As the head of a company that manages more than $23 billion in annuities, Mr. Broad has plenty of ideas about successful marketing strategies. In this second installment of a recent speech to the National Association for Variable Annuities, Mr. Broad gives advice on how to sell annuities through banks.

Approaching the bank marketplace, in particular, demands certain disciplines. I would like to describe five disciplines that we at SunAmerica have found important.

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