Do you want to sell more annuities? Do you want to have unlimited leads? Do you want to stop conservation on transfers? Do you want to reduce your future service commitments? Do you want to sell annuities without worrying that the prospect will change their mind?
If you answered yes to these questions, listen up.
The money from selling annuities is selling them to people who have very little money. Think about it for a minute, who is behind the rich and wealthy prospect…everyone! Look at all the marketing companies and their clever software programs and their beautiful graphics, their system for turning a prospect into a customer. I tell you this… not a single chance in the world, not now, not ever.
In fact, if I find a prospect outside of my target market, I refuse to talk to them. I have a specific target market and only work in that segment. Who is the target market and how do we access it?
If you draw a 5 mile circle around where you are right now, you will have more prospects in that area than you can see. Guaranteed!
The target market to work with are people with limited resources. By definition, they are those with $200,000 or less in available assets. Never go over that formula and you’ll be able to make tons of annuity sales. Ask yourself why? Why this market? The answer is simple, this target market needs the benefits that annuities provide. Security and guarantees plus the contractual characteristics that only life annuities can provide.
So do this…never take money from a bank for an annuity! Never! Help your clients get the best possible rate for their bank deposits. So, what money moves to life annuities?
Easy, take the money invested in risk categories. It carries the money over-invested in the stock market and being managed by the stockbroker. Take the easy money.
Most brokers will overinvest in this category of at-risk clients and if you move some of it back into safety, you will be doing the client a favor. They will be happy and so will you.
Here is a very easy way to determine the portion of assets that will be safely allocated.
Start with the number 100
Subtract your reached age (example) 75
the difference is 25
25% is the risk portion and 75% is the security portion. This very simple formula is easy to understand and easy for your prospect to visualize. Sell annuities for the benefits they provide and become an easy way to get the best clients in the world.
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