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

 

Annuity Marketing Tactics To Sell More Annuities

I mean it, selling annuities is the easiest sale in the insurance industry. It is all a matter of positioning and having a focus. The focus is simple: numbers. Having lots of people to see and tell the annuity story to is the secret. Leads and lots of them is all that it takes.

Insurance agents all have one thing in common, who can I see today? Many agents even have such a fear of not having anyone to talk to that it makes them almost paranoid. The solution is very simple, do more marketing. Remember, it is all about numbers.

Here is how to do it. Decide on a target market such as seniors age 65 and above as an example. Your target market can be almost anything such as any age group, any income and any asset level. Once you have located your target market then place your marketing plan in motion.

The marketing plan can be built around many different approaches so for the sake of simplicity let?s use direct contact (direct mail.) With your selected target market decide on a subject that will be of interest to this group. A sample topic may topics like this:

? Reduce your social security taxable income
? Protect your assets from nursing home expenses
? New rules regarding your IRA and how to reduce taxes
? Avoid probate cost for your heirs
? Etc. Etc. Etc.

Next select a service to do the marketing so the actual work is outsourced. Numerous choices are available and trying several will help you select one which fits your geographical area and personal approach. A simple Google Search will locate several choices but my personal favorites are (America?s Recommended Mailers, Kramer Mailing Services and Russ Jones)

Next do this, mail 5,000 mailers a month for a solid year. Do not stop and do not evaluate the program for the whole year. Be focused and do not quit. The cost will be approximately $1,300 a month and you should expect a return of about 2%.

Take the expected returns of 100 leads and have a professional telemarketer set your appointments (cost should be about $10 and a little spiff to her/him will go a long way, start small and bonus). If averages hold, you can expect approximately 40 quality leads a month or an average of 10 a week. The leads that you are unable to see place in a drip system and have your telemarketer recall every 2 months for a year. Working 10 quality leads a week for the work year will provide you with 1 (one) sale and the drip system will provide ? sale every other month.

The total sales you should make is 52 plus 6 from the drip system for a total of 58 a year. Next calculate your average premium per sale and for this you may use the industry average of $37,000. Multiply the $37,000 times the 58 sales and your total premium will be $2,146,000.

Multiply the premium ($2,146,000) times the average commission of 7% (varies and should be higher) and your gross income will be $152,220. Now subtract your cost of leads (12 months times $1,300 = $15,600) from the gross income and that will leave you a net income after sales cost of $136,620. You also need to average in the cost of the telemarketer and that will depend on your personal situation but a good rule of thumb should be $500 or so a month.

An annual income of $136,620 will place you in the top .6% of income earners in the United States. And it is all done with a simple process based on numbers. One important type is this; throw away the leads that you cannot reach and those who want to be contacted later. By throwing away the leads will set you free, truly.

There it is, simple, easy and totally manageable. Oh, one other thing, it is very profitable.

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

Annuity Help

Many people today are looking for annuity help . The biggest challenge seems to be that most of the help is biased. What exactly do I mean? I mean that there is always a vested interest for the person who is helping you with your annuities. They are out to sell you something so you don't know if they are doing it for your best interest or for theirs.

For instance, let's say you were looking for a fixed annuity. If you work with an agent who has a bias towards variable annuities or gets paid more for selling variable annuities, you may end up with something that doesn't fit your needs. Also, if you end up with a banker or financial advisor who does not do a good job at addressing your financial needs and concerns, you may end up with the investment of the day instead of the investment that's right for you. And by the time you realize it, it may be too late.

So how do you get help with your annuity? First and foremost you must help yourself. What is really good is to take inventory of where you are currently and where you want to be. Look at your current investments and your goals. Take a snapshot of your financial situation. This may sound elementary but most people don't do it. But the key is to do it before you seek help from an outside source.

Look, the reason is simple. The more you know going in, the better the chance that you will get what you want. Doing your financial homework is a critical piece of getting the right help. A good financial advisor will ask you to help him understand you so you can help him to help you. This is crucial to your financial future. Getting help with your annuity or your investments means helping yourself first.

The most important aspect of this comes at the time you need to make a financial decision about your annuities or your investments. If you know what you want, you will be able to figure out what you don't want. For example, if you want safety of principal and the advisor offers you a variable annuity, you can easily say no because you know that won't fit your goals. Also, the opposite is true. If you don't know what you want, you may know what you don't want and that may be a good place to start.

The bottom line is annuity and investment help begins with yourself. Understand your financial situation, your time frames, your needs for liquidity, and your goals. The specific investments and annuities you will use to accomplish your goals will come second. The more you help yourself, the more likely it is you will end up with the right annuity. Good luck and remember...

Ignorance is not bliss...

Tony Bahu is a licensed annuity agent who has helped many men and women own the annuity that is right for them and their family.

Tony Bahu is 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 on his document, visit the site below right now!
http://www.AnnuityMD.com