Annuity Agents Alliance Blog

Real Help From Real Agents

How I Sole over $100 Million in Annuity Premiums

Bill Broich: Editorial: How I sold over 100 million in annuity premiums, Crew Share, Hot News, Great American Safe Returns and Income Sustainer Plus, Article: 1 in 4 Baby Boomers say they will never retire, The Other Side of the Table - Qualified Annuity Lead Results: Stewart Miller - How to market and drip for long term results.

Andrew Rafal: About his annuity business.


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Stop Complaining About Annuity Leads

Bill Broich: Editorial: Stop complaining about annuity leads; just ask for help, Crew Share, Hot News, NAIC puts insurers on hook for annuity suitability, Geithner says, "no risk" U.S. will lose AAA rating, Advisors see a boom in boomer clients, LTCI news, VA vs. FIA GLWB's, 5 lame sales questions, Early withdrawal from IRA, 20-year bear bond market, Why email annuity marketing doesn't work unless you are using ERMS, The Other Side of the Table: The golden age of annuities, CD's with fine print.

Anthony Owen: Don't forget about selling life insurance; we can help you.


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Annuity Research Information: Advantage Compendium, Ltd

In March this year I had the privilege of listen to Jack Marion, founder of Advantage Compendium, Ltd., speak at the American Equity conference in Las Vegas.  He is a true champion and defender of our industry.  Below is a link to his website.  There is more information about annuities and their real life comparisons to other investment options than any one person could possibly absorb.

He also has some great articles that debase the annuity bashing articles we have seen lately.

http://www.indexannuity.org/index.html


Are You Selling an Idea or an Annuity Product?

Bill Broich: Mediation vs. Arbitration, Crew Share, Hot News, Senior living bridge loans, GRATs, Smoke and mirrors VA annuitization payout, Why is President Obama promoting annuities?, Poll reveals baby boomers' retirement fears, ERMS: Annuity client drip system, Brokers dump their middle market clients, Labor Department target dated funds, Bond coupon rate question answered, The Other Side of the Table: Sheryl Moore's response to Malcolm Berko equity indexed annuity smear article.

Chad Owen: How to handle the 401K/TSP in-service withdrawals conversation while booking an annuity appointment, Are you selling an idea or an annuity product?


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Annuity Sales Tip: In-Service Withdrawal Assumptive Close

It’s time for annuity appointment booking calls again to fill the calendar for next week.

Are you being aggressive enough?  Are you selling an idea or a product?

I just listened to Chad call one of his Safe Money Radio annuity leads and here is how it went.  This was second time Chad called this guy.  He had an appointment with him before but the appointment was cancelled.  Chad was calling back to see if he was still interested in meeting.


The client did not want to meet because all of his money is in his 401K with IBM and he does not plan on retiring until July of this year.

Chad said, “Would you like to take advantage of in-service-withdrawal.” 

Client,  “What’s that?” 

Chad, “Do you want to protect your 401K now?

Client, “Yes, but I can’t take my money out of my 401K until I retire.”

Chad, “Who administers your 401K plan?”

Client, “Fidelity”. (Chad Googles “Fidelity 401K customer service number”)

Chad, “Let’s call Fidelity and double check.  Hold on while I get them on the phone.” (Client was not asked if he wanted to call Fidelity.  Key point here. Be assumptive!)

While the phone is ringing he tells the client to identify himself when they answer and then give permission for him to ask some questions.

Fidelity answers and client does as Chad instructed.  Chad verifies that the client has $236K in 401k and that the client is eligible for a 100% in-service withdrawal.

After disconnecting from Fidelity Chad asks, “So, looks like we can go ahead and protect your retirement.  I am going to be in your area on Tuesday.  Does afternoon or evening work best for you?”

The appointment was booked.

Now pay attention to this!!!  No product has been discussed or explained.  Has the client bought anything yet?

Technically no.  We still have to do a fact finder and show the client how his retirement would benefits from our product but the client has bought into the idea of protecting his retirement.

Sell the idea, not the product!!!

Annuity Fund Transfers: Moving 401K and TSP Funds to Annuities

Bill Broich: Crew Share: Electronic Response Annuity Marketing System testimonials, Hot News, Stock Market / Inflation & Annuities, Harry Dent: Major crash coming, Public pension crisis, Groupon client idea, John Bogle founder of Vanguard.

Chad Owen: Annuity Fund Transfers: Moving 401K and TSP money.

 

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