1 | Open MIC notes for the Crew

……15 Years and still rolling…….

Open MIC is open for anyone.

9:00: AM Pacific Thursday 800 504-8071 Code is

IF YOU WOULD LIKE TO FIND OUT MORE ABOUT US

CALL OR EMAIL

ANTHONY OWEN

888-74AGENT (24368)

tony@annuityagentsalliance.com

OR VISIT OUR WEBSITE

2554567

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Open MIC is free and available to all: Our 25th Year.

Open MIC will not be on next week, we are all traveling.

We will return the following week…thanks and see you then.

See you September 28th!

Editorial:

Have you heard of a Zombie Company?

These are companies unable to pay back any principal on debt, barely able to make the interest payments. They are companies on their last legs and are holding of what is

inevitable. Many companies move in and out of bankruptcy trying to survive.

In the world of business, the term Zombie has a similar meeting, the walking dead company.

The definition of a Zombie company according to Investopedia is:

Companies that continue to operate even though they are insolvent or near bankruptcy. Zombies often become casualties to the excessive costs associated with certain operations, such as research and development. Most analysts expect zombie companies to be unable to meet their financial obligations. Read more: Zombies http://www.investopedia.com/terms/z/zombies.asp#ixzz4s2GEN21g

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Zombie companies hurt our economy and cause investors to keep them afloat when other investment options may be a better bet. Here are 4 companies that according to the link below are examples of Zombie companies.

• K-Mart • Blockbuster • Radio Shack • Avon

https://www.cheatsheet.com/business/4-zombie-companies-that-wont-die.html/?a=viewall

Agents can also have Zombie traits:

Are you stuck? Leads not working? Sales down?

Selling is about building relationships by asking questions and finding out how a prospect feels. It is so simple if you let it be simple.

It becomes hard if you make it hard.

It is not too late; a Zombie can come alive and make the changes.

• If you have no marketing problems, use any of our tried and true systems. Ask for help from any of us.

• If you are unsure, do something different, use direct mail. Ask the Post Office for marketing help, they are terrific. Drop 2000 mailers a week and make the calls yourself. This creates activity.

• Are you a member of Retire Village? If not, then join. • Are you a member of your local life underwriter’s association? Join! • Do you belong to a study group? Start one. • Do you listen to open MIC? Recordings are always available. • Do you listen to First Annuities every 2-week call?

Plus, there is this: not all of us are cut out to be insurance salespeople. So, what? If you are not happy, not comfortable and not committed, then move on, there is no worries at any level.

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“Industry and Marketing news you can use to make more sales!”

Bill Broich bbroich@msn.com David Townsend david@annuity.com

“Who is watching the hen house”

We have written about FINRA and their oversight before, here is more.

The Financial Industry Regulatory Authority Inc.’s mission is to protect investors from fraud and bad practices. It does this by writing and enforcing rules and regulations governing the nation’s 3,700 broker-dealers and the 631,000 brokers who are affiliated with them.

Finra expects its members to operate with complete transparency, especially when it comes to the products and services they offer to investors.

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(FINRA posts $39.5 million loss in 2016, CEO Ketchum pay and benefits at $2.9 million)

https://advisorhub.com/finra-posts-39-5-million-2015-loss-while-executives-cash-million-dollar-paychecks/

Marketers: Agents

Share from Anthony Owen:

This is a great article and the best I have read, on FINRA.

http://www.investmentnews.com/article/20170902/FEATURE/170909996/finra-whos-watching-the-watchdog?

Most of my close friends are COPs and they would all say the same thing, “Just because you can write a ticket, doesn’t mean that you have to write a ticket”.

I have found that COPs, for the most part, genuinely are looking to help people be compliant with the law. They know what laws are easy to follow and know which laws are confusing.

“Ignorantia juris non excusat” (ignorance is no excuse) is an important legal doctrine that says it is a responsibility to know the law for those who are subject to it.

That being said, laws can become so confusing that the layman cannot understand them. Then they become punitive through the process of compliance because you have to hire a lawyer, accountant, and staff to make sure you’re in compliance. This becomes a de facto fine prior to any infraction. We all know and accept this as business people when the cost of compliance is reasonable.

The problem with FINRA is that there is no attempt to be reasonable. When was the last time FINRA found someone in violation of a compliance standard and said, “Hey, obviously, you didn’t intend to be non-compliance, let me help you with that”.

When was the last time FINRA asked for help from its constituents, FINRA members, to make sure FINRA operating with clarity and transparency? Many would say, “I can’t remember”.

Most people I know in this business are well intentioned. That should be the basis for regulations and regulatory actions to help financial planners be compliant. Just because you can fine, doesn’t mean you should.

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Anthony R. Owen

“Industry and Marketing news you can use to make more sales!” Bill Broich bbroich@msn.com David Townsend david@annuity.com Marketers:Agents....Opportunity Index Risk tolerance falls as correction fears rise Risk Tolerance from investors is dropping which means more and more investors are concerned about a severe market correction. This certainly highlights the value of a product that has no market exposure to downside----- FIA. Client risk tolerance has tumbled as long-standing worries about stock valuations boil over, according to the latest Retirement Advisor Confidence Index — Financial Planning’s monthly barometer of business conditions for wealth managers. "We are de-risking accounts as equity valuations become more stretched,” one planner says. In addition to the widespread belief that stocks are overpriced, some advisors singled out specific risks like the prospect of war with North Korea.

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Here is the link: https://www.financial-planning.com/index/risk-tolerance-falls-as-correction-fears-rise

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How much more meddling in our business can we take form Senator Warren. Doesn’t she have enough on her plate with the economy, taxes, immigration and the banking industry?

Sen. Warren: Firms Don’t Need DOL Rule Delay. Just Ask Their CEOs.

http://www.thinkadvisor.com/2017/09/05/sen-warren-firms-dont-need-dol-rule-delay-just-ask?

More: https://www.financial-planning.com/news/fiduciary-rule-may-be-neutered-by-new-dol-proposal-critics-say

https://insurancenewsnet.com/innarticle/dol-officially-proposes-18-month-delay-fiduciary-rule#.WbAyxbpFyUl

Here is a very good source for help in selling: Colleen Francis

Engage Selling

https://www.engageselling.com

Get the prospect to call you back I belong to a group that monthly shares sales ideas. I was very impressed with the concept of getting a prospect to call you back. This is so easily adapted to our business. In fact, I almost wrote it as an annuity sales tip but when I found out his actual product, I just had to leave it alone, it was way too cool.

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I would bet that I get more complaints (or pleas for help) from agents that cannot get a lead to call them back. If you don’t get some help from these 12 tips, you might want to read them again!

BB

BTW, the 3 biggest mistakes you can do when calling a prospect back?

Mistake #1: "How are you today?"

Please, please, please never use an opening statement that starts with "how are you today!" Why? Because all it does is remind your customers of all those dinnertime calls they receive from telemarketers. Are you a telemarketer? I didn't think so. So don't act like one!

Mistake #2: "I'm just calling to check in and…"

Are you their mother, or their sales rep? Seriously, are you really calling just to check in or check up? If so, either you've got a lot more time on your hands than I do, or else it's time to seriously consider a career change!

Mistake #3: "…to see if anything has changed since the last time we spoke."

Don't be vague. These days, your prospects don't have the time to try to decipher why you're calling - and neither do you.

Here is how one salesperson uses these tips to get the prospect to call him back No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back.

If you want to get more return calls from your clients, then you have to do something different from everyone else out there - you have to stand out, be likeable, and actively deserve a return call.

Here are 12 of the best ideas we've found to help you stand up, stand out and make your clients want to return your calls:

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1. The fine line between persistence and stalking.

I rarely ever give up. I don't call my prospects twice a day, either.

The trick is to call consistently, and if you leave a message, tell the customer precisely when you will call them back - and then stick to it. I usually say something like: "If I don't hear from you by March 15th, I'll call you back on the 16th." I get return calls more often, because my prospects know that I will be calling them if they don't get in touch with me.

Most experts agree that it takes at least 4 attempts to reach your prospect.

Realistically, I find that number can be closer to 8. But some of my best customers today are those who I was initially the most patient with, and to whom I made multiple calls over a period of weeks, or even months.

2. Let them off the hook.

In a voice or email, it's a great idea to tell a prospect that's its OK for them to say no.

Say something like: "If you've chosen to go with a different product, that's okay. Just let me know so I don't become a follow-up pest." The vast majority of the time, one of two things will happen.

1. they'll either call you back and say, yes, we've chosen someone else, or t 2. 2. hey'll say no, we haven't made a decision yet, and apologize for not getting back

to you sooner.

Either way, you're ahead of the game because now you know the truth about what's going on.

3. Send a handwritten note.

Sending a handwritten note after your first sales call or presentation will dramatically increase your chances of getting a return call. Why? Because a handwritten note increases your likeability, helps make the prospect feel good about you and encourages them to take your calls.

I never cease to be amazed at the number of emails I receive from clients and prospects thanking me for my handwritten notes. Obviously, they have an effect on people that yet another voice or email doesn't.

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4. Put them on auto-drip. (Ever hear of Retire Village)

If you've tried everything you can think of and still can't seem to get through, but you aren't quite ready to give up entirely, put the prospect on auto-drip, and send them something interesting and of value (not simply advertisements) every month or quarter. This will help to keep you top of mind for when the time is right for them to make a decision, or go looking for a supplier.

5. Ask if they're okay.

This is an excellent idea for using it in both voice and email to drum up a response from clients who have unexpectedly gone silent:

Dear Bob;

On the 14th of June, I sent you an email asking for… and as I haven't heard from you, I can only assume one of the following:

1) You're now not interested and I'm reduced to the status of an annoying piece of spam clogging up your email; or

2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.

Your guidance would be greatly appreciated.

Kind regards,

P.S. If it is #2, please let me know and I'll send someone round to help you out.

This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.

On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the difficulty and expense of organizing a costly rescue mission!

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6. Create a deadline.

After every conversation, you should gain agreement from the prospect as to next steps, and the date they will be accomplished. That way, when the time for the follow-up call comes around and the prospect doesn't show up, you can leave a message like: "I'm calling because the last time we spoke, we agreed to chat today about…."

Reminding them of your agreement will help move them to call you back. If they don't return your call in a couple of days, keep calling, and gently remind them of your mutual agreement.

7. Keep track of who hasn't answered.

Document each call or email in your CRM, so you can remember when you last spoke with, left a message for or sent an email to a client. You can then bring up those dates in a subsequent message, such as: "When we last emailed on Feb 1st, we agreed that I would…"

8. Separate the facts from your imagination.

Try to find out what's really going on, rather than what you simply think or assume is happening. The following 3-step voice mail strategy works because it increases your chances of getting a return call, and it always gets you to the truth:

VOICE MAIL #1: "Mr. X, this is John Doe from ABC Company. Paul Smith suggested I call you because… Sorry I missed you today, but I'll try to

reach you again on DATE and TIME."

Make sure your tone is soft, non-threatening and friendly. You don't want to sound like a radio ad for a furniture liquidator. Plus, it's critical that

you do call back on the date and time that you say.

VOICE MAIL #2: "Hi Mr. X, this is John Doe from ABC Company calling because I promised to reach you today at TIME. Sorry I missed you. Paul

Smith suggested I call you because… I'll try you again on DATE and TIME."

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Again, it's critical that you call back exactly when you said you would. Anything else would result in your being less than honest, and risk losing your contact's confidence.

VOICE MAIL #3: "Hi Mr. X, this is John Doe at ABC Company calling, because I promised to reach you today at TIME. Sorry I missed you. I notice that you've been difficult to reach and I'm wondering if that's because you're swamped at work, you aren't interested in doing business with my company or I've been wrong at guessing the times you might be at your desk. Any of these is okay, but if you wouldn't mind letting me know how to proceed, that would be great. I promised Paul Smith I would be in touch with you, and that I would get back to him about our conversation. My number is 613 730-7700, extension 111."

The last reason for not reaching the prospect - that you've been wrong at guessing the times he or she might be at his or her desk - is important because it lets you take ownership of the reason you can't reach the customer. You can change the other two reasons based on your specific sales situation - for example, if this was a follow-up call after sending a proposal, you might say: "I'm wondering if that's because you didn't have a chance to see the proposal, you were unhappy with the pricing I sent or I've been wrong at guessing the times you might be at your desk."

9. Call early or late in the day.

One of the ways I follow up with senior-level decision makers is to call either quite early in the morning (say around 7:30 am) or late in the day (after 5 pm), without leaving a message if I don't get a person. I've found that, by calling at these times, the decision makers are often alone in the office without a gatekeeper, and therefore more likely to pick up calls themselves.

10. Change your media.

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If a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.

Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Salesperson specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.

11. Prepare for the "Final Approach."

Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:

"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to

become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I won't call again to interrupt. I wish you all

the best on your project, and thank you for considering us."

12. Have some fun - and take a risk!

"Hi Bob, this is Greg from ABC Corporation. I'm beginning to feel that we have a love-hate relationship with your answering machine - I love to

leave messages, you hate to return them. Maybe we can talk soon. Thanks."

Yes, it's sassy. But Greg reports that 99% of the time he uses this, he gets a call back. And of course, he only uses this approach on the most desperate cases.

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After all, what you've been doing so far hasn't been working, so what have you got to lose - especially with those prospects who've been silent for a while anyway?

BTW, can anyone guess what business he is in? He is organized and focused selling his product. Why don’t we see if we can copy some of his ideas?

He sells wholesale tires to tire dealers.

Interesting how the entire landscape of the annuity world has shifted. Remember when stockbrokers selling VA treated us like their UGLY step child? Well, things have changed. The article below is emblematic of their entire VA world.

BB

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Transamerica has Laid Off 20-Plus VA Wholesalers: Report

Transamerica has laid off 20-plus wholesalers who support variable annuity distribution, the retail fund industry trade publication Ignites reported Thursday, citing industry sources.

Morningstar has found that Transamerica’s variable annuity sales

decreased 28% in the first six months of 2017 compared to the same time last year, a figure that dwarfed the overall VA product sector decline of 10.7%, the Ignites report stated. Transamerica publicly reported VA sales of nearly $856 million in 2017’s first half. If sales were to continue at their current pace, Transamerica would finish 2017 well under last year’s VA sales total of $4 billion plus, Ignites reported, citing Morningstar data. Transamerica had $73 billion in VA assets as of June 30, according to Morningstar, the Ignites report stated.

http://lifeannuityspecialist.com/c/1726653/203263/transamerica_laid_plus_wholesalers_report?

Game on for FIA sales! https://insurancenewsnet.com/innarticle/game-fia-sales-second-half#.WbA3FLpFyUl

Will we beat $58 Billion from last year? YES!

FIA gains in the second quarter over the first quarter this year outpaced the quarter-over-quarter sales increases in each of the preceding two years. Overall, FIAs seem to be recovering in the wake of the first phase of the DOL rule taking effect June 9.

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Travis Scott National Annuity Sales Manager at Guggenheim Life and Annuity Company

Guggenheim Life and Annuity Company

401 Pennsylvania Parkway, Suite 300 Indianapolis, IN

46280

Travis.Scott@guggenheiminsurance.com

Our guest today from Guggenheim Life and Annuity, Travis Scott.

Please see the 4 PDFs attached to the notes: Welcome Travis!

Interest rates as stated are effective on the date of this form and are subject to change in the future at the discretion of the Company. To verify current rates, contact your Internal Sales Representative.

Insurance Products Are Not FDIC/NCUA (NCUASIF) Insured - Are Not A Deposit - May Lose Value - Have No Bank/Credit Union Guarantee - Are Not Insured By Any Government Agency

This Product (the “Product”) is not sponsored, endorsed, managed, sold or promoted by Deutsche Bank AG or any subsidiary or affiliate of Deutsche Bank AG. The Deutsche Bank Indices are the exclusive property of Deutsche Bank AG. “Deutsche Bank” and “CROCI” are proprietary marks of Deutsche Bank AG and its affiliates that have been licensed for certain uses and purposes to Guggenheim Life and Annuity Company (“GLAC”). Neither Deutsche Bank AG, CROCI, nor any affiliate of Deutsche Bank AG, nor any other party involved in, or related to, making or compiling the indices: (1) is acting in a fiduciary or product management capacity or providing any endorsement of the Product or investment advice of any kind; (2) has any obligation to take the needs of GLAC, the sponsor of the Product, or its clients into consideration in determining, composing or calculating the Indices; (3) is responsible for or has participated in the determination of the timing of, prices at, quantities or valuation of the Product; (4) WARRANTS OR GUARANTEES THE ACCURACY AND/OR THE COMPLETENESS OF THE INDICES OR ANY DATA INCLUDED THEREIN AND SHALL HAVE NO LIABILITY FOR ANY ERRORS, OMISSIONS, OR INTERRUPTIONS THEREIN OR THE ADMINISTRATION, MARKETING OR TRADING OF THE PRODUCT. The CROCI Indices have been built on the premise that the CROCI Economic P/E is an effective indicator of inherent value. This premise may not be correct, and prospective investors must form their own view of the CROCI methodology and evaluate whether CROCI is appropriate for them. Please see the Product Summary and Annuity Illustration for more information about the Indices and the Product.

The Guggenheim Life and Annuity Company (“TriVysta”) is not sponsored, endorsed, sold or promoted by Morgan Stanley & Co. LLC or any of its affiliates (collectively, “Morgan Stanley”). Neither Morgan Stanley nor any other party (including without limitation any calculation agents or data providers) makes any representation or warranty, express or implied, regarding the advisability of purchasing this product. The Morgan Stanley Diversified Select Index (the “Index”) is the exclusive property of Morgan Stanley. Morgan Stanley and the Index are service marks of Morgan Stanley and have been licensed for use for certain purposes by Guggenheim Life and Annuity Company. Neither Morgan Stanley nor any other party has or will have any obligation or liability to owners of this product in connection with the administration or marketing of this product, and neither Morgan Stanley nor any other party guarantees the accuracy and/or the completeness of the Index or any data included therein.

The “S&P 500 index” is a product of S&P Dow Jones Indices LLC or its affiliates (“SPDJI”), and has been licensed for use by Guggenheim Life and Annuity Company. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by Guggenheim Life and Annuity Company TriVysta™ is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, their respective affiliates, and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the S&P 500 index.

For Agent Information Only. Not Intended For Solitication Or Advertising To The Public.Marketing@guggenheiminsurance.com | 800 767 7749 Phone | 317 574 6278 Facsimile | Page 1 of 1

Rate Sheet Effective 9/1/2017

FIA-INTRATE |09/01/2017

*2 and 5 year strategies are not available in New Hampshire.

Fixed Indexed Annuity Rates

Strategies Duration Rate

Fixed 1 Year Fixed 2.25%

S&P 500 1-Year Pt-to-Pt w/Annual Cap 4.50%

S&P 500 1-Year Pt-to-Pt w/Participation 40%

Highlander Fixed Indexed Annuity

Strategies Duration Rate

Fixed 1 Year Fixed 2.40%

S&P 500 1-Year Pt-to-Pt w/Annual Cap 4.75%

CROCI Sectors II 5.5% VC Index 1-Year Pt-to-Pt w/Spread 2.25%

CROCI Sectors II 5.5% VC Index 2-Year Pt-to-Pt w/Participation* 80%

CROCI Sectors II Index 5-Year pt-to-Pt w/Participation* 30%

MS Diversified Select Index 1-Year Pt-to-Pt w/Participation 90%

MS Diversified Select Index 2-Year Pt-to-Pt w/Participation* 110%

MS Diversified Select Index 5-Year Pt-to-Pt w/Participation* 120%

TriVysta Fixed Indexed Annuity

Product Guide

A single premium, deferred, fixed indexed annuity. We will accept additional premiums at any time during the first contract year. All premiums after the initial premium must first be allocated to the 1-year fixed interest strategy. At the end of the first contract year, amounts in that strategy may be reallocated to other available strategies.

Issue Age0-81

Premiums▪ Minimum Qualified - $5,000▪ Minimum Non-Qualified - $10,000 ▪ Maximum - $1,000,000

Fixed AccountA fixed interest account provides a fixed, guaranteed interest rate that is declared at the beginning of each annual interest term and will never be less than the guaranteed minimum interest rate shown in your contract.

Indexed AccountsS&P 500 ▪ 1- Year Point-to-Point (Cap)

Deutsche Bank CROCI Sectors II USD IndexVolatility Control*▪ 1- Year Point-to-Point (Spread)▪ 2- Year Point-to-Point (Participation Rate)

No Volatility Control▪ 5- Year Point-to-Point (Participation Rate)

Morgan Stanley Diversified Select Index (MSDSI)Volatility Control*▪ 1- Year Point-to-Point (Participation Rate)▪ 2- Year Point-to-Point (Participation Rate)▪ 5- Year Point-to-Point (Participation Rate)

* While volatility controls may result in less fluctuation in rates of return as compared to indices without volatility controls, they may also reduce the overall rate of return as compared to products not subject to volatility controls.

Account Minimum ▪ $2,000 to each account elected

Allocations and ReallocationsSubsequent premiums in the first year are deposited into the 1 year fixed strategy. Premiums can be reallocated to the available strategies at the end of each contract year. Written notice must be given within 10 business days after the anniversary date. Funds allocated to the 2 year and 5 years strategies may only be reallocated at the end of those terms.

Surrender ChargeWithdrawals in excess of the penalty-free amount will be subject to a surrender charge during the surrender charge period. Surrender charges will not be allowed to reduce the surrender value below the Minimum Guaranteed Contract Value (MGCV).

Surrender Charge Schedule

Contract Year 1 2 3 4 5 6 7 8 9 10 11+

Percentage (%) 10 10 10 10 9 8 6 4 2 1 0

See State Variation Guide for AK, CA, DE, MN, MO, MS, NJ, OH, OK, OR, PA, SC, TX, UT, WA.

Market Value Adjustment (MVA)Any amounts that are assessed a surrender charge will also be subject to an MVA, which may increase or decrease the account value. The MVA generally increases the contract withdrawal value when interest rates fall, and decreases the contract withdrawal value when interest rates rise. The MVA is not applied a) at the end of the surrender charge period; b) to penalty-free withdrawals; c) to the death benefit at death of the owner; or d) to any settlement option after the 5th contract year with the payments being made over at least 5 years.

See State Variation Guide for AK, CA, MN, MO, NJ, OH, OK, OR, PA, UT, WA.

Death BenefitThe Death Benefit is equal to the full account value of your annuity contract. Surrender penalties and market value adjustments, if applicable, are waived. If your spouse is named as the sole, primary beneficiary, they may elect to become the owner of the contract and continue it for the rest of his or her life. Additional payout options may also be available.

Minimum Guaranteed Contract ValueMinimum guaranteed contract value (MGCV) is equal to 87.5% of premium, less withdrawals, accumulated at the minimum guaranteed interest rate.

Accessing Your Money

10% Annual Free WithdrawalA single, penalty-free withdrawal of up to 10% of the account value may be taken beginning in the second contract year. Surrender charges or market value adjustment will be waived on any penalty-free amount withdrawn.

Amounts withdrawn in excess of the 10% of the penalty-free amount will incur a surrender charge and market value adjustment, if applicable. Surrender Charges on Internal Revenue Service (IRS) required minimum distributions (RMD) exceeding the penalty-free withdrawal amount will be waived.

Nursing Home Care Rider*This contract provides access to the full account value, without surrender charges and market value adjustment, should the owner become confined to a nursing home after the first contract anniversary. The contract must be issued prior to the owner’s age of 76 and confinement in a nursing home must be for 90 continuous days. Not available in Massachusetts.

Terminal Illness Rider*If the owner is diagnosed with a critical illness (heart attack, stroke, life threatening cancer) or is deemed terminally ill by a physician, the full account value may be accessed without surrender charges and market value adjustment. Eligibility is subject to rider provisions which are:

▪ Terminal illness-physician must certify that the owner’s life expectancy is nine months or less;

▪ Critical illness- the contract must have been purchased prior to the owner’s age of 70.

* To meet the criteria for either of these riders, the contract must be in force for a minimum of one year. Some state variations apply.

Lifetime Withdrawal Rider

An optional rider chosen at issue that offers lifetime income withdrawals.

Issue LimitMinimum issue age of 45 for the Covered Person.

Waiting PeriodIncome withdrawals may begin anytime after the first contract year and after the owner has attained age 60.

Bonus10% bonus on premium in the first contract year added to income benefit base.

Benefit BaseBenefit Base will grow for 20 years by 4% guaranteed annually plus the dollar amount credited to the account value on each anniversary.

Annual Rider Charge Rate0.90% will be calculated on and deducted from the account value.

Rider TerminationRider may be terminated anytime after the first contract year at the owner’s request. Once the Rider is terminated, it cannot be reinstated.

Rider will automatically terminate upon:▪ Surrender of the contract;

▪ Election of a settlement option under the annuity provision of the contract;

▪ Death of the owner prior to the lifetime withdrawal election date, unless the contract is continued by the surviving spouse, or upon death of the last covered person after the lifetime withdrawal election date;

▪ Change in ownership or annuitants under the contract, unless continued by the surviving spouse;

▪ The maturity date, if the lifetime withdrawal election date has not occurred.

Guggenheim Life and Annuity Company “Guggenheim Life”, whose office is in Indianapolis, Indiana, issues the TriVysta Fixed Indexed Annuity. Annuity contracts contain limitations. Please consult the contract for more details regarding these limitations. The TriVysta Fixed Indexed Annuity and/or certain product features may not be available in all states. Guggenheim Life is not licensed in New York. This contract is issued on form number GLA-INDEX-01 or a variation of such.

DBA as Guggenheim Life and Annuity Insurance Company in California. The “S&P 500 index” is a product of S&P Dow Jones Indices LLC or its affiliates (“SPDJI”), and has been licensed for use by Guggenheim Life and Annuity Company. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by Guggenheim Life and Annuity Company Preserve PlusTriVysta™ is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, their respective affiliates, and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the S&P 500 index.

This Product (the “Product”) is not sponsored, endorsed, managed, sold or promoted by Deutsche Bank AG (“DBAG”) or any subsidiary or affiliate of DBAG. The Deutsche Bank Indices are the exclusive property of DBAG. “Deutsche Bank” and “CROCI” are proprietary marks of Deutsche Bank AG and its affiliates that have been licensed for certain uses and purposes to Guggenheim Life and Annuity Company (“GLAC”). Neither DBAG, CROCI, nor any affiliate of DBAG, nor any other party involved in, or related to, making or compiling the indices: (1) is acting in a fiduciary or product management capacity or providing any endorsement of the Product or investment advice of any kind; (2) has any obligation to take the needs of GLAC, the sponsor of the Product, or its clients into consideration in determining, composing or calculating the Indices; (3) is responsible for or has participated in the determination of the timing of, prices at, quantities or valuation of the Product; (4) WARRANTS OR GUARANTEES THE ACCURACY AND/OR THE COMPLETENESS OF THE INDICES OR ANY DATA INCLUDED THEREIN AND SHALL HAVE NO LIABILITY FOR ANY ERRORS, OMISSIONS, OR INTERRUPTIONS THEREIN OR THE ADMINISTRATION, MARKETING OR TRADING OF THE PRODUCT. The CROCI Indices have been built on the premise that the CROCI Economic P/E is an effective indicator of inherent value. This premise may not be correct, and prospective investors must form their own view of the CROCI methodology and evaluate whether CROCI is appropriate for them. Please see the Product Summary and Annuity Illustration for more information about the Indices and the Product.

The Guggenheim Life and Annuity Company (“TriVysta”) is not sponsored, endorsed, sold or promoted by Morgan Stanley & Co. LLC or any of its affiliates (collectively, “Morgan Stanley”). Neither Morgan Stanley nor any other party (including without limitation any calculation agents or data providers) makes any representation or warranty, express or implied, regarding the advisability of purchasing this product. The Morgan Stanley Diversified Select Index (the “Index”) is the exclusive property of Morgan Stanley. Morgan Stanley and the Index are service marks of Morgan Stanley and have been licensed for use for certain purposes by Guggenheim Life and Annuity Company. Neither Morgan Stanley nor any other party has or will have any obligation or liability to owners of this product in connection with the administration or marketing of this product, and neither Morgan Stanley nor any other party guarantees the accuracy and/or the completeness of the Index or any data included therein.

Product Guide – October 2015

Guggenheim Life and Annuity Company401 Pennsylvania Pkwy, Ste 300 Indianapolis, IN 46280800–767–7749

Guggenheim Life.com 800.767.7749

Historical Point-to-Point Returns of TriVysta Indicies Since Inception

One of the great features of the TriVysta™ Fixed Indexed Annuity is the ability to diversify across all of the index strategy options.

TriVysta provides opportunities to enjoy the positives of market indexes, while mitigating the risk of declining markets.

The great power of diversifying gives you the opportunity to grow your assets and build income for the future. Flexibility of three indexes, the guarantee of a �xed account, and growing income potential provides diversi�cation and peace of mind.

0%

2%

4%

6%

8%

10%

12%

5/1/2016 6/1/2016 7/1/2016 8/1/2016 9/1/2016 10/1/2016 11/1/2016 12/1/2016 1/1/2017 2/1/2017 3/1/2017 4/1/2017 5/1/2017 6/1/2017 7/1/2017 8/1/2017

1YR Fixed Rate Return 1YR S&P 500 Cap Return 1YR CROCI II VC Spread Rate Return2YR CROCI II VC Participation Rate Return 1YR MSDSI Participation Rate Return 2YR MSDSI Participation Rate Return

*Returns are based on actual index performance from 5/1/2015 - 7/1/2017. All cap, spread, and participation rates used are what was o�ered at that speci�c time in the TriVysta® Fixed Indexed Annuity. This is not a guarantee or prediction of what future returns may be available in the index stragey options.

This Product (the TriVysta is not sponsored, endorsed, managed, sold or promoted by Deutsche Bank AG or any subsidiary or a�liate of Deutsche Bank AG. The Deutsche Bank Indices are the exclusive property of Deutsche Bank AG. “Deutsche Bank” and “CROCI” are proprietary marks of Deutsche Bank AG and its a�liates that have been licensed for certain uses and purposes to Guggenheim Life and Annuity Company (“GLAC”). Neither Deutsche Bank AG, CROCI, nor any a�liate of Deutsche Bank AG, nor any other party involved in, or related to, making or compiling the indices: (1) is acting in a �duciary or product management capacity or providing any endorsement of the Product or investment advice of any kind; (2) has any obligation to take the needs of GLAC, the sponsor of the Product, or its clients into consideration in determining, composing or calculating the Indices; (3) is responsible for or has participated in the determination of the timing of, prices at, quantities or valuation of the Product; (4) WARRANTS OR GUARANTEES THE ACCURACY AND/OR THE COMPLETENESS OF THE INDICES OR ANY DATA INCLUDED THEREIN AND SHALL HAVE NO LIABILITY FOR ANY ERRORS, OMISSIONS, OR INTERRUPTIONS THEREIN OR THE ADMINISTRATION, MARKETING OR TRADING OF THE PRODUCT. Obligations to make payments under the Product are solely the obligation of GLAC and are not the responsibility of Deutsche Bank AG. The selection of one or more of the indices as a creditor option under the Product does not obligate GLAC or Deutsche Bank AG to invest annuity payments in the components of any of the indices. The CROCI Indices have been built on the premise that the CROCI Economic P/E is an e�ective indicator of inherent value. This premise may not be correct, and prospective investors must form their own view of the CROCI methodology and evaluate whether CROCI is appropriate for them. While volatility controls may result in less �uctuation in rates of return as compared to indices without volatility controls, they may also reduce the overall rate of return as compared to products not subject to volatility controls. Please see the Product Summary and Annuity Illustration for more information about the Indices and the Product.

The "S&P 500 index" is a product of S&P Dow Jones Indices LLC or its a�liates (“SPDJI”), and has been licensed for use by Guggenheim Life and Annuity Company. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by Guggenheim Life and Annuity Company. TriVysta™ is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, their respective a�liates, and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the S&P 500 index.

The Guggenheim Life and Annuity Company (”TriVysta”) is not sponsored, endorsed, sold or promoted by Morgan Stanley & Co. LLC or any of its affiliates (collectively, “Morgan Stanley”). Neither Morgan Stanley nor any other party (including without limitation any calculation agents or data providers) makes any representation or warranty, express or implied, regarding the advisability of purchaing the this product. The Morgan Stanley Diversified Select Index (the “Index”) is the exclusive property of Morgan Stanley. Morgan Stanley and the Index are service marks of Morgan Stanely and have been licensed for use for certain purpseded by Guggenheim Life and Annuity Company. Neither Morgan Stanley nor any other party has or will have any obligation or liability to owners of this product in connection with the administra-tion or marketing of this product, and neither Morgan Stanley nor any other party guarantees the accuracy and/or the completemess f the Index or any data included in them.

IMPORTANT INFORMATION

This material is for informational or educational purposes only, and is not a recommendation to buy, sell, hold or rollover any asset. It does not take into account the specific financial circumstances, investment objectives, risk tolerance, or needs of any specific person. You should work with your agent to discuss your specific situation. In providing this information, Guggenheim Life and Annuity (d/b/a Guggenheim Life and Annuity Insurance Company in California) ("Guggenheim Life") is not acting as your fiduciary as defined by the Department of Labor.

Guggenheim Life, whose office is located at 401 Pennsylvania Parkway, Suite 300, Indianapolis, Indiana, issues the [PRODUCT] on form number [FORM NUMBER] or a variation of such. The [PRODUCT] and/or certain features may not be available in all states. Guggenheim Life is not licensed in New York.

Annuity contracts contain limitations. Please consult the contract for more details regarding these limitations such as, if applicable, varying surrender periods, surrender charges associated with early withdrawals and market value adjustments. Annuity contracts involve investment risk including possible loss of value.

Neither Guggenheim Life nor its representatives provide legal or tax advice. For legal or tax advice concerning your specific situation, please consult an attorney or tax professional.

Guarantees are based on the claims-paying ability of Guggenheim Life.

This is a solicitation for insurance.

© 9/12/2017 Guggenheim Life and Annuity Company. All rights reserved. TFIA091703

800.767.7749Guggenheim Life.com

Product Guide

The Highlander is a single premium deferred fixed indexed annuity that allows you to accumulate funds, benefit from tax deferral, maintain a simplified allocation, and can provide a living benefit of income that can last as long as you live.

Issue Age0-80

Premiums▪ Minimum Qualified - $5,000▪ Minimum Non-Qualified - $10,000▪ Additional - $500 (First contract year only)▪ Maximum - $1,000,000

Fixed Account▪ Fixed Rate - 1-Year Fixed Interest

A fixed interest account provides a fixed, guaranteed interest rate that is declared at the beginning of each annual interest term and will never be less than the guaranteed minimum interest rate shown in your contract.

Indexed Account Strategies▪ S&P 500 - 1-Year Point-to-Point (Cap)▪ S&P 500 - 1-Year Point-to-Point (Participation Rate)

Allocations and ReallocationsSubsequent Premiums in the 1st year are deposited in the 1 Year Fixed Strategy. They can be reallocated at the end of the Contract Year. Policyholder may switch between available strategies at the end of each Contract Year. Notice must be given within 10 business days after the anniversary.

Surrender ChargeSurrender charge percentages apply to the Account Value (see below). Surrender Charges will not be allowed to reduce the Surrender Value below the MGCV.

Surrender Charge Schedule

Contract Year 1 2 3 4 5 6 7 8 9 10 11+

Most States 10% 9% 8% 7% 6% 5% 4% 3% 2% 1% 0%

Variation 9% 9% 8% 7% 6% 5% 4% 3% 2% 1% 0%

Variation applies to AK, CA, FL, MN, MO, NJ, OH, OK, OR, PA, SC, TX, UT, WA

Market Value Adjustment (MVA)Any amounts that are assessed a surrender charge will also be subject to an MVA, which may increase or decrease the account value. The MVA generally increases the contract withdrawal value when interest rates fall, and decreases the contract withdrawal value when interest rates rise. The MVA is not applied a) at the end of the surrender charge period; b) to free withdrawals; c) to the death benefit at death of the owner; or d) to any settlement option after the 5th contract year with the payments being made over at least 5 years. The MVA is not applicable in California or Florida.

Death BenefitAll surrender charges are waived upon death of the Owner (or first Joint Owner).

Minimum Guaranteed Minimum ValueMinimum guaranteed contract value (MGCV) is equal to 87.5% of premium, less withdrawals, accumulated at the minimum guaranteed interest rate.

Annuitization OptionsIf annuitization is after the end of policy year 5, the full account value may be applied to an annuitization option with payments over at least 5 years.

Account Value Bonus4% bonus on premium in the first contract year added to the account value. This bonus is not included in the Benefit Base calculation.

Premium Bonus Recapture Charge Schedule

Year 1 2 3 4 5 6 7 8 9 10 11+

% 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0%

Accessing Your Money

10% Annual Free WithdrawalA single, penalty-free withdrawal of up to 10% of the account value may be taken beginning in the second contract year. Surrender charges, recapture charges, and market value adjustment will be waived on any penalty-free amount withdrawn.

Amounts withdrawn in excess of the 10% of the penalty-free amount will incur a surrender charge, premium bonus recapture charge and market value adjustment, if applicable. Surrender charges on Internal Revenue Service (IRS) required minimum distributions (RMD) exceeding the penalty-free withdrawal amount will be waived.

Nursing Home Care*This contract provides access to the full account value, without surrender charges and market value adjustment, should the owner become confined to a nursing home after the first contract anniversary. The contract must be issued prior to the owner’s age of 76 and confinement in a nursing home must be for 90 continuous days. Not available in MA.

Terminal Illness*If the owner is diagnosed with a critical illness (heart attack, stroke, life threatening cancer) or is deemed terminally ill by a physician, the full account value may be accessed without surrender charges and market value adjustment. Eligibility is subject to rider provisions which are:

▪ Terminal illness-physician must certify that the owner’s life expectancy is nine months or less;

▪ Critical illness- the contract must have been purchased prior to the owner’s age of 70.

* To meet the criteria for either of these riders, the contract must be in force for a minimum of one year. Some state variations apply.

Lifetime Withdrawal Rider

Issue LimitMinimum issue age of 45 (based on age of annuitant).

Waiting PeriodIncome withdrawals may begin any time after the first contract year and after the owner has attained age 60.

Benefit Base Bonus10% bonus on premium in the first contract year added to income benefit base.

Benefit BaseBenefit base will grow for 20 years by dollar amount credited to account value multiplied by 4% guaranteed on each anniversary.

Annual Rider Charge Rate0.90% will be calculated on, and deducted from, the account value.

Rider TerminationRider may be terminated any time after the first contract year at the owner’s request. Once the Rider is terminated, it cannot be reinstated.

Rider will automatically terminate upon: ▪ Surrender of the contract;

▪ Election of a settlement option under the annuity provision of the contract;

▪ Death of the owner prior to the lifetime withdrawal election date, unless the contract is continued by the surviving spouse, or upon death of the last covered person after the lifetime withdrawal election date;

▪ Change in ownership or annuitants under the contract, unless continued by the surviving spouse;

▪ The maturity date, if the lifetime withdrawal election date has not occurred.

DBA as Guggenheim Life and Annuity Insurance Company in California. The “S&P 500 index” is a product of S&P Dow Jones Indices LLC or its affiliates (“SPDJI”), and has been licensed for use by Guggenheim Life and Annuity Company. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by Guggenheim Life and Annuity Company. Highlander is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, their respective affiliates, and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the S&P 500 index.

Product Guide – November 2016

Guggenheim Life and Annuity Company401 Pennsylvania Pkwy, Ste 300Indianapolis, IN 46280800–767–7749

17 | P a g e O p e n M I C O u r 2 5 t h Y e a r A l w a y s F r e e t o A l l

THIS WEEK'S ANNUITY CARRIER NEWS American Equity Great news! Effective 09/07/17, AEI increased their interest rates. The Choice 10 will now have an S&P annual point to point participation rate of 52%!!! They are also bumping up their roll-up on the income rider on their Gold Series, from 5% to 6%. AIG AIG Power 7/10 Protector Plus Income. Effective 09/12/17, the lifetime income plus guaranteed living benefit rider will have the following updates:

• The payout factor for ages 60-64 and 72+ will increase

• The lifetime income plus income credit will increase from 7% to 7.5%

If you have any questions or would like an illustration please give your advisor consultant a call.

We are agents too!

Like all agent, we also need leads. Our approach has always been building and developing marketing systems. We strive for new and better ways to get in front of “target” marketed prospects.

Our systems are tried and true, they work.

18 | P a g e O p e n M I C O u r 2 5 t h Y e a r A l w a y s F r e e t o A l l

We are:

Disclaimer:

David Townsend and I own Annuity.com, but we have a lot of marketing friends, friends that you might be better off if you knew them. Sherilyn Orr at Retire Village and Infofuel, Chad Owen at Eagle Shadow, Anthony Owen at Annuity Agents Alliance, Carl, Darin, Tom and all the crew at First Annuity….and many more.

We take copyright seriously, articles posted on Open MIC from other sources are always credited to that source.

The information I create myself and used in Open MIC is free; I assert no copyright or literary rights.

Bill Broich