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.
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 mush 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.)
Sample questions that you might ask them:
- If you don’t mind me asking, are you retired?
- Are you concerned that you might run out of money in retirement?
- How do you feel about that?
- What would happen?
To set an appointment, you will want to have a conversation with them about how they feel, and then what they want.
Then you might say, “If I could show you how to guarantee that you don’t run outlive your money, with complete safety? Then would it be worth a few minute to sit down and talk about it?”
There Are Better Ways
We are not big believers in you buying annuity leads, or any other leads. Because those leads will not know who you are. People prefer to do business with people that they know, like and trust.
One of the best ways we use to find annuity leads is to offer a free information booklet or report on your website and Facebook page. Or you can run an ad for your information booklets in the newspaper or on Facebook. And you should offer your booklet on everything that you send out of your office, including your monthly client newsletter. It is one of the best ways for you to help people to get to know you and see what you do to help people.
However, the best way for you to find annuity leads (besides the people you know) is to form a joint venture with a business that caters to your ideal annuity prospects. The idea is for you to get them to send a letter to all of their clients recommending your services. Then you can follow up with a phone call, send them your monthly client newsletter, and invite them to your free educational workshop. (Online or face-to-face)
These are some of the ways that we recommend you use to find more, and much better annuity leads.
— Read The Top Secret to Closing Life Sales (or Any Sales) on ThinkAdvisor.
Jeremy B. Nason, RFC, is the co-founder of the Insurance Pro Shop, an insurance marketing and sales resource center, and Found Money Management, a life insurance sales training system aimed financial professionals who work with middle-income families.