Leading advisor and Court of the Table MDRT member David Wilcox will show you how to remove anxiety from clients’ lives while growing a more vibrant and meaningful practice. Despite such perceived obstacles as market volatility, a risk-averse public and even recessions, some things will never change–such as the need for lifetime income during marathon retirements. And that’s a challenge indexed annuities can help meet.
Why an indexed annuity?
“While lots of financial advisors understand the basics of indexed annuities, they’re often lacking in one key area: How to market them,” Wilcox says. “Indexed annuities are often perceived as complex, expensive investments. Unfortunately, they’ve gotten this reputation by the very people who’ve never really understood how they can help others.
“While indexed annuities offer many advantages, advisors will inevitably face objections from their most savvy clients as well as their most challenging prospects. The truly successful advisors, however, anticipate objections and are prepared to counter them in a methodical, sensible manner and while doing so offer sound advice to what are often misguided or misunderstood client concerns.
“The first step in a successful EIA presentation is a basic explanation that answers questions without getting too complicated. There are ways to “break down” complicated perceptions to get to the heart of client concerns and provide meaningful solutions to their lifetime-income conundrums.”
How teaching clients and prospects can help you
You may know how an indexed annuity can help a client, but do you know the best way to communicate this message?
Using David Wilcox’s approach, you’ll discover that there’s no “single idea” when it comes to building overall client satisfaction. That’s why Wilcox explains the essentials behind a multi-faceted, marketing approach. Clients also want security, tax-minimization strategies and a lifelong income stream.
Wilcox’s premise is simple. All good financial planning must make a promise to improve the client’s financial future; to that end, Wilcox will teach you how to engage clients in thought-provoking discussions. He also counsels on how to build a reliable center of influence, how to hold effective seminars and why his “story approach” can often be the most educational approach of all.
“As advisors, we make a promise to improve the client’s life,” he says. “Clients’ financial lives have become very complex. But by educating them and motivating them you can teach them to work with you.”
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