With their unique advantages, annuity sales provide a growing market, consisting of individuals with longer-term wealth accumulation and retirement planning needs, as well as individuals with immediate income needs. Let's consider how annuities can be used to address the wealth accumulation and retirement planning problems we all face.

The Problem	The Annuity Solution
Investment gains are eroded by income taxes.	Earnings on annuities grow on a tax-deferred basis.
Money set aside for longer-term wealth accumulation needs is depleted to make current purchases.	Designed as longer-term contracts, annuities are not easily invaded without penalty, which helps to overcome the short-term "saving to spend" problem.
With increasing life expectancies, it may be difficult to maintain the desired standard of living indefinitely after retirement.	Annuities are the only financial product providing an income that cannot be outlived.

In order to market and sell annuities:

1. Identify individuals with...
   1. Longer-term wealth accumulation needs;
   
   
   2. Retirement planning needs; or
   
   
   3. Immediate income needs; and
2. Also, identify sources of assets present to meet those needs.

Using the second criterion, we will identify and discuss two key areas defined by the source of funds:

1. Non-qualified; and


2. Qualified.

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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