This is 4.5% on your 50% setter split of the premium (the annuity value divided by two). Actual commission depends on the product, the client's age, and your comp level. Use this as a ballpark, not a guarantee.
| Prospect | State | Income | Quality | Submitted | Status |
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The retirement income planner will run the call at the time you booked. You're done.
Choose who the prospect should meet with. Each advisor has their own Calendly.
You are already finding the money. Here is how to start. Watch one training nugget, then set one appointment. That is the whole game.
| Prospect | State | Income | Quality | Submitted | Status | Commission |
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Scripts, the live training, the people who run your calls.
Every section is one move you can run on your next call. No homework.
If handing the call to someone else ever feels like you got benched, read this once and get it out of your head. The person who finds the money runs the deal. That is you.
You are on the phone with people who already picked up and already trust you. You are the one who spots the old 401k that has been parked for six years doing nothing. Until you find it, that money does not exist to us. No find, no deal. That is not the junior role. That is the whole thing.
So why hand off the numbers? Because a retirement income planner who does nothing but this all day closes two to three times more of these than anyone winging it solo. You bringing in the planner is not you tapping out. It is you stacking the odds so the case actually funds. You keep your name on it and half the commission either way. Half of a deal that closes beats all of one that dies on the call.
Think quarterback. The QB does not need to catch it in the endzone. He reads the field, sees the opening, and puts the ball where it wins. You see the whole field on that call. You make the read and make the play. The planner is just the receiver you throw to.
You get paid on the premium that funds, not on how hard you talked. One 15-minute virtual intro you set can be worth more than a week of cold dials. Set the call, protect the relationship, cash the check.
Never ask about money without saying why first. Give a reason, then ask. Without it every question sounds like a sales question and they close up. With it, you are just being thorough for them.
Calm, easy, a little curious, like you are doing them a favor because you are. Slow your pace down about 20%. Same script, relaxed tone, completely different outcome. If you sound nervous, they get nervous.
It is really just three questions. Ask them in order, in a chill tone, and you have a set.
That is the entire job in three lines. Everything below just makes each one land cleaner.
You are on the call. The protection product is handled. Now you transition. Never ask cold. Lead with the justifier.
That one question separates agents who tee up one case a week from agents who tee up three. The inheritance frame makes it feel like everyone has these accounts.
Once they list accounts, get the rough size. Same rule: justify why you are asking, then ask.
If they share, you have everything the planner needs. If they hedge, the seed is planted and the planner can pull it on the call.
This is where most agents fumble. Five clean steps.
Once you find money, you do not explain products. You tell a quick story about someone you helped, then offer the intro. Three moves: story, recommend, introduce.
Notice you never named a product and never pitched. You told a story and offered a favor. That is the move.
This is the whole reframe. You are not saying "I am not smart enough for this." You are saying "this is my system, and it is built to win for you." You run the relationship, the planner runs the math. That is strength, not a step down.
Always tie the call to the exact thing they told you, not to a product. And always give two times, not "does this work?" Two times gets a yes.
Pick the one that fits. Curious, calm, almost casual. The pain is in their answer, not your delivery. Stay quiet after you ask.
Quiet, minimal, problem-first. You are not selling. You are pointing a flashlight at money they forgot they had. Ask, then stop talking.
"So that old 401k from your last job, that's just sitting there unmanaged right now?"
Why it works: "unmanaged" is the hook. It reframes a forgotten account as a problem they own, and nobody likes the idea of their money drifting with no one at the wheel.
"What do you do for work? How long have you been there? What did you do before that? And what happened to the retirement money from that job?"
Why it works: it is just rapport, so resistance never goes up. The last question lands soft because the first three earned it, and it walks you straight to the old account.
"Why have you not rolled that over yet?"
Why it works: it opens a gap they have to close out loud. 59½ or older: follow with "are you happy with how it's growing against inflation, or is it mostly just sitting?" Under 59½: "most people don't realize you can move a previous-employer 401k without touching the one you're in now."
So make it real. Picture someone in your own family. A parent, an aunt, a grandparent. Someone 55 to 70 who spent 30 years building up a nest egg and is now scared of watching it get cut in half again like 2008. What would you actually want for them?
You would want their money to grow when the market is good and lose nothing when it tanks. You would want them to have income they cannot outlive, so they are not lying awake doing math at 70. That is what a fixed indexed annuity does. That is the whole thing. It is not a scam and it is not locked away forever. It is the version of "safe" you would actually want for your own mom.
Here is the mental unlock: if you would not be mad about your own mom sitting down for 15 minutes to see this, there is zero reason to feel weird setting it for a stranger. You are not talking anyone into anything. You are getting them in front of someone who can show them the safe version of what they already want.
Near retirement, still has money in the market, one bad year from wrecking the plan.
What it does: takes the downside off the table. Up years they participate, down years their account holds flat. They stop white-knuckling the news.
Old 401k or a big savings balance earning basically nothing for years.
What it does: gives that lazy money a floor it cannot drop below and a real shot at growth. Idle cash starts working without putting the principal at risk.
Has savings but no idea how long it lasts, terrified of running out at 85.
What it does: turns a lump sum into a paycheck for life. The check shows up whether they live to 80 or 100. That is the fear it kills.
You never say the word "annuity" on the call. That is agent-side knowledge, so you set with real conviction. The plain-English version to actually say out loud lives in Objection handlers under "I heard annuities suck."
You do not need new leads. You need a different conversation with the leads you already have.
Already on the phone. Already trust you. Run the framework before you hang up.
Past clients. Call back, ask where their money sits. Warm market, higher close rate.
Existing clients refer parents, siblings. Higher net worth prospects.
Content about money and the finder mindset. Audience self-selects over time.
Not a cold call. You are an old friend checking in. No agenda. Let the conversation drift to money.
Now you are in a normal conversation. Run the framework. Use the inheritance justifier to discover accounts. When you find money, switch to the story-introduction.
Objections are not a problem to solve. They are a signal you skipped a step. The framework prevents them. When one slips through:
"I already have a financial advisor."
"Let me think about it."
"I don't have money for this."
"How does that work?" / "What's the rate?"
"I heard annuities suck."
Variable annuities = market risk + high fees + surrender charges. That's what people remember.
Fixed Indexed Annuities = zero downside + upside participation + no annual fees on most. The game changed.
How they work: Your money is linked to an index like the S&P 500. When the market goes up, you get a portion of the gain (up to a cap). When it drops, your account stays flat. You never lose principal to the market.
The line: "It's like being at the casino, up $50k, and someone lets you lock in your chips. The market can't take them back."
Close it: "That is exactly why I want my planner to walk you through the difference. They can show you the real math in 15 minutes on a screen-share. You will see it, not just take my word for it."
If you are handling more than two objections per call, go back to the framework. You are skipping the tee-up step.
On a call right now? No scrolling. No theory. Just the moves.
This is your ammo. Every call. No exceptions.
Found money? Do not explain products. Tell a story.
Tie it to their concern. Give two times. Then book.
If 59½ or older"Are you happy with how it's growing against inflation, or is it mostly just sitting there?"
If under 59½"Most people don't realize you can move a previous-employer 401k without touching the one you're in now."
Ask here. Every question makes Wednesday's training better.
Your agents' appointments with Set More Annuities. Names and statuses only; client details stay with the advisor.
| Client | Agent | State | Appointment | Status | Set |
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Name, email, phone. Tap to call or email.
Update your details. These show up on every appointment you submit.
| Date | Client | Agent | Product | Carrier | Premium | Comp % | Payout $ | Contract # | Status | Edit |
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| Agent | Prospect | Temp | State | Deal size | Comp % | Split | Submitted | Status | Agent comm. | Advisor comm. | Actions |
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| Agent | Registered | Last Login | Submissions | Closed | Close Rate | Total Premium | Total Commission | Contract | Status |
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| Agent | Stage | Emails | Last touch | Sequence |
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Birthday notes on the day, holiday notes, and the yearly statement note from the 10th of each client's statement month. Nothing here sends while the switch is off.
A note you approve goes to every eligible client over the 18 days after its send date. Same copy rules as the drip.
| Client | Client since | Statement | Birthday | Carrier | Status | Sent |
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| When | Client | Kind | Subject | Status |
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Adds no-shows and reschedules that have gone quiet for 14+ days, plus everyone in nurture or lost. Anyone with a live appointment, an active call, or a closed deal is skipped. Disqualified people come in held for your review.
For a referral or someone you talked to who never booked.
Needs an email column. First name, last name, phone and state are picked up if present. Duplicates, your agents, opted-out people and bad addresses are skipped automatically. Check first, then import.
| When | What | Who | Detail |
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When a client misses a call with you and the file is marked No-show, email 1 goes out right away and 4 more follow over 14 days. They stop the moment the client rebooks, becomes a client or starts talking with you, or if you move the file to nurture. After the last one, the client goes back on the 2028 drip.
The drip only emails people who live in a state on this list. Everyone else waits under Held with the reason spelled out. Add a state here and the people waiting there start getting emails on their own. Use 2-letter codes separated by commas, or type ALL to email people in every state (including people with no state on file).
The new Pinnacle sending domain earns trust slowly. Start around 25 a day and raise it a little each week if bounces stay low.
Weekdays only, inside each person's own time zone, and only to people in your licensed states. Stops by itself the moment someone books, replies, unsubscribes or bounces. Anyone who books with you or is working with an advisor is skipped before every send. If bounces pass 5% or spam complaints pass 0.3% in a week, it switches itself off and emails you.
| # | Setter | Appointments Set | Held | Last Set |
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↑ tap "Snap stats" then take a screenshot to share, clean numbers, no commission splits or comp rates exposed.
| Prospect | Temp | State | Deal size | Comp % | Split | Submitted by | Submitted | Appt | Status | Agent comm. | Advisor comm. | Actions |
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Trainings are recorded. The Wednesday live training and other SMA calls are recorded, and we publish replays and clips that can include you, your name, and your questions. If you would rather be left out of future clips, email william@cgreserves.com.
Training content is licensed to you. Replays, clips, recaps, and scripts are for your own use. No copying, posting, or sharing. Streams are watermarked.
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