Social Security covers the first 41% of your client's retirement income.
The moment a 63-year-old asks you for guaranteed income, the case goes somewhere. When it gets referred out, roughly a third of the funding AUM never comes back. On August 6, Andy Robertson shows you where the Social Security floor stops — and how to fill the gap yourself, without an insurance license and without leaving your fee schedule.
Date
Thu, Aug 06th
Time
Noon, ET
Cost
Free
Save your seat.
45 minutes. No sales pitch, no product pushing — a working session on the income conversation you’re already having.
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⚡ One session. One date. No replay. ⚡
The Problem
Most advisors close a case, look up, and realize the pipeline’s empty.
It’s the 90-to-120-day RIA lull — and it’s not a prospecting problem. It’s an activity tracking problem. Are you stuck in it?
The Solution
On Wednesday, May 20th, practice management coach Kari Gillenwater is joining RIA Fiduciary Solutions for a live session built around one simple framework:
6 S’s of a Sales Cycle
One page. Six stages. A pipeline that never goes dark.
One retiree's monthly income need.
The floor — Social Security
Andy owns the floor.
Claiming strategy, longevity, inflation, taxation. No product, no commission, no conflict.
You own the gap.
Or you don’t — and it gets referred to someone who does. That’s the entire economics of this hour.
Every advisor already knows Social Security is the floor. Almost nobody has a plan
for the space above it that doesn’t involve handing the client to someone else.
Three things you'll walk out with.
This is not a product webinar. It’s a working session on the mechanics
of an income conversation that is already happening in your book, with or without you.
01. Floor
Social Security, optimized
Andy Robertson has spent his career teaching advisors to treat Social Security as the foundation of a retirement income plan rather than a form to file. Claiming sequence, spousal coordination, the tax torpedo, and what longevity and inflation actually do to the floor over 30 years.
02. Gap
The space above the floor
Where the plan needs guaranteed income the floor doesn’t provide. How to size the gap honestly, when advisory-class solutions belong in it and — just as often — when they don’t. Fixed, indexed, RILA, variable: what each one is actually for.
03. Execution
The part most advisors get stuck on. If you’re not insurance licensed, RIAFS executes under our license. If you are, we integrate with your appointments. You stay planner of record, the assets stay on your platform, and your fee schedule doesn’t change
Bring a pen — Kari builds the framework with you, live.
Five things, specifically.
How to find the exposed households in your own book — the 60+ clients sitting on cash, CDs, and short Treasuries who are about to ask you an income question you don’t have a clean answer to.
How to size the income gap in front of a client — the floor, the need, and the number in between, in language that doesn’t require a spreadsheet.
When an advisory annuity is the honest answer — and when it isn’t. Including the cases where the right recommendation is to do nothing.
How to run the case without an insurance license — intake, design, e-app, issue, servicing. What we do, what stays with you, and what the client sees.
What happens to the AUM. Advisory-class contracts, billable positions, and clean data back into your planning and reporting systems.
Who this is for
Investment Advisors (IA only) — no insurance license, clients asking income questions, no clean way to answer them.
Hybrid RR/IA advisors — already dual-licensed, but the annuity workflow is slow, conflicted, or bolted onto the side of the practice.
Advisors with a CD and cash pile in the book — the rollover wave is coming and that money is currently earning you nothing.
Anyone who has referred an income case out and watched a third of the funding assets never come back.
Who it’s not for: retail clients, insurance-only producers, and anyone looking for a product pitch. This is a session about planning mechanics and case execution.
Put a number on your own gap. It takes six minutes.
The AUM Leakage Calculator estimates the advisory fee revenue at risk from clients likely to surface an income or protection question in the next 24 months — and the assets that walk off your platform when those cases get referred out. Five inputs. Every assumption editable and visible.
The promise, unchanged
Every calculation runs in your browser. There is no submission, no analytics on your inputs, and no email gate. Open DevTools and check. The honest answer might be zero — that's useful information too.
Who's on the call.
Andrew Robertson
Head of Business Development & Training, CSSCS
Andy has sat in nearly every seat in this business. He started on the retail side as a top-producing advisor, got tapped for management, then moved into wholesaling, divisional and national sales leadership, and finally channel head — the full length of the distribution business, seen from every angle. Twenty-five years ago he left to build his own firm, which became CSSCS.
Since then he has put several thousand advisors through his course and spoken with thousands more on retirement income planning and asset optimization. He is the creator and architect of Social Security Optimization, and treats Social Security as the foundation of an income plan rather than a form to file — the erosion of retirement capital by longevity, inflation, and taxes is the problem he has spent a career teaching advisors to solve. Northeastern University, B.S. Economics, 1990.
On August 6 he builds the floor — then hands off to the harder question: what to do about everything above it.
Disclosure: Andrew Robertson is also Founder and President of Capital Indemnity Group and Red Zone Wealth Management. He is a paid guest presenter. We're telling you this up front because you'd find it in ninety seconds anyway, and because a session about fiduciary conflict should not have an undisclosed one.
About the Speaker
Mike Thompson
Director of Advisory Annuities, RIA Fiduciary Solutions
Two decades across the full annuity lifecycle — as a producing advisor, a wholesaler, and an OID lead. Mike runs advisory case design and legacy-contract analysis for the RIAs we serve, giving you a straight read on what to keep, what to modify, and what to modernize. He’s the one who tells you when the honest answer is to leave a contract alone.
Declan Donahue
Advisory Consultant, Outside Insurance Desk
Declan’s focus is the value already sitting in your book. Through contract reviews and OID analysis, he surfaces opportunities to improve client outcomes without adding a single new prospect — the un-glamorous work of making the relationships you already have worth more to your clients and to your practice.
Securities offered through Simplicity Investments, Member FINRA/SIPC, 475 Springfield Ave, Summit, NJ 07901 (303) 797-9080. RIA Fiduciary Solutions (“RFS”) is not affiliated with Simplicity Investments. This is not an offer to sell or a solicitation to buy in any state the representative is not securities registered and insurance licensed in.
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