One of the most searched items on the internet by advisors is how to find more and better annuity leads.
Most advisors want to know how they can find the people that have money to invest. So, they will buy a list of people who have money in CDs. Or they may buy a list of people that have a net income of over $200,000 and/or over a million in assets. Or they will use some other lead source. Then they will call all of those annuity leads to try to set a sales appointment. But they cannot set enough sales appointments from those leads. Or close enough sales from those sales appointments. So, they are always looking for more and better leads.
Most of the advisors who find us on the internet will tell us that they do not have a problem setting sales appointments with people, if they can get them on the phone. And they will close a sale with almost everyone they get to meet with them. So, they just need to find a lot more and better annuity leads.
(Related: ‘I Just Need More Prospects’)
But do they need to buy more annuity leads? Or do they need a better way to set sales appointments with those leads? And then do they need to get a lot better at fact finding so they close more and much larger sales?
However, the main reason advisors have trouble getting people on the phone Is the same reason that they have trouble setting sales appointments and closing sales: The people that they call have never heard of them.
“People Prefer to Do Business With People They Know, Like and Trust.”
Every day we get 10 or more sales calls on our home phone and cell phone. And if my wife does not recognize the number or name, then she will answer the phone and immediately hang up. So that they can’t even leave a message.
How to Set More Annuity Appointments.
If you buy annuity leads to call, then you will want to find a way for them to get to know you and the services that you offer. And then what sets you apart from all of the other advisors out there.
Before you make the sales call. You should send people a letter to introduce yourself and to explain what you do to help people. You might even include a recent newsletter that you sent to your clients to help them to see you as an expert. Then a few days later you should follow up with a phone call. And then ask permission to ask them a few questions. So that you get them to talk about the problems they face. Then anyone who does not agree to an appointment, you should invite to your free educational workshop online or in person. (five to 10 couples).