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
