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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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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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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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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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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