Required Minimum Distributions: Turning Details into Opportunities
Boost client loyalty by reminding your clients of their RMD requirements
I remember very early on in my insurance career hearing a salesperson say: “Get the money first and straighten out the details later.” Being the type of person that believes the money is in the details, I struggled with this thought process then, and I still do today. I am one of those detail-oriented people that can drive some of you, simply put, nuts!
But paying attention to the details pays off. One detail of an annuity contract that can offer opportunity is the required minimum distribution — or, being an industry of acronyms and abbreviations, the dreaded “RMD.”
RMDs: the details
Need a refresher on exactly what a required minimum distribution means? These four rules are a good starting point.
Tax-deferred earnings are not indefinite for anyone. Individuals in qualified retirement vehicles, including most individual retirement accounts, eventually have to take required minimum distributions from their applicable accounts annually.
If the account owner overlooks, forgets or doesn’t take an RMD, he or she will pay a significant 50 percent tax penalty on the amount that should have been withdrawn.
There are several other rules and exceptions concerning RMDs that can further complicate understanding them and avoiding a 50 percent penalty mistake. A trusted tax advisor should also always be consulted.
So where’s the opportunity? Read on.
While many of us may have entered this business as a way to earn a living or pay our bills — or perhaps even by complete accident — we stay for a reason. From talking to agents for over 33 years now, I believe that reason goes well beyond financial return. We stay because of the reward of serving our clients and making a difference in their lives. Long after the commission check has been cashed (today, probably used to fill up our car with gas to get to the office), the feeling we get from making a financial difference in someone’s life will still be there. It’s the fuel that keeps us going when the paperwork, changing regulations and, yes, even when those details get us down.
I revealed that I’ve been in this industry for 33 years. Perhaps you have, too. How many clients do you have now? How many of those are nearing 70½? Dust off those files and look through them. Who did you help five years, 10 years or maybe even longer ago with their retirement planning? What qualified money did they have? Did you sell them an annuity with qualified money? RMDs impact those, too.
Get your facts together, educate yourself and then pick up the phone for a courtesy call. Remind them of the required minimum distribution guidelines. Tell them about their options. Ask them what more you can help them with.
By the way, this courtesy call is a great opportunity to ask them about the kids. How old are they now? If Mom or Dad is reaching 70½, their kids could be in their mid-to-late 40s, and should be thinking about their own retirement plans. You just proved your value by potentially saving their parents a 50 percent penalty. Couldn’t that help secure the kids as clients, too, and also their friends or perhaps the kids of Mom and Dad’s 70-year-old friends? You know how that referral thing works, right? There is money in those detail hills.
Laura Hahn is managing director of the Annuity Center for The Marketing Alliance, headquartered in St. Louis, Mo.