Annuity Marketing Through Gender Separation

These are really interesting when you break them down. The differences between how men and women look at life. Here are some thoughts.

REMOTE CONTROL. Female.... A device for changing from one TV channel to another. Male... A device for scanning through all 375 channels every 5 minutes.

COMMUNICATION

Female... The open sharing of thoughts and feelings with one's partner. Male... Leaving a note before going drinking with the guys.

Gender selling, is there a different approach? Here are my experiences: Selling annuities can also be separated based on the gender of your prospect. If you are selling to a single female (senior) safety and security is at the top of the list and trying to sell indexed annuities is not a good idea.

Single men are much the same way, generally safety and security is important and I have found that single men are always interested in how much of a monthly income they receive at some future point in time. Single females don?t seem to have this concern.

Now put them together and a whole new chemistry is developed. The male always wants to know how much can they make and to the female it is less important. In a married couples situation an indexed annuity almost always will win and it may have something to do with the hunter/gatherer/nest builder syndrome.

I am not being sexist here, but based on my experiences, men are hunter gatherers and women are nest builders. A nest builder goes through three stages, build the nest (early family), keep the nest tidy (family years) and clean out the nest (later in life).

So it is important to sell to the situation, married couples will almost always have an interest in indexed annuities because of the thoughts and needs of the male. Focus on upswing and yield as a benefit.

? Single females will almost always want safety and security and would not be a good target for an indexed annuity. Focus on safety and security.
? Single males will always have an interest in future income so focus on the benefit of annuitization.
? Married couples will almost always have more interest in how the money can grow. This can always be accessed by who is talking the most. If the husband talks the most then it is an indexed annuity sale. If it is the wife talking the most, then safety and security is the benefit to focus on.

By separating sales concepts via gender separation will in fact provide you an edge in selling annuities. Whatever you do always focus on the benefits an annuity can provide and how those benefits can be of use to your prospects.

Bill Broich is a 30 year annuity salesman who helps agents generate annuity leads. Visit his website to learn more - Annuity marketing