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SALES WEEK: 6 Annual Review Conversation Starters

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Use these tips and topics to start the client discussion

As 2022 comes to a close and we prepare to embark on 2023, there’s no better time to check in with your clients for an annual review. In fact, it can be a valuable look-back and look-forward conversation.

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These 6 tips and topics can provide a path for your clients’ annual reviews. 

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1. New goals — Does the client have any new goals for the future that could be achieved with adjustments to their current plans and portfolio? Get a feel for what they see on the horizon, and offer up recommendations to help them accomplish what they’re envisioning. 

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2. Retirement strategy — Go over the retirement vehicles the client has in place. Provide an overview of the performance of their vehicles over the past year, and recommend changes or new options to help them meet their goals.

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3. Life changes — It’s no secret that life has its ups and downs. Has the client gotten married, been divorced or experienced health issues? All of these and more are potential reasons to fine-tune their financial strategies. 

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4. Effects of market volatility and inflation — It’s been a rocky year for the market. Inflation has been at record highs in 2022. Talk through the impact this may or may not have on the client’s financial strategies. For example, if they own EquiTrust fixed index annuities (FIAs), it’s worth a mention that FIAs help protect their principal.

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5. Beneficiary updates — Any check-in with a client is a great opportunity to make sure the beneficiaries they have in place are still correct and current.

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6. Overall income, assets and expenses — Take this opportunity to create or update an inventory of the client’s overall income, assets and expenses. This can help both you and your client assess their overall strategy.

Use this Income, Assets and Expenses Worksheet when working with your client.

Income and Asset Worksheet

Before your annual review wraps up, make sure you set up a schedule with
the client for periodic meetings or updates for 2023.


Upcoming webinars

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Bridge prospecting and
funding opportunities

Tuesday, Dec. 20, 10:00 - 11:00 a.m. CST


Learn about what’s important to typical Bridge clients, and get ideas about prospecting and funding opportunities.

Bridge case study — Meet David

Tuesday, Dec. 27, 10:00 - 11:00 a.m. CST


Follow a hypothetical client through the Bridge process — his concerns, Bridge as a potential solution, his participation in NeverStopSM and his eventual use of the long-term care benefits.


Have questions about the importance of conducting an annual review with clients?
Call us at (866) 598-3694.

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EquiTrust does not offer investment advice to any individual or agent/producer and this material should not be construed as investment advice. Products underwritten and issued by EquiTrust Life Insurance Company, West Des Moines, Iowa. Products distributed by EquiTrust Insurance Marketing Services; in California doing business as EQT Insurance Marketing Services. For Producer Use Only. © EquiTrust 2022. All Rights Reserved.




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West Des Moines, IA 50266

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