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The way I would approach it is to work an example of how a Variable Annuity will produce less after-tax retirement income than your approach. I am sure CFB can serve as a reference here. Then use that to show that the advisors are not considering what is best for her. Finally mention how much you are charging!
Maybe use the last ten years for the proforma rather than trying to forecast returns. YMMV
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For the fun of it...Keith
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