When agents talk about Multi-Year Guaranteed Annuities (MYGAs), it’s easy to assume the product is mainly “for the client.” After all, the client is the one investing the money, earning the interest, and relying on the guarantee. However, what makes MYGAs so valuable in today’s marketplace is that they’re equally relevant to agents, just in a different way.
The key to using MYGAs effectively is recognizing that agents and clients view the product through two completely different lenses. Clients focus on emotional outcomes like safety and certainty, while agents focus on strategy, positioning, and long-term planning. Once an agent understands that gap, they can use it as a major advantage in communication, trust-building, and closing business.
Want guaranteed growth with zero market exposure? A MYGA could be the stable solution you’ve been looking for.
Most clients aren’t comparing annuities based on technical details. In fact, many clients don’t even care about the product category name as much as they care about what it does. When a client is considering a MYGA, they’re usually thinking about one core idea: “I want a guaranteed return without market risk.”
From the client’s perspective, a MYGA feels like a safe place to park money where it can still grow. It’s appealing because it offers stability at a time when the market may feel unpredictable, confusing, or even intimidating. For many retirees and pre-retirees, the goal isn’t to outperform the market, it’s to avoid loss and gain confidence that their money will be there when they need it.
Clients also tend to appreciate how straightforward a MYGA feels. The idea of locking in a guaranteed interest rate for a set number of years is easy to understand, and that clarity often reduces hesitation. Instead of worrying about timing the market or wondering whether their account value will drop, clients can feel like they’re making a decision they can stick with.
In many cases, the emotional benefit is just as important as the financial benefit. A MYGA can help a client feel calm about retirement planning, and that calmness often becomes the deciding factor.
Agents, on the other hand, view MYGAs differently. While clients see security, agents see structure. Agents see a product that can fit into a broader plan, solve a specific need, and help move a conversation forward when a client is uncertain.
For an agent, a MYGA is often a powerful tool because it’s easy to position. It can be used as an alternative to leaving money idle, and it can also serve as a conservative anchor inside a larger retirement strategy. It gives agents an option that feels safe for clients while still offering a measurable benefit: guaranteed interest growth over time.
Beyond strategy, MYGAs can also strengthen client relationships. Since MYGAs are easier to explain than many other retirement products, the conversation tends to feel more transparent. That clarity helps build trust, and trust is what drives long-term business. In many cases, a MYGA isn’t just a single sale, it becomes the beginning of a long-term client relationship.
This is why MYGAs matter to agents. They aren’t just a product to offer. They’re a way to communicate stability, professionalism, and client-first planning.
One of the biggest mistakes agents can make is explaining MYGAs the way agents understand them. When the conversation becomes too technical, clients may feel like they’re being “sold,” or worse, they may feel overwhelmed and back away entirely.
Clients rarely make decisions based on product mechanics alone. They make decisions based on what they believe the product will do for their life. That means clients are buying confidence, predictability, and peace of mind, even if they don’t use those exact words.
Agents, meanwhile, naturally want to explain the product correctly and thoroughly. That’s a good instinct, but it has to be balanced with the client’s perspective. The most successful MYGA conversations happen when agents start with the client’s emotional goal and then connect the product to that goal in simple, relatable terms.
When an agent understands that clients are focused on certainty while agents are focused on structure, it becomes easier to communicate in a way that feels natural instead of sales driven.
Understanding the client’s viewpoint is more than just good communication, it’s a sales advantage. When an agent speaks in a way that aligns with what the client actually cares about, the client feels understood. And when a client feels understood, they’re more likely to trust the recommendation.
This is where MYGAs become especially powerful. They allow agents to lead with clarity. Instead of presenting the product as an “annuity option,” agents can frame it as a guaranteed plan with a clear timeline and a predictable outcome. That approach feels less intimidating and more empowering for the client.
Additionally, agents who understand client emotions can identify when a MYGA is not just a good fit financially, but also the best fit psychologically. Some clients don’t want to think about the market every day. They don’t want complicated explanations. They want a decision they won’t regret. In those situations, the MYGA can be the exact product that helps the client move forward with confidence.
Clients often communicate their needs through concerns, not product requests. They may say they want to be “more conservative,” or they may admit they’ve been holding too much cash because they don’t trust the market. They might even say they’re tired of financial decisions and just want something that feels stable.
These are all openings for a MYGA conversation. When an agent hears those signals, the next step isn’t to jump into rates or terms. The best move is to validate what the client is feeling and then introduce the MYGA as a solution that matches that mindset.
The more natural the conversation feels, the easier the decision becomes. When clients feel like they’re choosing a solution rather than being pushed into a product, they’re far more likely to move forward.
At NFI Solutions, we know that agents are most successful when they have strong support behind them. That’s why we help agents throughout the MYGA process by providing the back-end support and product information needed to serve clients confidently.
From product guidance and carrier comparisons to case support and process help, our team works alongside you so you can stay focused on what matters most: understanding your clients, offering the right solutions, and building long-term relationships that grow your business.
Read More