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Video Testmonial - Tony F. Hear what Tony F. has to say about Lew Nasons Training and the Found Money Management Advisors Boot Camp.



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Insurance Continuing Education - Sales Practices For Annuities

It would be nice if there were no such thing as an "unethical" agent, but unfortunately this is not the case. Therefore, regulations are in force to correct the practices that cause irreparable harm to our industry and to our profession. The most often targeted of our population by these miscreants are the elderly for a variety of reasons. Fortunately the Departments of Insurance and legislatures - locally, state and federal - have created special types of regulation protection these citizens, and this is true in the field of annuity sales. There is a chapter of this text dedicated to the problems of the senior citizens with discussions of appropriate regulations and penalties for those who ignore or disregard these regulations. This section discusses the sales practices of agents marketing annuities to anyone regardless of age, recognizing that some of this will be repeated in the later discussion of marketing to the seniors.

ADVERTISING

For the purpose of this discussion and regulations, "advertising" applies not only to "ads" (which actually is an abbreviation for advertisement...). brochures, newspaper and other media articles, television and radio advertising - but primarily printed material. Envelopes, stationery, business cards and any other material that is used by an agent or insurer that are designed to describe the insurance product and to attempt to encourage a purchase of the insurance product - annuity for this discussion.

Simply put, the regulations89 are intended to insure that the insurers and agents treat their clients honestly and openly. Therefore, any advertising must not mislead those who read it and act upon the information contained in the material (with special obligations to seniors, discussed later).

Advertising is also the material that is used to generate leads through reader response, generally followed by an agent calling. It can advertise a meeting or seminar at which information is provided (also covered in detail in a separate section), or simply advertising the product of the insurer. If the advertisement is directed towards those age 65 or older, if the advertisement is used for leads, the advertiser must disclose in the advertisement that an agent may contact the person - if this is intended.

If the name of the prospect is obtained from a lead source, the source must be disclosed to those over age 65.

Even though it is in nearly all agent's contracts, it does not hurt to point out that the insurance company must give an agent permission in writing before the agent can advertise the product.

SEMINARS, CLASSES, INFORMATIONAL MEETINGS

Agents and others who market financial products, attempt to obtain new clients by holding seminars, classes or information meetings. This is particular applicable in the Senior market, and is so discussed later in the text. Basically, the regulations require that for such a meeting to be advertised (to any age) that the advertiser must disclose their intention by adding "and insurance sales presentation" immediately following the words "seminar," "class," or "informational meeting."

ADVERTISING TO THE SENIOR MARKET

Marketing of annuities to those over age 65 have stricter prohibitions, and are so set forth in the chapter "Providing Annuities to the Senior Market."

PENALTIES FOR VIOLATION OF THE REGULATIONS

Any person or business in violation of the advertising regulations is subject to a stiff fine levied by the Insurance Commissioner. The fine for the first offense is $200, for the second offense it goes to $500, and for the third and later offenses, $1,000. The maximum fine for any one violation is $1,000. And if you are interested, the money goes into the Insurance Fund.63C

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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.

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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"

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