Think Of Gathering Instead Of Accumulating For Annuity Sales

Client Gathering

Our goal is to extend our marketing effort with new relationships. These relationships should be with agents who have experience with selling products in the senior market. This vision is to build an interactive client base through the process of client gathering.

Client gathering is much different than client building which is a term associated with large career life insurance companies such as New York Life, Prudential etc. Client Building was a concept by which the agent grew with the client and as the client increased net worth and insurance needs changed the agent was there to provide the insurance products. Studies have shown that this concept when followed to the end would have provided a relationship with 7 direct sales and 20 indirect insurance sales over the course of the agent?s career. This type of selling is arduous and expensive plus it is not especially profitable. It is however profitable for the insurance company because it allows for the careful spacing of different age brackets of the insured. The agent in effect has used his career and effort to make certain the insurance company has hedged itself against changes in attitudes by a single person by spreading out the risk over many different people.

Client gathering is much different. Client gathering is collecting people at the end of their careers when their accumulation process is ending and the need for stabilization becomes the goal.

That is what we do, stabilize.

Everyone at one some time of their lives needs to run to safety. Safety falls into three possible categories.

? Banks or financial institutions
? United States Treasury
? Insurance Company Annuities

Our goal is to assist the client into repositioning their assets into the most stable positions while earning the best possible yield. This is done by educating the client on the benefits they will enjoy with each of these products.

The process of education centers on understanding how the client feels about their life and how their assets could be used to accomplish their goals. By understanding how a prospect feels about their personal assets allows us to determine exactly how safety and security can play a part.

When a prospect decides that safety is the more important goal with their finances then providing stabilization becomes the most important agenda.

Stabilize for safety.

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

 

Want More Annuity Sales Leads? Use a Pitch Book

A ?pitch book? is a short explanation about what you do as a salesperson and a brief insight into our industry and our products.

My pitch book changes constantly as situations in the financial marketplace change but it is always the same. It tells the prospect about me and our industry. I like to keep it fresh and always in movement as situations evolve. This business is very competitive and keeping a pitch book fresh will have an impact on your ability to build relationship quickly.

Here are some tips to building and managing a successful pitch book.

A historical perspective of the past is important. If you are an annuity salesperson then show how annuities have helped so many people in the past. Connect the past to the present with human evolution such as ?Did you know that Benjamin Franklin owned annuities??

A nice touch is to relate the American economy with the possibilities of the future. This allows for your prospect to relate to their present situation w by viewing a longer period of time such as 1950 to 2000. The Dow Jones Industrial Average and the S/P 500 can be very persuasive in making this point.

A good point is to show how world events can affect the financial markets and by showing the possibility of a downside will strengthen the overall presentation. This allows the prospect to understand that there can be times when investments may become more volatile and that a plan that stays the course is a plan that will work over a long period of time.

Third party information is essential. By referring to another source will show credibility to you. These can be newspapers and magazines that are relevant and allow their use.

Explain the process about how you work and the time frames and the steps to working towards a goal. Try and place the client into understanding how this process can be personalized to his situation.

Fully explain your services and what the prospect may expect from you. I always include a list of references in my pitch book and I always give my book to the client as a first meeting gift. If possible package the book in an upscale manner so that your prospect fully understands you are a professional and you expect to be treated that way. By setting the stage in this manner you will remove many obstacles that will appear during the final sales process.

1. Describe how any unique features of your approach that are aided.
2. Close by showing samples of what your thinking might look like if it were pulled together into a plan or specific portfolio for today.

A good pitch book helps point out what you have to offer, how it's different and what you hope to accomplish. Your pitch book will set you aside from other salespersons and by taking the extra step in content and packaging will take a huge step in making your prospect your client.

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

Close More Annuity Sales Leads

Most agents lose tons of sales because they are so obsessed with talking they forget to listen. They need to tell all about their products features and how great it all is. They can never wait to make their point about how much an annuity can yield. Product Product Product.

The problem is simple, the prospect just doesn?t care. The features of an insurance product are secondary and nothing more. Selling product features makes you an amateur. If you want to be an order taker, go to work for the bank, that is what the tellers do, follow and take orders. Focusing on the ?selling of the product? is what bank clerks do, fill an order.

How do you set yourself apart? Listen and focus on what the prospect is saying because they will always tell you how they feel. Once you understand how they feel then you can provide a product that fits their needs. It is such a simple process, listen and quit talking.

It couldn?t be simpler or more difficult. We all want to talk when in fact listening is a far better way to sell. By asking simple probing questions that elicit a feeling answer is how you place the benefits of the product in line with the feelings of the prospect.

A very simple method of ?feeling? selling is basing the sale on building the relationship. This is easily done by using a track to run on. I prefer a fact finder one in which I can follow a script with the questions in order.

Ask yourself, am I an amateur or am I a professional? Professionals develop relationships based on client needs and amateurs spend their time talking and selling products. Professionals focus their time learning their client needs compared to amateurs who use the sales approach. It is not about the products, it is how the benefits of the product can fill the needs of the prospect. The more questions that can be asked and answered will build the relationship the quickest.

Listen, probe, question?sell.

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

LeadZILLA: Best Annuity Lead Program?

LeadZILLA, a direct mail annuity lead program, won the Readers? Choice Award in a survey of independent annuity producers polled by Senior Market Advisor Magazine. But after thoroughly testing the system myself, do I see LeadZILLA as king of the jungle or a big bag of gas? I have invested thousands of my own dollars into LeadZILLA to generate leads for my own general agents to use, and I?ve learned a few lessons along the way.

The numbers speak for themselves. My first mail drop was on September 23, 2005 and, as of this writing, I have used LeadZILLA continuously for the past fourteen months. I have mailed out 44,800 pieces in 224 drops and received 1,295 direct response cards back in the mail. This is a response rate of 2.89% and an average of 5.77 lead cards for each 200 piece drop.

The lead system's proprietor boasts an average of 6 lead cards returned for every 200-piece drop. My average of 5.77 cards is close enough that I?m not going to snivel over the .23% difference. As we in the insurance industry know, pools of statistics paint with a broad brush. I?ve seen return rates ranging from zero cards back to 20 back, each from 200 pieces mailed out. Individual return rates are one of those mysteries of life, but I always advise my agents to select zip codes on the outskirts of town and away from affluent neighborhoods.

The good news is that LeadZILLA is part of a Marketing Allowance Program (MAP), which makes it free with production. For every (roughly) $40,000 in annuity premium issued by one of four carriers ? Allianz, American Equity, Sun Life Financial, and ING ? the agent receives a 200-piece mail drop. On average, each piece of business leads to six additional prospects, which in turn leads to more business and more prospects in a self-perpetuating cycle.

But this cycle is quickly broken with this or any lead system when the agent tries to take the lazy way out. Do not (I repeat, DO NOT!) destroy a perfectly good direct response lead by picking up the telephone and becoming a cold-call telemarketer. You?ll be lucky to set an appointment with one in six prospects, and you?ll quickly join the ranks of the 90% of insurance agents who fail. Instead, route out your cards, get in your car and spend an afternoon using the Drop-By System.

Here are the steps to remember with the Drop-By System. Park your car directly in front of your prospect?s home or in their driveway. Leave the engine running and the door open. Get out of your car, turn and wave at the front window as if someone saw you drive up. (In case someone did see you drive up, they?re busted!) Knock on the door and stand sideways a few feet away. When your prospect comes to the door, glance at your watch and say, ?Hello, may I speak with Mr./Mrs. (Name on card)? I?m (Your name) and I only have a minute, but I was passing by your street and thought I might stop by to set up an appointment to go over this information you requested (show them the lead card they filled out and signed). Is Thursday morning at 10 good, or is Friday morning at 9 better?? Let the conversation go where it will. Some of my biggest annuity sales started out discussing Mr. and Mrs. Prospect?s cat.

They can?t very well hang up on you. They can, however, see that you are a living human being with ?evidence? in your hand, a smile on your face, and a simple duty to fulfill their request for information. You?ll set appointments with four out of six prospects. What?s more, when you return for the appointment you won?t be a stranger. Odds are you?ll leave with deal in hand.

I have additional information on LeadZILLA and other annuity lead and insurance lead programs. Feel free to contact me. Direct mail lead generation is one of the best methods I have used in my decades of direct sales. Popular vote says LeadZILLA is the best. Who would argue with the king of the jungle?

http://www.Free-Insurance-Leads.com Gary Le Mon is a wholesale distributor of fixed indexed annuities for Allianz, American Equity, Sun Life Financial, and ING. Author and developer of the Safe Money Seminar, a financial planning seminar for Seniors, Gary serves as guest speaker on behalf of agents and agencies nationwide. He is coach, mentor and motivator to over 700 general agents in his insurance marketing organization, InsuranStar Marketing. See also Insurance-Lead-Programs.com.

What Is A Split Annuity?

The Split Annuity is a combination of an immediate annuity and a deferred annuity, structured to provide immediate income, much of which is after tax dollars (return of premium), while returning the original premium (before taxes).

The income is guaranteed for the length of the contract, while the deferred dollars grow at current, tax-deferred interest rates.

A single premium is used to fund the Split Annuity. Annuity Companies issue two contracts, one for the guaranteed income and one for tax deferred growth.

The Split Annuity offers a guaranteed monthly income.

The Split Annuity features competitive interest rates, tax-deferred growth and partial withdrawal options.

The Split Annuity is flexible. A new income stream may be developed from the deferred annuity proceeds at a later date. The deferred annuity also allows for additional partial withdrawals, plus the continued tax-deferred growth eventually ?replaces? the immediate annuity premium.

What is a Tax-Deferred Annuity? A tax-deferred annuity is a contract between you and the insurance company with guaranteed interest and guaranteed annuity income options. There are no upfront sales charges or administrative fees during the life of your contract.

Advantages of Tax-Deferred Annuities include tax deferral, stability, may avoid probate, liquidity features, and guaranteed income.

One of the primary advantages of deferred annuities is the opportunity to accumulate a substantial sum of money by allowing your premium and interest to grow tax-deferred. Unlike taxable investments, you pay no taxes on your annuity interest until you begin to take withdrawals or receive income. This allows your money to grow faster than in a taxable account, because you earn interest on the money that would have otherwise been paid in taxes.

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Jeff McLeod is a fixed index-linked retirement income annuity specialist. To get a copy of the Buyer?s Guide visit http://happyretiree.com/

Sell Annuity Settlement

A structured settlement is a monetary grant that is often the result of a successful lawsuit. Often the lawsuit is in reference to an injury case, which results in an insurance agreement. This payment is financially planned to guard the settlement sum and to offer the beneficiary with safe returns. Often the receiver is incapable of work, restricted in work capacity or has endured loss in earnings due to work absence as a result of injury. The structured settlement, also known as an annuity settlement, offers the receiver a long-term, steady and tax-free income.

An annuity settlement or a structured settlement uses annuities as a mode of compensation. However they have a basic difference. A regular annuity is a result of an investment or retirement option, whereas a settlement is a result of an injury or insurance settlement.

To ensure an annuity settlement payment remains tax-free and protected for its tenure, a beneficiary cannot ask for payment augmentation or payment advances. At times this is a predicament incase the receiver needs quick cash or a large sum of money. In such scenarios one may search for an annuity buyer.

Through an annuity buyer, one can sell settlement payments for money. The process allows a person to get the cash that is needed at a time, while the buyer takes over ones annuities and collects the payments as prearranged.

If one has an annuity settlement, it is beneficial as it provides a continuing and steady income in case of accident related disability. Nevertheless, need for money may arise at any time. Hence, in situations like this it is advisable to sell annuity settlement at a bargained price to be able to use the money to its full potential.

Sell Annuity provides detailed information on Sell Annuity, Sell Annuity Payment, Sell Annuity Settlement, Sell Health Annuity and more. Sell Annuity is affiliated with Annuity Leads.

Annuity Payments

Annuities are a series of payments made by an institution like an insurance company to the annuitant at regular intervals of time over a fixed time period. The payments are fixed and may be on a yearly, semi annual, quarterly or monthly basis. Generally, there are two types of annuity payments called ?ordinary annuities? and ?annuities due?.

Ordinary annuities require payments at the end of every period until the maturity period of the investment. For example, with bonds, usually the seller pays coupon interest payments to the buyer at the end of every six months. However, sometimes annuity payments will be made at the beginning of each period like a rent payment. These are called ?annuity due?. Depending on the frequency of annuity payments, annuities can be divided into deferred annuities and immediate annuities. In immediate annuities, annuity payments are made at much frequenter intervals. Deferred annuities will make the annuity holders receive payments depending on the nature of the annuity. If the deferred annuity is a fixed deferred, the holder will get the guaranteed rate of return at regular intervals over the life of the contract. If it is variable deferred annuity, the payments depend on the performance of the underlying investment. This means the annuitant will not receive any guaranteed amount. However, the payments under the variable annuities are tax-free or tax-deferred.

There are several types of annuity payments depending on the nature of the annuity. If the annuitant or the nominee receives payments after the fixed period in spite of any contingency, such payments are called ?annuity with period certain?. If an annuity payment continues after the death of the annuitant, it is called a ?life annuity? payment. If it continues over the annuitant?s life or for a fixed period (whichever is longer), it is called ?life with period certain?. The latest version for annuity payments is called ?equity-indexed annuity payments?.

It is not advisable for the annuitant to get cash value of the annuity by cashing out, unless the annuitant is under financial stress. The ultimate responsibility of cashing out an annuity and getting the payments rests on the shoulders of the annuitant.

Cash For Annuities Web provides detailed information on cash for annuities, annuity brokers, annuity buyers, annuity payments and more. Cash For Annuities Web is affiliated with Cash Out Refinancing Scams.

Help With My Annuity

The cries are heard from the distance, "I need help with my annuities." Nothing has changed...just a lonely senior who can't trust anybody with her annuity because every time she asks for advice, someone tries to make her invest in a different annuity...Sound familiar? Well you are not alone.

Often times when speaking to a senior about their annuities, I ask them their biggest complaint. Time and time again they say that it is hard to find someone who can help them with their annuity without trying to sell them another one. It is not uncommon. The truth of the matter is, many annuity agents are not out to help the client, but to help themselves (I am sure you are not surprised). They want to make the "fast buck" without regards for the client's needs or investment objectives. The unfortunate part is that, this isn't going to change.

Honest help with an annuity is hard to find. Insurance agents don't get paid for their time, they usually only get paid for making a sale. So it's no wonder why they always recommend another annuity. I once visited someone who needed help with an annuity that an agent "talked him into." The problem was, in order to get into this annuity, the agent talked him into surrendering his old annuity and paying a $13,000 surrender charge to do so-AND THE ANNUITY HE PUT HIM INTO WAS WORSE THAN THE ANNUITY HE GOT HIM OUT OF...When I asked him why he called the other salesperson in the first place, he told me he just needed to make a small withdrawal from his annuity and didn't know how...And the agent tricked him into switching it into another annuity and paying a huge surrender charge which he could never recover due to his age...Fortunately it wasn't too late and we were able to reverse his transaction.

However, good help is hard to find. There is no doubt. This may come as no surprise but my recommendation to anyone who needs help is to first purchase the book "Annuities: The Shocking Truths Revealed." Sure, I wrote it and sure I have a vested interest in saying that, but at least it talks about annuities in a way that anyone can understand them. And at least it points out all the things people who own annuities or are looking for annuities need to be careful of. Most importantly, it points out the dirty little secrets that agents never tell you about annuities.

The bottom line is this. If you need help with your annuity, you need to be vigilant. Many agents are out there for their own good and you must be aware of this. Utilize your resources and learn the right questions to ask your agent before making a decision (Also found in the book). Sure, you may just give up and never get help but the worst decision is no decision. Help with your annuity is hard to find, but not impossible...that's why I wrote the book!!! Good luck and remember...
Ignorance is not bliss...
Tony Bahu is also the author of the controversial document, 'Annuities: The Shocking Truths Revealed', which reveals the secrets that the banks and insurance companies don't want you to know. For more information visit www.annuitymd.com