Annuity marketing strategies

www.AnnuityProShop.com gives you a free report with Annuity marketing strategies proven to create more leads, sales, & commissions from prospects.



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Annuity Sales Strategies

www.AnnuityProShop.com gives you a free report for Annuity Sales Strategies proven to create more leads, sales, & commissions from prospects



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Gordon Marketing Your FMO For Life

Annuity Marketing - Senior Life - Medicare Advantage - FMO Insurance Brokerage - gordonmarekting.com Gordon Marketing wants to be your FMO for life! We have our agent program in place and WILL help you to soar above the rest. Join our family and we will take care of you, you are important to us and our agents have high earning and have amazing support. Contact us or call us today and your search is over! 800-388-9342



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How Appointment Setting Helps in Lead Generation

In basic terms Appointment Setting is about trying to get a prospective client for a session of inter-personal communication. It is one of the most effective methods of lead generation because pre-fixed, inter-personal communication has a better potential of conversion than other methods of lead generation like cold calling. The client would be in a receptive mode, making it easier for the sales person to present his case. This is the primary reason why companies spend large amounts of money in appointment setting In most organizations it is a process that takes place continuously along with lead generation.

Appointment setting is a highly effective tool because it offers a salesperson the best opportunity to persuade a prospective client. It allows him/her to provide detailed information about benefits as well as the limitations of the organizations' products or services. The client would be able to clear all doubts that he/she may have about the product and the sales person may discover issues that are holding the client back from doing business with the organization. The sales person would then also have the opportunity to resolve such issues and prepare a stronger ground for his pitch.

Complex products or services, like those involving loans are specially benefited by the appointment setting approach. This is because while considering such products/services the prospective client would usually like to have an expert opinion. This is where a qualified sales person's guidance would matter. The sales person would have an edge over the client because he would be the person who can provide the client with information that would convince him to avail of the organization's offer.

The success of an appointment setting approach is significantly dependent upon the personal skills and knowledge of the sales person. The sales person should possess excellent communication skills and have detailed knowledge about the product or service he is trying to sell. He should have the ability to persist steadfastly in the face of rejection. An observant person with a keen understanding of the human nature and behavior would make an ideal candidate.

Companies approach appointment setting in different ways. Some of them have executives dedicated to the process of approaching prospective clients and marketing their products and services. Some use the services of telemarketing agencies for lead generation and appointment setting

Since it is such a vital process, appointment setting should be backed by efficient administration as well as other support services like brand promotion and awareness.

Enjoy the benefits of our Lead Generation and Appointment Setting services anytime, anywhere via PipelineCRM©

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7 Guaranteed-To-Work Insurance Lead Marketing Strategies

Be reliable. This is one of the most important competitive advantages you can have.

Say "thank you" three times - once over the phone, once in writing, and once in person. I learned this phrase from my mentor who wrote over 89 Million in annuities, "Would it be a bother" if I mailed you a free report. Another way of saying thanks is to drop off one of our client newsletters to some of your past clients who have referred other client to you.

Maintain high standards of integrity and excellence. Even people who don't buy your services will refer you if you follow my referral system.

Be a problem solver. This is more important than having a good product or service. Every month you should be sending out a client newsletter or subscribe to an article clipping service and send out articles on retirement planning with a little note saying, "thinking of you and just wanted to send this article for your review, please call me with any questions you might have."

Stop trying to make hard sells. Do soft sales and you will win over more clients during your career. What I mean by soft sales is build relationships. Stop the one call close concept. This is 2007 and we have new rules we must play by. Start building the "trusted Advisor" strategy by providing educational material to your prospective clients and they will not only refer friends to you, they'll become life time clients and you will receive multiple pay checks.

Start sending out client newsletters and refer them to your website where you offer valuable free reports. Over 70% of all seniors are on the Internet making travel plans and looking at financial information. If you don't have website you're really missing out on an additional marketing tool.
Don't be cheap. Prospects will respond more readily if you present a polished image. Take a look at your sales card. Is it four color and do you have a powerful positioning statement on the backside. Do you have your lead generating domain name on it.

Take a long-term view of your promotional activities. Patience will produce consistent results and steady growth. We have had great success with mailing out grabber letters with a $1 attached and follow up with a will scripted phone approach. Try 25 letters a week and you will add income to your bottom line.

If you need a website or monthly client newsletter check out our Free Trial offer at http://www.pmrsystem.com

To your success,

Russ Jones

Creator of the "3-Step Postcard System"

http://www.ultimateinsurancesystem.com
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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:

o Reduce your social security taxable income

o Protect your assets from nursing home expenses

o New rules regarding your IRA and how to reduce taxes

o Avoid probate cost for your heirs

o 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 ½ 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

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Life Insurance Companies Fleece & Deprive Insurance Agent Income 4 Ways

Do not believe for a second that life insurance companies have a halo above. To the contrary life insurance companies deprive an agent of income earned. Discover the 4 ways insurance agent income is fleeced by the companies. Do you honestly believe that you represent only one of the best insurance companies in the United States? Then you have not witnessed how agent income disappears.

The United States is the land of opportunity. This is especially true for annuity, health, and life insurance companies. You have heard lots about petroleum companies draining their customers' wallets at the gas pump. Life insurance Companies leave the source of pumping customers alone. Instead, their dirty deeds done dirt-cheap are reserved for their own insurance agent representatives who are finding more and more new customers for them.

Some insurance company plots are very well know . Yet some are planned out to happen at lightning speed so that you do not know what hit you. This article exposes some common misdeeds along with ones so rotten they make dirty diapers smell like they came from heaven.

The Premium Plot

Hundreds of thousands of new insurance trainees will be hired this year. Sure, life insurance companies appear initially glad to have you aboard. They will help train you. Training (in reality) means assisting in milking as many of your family members, relatives, neighbors, friends, and casual contacts until this source dries up. At every meeting, you will be asked how much new money you just collected. You quickly realize that selling relatives can be high pressure. Finding a new prospect is about as difficult as sitting in the dentist chair, as your dentist whistles while drilling your teeth.

Well over 250,000 newer insurance trainees that fall by the wayside this year will fall into the insurance agent income premium plot. The minute they leave, the life insurance companies lay claim to all policy owners,. They directly collect their first year premiums and all the money each year they renew. This could be called reverse lottery profitable. If the agency has only 10 dropouts that could mean an easy profit of $500,000 over the next few years. You went into reverse, because you had to borrow money to pay expenses the company never reimbursed you for.

The Handcuff Plot

Numerous career life insurance companies have money fleecing contracts, like yours may have. Their contract contains a hidden pitch fork awaiting you. Over a course of several years, if you have written a fair amount of policies, you will be collecting renewal money. These agent money renewals start after the insurance policy payments begin a new year. The amount of renewals could accumulate over time to be in the thousands. So this provision does not sound like the work of the devil.

However suddenly you see a much more lucrative opportunity that matches your abilities. As soon as you make the switch over, the pitchfork jabs you in the pocketbook. It is a bloody, unfair, and one-sided mess. You are then reminded of your lengthy contract you have not read in years, if ever. The life Insurance companies contracts with you state that renewals terminate if you leave the insuer. Your former life company grins and takes every dime of your renewals you were counting on for income.

The New Rate Plot

This rate (or rat) plot had to have been designed by a master of illusions, or a team of them. Purposely cruel to agents it happens when ABC insurance company, buys out all current business of DEF insurance company. ABC insurance has two intentions in mind. One is to start the stoppage of paying agents their renewal premiums, and the other is to raise rates on people having coverage. Agents are notified that the new company is cancelling their insurance representative contract and not writing this kind of insurance anymore.

Imagine if this insurer accounted for 80% of your income. Overnight you would have to start Plan B. However, you never had a Plan B. You have been poisoned by the new company rats.

The Guillotine Plot

Agent marketing recruiters spend years and vast amounts of money finding other agents to at least occasionally sell their company products. The recruiter commonly has a contract entitled MGA, Managing General Agent. He provides the insurance writing agent with a GA, general agent, or broker contract. The insurance company may pay the MGA 95% commission on the policy money collected. In turn, he might pay a GA 75% on the policy money the general agent collects. The broker could be paid 65%.

The marketing MGA makes his money on overrides. He is rewarded 20% of a general agent and 30% on a broker. If there are enough producers writing business for him. The MGA has the opportunity to build a very respectable income from his recruiting. This lures too many new MGA's to try it. That is why at any time there is an over abundance over 15,000 recruiters of insurance product marketers of all types in the United States.

The life insurance companies decide to get richer off all the hundreds of thousands of insurance policies payments to producers the easiest and nastiest way possible. The guillotine plot is put into action. The Managing General Agents, and General Agents are all sent the same head chopping letter. The insurance company has "decided" to have one contract level only, that of a broker. This is not redistribution of wealth. It is talking all the excess wealth and distributing it directly back to the already wealthy life insurer.

These are just four of the plots, that are used. Myself, I have been victimized by every single one of them and more. The only prevention pill is to have company number 2 already set up at slow cruise. This way Plan B could kick into action before the lack of insurance agent income knocks you out of your career.

The life insurance companies have plenty of anti-agent rotten time-bomb eggs at their disposal. To many of them it is all about money, your insurance agent income.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.

Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly. The website address is http://www.agentsinsurancemarketing.com

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Insurance Sales Success - Organize Or Prioritize?

For an insurance sales person, it is essential to make the best use of your time. Some experts say that organization is the only way to insurance sales success. Other professionals say that unless you can prioritize what is most important at a particular time, you will never succeed. Neither side is correct.

Did you ever go in for a lawyer consultation, and see the lawyer's desk clear of all clutter and files? What did you think?  Is this a lawyer than is super organized and professional, or is it so neat that he is starving for business? Another lawyer has stacks and stacks of files and manuals that appear to look like an avalanche certain to occur. Can you determine which lawyer is going to do the best job for you? No.

Early in your sales career you are instructed how you should organize your day (even though the information provided is incorrect). You are instructed to have a file or list prepared beforehand of 50 to 100 people you are going to call You will start your telephone phone calling at a certain time and end it on schedule. A daily file, organized by date and last name contains possible prospects. Likewise, there is a file for sales clients, neatly in alphabetical order. The briefcase and presentation book are all picture perfect ready to make that next sales.

There is a 94% failure rate for annuity, health and life insurance agents. A lot can be contributed to organizing a nonproductive day. This pattern is continued with little change.

As an insurance sales agent, have you ever sat down and made a priority list? A priority list would consist in order the items that would help advance your career the quickest. Near the top should be sales, appointments, and reading articles on selling skills and confidence. Decide once your list is written, how you can best accomplish and improve each item. For example, by reading expert articles you will find wasting 4 hours a day telephone prospecting is certainly not the best manner to locate prospects to make appointments.

Setting priorities on a list can never be etched in stone. As an insurance sales career develops, your goals change. This automatically calls for a revision in your order of work priority. Goals however cannot be achieved by simply rewriting what is most important. They require action.

The solution to insurance sales success is not only a combination of organization and prioritization. You must add in flexibility.

When I was an insurance sales agent, I admit I was never 100% organized. I did not follow a strict schedule and my desk was always a mess. (it still is). I had very determined goals to reach, and quickly learned what worked the most effectively. Along with this, I discovered tasks that were truly a waste of time. Distractions and time wasting roadblocks that returned little income for the time spent. When I became smart enough to become my own guide, instead of a sheep, I prioritized. However, my method was different from most insurance representatives.

I never made a daily to do list, as many sales managers and coaches instructed. That is because my daily list could change in the middle of the day. I wanted to flexible enough to make sales opportunities appear as often as possible. There could be six appointments in just one day. The next day might be tied up with paperwork and calls, and zero appointments. I carried my prospects leads with me, and after making a sale, I was on fire, all pumped up. The result would be to take a prospect lead with no appointment, and simply go to the door and turn it into one. There was never the stagnation of a routine that had to be maintained in a certain order.

SALES SUCCESS    There is no mold, which can guarantee it. There is no teacher that can teach it. Only you can develop it, and improve on it. A productive insurance sales career always has 3 ingredients all the pros However each of them has their own winning combination, just as you must develop yours. You must develop the right combination of meaningful organization, a correct order of priorities, and the flexibility to change constantly. You have discovered a formula few insurance sales people have. Now get the confidence and determination to put in all together at full speed.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is http://www.agentsinsurancemarketing.com Get your FREE 160 page Ebook on self confidence (details on 2nd page).

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Taxes - The Problem

Taxes the problem, annuities are the answer. Show your clients how they can get all of the upside gain of the stock market with none of the downside risk. www.HowToSellMoreAnnuities.com



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Annuity Leads The Good, The Bad, and The Ugly

The Senior Annuity marketplace landscape has changed significantly in the past twenty years. This is due to increased competition as more agents enter the lucrative Senior market. The birth of the EIA annuity brought a whole new prospective to annuities, and their uses in the financial planning field. Informational Seminars, and now free dinner seminars are still popular but the wind is being taken from their sails. It is my belief that using direct mail to obtain qualified annuity leads is the most cost efficient method available to day.

We understand that a seminar lead has a perception of being a better, more solid lead because the speaker has bonded with his audience. However most of the appointments that are booked don't turn out to be a solid annuity lead. Why, because in most cases the seminar attendee feels embarrassed for taking the free meal, so although they have no intent nor need they still agree to meet with the presenter. How many times has this waste of time happened to you? I know it has happened to me all to many times. Annuity leads can be obtained a heck of a lot easier and for less money than the typical seminar obtained annuity lead. Annuity leads purchased from Premier Annuity Prospects will change the feeling of wasting your time, and money.

You will get a true value that is much less expensive than an annuity lead received from a seminar annuity appointment. Not only that, as a person you can take on a much better quality of life with direct mail annuity leads. When you run leads from a seminar there is a constant sense of urgency that needs to be given. Why, because in order to keep the steady flow of appointments there has to be the steady flow of seminars in order to keep up the annuity leads. This takes its toll on you and takes away from the quality time you can enjoy in your life with your family, golfing, fishing, exercising, etc. With appointments booked by Premier Annuity Prospects annuity leads are now annuity appointments without lifting a finger. They send the mail, book the annuity leads into annuity appointments for you, and that's all you do is show up to work meeting with qualified annuity appointments just waiting for you.

A direct mail annuity lead that is booked into an preset annuity appointment has better quality than a seminar appointment. The person whom the annuity lead response card is mailed to is asking for more information about the bullet points. They have filled in their name ages and signed the card. They return the annuity lead card and they take the time to place it in the mail box themselves. Just think about it, they filled out the annuity lead card and then brought it to the post office, or mail box. They had to put an effort into sending the annuity lead card back to Premier Annuity Prospects.

These annuity leads have been obtained by people that made a physical effort to receive information. This is not like a Seminar annuity lead that a person dresses up to go out for a nice free meal. Everyone likes to go out for a free meal, and why not listen to this presenter while I get what I truly want, a free meal. The preset annuity appointment has the best quality you could want, however along with the quality comes the problem of having enough territory to meet your desired level of people to see. Premier Annuity Prospects only has a few territories left.

Newspaper advertising is also a method that has been tried from all different angles and let me give you my take on what's going on. Before I write about the subject let me preface this by saying I have been marketing in the annuity and life insurance business for 30 years. I have tried everything. I myself have been running a 1/4 page add each week in the local newspaper ( Fall River Herald News ) for the past 8 weeks. I pay $488 each week and I run an add for Standard Life's Total Command 5. This is a nice compliant add that has in big letters 5.40 percent interest.

I don't know if I should be happy because it proves my point that direct mail annuity leads are easier, better and more cost efficient, or be upset because I have not got one call in 8 weeks. I'm not kidding and this information can be verified. I figured that in this interest rate environment I would have the phone ringing off the hook. I figured they could be pretty much phone interview leads and if they were good I would go see them. Not so, I did not receive one phone call. I will be running this ad until the end of June, as I'm hoping to be somewhat wrong and at least get one sale to pay the $3,000 I owe.

How about running the disturbing ads in the newspaper. The lazy guy who sits at home in his underwear making hundreds of thousands of dollars a year.I have done it and they don't work. They have a very negative effect on your future renewals and the ability that you have to keep a good perception alive of yourself with the public. Negative advertising sometimes has a certain stigma attached and I choose to stay away from this method. Part of the problem that exists is that you are publicly bad mouthing what you sell, while trying to sell them the very same thing that your bad mouthing. It doesn't work with repeat business and it doesn't bod well when your current clients want a copy of the report. This method doesn't have any legs to it. Obtaining a good annuity lead is more than just getting in the door. There are plenty of other ways of disturbing without doing it in your local newspaper. This only a temporary fix for someone who is at the end of his rope for getting annuity leads.

While I'm on the subject of negative annuity leads how about the system that went out of business in February and after bankruptcy reinvented itself under a new name. This was by far the largest annuity lead system known. It had people who loved them and people who hated them. The majority hated them however the majority of successful agents using their annuity leads said that it was a numbers game. It only took one sale to make their money invested in the lead program a value of 8 to 1 of dollars spent in the annuity lead program Case to the income that was earned. It had its faults but it truly was a numbers game. It is my opinion that there was no integrity to the program and that it was oversold to agents around the country. It was to often when agents were calling on the same annuity appointments within 3-6 months.

When the company did send mail, and that wasn't often, they sent out a extremely controversial annuity lead card that made it look like the person receiving the card had an annuity that they didn't know they had, or may have forgotten about. The card said. You have or may have an annuity that is at or may be at the end of it's surrender period. Please call for more information. Nothing else! They got about a 13% response rate to this card. The best part is the people called in themselves. You didn't have to call them. Just figure 13% response rate to annuity lead card, calling you. The operators ( telemarketers ) just sit there and book appointments for you with these people. So easy that the telemarketers would average a successful annuity appointment made for you in one out of three calls. Now comes the ugly part, this company made millions and millions of dollars but got shut down for a number of disturbing reasons that if the agents who were purchasing the annuity leads understood, would have never bought them.

The people who called in from these lead cards, were most often dead broke, destitute, down on their luck people who were hoping that an old insurance agent made a mistake, or that an insurance company did an accounting mistake and that there was some free money out there. The marketing company in question just simply made a bold calculation and a gutsy business decision of mailing out this particular card. Sure they were able to book appointments for a good price, but what you had to deal with was not particularly professional. Just figure that they were receiving a 13% response rate. That is almost 5 times the normal response rate for an annuity lead card. So if you calculate the factor of the response rate and the quality of the people who called, along with the reason why they called in, it added up to a lot of wheel spinning and a great loss of quality time.

All in all this company had a glow about itself, and that glow was negativity. And the shocker is the reason why I understand it so well is that I tried it myself for 3 months. We sent out tens of thousands of cards on a weekly basis and had a room full of appointment setters. Booking the appointments was like shooting fish in the barrel. The appointment setters did a great job of asking qualifying questions, but in the majority of the cases the people who called in were often dead broke and would say anything to get an agent to come by. This program truly had the opposite effect of what I was looking for. However there was the occasional miracle of a good annuity lead that netted a huge annuity sale, surely for the only reason of it being a numbers game.

This program was ran separately of our standard program and was only offered to a few dozen preferred agents. "I'm not so sure that they felt they were preferred after this program". In my opinion it was a great learning experience for all who were involved, and it would have been a tremendous loss to my integrity if I were to have brought it to the entire public. If you think I'm crazy, their back in business and you can find them under a new name.

Internet annuity leads are just what they are. I'm sure that some of them are good but this is where internet fraud rears it's ugly head. It takes no capital to start these businesses. Anyone can do them by just making up a name and purchase a URL. There are countless companies starting in this business as well as going out of it on a daily basis. There is no stability. The even larger issue is the audience involved. Your typical annuity buyer isn't surfing the internet for information. Let's face it, getting annuity leads for $8 to $10 would be a great price to pay, but for what. I will agree that there can be a place for some of these, but availability is to few to make any significant headway.

It has been and always will be that the best way to get a annuity lead is a referral. Everyone should be scheduling annual annuity reviews with their clients at this time. Any excuse can be given, annual review, anniversary of a EIA annuity review for investment options, tax free withdrawals from their annuities using the zero tax method, IRA tax free ROTH conversions, or one of the many options available at the annuity education center. You have gotten in the door and its time to get the annuity lead along with the sale your about to make.

There is no reason that you shouldn't make at least a 10% of their entire portfolio sale at least once a year. It's simple and I will talk about it in detail on a future blog date. During the review just simply ask for a referral. There is no secret to it. These people are your client. They respect you, have trust in you and there is no reason why they can't give you multiple referrals and annuity leads. This is the best way to get annuity leads and there will never be a better way. You can't beat the cost and you will be paid as you get them

Peter has thirty years experience selling annuities and is one of the most respected authorities on marketing annuities and life insurance in the Senior market. Peter first made a name for himself back in the early eighties for his ability to sell 150 plus universal life policies per year using a very simple telephone prospecting system. In 1990 he started selling annuities and from then on it was a seven figure income with a complete change in the way he and his family were able to live.

Beautiful homes, fancy cars, Ocean front home overlooking Marta's Vineyard, two boats in front of the house, world class vacations with the family, and no worries about where money was going to come from. All of the business written was from leads generated by a simple 4x 8.5 card which mentioned some very simple yet powerful topics.

In 1997 Peter began to think about Seminars and in late 1998 he dove into the very easy at that time senior seminar market. His first seminar he wrote 1.2 million dollars of annuity premium and over $40,000 of target UL premium.

In 1998 he wrote 18 million of annuity production and hasn't looked back. In 2004 Peter decided start his own Annuity and life NMO National Annuity Brokers http://www.nationalannuitybrokers.com , and at the same time seminar attendance had slowed dramatically so he decided to go back to his prospecting methods of the early 90's and revisit the method of sending out cards to seniors and started another company called, Premier annuity Prospects
http://www.premierannuityprospects.com

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Mortgage Protection Leads to Annuity Sales - Learn the Secrets

Most insurance agents know the basics of selling mortgage protection plans. Generally the choice is term insurance that will pay a future benefit in the event of the death or disability of a mortgage payer. It is simple and an easy need to be understood by the prospect.

How do you convert a possible $600 to $1,000 commission to a larger payday and one where the result is not a transaction but a client relationship is developed? How do you make jump to big time sales from this basic insurance need sale? Here is a tried and true system which never fails.
Explain to the client that there are three ways to protect against the mortgage in the event of death. Each has different expenses and each has different benefits. Start with plan one.

Plan one is pay for protection. The death benefit will be paid in the event of death and it can be used to pay off the mortgage. This is the least out of pocket premium but there is no refund on the premium, think of it like you would car insurance. You purchase the protection and the monthly premium is $100. (term life insurance)

Plan two is mortgage elimination. The death benefit is always paid but this plan has a side fund that can be used for paying off the mortgage early. As an example in year 15 this policy has an accumulated cash value of $100,000 and at that time the funds an be removed from the policy and applied to the mortgage. This policy has terrific benefits and can have the side fund be available for emergencies and even college education. Because of the benefits that this policy provides the amount required to save each month is $500. (whole life)

Plan three is a blend. This policy provides all the death benefit needed to pay off the mortgage in the event of death but it also has a side fund. The side fund can be used to pay off the mortgage at some future date and it can also be available for emergencies and even at some time in the future for a college fund. This plan allows for a flexible deposit and at some future date should you decide to increase the monthly deposit, you may. The amount of monthly deposit to initial this plan is $200 a month. (Universal life)

Almost 100% of the time plan two will be selected and it will result in a higher premium for the insurance company, higher commissions for you and greater benefit for the insured. Because the selection of plan two insinuates a future living benefit the assumption of client counselor relationship is assumed.

The next step to accomplish is a fact finder and to determine the overall financial situation of your new client. At this time a determination of their overall needs can be assessed and it allows for setting of the stage in the future to discuss how annuities and other insurance products can be used.
By thinking outside the box even about the most simple of sales, mortgage protection) a whole new world of sales potential emerges.

Bill Broich is thirty year annuity salesman who helps agents generate leads and sales. To discover more visit his website: Mortgage Protection Leads

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Insurance Marketing Leads | Insurance Sales Marketing

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What Never to Test in Your Sales Letters and Ads

"TEST!"

The marketer's favorite answer to any question.

What color headline do you use?

Test.

Where do you put the opt-in box on the page?

Test.

How many order links should be in the ad?

Test.

What is the capital of Nebraska?

Test.

Hey, I have NOTHING against testing. I actually love testing things and believe everyone should do it (and as often as possible -- especially since it's so easy on the Internet).

However, there are some things you cannot test -- no matter how sophisticated Google's newest brain fart is. Things that can have a HUGE impact on your sales.

What I'm talking about is the "intangible" stuff.

The "supernatural" parts of marketing you can't see, touch, feel, smell or hear (much less test).

And you know what?

If you start focusing on these intangibles, you will almost always see a dramatic bump in sales -- without testing a single word of your copy.

For example, here's what I mean by the intangibles:

• Personal branding (not corporate branding, **personal** branding -- how people think and feel about YOU personally)


• Bonding with your list & customers (so they come to feel like they really know you)


• Keeping your list familiar with you and your patterns (i.e. frequency & consistency of contact)


• Positioning in your market


• Personality (that both attracts and repels)


• Etc.

Anyway, I know this stuff is "touchy feely." And much of them overlap with each other. But they can make a BIG difference in sales over time.
Focus on them, and you can't help but see major improvement.

For more copywriting secrets tips and ideas like this, listen to the free copywriting interview at: http://bensettle.com/blog/10-no-brainer-ways-to-engage-sell-to-skeptics-in-your-ads

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Increase Annuity Sales Leads With a Pitch Book!

A pitch book is a very good tool to use when selling annuities.  The fact that you are the author has somewhat of a "glamour" appeal to the prospective client.  Along with that appeal is the value in basic information and historical components of annuities.  

When writing your pitch book, keep your target market in mind.  Usually you will be marketing annuities to seniors.  Bring up historical facts that they can relate to and link it with annuities. Compare and Contrast the way annuities used to function in society and explain where we are now as well as the future of annuities based on past events.  This is a major selling point simply because it spells out the benefits clearly as well as backing up those benefits with past examples.

Don't be afraid to be negative about annuities.  One thing that you can say is that global events can (and Have) affect the financial market.  This will show the prospect that you are honest. Some people think that annuity salespeople are sharks in that they are just in it for the money and not to help anyone.  Break this sense of distrust that most people have with a blunt honesty. This is a huge marketing advantage.

Add information from third parties!  This is vital in sounding credible.  You can use quotes from well established newspapers or highly acclaimed news programs.  It will show your audience that you are knowledgeable in your field as well as a diligent researcher.

Remember, a pitch book is not an infomercial.  It is designed to explain the product that you offer, how it will benefit the reader, and what you hope to accomplish in building the client-agent relationship.  Roughly explain the industry and the products that you offer.  Explain the products can be shaped in a way that fits the clients needs.

For more lead generating ideas, check out this website: http://endlessannuityleads.blogspot.com/ This is the best book I have ever read as far as generating good annuity leads.

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Jerermy Nason explains the best ways to gererate leads and prospects to annuity and life insurance seminars and educational workshops. Jeremy Nason also goes into detail about setting more life insurance and annuity appointments at you seminars, and closing more life insurance and annuity sales tips.



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Equity Indexed Annuities - The Dumbest Investment Ever?

There are a lot of really dumb things you can do with your money and at the top of the list is buying an equity indexed annuity. Notice how I didn't say "invest" in an equity indexed annuity. That's because in order for a product to be an investment it must have some sort of redeemable qualities that merit the allocation of funds to it. In this article, I'll clearly (and painfully) outline why one should never, under any sort of circumstances, buy an equity indexed annuity. My case against these insidious products is divided into four sections which are as follows:

• 
  Part I: The Philosophical - How Insurance Companies Make Money


• 
  Part II: The Practical - The Nuts and Bolts of the Policies


• 
  Part III: The Historical - Track Record for Insurance Products


• 
  Part IV: The Actual - Worthless Guarantees

Part I: The Philosophical - How Insurance Companies Make Money

On traditional insurance products, insurance companies make money in three ways: actuarial gains, the float and fees (administrative expenses and such). In this section, I'll explain how insurance companies can only make money off the fees and expenses of equity indexed annuities (EIA) contracts and how these expenses rob you of any hope of appreciable gains.

Actuarial Gains: Actuarial gains are simply the difference between what an insurance company takes in as premium and what it has to pay out in the form of claims. The simplest example is that of a term-life policy. If you buy a term-life policy with a death benefit of $1,000,000 and you pay $2,000 per year over 20 years, then the insurance company will recognize a $40,000 actuarial gain if you don't die during the term. If you do die, they'll recognize an actuarial loss of $1M minus premiums paid.

There are no actuarial gains for an insurance company when you buy an EIA for two reasons. First, every policy holder gets paid. With most insurance contracts (i.e. Home, Auto, Life), the insurance company takes a small amount of money from a lot of people and pays out a lot of money to a small number of people. With an EIA, or any annuity product for that matter, the insurance company takes a lot of money from people and returns some percentage of that amount in equal proportions to all the policy holders.

Second, actuarial gains can only be achieved when insuring against non-systematic risk. An EIA is providing insurance against a systematic risk since every policy holder will be exposed to the same set of circumstances - the price performance of the index. If the market crashes, every insured account crashes. Insurance companies cannot realize actuarial gains when every insured realizes the same investment returns.

The Float: Interest and capital gains on the float are the primary means that insurance companies have of making money. The float is the use of insurance premiums up until a claim is paid out. Take a car insurance policy for example. Assume you pay $1K in premiums for 5 years. In the 5th year, you get in an accident and the claim is $5K. Even though the insurance company will not realize an "actuarial gain" on your policy, they will have realized income on the premiums dollars prior to paying your claim.

(Editorial Note: The float is why Warren Buffet's initial purchases were insurance companies. Berkshire Hathaway is technically an Insurance Company. Buffett knew that he could allocate investments better than just about anyone else so he bought a company that had a lot of money to invest.)

There is no float for the insurance company in an EIA. The vast majority of the purchase needs to be invested in the index. With all other types of insurance premiums, the company can do whatever they please with the money until they have to payout the claim but with an EIA, they have to fully invest the premiums so that they can keep up with the redemption value of the policy.

Fees and Expenses: This is the nickel and dime stuff. Those nasty little line items that appear on your statement or bill. This is the smallest piece of the profitability pie for insurance companies on normal insurance products (home, car, ect.)

But with an EIA, the only way for an insurance company to make money is from fees and expenses. These fees and expenses are carefully hidden underneath mountains of actuarial and legal documentation but they are most certainly there. It is well documented that the key to successful index investing is keeping expenses to an absolute minimum. The market only returns between 7-11% over any fixed period of time and if you load up expenses, your account will never outperform a more secure bond portfolio.

Part II: The Practical - The Nuts and Bolts of the Policies

In this section, I'll address four distinct attributes of index annuities which make them possibly the dumbest thing you can do with your money short of burning it. They are:

1. No credit for dividends


2. The number of people getting paid on the policy


3. Tax treatment of index funds vs index annuities


4. Market volatility


5. Surrender charges

No credit for dividends: When you own an EIA, you do not receive any compensation for dividends paid by the companies in the index. The contract value goes up in line with the price change of the value of the index. Currently, the dividend yield for the S&P 500 is 1.8%, therefore, before expenses and fees, an EIA will automatically under perform the S&P 500 index by 1.8%.

1.8% may not sound like a lot, but over 20 years the difference is substantial. A $100,000 lump sum earning 10% invested for 20 years would be worth $672,750 where as this same investment receiving 8.2% would only be worth $483,667 - a difference of $189,084. Now you know why the insurance company is willing to such steep commissions to sell these things.

The number of people getting paid on your policy: When considering any investment, you should always ask yourself, "How many people are getting paid before me?" With any "sold" investment product the investor is the last person to get paid. Everyone makes money before you, but the question is how many and how much. Here is quick rundown of who is going to get "theirs" before you get "yours".

1. The agent/salesperson/broker: Commission on these products range from 5% to 14%. The majority pay commissions in the high single digits.


2. The sales organization: Whether your agent is a broker or a captive salesperson, there are layers of sales managers on top of him who all receive a nice override on your purchase.


3. The underwriter: Insurance companies have never been or never will be the altruistic type. They have one objective and that is to make money.


4. The Investment Manager: Fidelity charges 1/10 of 1% for their index funds. Anything more and you're paying too much. While it is impossible to tell what sort of "cut" the investment team for an EIA is receiving, you can be assured that it exceeds what Fidelity or Vanguard charges for their index funds.

Tax treatment of index funds vs. index annuities: The only valid reason to ever invest in a deferred annuity contract is for the purpose of tax deferral. I cannot possibly conceive how an insurance company can even begin to promote the benefit of tax-deferral when selling annuities FOR ALL PRACTICAL PURPOSES, INDEX FUNDS GROW TAX-DEFERRED TO BEGIN WITH. THEY DO NOT NEED AN INSURANCE CONTRACT TO GROW TAX DEFERRED!

Furthermore, an annuity is the only investment where long-term capital gains are converted to ordinary income and taxed at a higher rate. The ugly truth about index annuities is that they create a greater tax burden for the investor than an index-tracking mutual fund. The fact that an insurance salesman even utters the term tax-deferred or tax-preferred when selling an EIA is practically blasphemy.

The largest mutual fund in the world is Vanguard's S&P 500 Index fund (VFINX). Over the last five years, only 3% of its average annual gains were recognized and taxed, where as 97% of its gains was tax-deferred. Therefore, it has grown 97% tax efficient (Source: Fidelity Investments). Furthermore, given the nature of indexes, it is safe to assume that all or most of the gains were taxed as long-term capital gains which carry a maximum tax burden of 15%.

Market volatility: While index annuities supposedly insure you against losses during down years, they also limit participation in up years. They limit the upside participation in two ways. First, they will limit the amount of upside by capping gains at a certain percentage. Second, they may limit the percentage of gains that you can participate in. The contract may have one or both types of restrictions. Often times, it is a combination of both such as 80% up to 10%. Index annuities are set up this way because the insurance companies are counting on you being naive about the nature of market volatility. The truth is that markets are very volatile year in and year out.

The average up year for the Dow Jones Index since 1920 is 19.2%. Therefore, if you're only participating in the first 9%, you'll realize less than half of the market's potential in up years.

Assuming that you invested in an EIA tied to the Dow Jones Industrial Index (DJI) that provided 100% participation but its annual earnings were capped at 9%, your average annual return from 1920 through 2005 would have been 5.1% versus an average return for the index of 7.6%. With dividends, an investment in the DJI would have yielded 11.8% annually. (I used the DJI because it has a much longer history than the S&P 500 and I already had the data. Most annuity contracts are tied to the S&P 500 which is even more volatile than the DJI so the impact would be even more severe.)

This is how the insurance company makes their money from an annuity contract. They have the capital and discipline to withstand market corrections because they know in the long-run they will make a killing on the policy. The truth is that average market swings are greater than 17%, in either direction. So while you'd miss out on some down years, you also miss out on most of the gains during up years.

Surrender Charge: Never buy anything where there is a penalty for liquidating it - PERIOD! If a product has merit, why is there a need to apply a penalty for getting out of it?

Part III: The Historical - Track Record for Insurance Products

History has not been kind to the investments recommended by Insurance Companies. In this section, I'll examine the track record of products sold by insurance companies over the past four decades. (I'm going to address the investment performance of life insurance contracts versus annuities because the variable/EIA is a relatively new phenomenon only dating back about a decade)

Life Insurance in the 70's

The majority of life insurance contracts sold in the 70's where called whole life policies. A whole life policy is one that is guaranteed to pay a specific death benefit. The nature of the contract is full guarantees. The premium is guaranteed not to increase, the death benefit is guaranteed for the life of the insured and so on. These policies were very popular in the 60's and early 70's when interest rates were at historic lows. But guarantees have one big enemy - INFLATION.

Inflation erodes the buying power of any future income so while the gross amount of money that the beneficiary receives never goes down, the real amount adjusted for inflation can depreciate substantially. In the 70's, possibly the worst investment you could have made would be one that paid a low, fixed, guaranteed rate of interest - which is what whole life policies did.

Life Insurance in the 80's

Inflation was destroying Whole Life sales in the 70's as interest rates soared for the entire decade. Insurance companies were slow to react but came up with a solution which was the Universal Life (UL) policy. UL policies pay a variable rate of interest which is linked to some sort of "official interest rate" (The "official interest rate" can be any number of options such as Treasuries, LIBOR, ect.)

Interest rates peaked in the mid-80's and have decreased ever since. The 10-year treasury peaked at 13.56% in June of '84 and bottomed in June of '03 at 3.33%. The track record for UL policies is pitiful (I know personally b/c when I first started in the Financial Services business, I was given a handful of UL policies that were about to lapse despite the original illustration showing them having millions of dollars.)

While bond investors in the mid-80's saw their investments appreciate as bond yields decreased, UL policy holders saw their policies lapse as the "illustrated" interest rates were significantly more than realized interest rates. One of the most foolish investments in the 80's would have been buying a non-guaranteed policy where the investment returns were tied to interest rates that would decline over the next two decades.

Life Insurance in the 90's

Declining interest rates and low inflation made UL policies obsolete so the insurance companies reacted with a new product called Variable Universal Life (VUL). This product allowed a policy holder to invest in pseudo-mutual funds, called Variable Portfolios that invested in equities and bonds.

While some early adopters started offering policies in the early 90's, the idea didn't really take off until the mid to late 90's - just in time to suffer the steep losses in the tech bubble. In order for these policies to "work" they had to be wholly invested in equity funds which got obliterated in the Tech crash.

Life Insurance and Annuity sales in the 2000's

As a result of the worst bear market since 1929, Insurance companies developed products that combined some of the benefits of market participation along with guarantees. There is a whole host of them of which EIAs is one of them.

An EIA provides limited upside market participation with a protection against losses. This is all well and good except for the fact that inflation is again taking hold of our economy. As I stated previously, the last thing you want to buy in an inflationary environment is a low-interest guarantee. EIAs provide nothing more than a dress-up low-interest investment product. They guarantee against loss in capital but not against loss in purchasing power.

Historically, insurance companies always get it wrong. They create "fad" products that their sales force can sell using manipulative sales pitches designed to create an emotional response in the prospective client. These products have never done well and I think its foolish to believe that it will be any different with the products they are currently pitching.

Part IV: The Actual - Worthless Guarantees

In my opinion, the guarantees provided by the insurance companies are absolutely worthless. Over the next decade, the stock market will either be higher or lower. If the stock market is higher, your guarantee is worthless and you would have done much better in an equity index fund. If the market is lower, it will be the result of a multi-year depression resulting form excessive US debt, a steep decline in the US dollar and a severe contraction in consumer spending by Baby Boomers.

There has already been a 50% decline in stocks this decade. While a severe pullback in equity prices over the next couple of years is possible, the likelihood that the markets will be in down over the next decade is minimal unless our nation's economy suffers some sort of catastrophic event (Banking crisis, US$ crash, ect.).

If the US economy suffers a catastrophic event, it would call into question the liquidity of our nation's banks and insurance companies. Every EIA will "be under water" a. This will lead to a run on these assets that the insurance companies won't be able to meet. Furthermore, whatever the insurance company has to invest of their own money is invested in the same asset classes as the EIA. If index annuities are under water, the insurance company's portfolio is going to be down as well. Combine both of these factors and I would assume that any insurance company offering index annuities will be insolvent.

Conclusion

As I stated earlier, index annuities are possibly one of the worst investment options for your money. If you have been approached by a salesman seeking to put your money into an annuity, I encourage you to ask him the following questions:

• How much lower will my average returns be since I won't receive any dividends?


• Why would I need the benefit of tax deferral when an index mutual fund essentially grows tax-deferred?


• How much are you getting paid to sell me this product? (My personal favorite)


• What is the average percentage change in the market index each year? (I would suppose that any salesperson doing any sort of due diligence on a product would know this. If the answer is anything other than around 17% per year, you're being lied to.)
  


• How would the performance of an EIA stack up against a simple portfolio of laddered, investment grade bonds? (A portfolio of diversified investment grade bonds would theoretically have a lower default risk than an EIA, a more predictable income stream and in all likelihood higher returns over both the short and long-term.)


• How much would I have to pay if I want to get out of my investment in one, two, three or four years? How long is the surrender charge?


• How does this investment protect me against inflation? (the answer is that it doesn't because stocks and their indexes tend to perform poorly in an inflationary environment, furthermore, stock markets are extremely volatile in inflationary environments which means that you'd miss out on more upside.)


• How long have you been in the business? What were you selling a decade ago and why aren't you selling that anymore? How do I know the same won't happen to my EIA?

Insurance companies prey on people's emotions. They sell greed when people are greedy and they sell fear when people are fearful. These new instruments are trying to meet both objectives - appeal to both greed and fear. The unfortunate trade off is huge fees and complicated formulas that guarantee one thing and one thing only - the insurance company will make money and you won't. If you want a real guarantee, buy short-term US Treasuries or a diversified, laddered portfolio of investment grade bonds. They are far safer than index annuities and will likely outperform them in both the short and the long-term.

Matt McCracken is the principal and founder of McKinney Avenue Capital, a Registered Investment Adviser based in Dallas, TX. He serves as a fee-only financial advisor and asset manager [http://www.investorsadv.com/market-outlook] working with individuals, foundations and trusts.

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Insurance Companies Listings and Ratings Guide For Insurance Agents & Brokers

Here is the newest, revised version of the best insurance companies listings. These are compiled in a top 100 ratings guide format. The listings are in alphabetical order helping insurance agents & brokers locate an insurer. Find out how your opinion compares. How can you possibly rate an insurance company? I will mention briefly the various ways, show you the method I is used for this article, and why.

BY NUMBER OF AGENTS

This ratings guide listing method evaluates the insurer by the sheer number of insurance agents & brokers currently licensed and under contract. with carrier. I feel this evaluation to be worthless for a multitude of reasons. First of all there are a number of career health and life insurance agencies that have thousands of representatives. However, of these,up to 80% of the total agents are relatively new in attempting to establish credibility in the industry. Four years down the line only 6% of many an insurance company agency force will maintain enough production to stay career representatives.

Moreover, my findings uncover inaccuracy of this method due to licensing renewal process state insurance departments impose on the insurer. Most state departments of insurance send the renewal report forms on a yearly basis. There is a fee to be paid by each ins agent renewed. What makes it difficult is the variation of different paperwork procedures by individual states for removing non-active ins reps. The paperwork consists of costly, time consuming forms and procedures for the insurance company to make any changes. Renewing all the sales representatives is often cheaper, and thus the route the insurer frequently takes. This also gives the insurance company bragging rights to how many sales people write for them.

Personally I was shown in state insurance department records as licensed for 11 years after I wrote my last case.

INSURANCE CO FINANCIAL RANKING LISTINGS
There are four or five top independent firms that employ this insurer rating of a company based on a multitude of financial factors. A lot has to do with projecting the financial stability of the insurer. This is accomplished by closely dissecting past and present financial history. It covers how the insurer investments perform, and the rate of return. An insurance evaluation also takes in consideration the amount of cash on hand, and how much exists in reserves to pay present and future claims.

There is a consensus among life insurance association members into believing that the highest rated insurers are the best of the bunch. Yet association members make up less than 12% of the total producer base. The other insurance agents and brokers, (the majority), do not agree that these are always the best ones to use for their client's needs. Logic tells you that a newer quality insurer does not have past history to start out top ranked. In my situation, clients bought what I presented them. Nearly half the time it was NOT the highest rated company by the rating firms. I however sold the client what their emotional needs demanded. Many past insurance companies with rankings in the best 100 later financially failed, and still frequently do in today's world.

BY RANKING OF PREMIUMS COLLECTED

This is a very common type of insurance company listing & ranking to produce. Insurance companies are rated by total number of premiums they collected that year. It seems rather unfair to mix annuity premiums in with all dollars collected. Producers know it is easier to sell a $20,000 annuity than a $20,000 premium term insurance policy. The other fault I find with using total premiums collected is with who actually contributed a chunk of the premiums collected. With some companies an enormous amount of these premiums were not collected by the average sales person. A lot of institutional buyers directly bought hundreds of thousands of dollars of annuity premiums.

BY RATINGS IMPORTANT TO HEALTH & LIFE SELLERS

This is my way. As fair and balanced from an sales representative perspective as feasible. Premiums are collected from the 1,500,000 agents, trying to make a living by selling insurance policies in this industry. Often these sales are done one by one. Plus, of this 450,00 independent brokers, semi-independent agents and some career reps write, depending on which company, 50% to 100% of that insurance co business.

This rankings method is imposed because I find the insurance companies listing is intended to be a beneficial directory. One that independent brokers, semi-independent representatives, along with some career reps can turn to. This is a guide directory to other insurers that you may consider writing production for.

The insurance companies listing and ratings guide to the top 100 is purposely placed in alphabetical order instead of by premium or financial data. You may not agree completely with the listing, because we have left in some companies with a strong percentage of business sold in annuities, and investment products.

In the eyes of a typical health and life broker, this guide is of health and life insurance companies is about as accurate as possible.

1. Aetna 2. AIG Life Insurance Company** 3. Allianz Life Insurance Company of North America 4. American Family Life Assurance Co of Columbus 5. American Fidelity Assurance Company 6. American General Life and Accident INS Co** 7. American General Life Insurance Co** 8. American Income 9. American Memorial 10. American National Life 11. Americo Financial Life And Annuity 12. Anthem Blue Cross 13 Aurora National Assurance 14 Aviva Life and Annuity Company 15. AXA Equitable 16.Bankers Life and Casualty Company 17. Banner 18. Beneficial Life 19. C.M. Life Ins 20. Colonial Life & Accident 21. Columbus Life 22. Conseco Life 23. Farmers New World 24. First-Penn Pacific 25.Forethought 26. General American 27. Genworth 28. Gerber 29. Great American 30. Great-West Life & Annuity 31. Guardian 32. Hartford Life and Accident Ins Company 33. Hartford 34. Homesteaders 35. Indianapolis Life 36. ING 37. Jackson National 38. John Hancock 39. John Hancock Life Insurance Company USA 40.. Kansas City Life 41.. Lafayette 42.. Liberty Life Assurance Co of Boston 43.. Liberty National 44.. Life Ins Company of North America 45. Life Ins Company of the Southwest 46. Life Investors Ins Co of America 47. Lincoln Benefit 48. Lincoln Heritage 49. Lincoln National 50. Massachusetts Mutual 51. Metropolitan 52. Midland National 53. Minnesota Life 54. Monumental Life 55. MONY - America 56. MONY - New York 57. National Guardian 58. National Life 59. New England Life 60. New York Life Ins and Annuity Corporation 61. New York Life 62. North American Co for Life & Health Ins. 63. Northwestern Mutual 64. Ohio National Life 65. OM Financial 66. Pacific Life 67. Penn Mutual 68. Phoenix Life Ins 69. Primerica 70. Principal 71. Protective 72. Provident Life and Accident 73. Pruco 74. Prudential - America 75. Reassure America 76. Reliance Standard 77. ReliaStar 78. Riversource 79. Security Life of Denver y 80. Standard 81. Stonebridge 82. Sun Life and Health 83. Sunset 84. Surety 85. Symetra 86. Transamerica 87. Transamerica Occidental 88. Trustmark 89. U.S. Financial 90. Union Central 91. Union Security 92. United Healthcare 93. United Ins Company of America 94. United Investors 95. United of Omaha 96. United States Life 97. Unum 98. West Coast 99. Western and Southern Life 100. Western Reserve Life Assurance Co of Ohio Note: Sagicor Life, Foresters, and Illinois Mutual should appear on the bottom 3 listings, replacing the companies listed above as #6, 2, and 7.

**AIG Life Insurance Company, American General Life, American General Life and Casualty Comments

This group of companies USED to be one the highest premium generating, and highest ranked insurance companies in the United States. Still, after two massive Federal Bailouts, the future is uncertain. Therefore, AIG Life is no longer deserving of being on this top 100 list guide.

GUIDE TO QUESTIONABLE LIFE INSURANCE COMPANY LISTINGS

The following insurance companies listings often could be included in different types of some top 100 Life ins company rankings IF you were evaluating premiums written. Sometimes the premiums consist of considerable amounts of annuity premiums. Also counted in would be insurers where a large portion of sales do not come from representatives and sales people. Instead it is written by security stock brokerage firms, and independent broker-dealers of variable investment contracts not governed by insurance departments. In other cases, products may be directly strictly toward teachers, the military, or credit unions. In a couple cases, there are companies with pending litigation. A representation of this mix of insurers is listed below:

1. Cuna Mutual 2. Genworth Life and Annuity 3. Harford Life and Annuity y 4. John Hancock Variable Life 5. Mayflower National 6. Metlife - Connecticut 7. Metlife Investors USA 8. MML Bay State 9. Nationwide 10. Nationwide Life & Annuity 11. NYLife of AZ 12. PHL Variable 13. Sun Life Assurance Co of Canada 14. Teachers Ins and Annuity Assoc of America 15. USAA 16. Shenandoah -- financial difficulties

There is a grand total of over 600 Licensed Life/Health Companies "active" in every state of the United States. However, some are not currently writing new business. In addition, there are many active in only one or a few states, so you will find them missing from the top insurance company listings. Most states have a true actual listing count of 220 to 330 life and health home offices currently accepting new cases from licensed agents & brokers.

Advisor's predition. If I choose from the provider listings above, Foresters would be my top pick as the next rising star. Its innovative niche products are starting to create a high demand. Also watch Genworth, its stock value has zoomed and the company is very adaptive to market opportunities.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Therefore, he enjoys telling it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing. brokerage, and recruiting information.

Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly. The website address is http://www.agentsinsurancemarketing.com

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Suitability for Annuity Sales Makes Sense - Use it to Sell More

What is wrong with doing things right? Isn't it in the long run the best for everyone? The new suitability rules about to enter the annuity business is a step in the right direction. I applaud it and I think it is long overdue. What bothers me about the new rules is that they haven't gone far enough, they need to be better. Suitability should be the backbone of our industry and should be as normal to us as a blank application.

What should be considered when looking at suitability issues?

Does the annuity make sense for the prospect? Does it get any more basic than that. Is it in the prospects best interest? How do we go about making that decision? What really should be considered?

· Does the time frame of the prospect match up with the annuity being proposed?

· Does a guaranteed income stream make sense for the prospect?

· Has the prospect considered inflation and how it can affect retirement?

· Does the prospect understand the surrender charges if funds are withdrawn prior to the end of the surrender-charge period?

· Does she understand that the withdrawal could also trigger an IRS pre-age 59½ 10% tax penalty?

· Does the benefit of tax deferral make sense if 100% of the funds are needed in an emergency?

· Does the risk tolerance match up with the annuity being proposed?

· What is the prospects investment experience?

· Has the prospect been exposed to other options to an annuity?

· Does the prospect already own an annuity? Does the prospect need a second one, or maybe a different one?

· Are the income requirements going to be met with the annuity being proposed?

· Does it make sense for a high percentage of the available funds to be in an annuity?

· Will the annuity help or hinder estate planning for heirs?

· What is the financial status of the prospect?

· What is the prospects current tax rate?

While completing a suitability form gives the agent time to ask probing and meaningful questions. These questions along with their answers will help the agent build a relationship with the prospect. There are many other questions that could be asked and completing a good and accurate fact finder is essential for both the agent and the prospect. Asking these questions will make a better agent and provide more opportunities to make annuity sales.

Bill Broich is thirty year annuity salesman who helps agents generate annuity leads and sales. To discover more visit his website: Annuity Leads.

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Shake Hands Over the Phone to Increase Appointments

Been having problems setting appointments with new prospects? Is it the same old thing, they are not interested? I have a complete foolproof way to increase the percentage of appointments from referrals, direct mail card replies and internet leads. If you use this simple method you will see an increase in your appointments, I guarantee it.

First a little bit of psychology, have you ever been introduced to someone and they offer their hand as a hand shake? Of course you have, it is how we maneuver as adults and it is the normal method of greeting someone.

Have you ever been able to NOT shake a person's hand? Try it next time and you will see it is nearly impossible. You simply cannot avoid shaking hands!

Now use that same psychology to making appointments. When you call the prospect and pitch the idea of an appointment change the method in which you offer yourself. Instead of saying that you want to discuss with them the reply card you received or the response to an internet reply say this instead.

"Mrs. Jones, this is Bill Broich. I see you sent in a card requesting information about long term care insurance."

Her reply will either be positive or negative and it should not matter to you. Also if her reply is to mail it, it will not matter either because you will say this.

"Mrs. Jones, I know you would like me to mail the information but I just wanted to come by and show you the type of work I do and to shake your hand."

Whatever the answer or the objection by your new prospect always end the conversation with..."I just want to come by and shake your hand!" You will be amazed at how many prospects cannot refuse that request. Try it and see for yourself.

Bill Broich is thirty year annuity salesman who helps agents generate annuity leads and sales. To discover more visit his website: Annuity Lead Prospecting Methods.

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Mortgage Protection Insurance Leads - The Great Secret to Annuity Sales

I have used this for years to find annuity prospects. For just a moment think about annuity sales and what comes to mind is the financial planner/estate planner/ certified senior advisor/ it just keeps going.

All those charts and new ways to explain how indexed annuities work and how much we all need to buy them. After awhile it becomes such a chore to compete with them and soon you will be looking for a simpler method to sell annuities. It seems to me the simpler method the better and I think most prospects feel the way I do...just show me the benefits and if it makes sense to me then I will buy the annuity.

I have a very simple method for making things simpler and to provide myself with virtually unlimited people to see....That method is the back door approach and here it is.

Mortgage protection insurance leads! You heard me right; they are a wonderful way to back door into an annuity sale. Just think about it for a minute. A new mortgage should be protected for the family in the event of death or disability. If the man is the bread winner and the stay at home spouse needs to be there for the sake of the family then what would happen if he died? How would she exist and keep the family together? Maybe she could return to work and maybe she couldn't. Either way it is a perceived need and almost everyone wants to be protected. Mortgage protection insurance is a simple sale and if you are smart...can lead to an annuity sale.

Here is how I do it. After my needs presentation I always ask a few questions such as:

o How long have you been at your current job? (potential 401 k rollover)

o Do you own life insurance? (potential conversion or possible combination with the mortgage protection policy)

o Do you own an IRA? (possible annuity sale)

o Do you own an annuity? (possible rollover, 1035)

o Do you own mutual funds? (possible annuity sales)

The list can go on and on. There is a secret about mortgage protection insurance and it is this....most people do not think of it as life insurance!. It is considered a need for family survival because we all need a house that is ours and nothing feels better than not having a mortgage....it is the basic safe harbor instinct.

Use direct mail and cover an area for leads. A return of 1-2% is successful, make the appointment and do the mortgage protection pitch and then turn the process into a fact finder and a two call close. No other mortgage protection insurance salespeople are doing it and it makes you stand out. Plus you will be accumulating clients instead of policies. It is how you build a business and a profession instead of always needing the next sale.

Be a professional and not an amateur by doing something everyone else will not do. Plus regardless of how you are currently selling nothing makes you sharper or helps you think on your feet more than 5-6 appointments a day.

It is a very easy sale and it is one that no one is doing.

Bill Broich is thirty year annuity salesman who helps agents generate leads and sales. To discover more visit his website: Annuity Leads

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Quality Annuity sales leads

www.annuityproshop.com give you a free report showing how to cheaply get quality annuity sales leads quickly.



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