One of the biggest problems many agents,
advisors and planners have is setting appointments at their annuity dinner
seminars and free educational workshops. Agents are always complaining that
they are only able to set appointments with 10% - 30% of the attendees at their
events. They'll tell us that most of the annuity prospects don't have their
appointment schedule with them, so the can't set an appointment, or they just
came for the meal, or they already have a financial advisor and just wanted to
see if there was something new, or their attendees just don't have any money.
And, then they'll tell us that out of the few people who do set appointments,
over half of them end up canceling, or they just don't show up for their
appointments.
Are you
having the same problems?
Recognize that the vast majority of the
people who attend your annuity seminars and workshops are dissatisfied with
their current financial situation and/or financial advisor! They came to your
event because they are looking for real help, from someone they feel they can
trust. The reason most agents, advisors and planners are having trouble setting
annuity appointments at their events, is they are not connecting with the
attendees. And, if there is no connection, people will tell you to your face
how great your presentation was, and then they'll make up any excuse not to meet
with you.
Believe it or
not, there are some very simple ways to immediately fix these problems.
Here is what
a few agents have said about the secrets we shared with them, are about to
reveal to you.
"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,"
Peter Orange - WA
"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."
Steve Rogers - OK
"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!"
David Hodgkins
- NH
There are
five critical ‘Insider Secrets’
to setting appointments right at your
annuity dinner seminar, or free educational workshop! By applying these simple
techniques you can easily set appointments with 90% of your attendees, and
they'll keep their appointments with you!!!
-
First and foremost you must be inviting the right people!
Running ads in the local
newspaper, or sending out postcards to everyone who is 55 or older, only
guarantees you'll fill your seats. The problem is you will generally fill
those seats with many of the wrong people. If you want to have the right
prospects attend your event, then you must invite the people who actually
need your help, and the people you have the best chance of selling.
Your best prospects are generally going to be middle-income families...
Not affluent people who already have an advisor and don't really need
your help. If you are selling annuities you'll want to invite people who
are already retired, or are just about to retire. (60 to 80 years of age)
-
You
must make every effort to make an emotional, personal connection with your
attendees prior to, during and after your seminar or workshop!
People want to work with
people they know and trust. You, or someone in your office, should be
calling them to confirm their attendance and then call them two days prior
to the event to remind them of the annuity seminar or workshop. You'll want
to personally meet and greet everyone as the come in for your event. During
your presentation you should make eye contact with everyone, one person at a
time. You'll want to make each person feel as if you are having a personal
conversation with him or her sometime during your presentation. Then you'll
want to visit with each of them after your presentation, while they are
eating, to thank them for coming, ask them if they liked the presentation
and see if they have any questions.
-
You
must help the attendees to see and understand the financial problems they
are facing today and how your information relates to their situation!
(It's not about your
products, investment returns, credentials, knowledge or being a great
speaker) If the prospect does not see and understand they have a problem
and how you can help, then why would or should they take the time to meet
with you? You must ask rhetorical questions during your presentation. Ask
questions that will get the prospect to think about how what you are talking
about relates to their situation. You are not looking for anyone to answer
these questions. You just ask a question and then pause to let the question
sink in.
-
You
must speak at a sixth grade level… then even the college professors will
understand you.
If you use technical jargon, or use big words trying to impress people, you
run the risk of making them feel inferior and/or confusing them... in either
case they won't set an appointment with you. Or, if they do set an
appointment they'll cancel, or just not show up!
-
You
must never ask for an appointment. You must give them an opportunity to meet
with you. If you
ask, or push for an appointment you are a salesperson. If you give them an
opportunity to meet with you, you're an advisor. There is only a subtle
difference between the two, but a big difference in the number of
appointments you'll set. "Is it worth 40 minutes of you time to see if...."
Here are what a few more agents, advisors
and planners have said about their incredible results with seminars and
workshops, using the above critical techniques...
"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."
Gregg Hall - FL
"Thanks for
the great advice. You helped me determine areas in my seminar presentation and
opening appointments that allowed me to grow
my commissions by as much as 50%
over what I was doing in the past.
Lew has been especially helpful in the role playing and immediately being able
to point out areas of weaknesses that I was able to immediately correct. Having
a coach doesn't cost you money… It makes you money! In addition to the
coaching, the annuity packages available for sale on this web site are
jam-packed full of information that will help propel you to the top in terms of
building clientele and increasing your commissions. These packages are some of
the best in the industry, and for the price, you can't afford not to have them."
Rick Wallace
- ND
"I am having
my best month ever with seminars, appointments, and closes. I am sure that a
lot of it has to do with the coaching sessions and becoming more aware of my own
actions during the seminar presentation and the opening appointments.
I have sold more life insurance in one month than I
use to sell in one year and the annuity sales have been unbelievable.
Not only a higher percentage of closes but much
larger sales."
Rick Wallace - ND
Annuity Dinner Seminars and Free
Educational Workshops are one of the simplest, quickest and most profitable ways
for you to increase your sales. You can have more prospects than you can
possibly see, if you apply the above five critical insider secrets. And, you
don't have to be a great or polished speaker, or have a dynamic presentation.
Two more
Insider Secrets...
-
The only
purpose of your annuity seminar or workshop is to set an appointment!!!
-
Do not try to educate, or
impress the prospect.
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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