If you already have an annuity you don't have much choice.

When you read about the debates, and people who talk in absolutes that annuities are terrible or the greatest thing, they're really neither. There's no such thing as an all-bad, or all-good, investment. You have to look at your overall investing strategy.

A lot of people thought we were crazy for getting into the annuity business. What we tried to do is pull out all the things in a variable annuity that people don't like. They come to us for more choices.

That choice reinforced the purchase. It also allowed the customer room to grow toward incremental products and purchases.

We don't have a choice. If we want to win the championship we have to try and get maximum points... and that is where the competition lies at the moment. And the whole objective for both teams is to get maximum points.

It gives the players choice as to who they want to talk to. We never want players of all the same stereotype. We want our players to be individuals, not a common blanket.