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Annuity Sales Training: A Retirement Plan for Living, or Dying?

Here is a great article debunking the myth that a 4% withdrawal rate is a solid rule for a lifetime income plan.  It amazes me that variable brokers use a 4% non-guaranteed withdrawal rate when our lifetime income benefit riders pay out at least 4% on a guaranteed basis, and usually much more.

4 Percent Withdrawal Rate May Be Too High for Today's Retirees - CBS MoneyWatch

One of the keys to being a successful annuity agent is the ability to get your client to understand that there is a problem with their current situation.  If they think nothing is wrong then there is nothing you can do for them.  Here is a sale presentation to go along with this article that will help you show your client that 4% that is not guaranteed is no plan at all.

Annuity Sales Presentation: A Retirement Plan for Living, or Dying?

You, “Mr. Jones, do you want a retirement plan for living, or for dying?”

Client, “What do you mean?”

You, “You have been told that you need a pile of money that you will draw off of in the hopes that you will only live to a certain age so you won’t run out of money.  In other words, your financial plan is based on you dying by a certain age.  It’s a plan for dying, wouldn’t you agree?”

Client, “Yes, I never thought of it that way but I guess you are right.”

You, “Mr. Jones, one of the major problems with plans for dying is that the closer you get to the age you are suppose to die the more stress you will have because of the fear associated with outliving your plan for death.  In fact, it might even be possible that you will not outlive your plan for death because of the stress it causes the closer you get to the age you are suppose to die.  Can you imagine how stressful running out of money would be?

Client, “Yes, that would be terrible.”

You, “Mr. Jones, I want you to know right now that I don’t work with death plans.  I specialize in plans for living!  If I could show you a way that you would never outlive your money so you could plan on living as long as possible, would you be interested in that?”

SOLD: Sell the concept, not the product. Annuity Leads: The #1 Branded Annuity Lead Q&A annuity leads come from the premium consumer based annuity information source.  If you want an annuity lead that wants to talk to you about annuities there is no better place to start than  Our project manager, Kevin Dufficy, put together this Q&A on the annuity leads to give some guidance on how these leads are generated.

You can find out more about annuity leads HERE. Annuity Leads Q&A: Internet Annuity Leads

Q ~ Do all the annuity leads come from

A ~ No, some of the annuity leads come from other partner sites that we currently work with.  All of our annuity leads are branded so that if they don't end up on an landing page, we will put in the quote request message to the prospect.  Our goal is to generate 90% of the annuity leads from the website but all leads are branded.

Q ~ If the annuity lead did not come from the website where did the lead come from?

A ~ Many sites, such as The Motley Fool, Forbes, etc.  We are placing ads in strategic locations to increase lead flow.

Q ~ Are any of the annuity leads directed from another site to

A ~ Not currently, but we are leaving that option open with the condition the annuity quote prospect will be familiarized with the brand during in the process of requesting an annuity quote.

Q ~ Are the annuity leads expecting a report or a quote?

A ~ The "Lead Type" field on your annuity lead will say if they are expecting a "Guide" or a "Rate/Quote". So far, you've gotten only annuity rate/quote leads.

Q ~ Is the report "Safe Money Book" or "2012 Annuity & Investment" Report? I've been told "safe money" but the site leads me to believe its the 2012 Annuity & Investment Report.

A ~ Currently it is the 2012 Annuity & Investment Report.

Q ~ Is the book/report sent via email or physical delivery?

A ~ The annuity prospect can download the report immediately on the website and we also send them an email confirmation with a link to download it (and we of course say again that an advisor will be contacting them shortly).  You should always use the Safe Money Book and Safe Money Kit (available for contracted partners) to increase your chances for an appointment.

Q ~ Does the annuity lead have the report when we get lead?

A ~ Yes, if it's a Guide Lead.

How Our Annuity Leads are Produced

Bill Broich: leads: How our annuity leads are produced, State of the Union: Cash is no longer king - Guaranteed Annuity Income is the new ruler, Annuity business marketing plan, Department of Labor 401k fee disclosure, Elder Law Answers handout for your annuity clients, Annuities are coming to 401k's, Annuity 1035 tax advantages, IRA surrender and transfer tip.

David Townsend: Annuity Product Update: Great American Safe Returns.

Chad Owen:  Big Truck Annuity Sales Tip - How to handle annuity suitability and liquidity client questions.

Open Mic archived audio is available for contracted agents.  To find out how to partner with us Click Here.

Open Mic

Annuity Sales Tool: Stock Market Confusion

This is probably one of the best annuity sales tools I have seen in a long time!

This is an actual screen shot from our stock ticker on two separate days.  Look at the contradictory headlines related to the Greek economic news below the stock prices.

Greek Economic Headline News Contradictions

If the experts can't figure out what is going on then what chances do our senior clients have?  The graphic linked above and displayed below just goes to show how much our clients need guaranteed lifetime income annuities.

 Greek Market Confusion

How to Close the Annuity Sale

Bill Broich: Obama and annuities, 401k's and annuities, 401k fee disclosure rules delayed.

Chad Owen:  Big Truck Sales Tip - Closing the annuity sale.

Tom Bradley:  How to chose what LIBR to use.

Open Mic archived audio is available for contracted agents.  To find out how to partner with us Click Here.

Open Mic