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If you want to get more interested, high quality annuity prospects to come to you and start making the income you desire…
...then you must STOP wasting your time and money using the outdated, ineffective, stress producing, 'Quick Fix' traditional product driven annuity prospecting and sales methods used by most annuity producers!
Let's tell it like it really is... Most agents, planners and advisors aren't making it!!!
The Sad Truth...
It's well documented by LIMRA and other research organizations, that 80% of all the people, who come into this business, fail in the first year. Of the 20% who do make it past the first year, most of them are out the business by the fifth year. And, the real sad truth is that the few people who make it past the fifth year have net incomes of less than $45,000 per year.
What's the main reason why so many people struggle, and why do so many people end up leaving this business? It's no secret...
It's because most agents, planners and advisors are unable to get in front of enough of the "RIGHT" interested, high quality prospects, on a consistent basis, to make a decent living.
The insurance and financial services industry does an adequate job of giving you the tools, products and training you need to make sales, once you're in front of the right people...
What they don't give you, or teach you, is an easy, effective way for you to be in front of the 'right prospects' everyday.
Instead, they want you to give them a list of 100 or more of your closest friends, relatives and acquaintances. And when you're done selling them and the few referrals you may get, then it's 'Dialing For Dollars' time.
The truth is, it doesn't matter how knowledgeable you are, or how great your products or companies are, or if you're the greatest salesperson in the world. You can't make sales, or a decent income, if you're not consistently in front of the RIGHT interested, high quality prospects...
'So, What's The Missing Ingredient
To Exploding Your Annuity Sales and Your Income?'
It's understanding that...
You're Not In The Annuity Or The Investment Business…
You're In The Marketing Business!
That's right, you're NOT in the annuity or investment business. You're operating a marketing business that happens to sell annuities and investment products .
If you really want to close more annuity sales, earn a six figure income, work less hours, and enjoy long-term success, then you must stop doing what everyone else is doing.
You must find better, more effective ways to position yourself to attract a steady stream of the RIGHT, interested, high quality annuity prospects to you.
There is only one way to do that...
...it's through marketing.
Look, you can keep searching for a quick fix, just like most of the advisors who are struggling do...
Or, you can learn what the Top 1% of Annuity Producers know...
Marketing Is The Only Function In Your Business
That Brings In Clients... Produces Sales...
And Generates Profits!
Imagine how much easier your life would be, if you only saw people who wanted to see you!!!
Your career would be a lot easier... You'd be working a lot less hours!
You'd be making a lot more money... And, you'd have a lot more fun!
How much longer are you going to continue to do the same old pressure filled things that are bringing most advisors only mediocre results?
Isn't it time you learned more about marketing...
One of the smartest marketing men on the planet, Dan Kennedy, has boiled marketing down to this very simple, but very powerful formula:
"The Right Message, To The Right Market, At The Right Time!"
Unfortunately, most agents and financial services professionals miss one, two or all three of these factors, and as a result, they have very mediocre sales results and continue to struggle year after year.
Not using these three marketing success factors is costing them millions in lost sales every year!
Here's How You Can Easily Fix These Problems:
1. Decide which product or service is going to be your main focus, your specialty. This is Critical to the success of all marketing campaigns.
2. Define who the best prospects are for that product or service. (your niche market)
3. Form Joint Ventures with other successful business that cater to your ideal prospects and get them to endorse your services to their best clients.
4. Create a computer database of all your prospects and existing clients. You want to be able to mail merge, print labels, track contacts, track purchases, track mailings, get reminders of birthdays, etc.
5. Now use simple, inexpensive direct response marketing methods, offering FREE Reports (or booklets) on different topics, free consultations, coupons, or other direct response devices filled with emotional response messages that match the interests of YOUR target markets! Once you attract the 'RIGHT' prospects to you, then you can invite them to a free educational workshop. (Low cost, with no dinners)
Then Follow-Up Using Multi-Step Direct Mail, Phone Calls, Faxes And Emails To Maximize Your Sales!
Now that you've matched your message to you market, you will get numerous interested, high quality, qualified leads.
Some of your leads will be ready to become customers right away...
A few of your leads will be just 'lookers', and not really interested...
The majority of your leads will be high quality, interested prospects…but not ready to become your customer… at least not just yet!
The only way for you get the most profit out of this 'majority' of leads is to "keep in front of them" every month, (at a minimum) until something changes in their life and pushes them out of the "interested, but not ready" phase, to the "interested, and very ready" phase!
One of world's best sales trainers, Bill Brooks, put it this way:
"People will buy when they're ready to buy...
not when YOU need to make a sale!"
If the above statement is true (and it is), then if you want to make more sales... you have to be in your prospects face when they're ready to buy!
And since you can't control when they're ready to buy..
You must control the one thing you can...
That's being in their face when they're ready to buy!!!
One of the biggest mistakes most agents make is not being in peoples faces at the right time. Because, when they're ready to buy and you're not in their face, they'll go somewhere else… to your competitors!
How much money are you leaving on the table,
by not being in their face when they are ready to buy?
If you only follow-up once or twice, you'll lose 3, 4 or 5 times the business you could be doing, because you weren't "in their face" or at the "top of their mind" when their situation changed, thus pushing them from mildly interested...to being ready to buy your product or service RIGHT NOW!
Marketing experts like Dan Kennedy, Jay Abraham, Ted Nicholas, Al Ries, Jack Trout, and Jeff Paul suggest a MINIMUM of 6 follow-up mailings, with a desired 12 step process, mixed with phone calls, faxes, letters, emails and newsletters to maximize your sales results!
A Simple Contact Marketing Plan That Works
Start by sending a monthly newsletter to your existing clients. Provide information that is important to them and offer a free report or consultation. Include a reply card so they can send back for more information. And, always include a referral sheet. Start getting lots of referred leads.
Next send a letter of introduction to new prospects with a quick review of how you can help them. (about your specialty) With a P.S. offering a free information booklet or report, consultation, newsletter. Include a reply card.
Follow-up by sending a sales concept brochure or emotional marketing letter, tied to your specialty, to all your clients and prospects.
Start sending a quarterly newsletter to your best prospects with a reply card, referral sheet etc.
Ask your local newspaper to publish an article with your byline. (and your picture) Or use your newsletter as an insert in the newspaper.
Put your newsletter or your agent brochure in local businesses that your clients and prospects visit.
Ask local organizations to insert your newsletter with theirs. Or, ask if they will include an article from you in their newsletter.
On every piece of correspondence include a tag line about how you help people. Examples; "Helping families to protect what's really important.", "Retirement Solutions For Today's Business Owner." or "More Income For Today's Seniors"
After a few mailings you'll start getting some replies that you can call for appointments. And, you can start calling the non-repliers. You'll find many of them much more receptive to your approach.
If you're thinking, this takes a lot of time and effort. Initially it does!
However, consider how much of your valuable time and effort you are wasting on people who are only lookers and shoppers.
By following this simple annuity marketing system, in a very short time, you'll only be seeing interested, high quality prospects. And, you'll have more free time, with the money to enjoy it.
You'll find a detailed explanation of this simple annuity marketing strategy and many more marketing, prospecting and sales strategies in our… Annuity Sales Excellence™ Lead & Sales System
Are you ready to learn more about annuity marketing?
And, get into more details?
Would you like to know a quick way to identify the 'RIGHT' high quality annuity prospects and get them to call you?
Then let's go to the next article… click here
© 2006 by Lew Nason, RFC, FMM, LUTC Graduate... All rights reserved.
Lew Nason is the creator of the… Annuity Sales Excellence™ 'Advanced' Annuity Lead and Sales System. Lew has been helping agents to achieve long-term success in annuity sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his main web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.
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