How to Collect One
Million Of Annuity Premiums
Each Month… In Today’s Market
Are you wondering how the Top 1% of all
Annuity Producers are still able to consistently collect $1,000,000 or more
of fixed, indexed and variable annuity premiums each and every month using
annuity seminars, when everyone else is saying that annuity seminars are
being overdone? And, how they are still doing it in spite of all the bad
publicity concerning annuities and the unethical sales practices? What is it
that they know that you don't?
There are three critical pieces to success
with annuity seminars that most agents and advisors are missing. And, it all
starts with understanding the real purpose of a seminar!
During my live phone coaching sessions, and
during our live training events (Boot Camps),
I’ll ask advisors; “What’s the main
objective of a seminar?” I’ll get answers like:
“Educate The Prospect;” “Introduce an
Exciting New Product or Concept;” “Build Trust and Credibility;” “Build Report;”
“Impress Prospects;” “Create Distrust with Their Current Advisor;”
“Get People
to Like You;” or “Disturb Prospects.”
While there are some agents and advisors
who’ve had moderate and short lived success in the past using these objectives,
the annuity marketplace has changed dramatically. What works today, is what
has always worked for the very best producers!
Insider
Secret - If you want to have success with
annuity seminars today, then burn this into your memory… “The only purpose of
a seminar is to set an appointment with the prospect!”
You can
argue with me if you want. But, over the years we’ve helped hundreds of agents
and advisors go from a 10% to 30% appointment rate at their seminars, to an
incredible 70% to 90% appointment rate at their very next seminar. And, these
appointments stuck.
Example:
"Over the last two weeks I have been
holding seminars. Appointment results from the first in my series were lower
than normal in the past at just 25% (I normally will get 40% to 60%). After
speaking with you and implementing some of your tips, my results exploded to
90% for the next and 75% for the 3rd seminar! I am amazed that using the
same presentation and only asking a few simple questions could transform my
appointment request ratio so much. I can't wait to get out and try these
strategies on the appointments.
Thanks for your help!"
Another Example:
"Following the advice of your
competitors for my first seminar, I spent $16,000 and made $22,000. The second
seminar I spent $6,000 and made $1300. Then a few weeks ago, I found you.
For my third seminar I spent $2800, and so far I've made $55,000. I'll give
you credit for 90% of the success I've had with this seminar. I just followed
the advice in your system, for my seminar, the initial interview and the closing
appointment and I'm making serious money. In just one month, I've made over
half of what I made in previous years. I'm certainly glad I found you.
Thanks!"
So, what are the 3 critical issues to
success to setting appointments with ‘9 Out Of 10’ seminar attendees and
collecting $1,000,000 of annuity premiums each month?
1. Attracting the ‘Right’
Prospects to the Seminar…
Obviously, to be successful
with annuity seminars you have to get prospects to come to your event. However,
if you want to collect $1,000,000 or more of annuity premiums you must attract
the ‘RIGHT’ prospects. If you understand and buy into, “The
only purpose of a seminar is to set an appointment with the prospect,” then
you must attract the prospects you have the best chance of setting an
appointment with and selling. You can attract those people by addressing the
‘REAL’ concerns people face today, in their retirement. It’s not about your
products, investment returns, or your credentials.
Insider
Secret - All of your correspondence, ads,
articles, invitations, etc., must address the real concerns people have about
their retirement. It’s about helping people to have all the income they need
during their ENTIRE retirement years, with safety and guarantees. It’s
addressing their concerns about outliving their money. It’s helping people to
understand how you can help them to beat inflation, reduce income taxes,
minimize risks, protect their income from the devastation of long-term care and
replacing lost income when a spouse dies.
2. Setting Appointments
at the Seminar…
If you want to collect
$1,000,000 or more of annuity premiums from you next seminar, you must learn how
to set appointments with the majority of your seminar attendees, right at the
seminar. And those appointments must stick. It’s not about being a good
speaker. I’ve worked with many agents who are not great speakers, who
consistently get a 90% to 100% appointment rate. And, it’s not about having a
fancy and dynamic PowerPoint seminar presentation. There are many agents who
are very successful using a simple presentation, with flip charts, overheads or
just an easel pad.
There are four ‘Insider Secrets’ to
being successful with seminars…
-
“First you must speak at a sixth
grade level, so even the college professors will understand you.” (Thank
You Zig Ziglar.) You can’t try to impress people with your knowledge. And,
can’t use technical jargon or big words that some people may not
understand. If you confuse your attendees at all, they are not sure they
understand you, or they feel inferior in any way, they will not set an
appointment with you.
-
Your presentation must address
their real concerns about their retirement. If you get into specific
investment returns, risk verses reward, or a specific product you are just a
salesperson. And, most people are very skeptical and don’t trust any sales
people.
-
You must ask rhetorical questions
during your presentation, so they can see how your information relates to
their situation. People buy based on emotions and justify their
decision based on logic. Your first sale to your seminar attendees is the
need to see you. You must get them emotionally involved during the
presentation, so they want to see you. If they don’t see your
information relates to their situation, and how you may be able to help
them, they will not set an appointment with you.
-
Finally, you must never ask for an
appointment, or try to convince them to meet with you! The minute you
ask them for an appointment you are seen as a salesperson. You must give
them an opportunity to meet with you. There’s only a slight difference
between asking them for an appointment (or trying to convince them to meet
with you) and offering them an opportunity to meet with you. But, there’s a
huge difference in the ultimate results! “Is it worth 40 minutes of your
time to see if…” (Note: You must set the appointment at the seminar.
Once people leave it is much more difficult to contact them to set an
appointment.)
3. Selling a
Solution to Their Problem… Instead of a Product!
Unfortunately, you can have 100 buying units at your seminar, set appointments
with every one of those people, and you’ll still only close one or two sales.
Why?
It’s because most agents don’t take the
time to help their prospects to identify and understand the real financial
problems they face in retirement. Instead, they get a few facts about what the
prospect has, and then they jump right in to selling one of their fantastic new
products, with bonuses and great investment returns. Or, they’ll use
complicated sales presentation calculators that just confuse people and provides
them all with the same solution.
Insider Secret -
If you want to
collect $1,000,000 or more of annuity premiums each month, then you must help
your prospects to identify and understand the real financial problems they face,
and then help them to find a solution they are comfortable with.
Having a
successful seminar or workshop, is about you helping people to have all the
income they need during their ENTIRE retirement years, with safety and
guarantees. It’s about you addressing their concerns about outliving their
money. It’s helping the people to understand how you can help them to beat
inflation, reduce income taxes, minimize risks, protect their income from the
devastation of long-term care and replacing the lost income when a spouse dies.
Here are
three more typical examples of the success agents are having when they pay
attention to the three critical issues with annuity seminars…
"Lew, I just completed my first seminar
using the strategic questions we discussed during our first coaching session.
The results were remarkable. At the seminar I had a 90% response on people
who have agreed to the one-hour complimentary meeting. And, I just had my
first appointment and uncovered in excess of $150,000 for an annuity sale.
The system works and many thanks for your help."
"I have been applying some of the
techniques you shared with me and have been doing really well. I did 1.1
million in Index Annuity business in June and have been promoted to branch
leader with my company."
"It has been quite busy and I am
looking forward to a slow down. This week we have our final two seminars for
the year. We have been very focused on the senior market via the seminar and
our weekly radio program. I wrote $2.7M (Annuity Premiums) for October
and was #7 for the month in production with American Equity. I think last week
I cleared the requirements for MDRT Top of Table. Thank you for all your
help and guidance."
These agents are consistently
collecting $1,000,000 or more of annuity each month!
And you can do it too!
There is a reason why over 30 of the most
trusted and respected names in this industry, the IARFC and hundreds of
successful advisors highly recommend our annuity marketing and sales
training... because, the bottom line is, our training works! And, we
guaranteed it!
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