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.