An uncertain economy and a looming recession might not feel like the optimal environment for increasing your marketing, but there really is opportunity everywhere. The keys to success right now are understanding client needs and refining your messaging to address your clients’ concerns.

As ever, the turning of the year means tax season is just ahead. When it comes to the taxation of annuities the devil is inevitably in the details.  Advisors can demonstrate value here by showing understanding of the complexities of tax liability on the different types of annuities from numerous insurance companies.  Annuities are sold as tax-advantaged, so the best advice at distribution time will be critical for your clients and promises that need to be kept.

Advisors should use an end-of-year client review as an opportunity for showing value with a view to future sales. It is important not to allow it to become a box-checking exercise. It is a chance to remind clients of all your achievements over the year, and how you can take them forward in 2023. To make the most of the exposure, however, it is fundamental to formulate a meeting plan.