By Rich Lane, 2nd VP of Sales and Marketing, Individual Annuities. This article originally appeared in the December/January 2016 issue of NAFA Annuity Outlook magazine.

The Standard announced on Jan. 25, 2017 that Rich Lane has been promoted to second vice president of Individual Annuities Sales and Marketing.

Steps to Success

Success is easier to achieve when you realize the potential already within yourself. By focusing on what is already in place, you can build your fixed annuity business and be the best you can be.

Follow these steps to create success for yourself and your clients.

1. Use Your Existing Successes

Are you keeping up with your social media connections? Here are some tips you may find useful: 1) Complete a search at least once each week to find new connections. 2) Engage with 1 or 2 posts from a connection, in a group, or from our company page by liking, sharing or commenting on the posts.

The IRS requires that The Standard files Form 1099R by Jan. 31 of the year following a taxable distribution. Your clients will receive their 1099R no later than the second week in February. Please note, if a distribution was not a taxable event, such as a qualified transfer between financial institutions, or your client did not take a distribution in 2016, a 1099R will not be generated.

Start the year off by connecting with your clients and offering a beneficiary review. It is a critical, value-added service you can provide to current and prospective deferred and immediate annuity clients.

Social media can be a valuable tool in your sales arsenal, but actually using it on a regular basis is key to it paying off. So make it part of your daily routine by: Logging in every morning to look for new connection requests and messages; replying to them as necessary, just like you would with your email.