities, nevertheless it does enable them to behave as an funding advisor to their shoppers. If a producer needs to each promote securities that require a Collection 7 license and cost for securities advisory companies, they’ve the choice to skip the Collection 63 and 65 exams and as a substitute full a mix Collection 66 examination.

Every of those exams is difficult and covers quite a lot of data. These exams assist guarantee anybody wishing to promote securities has the information and experience they should act in the most effective curiosity of shoppers. And producers aren’t off the hook after passing. They’ll have to finish persevering with training necessities each three years to remain in compliance with FINRA laws and maintain their licenses.

Staying on prime of licensing necessities for annuities doesn’t must be laborious

The world of licensing necessities for promoting annuities really is sophisticated, however for good motive. With regards to annuities, particularly variable annuities and different securities based mostly varieties, shoppers put plenty of belief of their agent. The exams do their half in serving to to weed out any ill-intentioned people who might want to reap the benefits of the complexity and confusion frequent in these insurance coverage merchandise.

After all, the advanced licensing necessities additionally make staying on prime of compliance for producers promoting annuities a bit of extra sophisticated too. That is the place AgentSync is available in. Our resolution makes managing and validating the assorted license necessities for annuity sellers easy.

Whereas our resolution can’t validate FINRA Collection {qualifications}, it may assist producers, carriers, and businesses working within the life insurance coverage and annuity sector stay in compliance relating to promoting mounted and fixed-index annuities (which, as we talked about, are form of on fireplace proper now). Should you’d wish to take the concern out of compliance and get your licensed life insurance coverage producers leaping on the mounted annuity prepare sooner somewhat than later, see what AgentSync can do for you.


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