Securities America advisor Bill Kantner had the kind of problem most advisors only dream of: 90 prospects — all of them retiring Verizon employees – were ready to move into the next next phase of life. He needed a way to support their needs, and his firm had it — a program aptly called NextPhase, an income distribution strategy that includes an income guarantee.

Zachary Parker, Securities America's first vice president of annuities and insurance, got his team to quickly supply Kantner with 90 proposals. The pitches were effective. Kantner converted 60 prospects into clients, with a combined $30 million in assets.

But the home-office support for Kantner, based in Chadds Ford, Pa., didn't end there. Securities America fielded an average of one call a day from Kantner's office for a month, then the pace slowed to one every other day, Parker told AdvisorOne in an interview. The calls eventually stopped coming as Kantner's team mastered the system. But Parker's office still gets 30 to 40 calls a week from the nearly 350 other advisors enrolled in the plan.