In this episode, we unpack why becoming an expert in the annuity industry isn’t the finish line—it’s the starting point. Having a solid grasp of products, strategies, and regulations is the bare minimum every agent should strive for. But what separates the average from the elite is what you do beyond that—going the extra mile for your clients, working closely with carriers, and constantly leveling up your knowledge and effort. If you want to be a top producer, it starts with expertise, but it takes much more to truly stand out.

In this episode, we talk about the deeper mission behind Retirement Realized—building high-character individuals first, because true success in this industry starts with who you are, not just what you achieve. The goal isn’t just to create top producers, but people who lead with integrity, generosity, and a genuine desire to serve others. That kind of character shows up before the big numbers ever do, and it’s exactly what sets the foundation for lasting success in the annuity business and beyond.

This episode covers two often overlooked but critical areas for annuity agents: tracking your numbers and understanding Roth conversions. We explore why consistently monitoring your activity and performance metrics can lead to smarter decisions and better results. Then we break down the value of Roth conversions, how they fit into retirement planning, and why they can be a powerful tool in client conversations. Packed with practical insights, this episode is all about tightening your process and adding more value to every appointment.