Insurance agent coach Wendy Swanson has found even though annuity sales hit an eight-year low in the second quarter of 2010, many agents are reporting growth in FA sales. Here are five rules to follow when meeting with clients:
1. Understand their income flow. How can you recommend moving money into an annuity if you don’t understand their finances? Find out not only where their retirement money is but also what that money needs to do to ensure their income needs are met.
2. Understand their dreams. Take notes and ask your clients to share their dreams for their retirement, their legacy and what they want to do with their nest egg. Let them share their goals and dreams, so nothing is left out. This information allows you to do the best job possible in choosing the right products and solutions.
3. Understand their emotions. Clients’ decisions about their hard-earned money are intertwined with emotion. By understanding how your client feels about their money, you’ll understand what solutions make sense for them and also respect the emotional aspect.