Articles by Tom Hegna
A reference archive of 106 articles on retirement income, annuities, longevity, and financial planning.
2024
Six Steps to Your Prospect’s Retirement Score
September 9, 2024
Your clients are familiar with their credit score, but do they know their retirement score? This post explains how you can show them that.
Tom Hegna's 2024 Economic Commentary
January 8, 2024
2024 is full of uncertainty. Here's what you need to know and how you can help serve your clients better!
2023
Simplify Social Security Conversations for 2024
December 20, 2023
Every year, some things about Social Security and Medicare change. Here's what you need to know to simplify these changes for clients in 2024.
Golf Is Simple, Not Easy
August 1, 2023
Most of you know I’m an avid golfer. I like to use golf as an analogy to explain how simple it can be to become wealthy. Investing is a lot like golf.
3 Steps to Improving Clients' Wealth
May 1, 2023
If you help enough clients become millionaires, you too could become a millionaire by default! Here are 3 simple steps you can take right now to do get there.
Some Ways to Overcome the Prospecting Challenge
January 15, 2023
F or years, the entire financial services industry has struggled with the same big issue – PROSPECTING! The new advisor is typically asked...
Tom Hegna's 2023 Economic Commentary!
January 9, 2023
I 've recorded my annual economic commentary for over 10 years. I usually publish it in late December each year, but 2022 was so hectic, I...
2022
How to Market During the Holiday Season
November 9, 2022
Holidays crowd calendars this time of year, but that doesn’t mean your pipeline of leads has to be empty for fourth quarter. Here's what you can do now!
Don't Leave ANY Money for Your Kids!
August 18, 2022
A lot of people think life insurance has nothing to do with retirement, but I want to show you how life insurance has EVERYTHING to do with retirement!
Is This Better than Vacation?
July 6, 2022
Summer holidays and vacation trips are here, but that doesn't mean you should slow down. Use just a little bit of time this month focusing on these two themes.
What Are Longevity Credits?
June 3, 2022
As you know, longevity risk is the number-one risk in retirement because it multiplies all the other risks. So how do you mitigate that risk? Longevity credits!
This is a Football: Back to the Basics of Life Insurance
May 2, 2022
Get back to basic life insurance conversations with clients. Don't sell them. Empower them with information, and they'll be excited to buy.
Professionals Have Coaches - Amateurs Don't
April 7, 2022
With just seven simple steps, you can help your clients secure their retirement and actually retire happy. Start with step one. I'll show you how.
Tom Hegna's 2022 Economic Commentary
January 4, 2022
I release an economic commentary every year around December so you can quickly learn what to expect for the upcoming year. Read my 2022 commentary here.
2021
Show Your Clients Their Retirement Income Shortfalls Using Social Security
December 17, 2021
The Social Security program changes a little bit every year. Use this to have a conversation with clients about the shortfalls in their retirement plan!
How "The Baby Boomer Dilemma" Can Convert Prospects
December 1, 2021
This film directed by Doug Orchard could have prospects calling you nonstop. Let me show you how this movie can fill your calendar all year.
I'm NOT Slowing Down!
September 21, 2021
They don't call me the energizer bunny for nothing! I'm doing MORE presentations than ever. Here's a new way I can bring YOU prospects!
100% of Your 70-Year-Old Clients Need to Hear This
August 24, 2021
I have a message for your 70-year-old clients that will show them how they can truly retire happily ever after.
Summer Is Like...
July 15, 2021
Summer is when some people slow down. DO THE OPPOSITE! This is a great time to connect with prospects and fill your calendar for the fall. Let me show you how.
Stop Selling and Start Storytelling
July 1, 2021
Storytelling is an effective tactic for helping clients understand complicated financial concepts and products.
Longevity Risk: A Retirement Plan's Worst Enemy
June 15, 2021
The longer you live, the longer your retirement income is going to have to last you. Knowing how to mitigate longevity risk is key for an optimal retirement.
The Rise of the Variable Annuity
June 1, 2021
For Annuity Awareness Month, I take a look at the current top-selling annuities and why they've become so popular.
Turn Up the Heat on Your Summer Habits
May 14, 2021
The summer months are meant for relaxation, but that doesn't mean that you can't make them a productive time!
Looking Back on My Trial Retirement
April 30, 2021
I look back on what I learned from my trial retirement and provide an update for what the future looks like for me!
Hybrid Seminars Are the Best of Both Worlds
April 15, 2021
As we start to emerge from lockdowns and social distancing, hybrid seminars can be a great middle ground between in-person and virtual seminars.
The Conversion That Will Save Your Retirement
April 2, 2021
Taxes are an inevitable part of retirement, but converting to a Roth IRA can give you a source of retirement income that is completely tax-free.
Use Credible Research to Convert More Prospects
March 15, 2021
Calling on outside research to support your products is a great way to educate clients without the risk of seeming biased.
Women, Retirement, and COVID-19
March 1, 2021
There are plenty of potential risks in retirement, and here's why it's important to understand the risks that are unique to women.
2021 Economic Commentary
February 15, 2021
Tom gives his 2021 economic commentary, covering topics such as current market trends, interest rates, cryptocurrency, and more.
Is Your Business Stuck in a Rut?
February 1, 2021
This year, don't let your business get stuck in an endless cycle of doing what doesn't work.
In Sickness and In Health (....and in Retirement!)
January 14, 2021
Spousal benefits are a Social Security perk that can help married couples get the most out of their Social Security benefits.
The Importance of Emergency Funds
January 4, 2021
Are your clients prepared in case of an emergency? Having an emergency fund is an important step towards having solid financial wellness.
2020
Focus on Retirement Happiness to Make the Annuity Case
November 6, 2020
I think everyone dreams of a retirement where they can live a long and happy life. This has been researched by PhD’s around the world!
7 Tips to a Happy Retirement
September 14, 2020
Here are seven non-financial things to consider when planning retirement. If your client has been talking about one of these, use that to start a conversation.
Stop Asking for Referrals. Do These Three Things Instead!
August 31, 2020
The following is a guest post I wanted to feature and share with my followers because I believe it has some immediate, practical application suitable for o...
Five Social Security Conversation Starters for 2020
May 19, 2020
According to the Social Security Administration, in 2016, over 31% of men and 36% of women took their benefits at age 62, permanently reducing their monthly...
Webinars Can Be MORE Profitable For You Than Client Seminars
May 5, 2020
I believe webinars can be a game changer for you. You can be more efficient, effective, and profitable. In fact, webinars can be MORE profitable than seminars!
Tune in to These Podcasts
April 7, 2020
As I get closer and closer to my own retirement, I plan on doing more virtual presentations like these!
what can you do when clients are social distancing
March 29, 2020
What if I told you, "This is YOUR time to shine! YOU can dominate your local market." Here's how...
Plan Your Estate or the State will Plan it for You
February 3, 2020
D on’t wait until April to talk about taxes. Educate your clients ahead of time so they understand how a permanent life insurance policy can buil...
2019
It’s Never Too Early to Start Planning for Retirement: A Guide for Millennials (Pay Attention As Well, Gen Z)
December 12, 2019
D ebt is an alarming trend around the globe. According to Fortunly.com, the global debt is now three times the size of the collective GDP...
5 Things Baby Boomers Could Learn from Millennials
November 7, 2019
64% of American adult employees are on their way to retiring broke. Forty-five percent of them are set to leave the workforce without any retirement savings.
The #1 Tool for You to Close Annuity Sales Today
October 22, 2019
If you're an independent agent or advisor, there is one piece of software you absolutely MUST check out. It can save you countless hours!
Don't Retire Without One
October 6, 2019
This research shows exactly WHY you need to include annuities in retirement planning and WHAT they can do for you. It's all about retirement ALPHA!
Three Tax Advantages of Life Insurance
September 12, 2019
If taxation risk is a concern your client has, show them these three ways that a permanent life insurance policy can provide tax advantaged income.
The Research of My Trial Retirement
August 31, 2019
As many of you may have heard, I took a shot at a “trial retirement” this summer. Well now it's time to get back on the road! Here's what I learned...
Show Clients How to Lock in Gains
August 15, 2019
The market has been pretty volatile lately. Are YOUR clients locking in gains?
My Trial Retirement Update
August 1, 2019
Here's a quick update on my trial retirement. Give it a quick read to learn the lessons I've been learning!
TINA is back…
July 11, 2019
I first wrote about There is No Alternative (TINA) a few years ago. It's a major reason why the market just seems to keep moving up. But are there alternatives?
Your Financial Bunker: Life Insurance
June 27, 2019
Explain life insurance to clients like this: it is your financial bunker that can provide safety during difficult financial times. It can even have flexibility!
I'm Going to Work Until I Die
June 6, 2019
"Work for pay" is a common source of income for many retirement plans, but let me share the facts behind this suboptimal strategy.
Simplify Prospects’ Perspectives
May 30, 2019
Always maintain the simplest perspective possible to perfect your presentation. Doing so will ensure prospects understand the value in what you're saying.
Cracking the Retirement Income Code: “Hello to Close with Confidence”
May 14, 2019
In this post, Curtis Cloke contributes content to teach advisors and agents the importance of adapting their retirement-planning toolbox to changing times.
Retirement Reform and World Economies
April 25, 2019
Reform is coming. Government programs won’t be able to continue their course because of the economic climates of the world. Here’s what they’re considering.
Don’t Let Taxes Ruin Retirement
April 8, 2019
Whether your clients expect a tax refund or have to pay, you need to show them how proper tax planning pays off.
How to Change One of Retirement’s Largest Assets into Income
March 28, 2019
Social Security is probably the largest retirement asset for most people, but the equity in a home can be just as large. Use home equity wisely!
If I Was Your Coach
March 13, 2019
Why do professional athletes have coaches? They can help the players prepare a game plan. Before each appointment, you need to get your head in the game!
How Retirement Planning is Changing
March 2, 2019
We are experiencing a shift in traditional retirement planning. Let me share what you need to know and how to explain the research to clients.
Step Your Game Up with Seminars
February 13, 2019
Educational seminars can be a big investment, but they offer a HUGE return. Learn how to optimize your budget with this article!
How to Handle This Sensitive Subject: Long-Term Care
January 30, 2019
Everyone knows long-term care is an issue, but nobody wants to talk about it! Use these facts to approach the sensitive subject.
Tom Hegna’s 2019 Economic Commentary
January 14, 2019
Are YOU ready for 2019’s economy? Learn what will remain the same, what will change, and what your clients need to know!
The Research behind Retirement Alpha
January 2, 2019
You know the concepts I talk about are backed by math and science, but now I’m challenging you to apply this research to one of your portfolios for proof!
2018
Why Training Is so Important
December 13, 2018
Don’t slow down during December! Invest a few minutes reading about these training materials so you’re prepared for next year.
Don’t Let Objections Delay Your Conversation
December 2, 2018
Has a client stalled or interrupted your presentation with questions you didn’t expect? Here’s how being prepared will help you overcome any objection.
Some of the Best Money, Money Can’t Buy!
November 14, 2018
Here’s why Social Security is some of the best money, money can’t buy. Make sure your clients are maximizing their benefits!
How a Movie Can Convert Prospects
October 31, 2018
A single movie can have prospects asking the questions you want to hear. Here’s how agents and advisors are using The Power of Zero: The Tax Train is Coming
Targeted Tactics
October 14, 2018
There are specific marketing strategies every modern financial professional needs in order to generate revenue. Are YOU using them?
Get on Track for Next Year
September 30, 2018
Most of Q4 should be spent preparing for Q1. At the end of each year, I update all my slides and start practicing my presentations. Are YOU ready for next year?
The Secret Sauce of an Optimal Retirement Recipe
September 13, 2018
The optimal retirement recipe requires you to use guaranteed lifetime income. Well, in this post, I'm presenting the secret sauce YOU need to cook up a plan
Protect Your Spouse’s Social Security
August 29, 2018
Could your spouse live on just one Social Security benefit? Life insurance can cover final expenses and replace lost income.
Confidence Comes from Guaranteed Lifetime Income
August 14, 2018
Here's the latest math and science behind retirees' confidence in YOU!
Your 30-Seconds of Fame
July 30, 2018
An elevator speech is a great opportunity for you to practice and perfect your words, language, questions, and stories. Think of it as your 30 seconds of fame.
Psychonomics: How to Help Your Clients Understand
July 15, 2018
Those of you who have followed me know I have literally based my career on math, science, and economics, but for THIS post, I'm talking about PSYCHONOMICS!
Diner Wisdom
June 30, 2018
At 6:00 AM something special happens at your local diner. The “wise men” appear. Stop by next weekend, and ask them this one question about a secure retirement.
Tom Hegna Discovers the Real Fountain of Youth
June 14, 2018
No, really, I have discovered the secret to living longer, and you can even live a happy retirement at the same time!
How to Spend Your Love in Retirement
May 31, 2018
If you were not here, who would it impact and how? Perhaps you have a large family, long-serving trusted employee, favorite grandchild.
Transitional Language to Use in Your Appointment Tomorrow
May 14, 2018
Many of your products get a bad rap. Transitional language can keep your clients listening and guide the conversation toward the products you want to sell.
Why Ken Fisher really LOVES Annuities! (And YOU should too!)
May 14, 2018
Why Ken Fisher really LOVES Annuities! (And YOU should too!) Ken Fisher takes out full page ads that say “I HATE Annuities and You should too!”
The Inflation Virus
April 30, 2018
Your clients need INCREASING income to keep ahead of inflation. Here's how to ensure their purchasing power doesn't decrease over time.
Change Clients’ Tax Fictions into Tax Facts!
April 14, 2018
This isn't your typical "How To" article for tax season. It's about tax diversification and how you can help your clients avoid a big bill in retirement.
Is Prison the New Retirement Home?
March 31, 2018
You don't have to be a ward of the state, but if you don't plan for this you might be even worse off. This risk has one country's demographic retiring to prison
One of Your Single, Most Challenging Clients
March 14, 2018
Single women can be some of the most challenging clients because they often become single unexpectedly. Here are some simple solutions to their needs.
Remember These Retirement Solution Gems?
February 28, 2018
Dust off your copy of Paychecks and Playchecks and see if you remember these hidden gems. These are Solutions for Life so they still apply today.
Why Your Prospects Aren't Converting
February 13, 2018
No matter how much experience you have, prospecting can be a challenge. Here are a few ways to improve your process https://tomhegna.com/free-prospecting-guide
Here's What You Need to Know about Social Security in 2018
January 31, 2018
Social Security benefits undergo some key changes every year, and it's one of the only guaranteed lifetime incomes we all receive. Maximize your benefit!
Optimal VS Best
January 18, 2018
With 50 different opinions, but only one optimal way to retire, shouldn't you train to become the best at what you do?
Four Objections & How To Handle Them
January 14, 2018
The new Handling Objections section is now available 24/7 with Tom Hegna on Demand! Here is a sample of what you will see there.
On the Road Again
January 9, 2018
I'm always looking for ways to spread the knowledge of an optimal retirement so if you've ever had a burning question you wanted to ask me, check out this post.
2017
2018 Economy: What to Expect when Ringing in the New Year
December 31, 2017
Those of you who follow me know I release an economic commentary every year. Here is what we can expect in 2018.
The Cleanest Shirt in the Dirty Laundry
December 14, 2017
Economies all over the world are doing their 2017 "dirty laundry." The U.S. economy is no exception, but looking at the past suggests we watch other countries.
The Three Phases of Retirement
December 3, 2017
When you retire, every day becomes Saturday! You'll need a guaranteed playcheck for all of those weekends because that's when you tend to spend the most money!
How to Get Paid for Living Longer: Mortality Credits
November 27, 2017
Wouldn't you want to be paid for every year you live longer? Mortality credits provide that reward. A 71-year-old is rewarded much more than a 34-year-old!
Objections are Inevitable
November 1, 2017
Ever have a client immediately object to your financial products when they walk through the door to an appointment? Objections are inevitable. Anticipate them.
How to Plan for Taxation Risk
October 23, 2017
Remember reading about Trump's tax proposal several months ago? Well we have more details now. Start planning NOW to manage your risk later during retirement...
The Story of the Cash Cow
October 14, 2017
Do you have some of these guys around your office? If so, I want to hear about it. They make a great conversation piece don't they? Tell me how they've helped!
Paying Down Debt Creating Cash Flow
October 4, 2017
Paying Down Debt & Creating Cash Flow is part four of Managing Your Debt taken from the full episode of Right on the Money.
Step out of the traditional box!
June 5, 2017
Wake up. Breakfast. Drop the kids at school. Arrive to the office by 8am. Start cold calling clients about life insurance. Lunch at 11. Leave at 4:30 ...
Tax Cuts, Long Term Planning and What it Means for Your Retirement
May 14, 2017
President Trump released his tax proposal a few weeks ago, now that the immediate reactions have cooled, let's take a look at some of the market reactions.
2017 Economic Commentary
April 4, 2017
For those of you who have been following me through the years, you know I’ve been posting Economic Commentary for some time, and my predictions ...
2016
Newsletter December, 2016
December 14, 2016
Questions, Questions, Questions! As we close our books on 2016 and look towards 2017.
Newsletter November, 2016
November 14, 2016
“Hegna Discovers The Real Fountain of Youth!” Summer came and went in the blink of an eye. Hard to believe but 2016 is almost over.
Newsletter August, 2016
August 14, 2016
Beware of TINA: The Singing Siren Hey All! Tom Hegna reporting from a 14-day road trip where I’ll be visiting with retirees in New York, Virginia, Maryland ...
Newsletter April 2016
April 14, 2016
The 60/40 Portfolio is DEAD! Long Live Life Insurance and Annuities!!
Newsletter March 2016
March 14, 2016
Hello from sunny Arizona! It has been a turbulent year in the markets so far, which I’m sure has caused some stress for you and your clients.
B2c on the money news seniors taking debt into retirement
January 14, 2016
Warning! Baby Boomers with Mortgagees in Retirement Sandwiched in between two generations, middle class Baby Boomers find themselves paying the long-term ...
Saving money from cash flow
January 14, 2016
Saving Money From Cash Flow is part five of Managing Your Debt taken from the full episode of Right on the Money.