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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

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Annuity Sales Strategies

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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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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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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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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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