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Turning Old Annuities Into New Business: Why Now’s the Time to Talk FIAs

Picture of Eric Estrada

If you’re an advisor working with clients who purchased Fixed Indexed Annuities (FIAs) between 2018 and 2021, you’re sitting on a huge opportunity—one that could lead to better outcomes for them and more business for you.

Let’s break down why now is the time to have this conversation.

A Market Rebound = A New Era for FIAs

During the low-interest-rate years, cap rates on FIAs were… well, underwhelming. Even though clients appreciated the principal protection and market-linked growth, the upside was modest. Many clients bought FIAs during that time with good intentions, but the product performance simply couldn’t match today’s potential.

Fast forward to now—and everything’s changed.

Today’s higher interest rate environment has allowed carriers to beef up FIA features like:

  • Significantly improved cap and participation rates

  • Larger premium bonuses

  • More competitive income and accumulation options

Why Premium Bonuses Are the Game-Changer

Many new FIAs offer premium bonuses—sometimes 10% or more—that are immediately applied to the contract’s value. For clients stuck in underperforming FIAs with years left on the surrender schedule, this bonus can be the lever that makes a move financially sound.

Here’s the conversation to have:

“You may be able to get out of that older annuity with no real downside—and step into a new one that offers more growth, more value, and better long-term outcomes.”

In the right scenario, that bonus can offset surrender charges entirely, giving your client a clean slate and renewed growth potential.

A Built-In Reason to Reconnect with Clients

This environment gives you a perfect reason to re-engage clients:

  • Offer them a free annuity review

  • Walk them through their current performance vs. today’s market

  • Present new options that may better align with their retirement goals

You don’t need to sell—it’s a service conversation. And it often leads directly to a business conversation.

Ideal Clients to Target Right Now

🔎 Anyone with an FIA purchased between 2018–2021
🔎 Clients who’ve expressed frustration with their annuity’s growth
🔎 Clients nearing retirement who want more guaranteed income
🔎 Anyone open to maximizing a safe money strategy

Use This Market to Grow Your Book

This isn’t just a client service opportunity—it’s a business development play. Every stale contract you help refresh:

  • Creates a new sale

  • Strengthens your relationship

  • Opens the door to referrals

And most importantly, you’re helping your clients optimize a strategy they already believe in.

We’re here to help.
If you’re not sure which clients to start with, or you want help reviewing contracts, lean on us. Our complimentary annuity review service can help you identify which accounts are ripe for a transition—and which product options best suit each client’s goals.

Bottom line for advisors:

Don’t leave clients stuck in yesterday’s FIA.
Use today’s market to unlock better performance—and a stronger retirement future—for them and your business.