not the answer,
it's the quality of the question."
`The Most Affordable Marketing and Sales Training For Financial Professionals...
How to Attract Retirees and Sell Annuities In Today's Market!
For the past six months, our phones have been ringing off the hook with insurance agents, financial advisors and financial planners, who are looking for the most cost effective ways to be in front of new prospects, or they're looking to completely change the products and services they're offering and enter into an entirely new market. As one advisor told us, "I do not want to contact any of my existing clients because they are all angry with me because of the money they have lost in the stock market. I need to attract all new prospects." We've gotten similar comments from many of the agents, advisors and planners we've talked to.
As we've told these advisors... you don't have to abandon your existing clients and you shouldn't abandon them. They need your help more than ever. Yes, they may be unhappy with you. And, they may be looking to move their money to someone else. However, you can be their Knight in "shining armor" by rescuing them from the evil stock market dragon. So, while the 'bear market' has robbed them of net worth, it makes them a lot more motivated to fix their problems.
And, remember your competitor's clients are considering doing the
same thing. That means for every client you now have, there
are literally hundreds, maybe even thousands of new prospects in
your community that are waiting to take their place. These are
motivated prospects that you can gain as new clients. This 'Bear'
market is an exceptional opportunity for you to open more new
accounts than ever. If you know how!
It's Time For You To Get Back To
Basics And Become a Better Money Manager
Let's start by understanding what's happened in the past 12 years in the stock market and do some comparisons...
Consider, the actual '12 Year Total Return' for the S&P 500 Index from June 30, 1997 to June 19, 2009 is only 4.07%... or 0.33% per year for the past 12 years. (885.14 - 921.23)
The actual '12 Year Total Return' for the Dow Industrial Average from June 30, 1997 to June 2009 is only 16.48%... or 1.28% per year for the past 12 years. (7,331.04 - 8539.73)
The actual '12 Year Total Return' for the NASDAQ from June 30, 1997 to June 19, 2009 is only 26.73%... or 1.99% per year for the entire past 12 years. (1,442.07 - 1827.47)
If your clients had been in a traditional fixed annuity averaging just 4% annually, they would have had a '12 Year Total Return' of about 60.1%. And, their money would have grown tax deferred, with no annual management fees.
Note: The average annual return for the S&P 500 Index for the past 20 years from June 30, 1989 to June 19, 2009 is only 5.46%. (less income taxes and management fees) Management fees of 2.0% alone would bring the average annual return down to 3.46%.
It's time to get back to basics and educate yourself, your clients and your prospects on the fundamentally sound investment strategies: like dollar cost averaging, diversification, asset allocation, fixed investments, annuities, laddering and safe withdrawal rates during retirement. Plus, factoring in the cost of income taxes and annual management fees.
There is much more to
investing than just reaping the highest returns.
"safe" withdrawal rate in retirement?
Unfortunately, there isn't a great deal of research in this area (most analysts devote their time to the question of accumulating capital, not spending it), so there have been only a few studies on "safe" withdrawal rates.
Most of the studies use data from Chicago consulting firm Ibottson Associates showing returns from stocks, bonds, and cash since 1926 as the basis for their analysis. Even though the average annual rate of return over the past 80 years for the S&P 500 is about 9%, you can't reliably withdraw an amount that large because of inflation and the ups and downs of the stock market. Reputable studies on "safe" withdrawal rates attempt to answer the question for you and your clients.
The Bengen Study
The Harvard Study
The Trinity Study
The consensus seems to be about 4% per year, but how should people interpret those studies? The first thing to consider is that these studies are based on investment returns before expenses. If you're paying an investment advisor an annual fee of 2% of assets and he has you invested in no-load mutual funds with a 0.5% expense ratio, your annual expenses are 2.5%. Your "safe" withdrawal rate is 4.0% - 2.5% = 1.5%
Another consideration is that most of these studies are based on historical data. The fine print here should read "past performance does not guarantee future results." While there is every reason to believe that investment returns in the next 80 years will be similar to the previous 80 years, there's little chance it will be EXACTLY the same. To say that 4.0% is a "safe" withdrawal rate and that 4.1% will leave you broke implies a measure of accuracy in the forecast that just isn't there. It may make more sense to say that the "safe" withdrawal rate going forward lies somewhere in the range of 3.25% to 4.25%.
Considering the above studies, annual management fees, income taxes and the historical annual returns of annuities, what is the justification for putting a retirees income producing assets at risk in the stock market?
Isn't it time for you to start a marketing campaign for retirees that centers on things like safety, saving taxes, locking in past returns and providing a guaranteed income they can't outlive?
Yours In Success,
Message to Financial Advisors…
What have you done in the last sixty days to increase your sales? Is there any question that during the next year, you're going to spend thousands of dollars in time, money and effort bringing in new clients to your business? Then wouldn't it make sense to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? Jeremy and Lew Nason
P.S. Be sure to follow us on Twitter to discover the most up to date marketing and sales information and special deals. And best of all, it is FREE!
Increase Your Life Insurance and Annuity Appointments and Sales… Starting Today?
You Can't Help
People, If you Can't
Unbelievably, this is the best time to be selling Life Insurance, Disability Insurance, LTC Insurance, Annuity products, and Investments. If you learn how to help people to spend, save, invest, insure, and plan for their future, to achieve financial independence.
Unfortunately, most agents, advisors, and planners are pushing products and investment returns instead of helping people to solve their financial problems, and they've become a part of the problem. People are looking for real help, not another pushy salesperson.
(Pic - Wally Cato shares Image Building tips with advisors during break at IPS Boot Camp)
Is So Important To Your Success
You'll learn the importance of keeping it simple and how that alone can be the difference between a "Sale" and "Let Me think About It"...
Learn several short "Keep It Simple" visual concept presentations that will leave your clients in awe...
Learn the critical difference between gathering the hard facts and soft facts...
Learn how to eliminate the objection, before it costs you the sale...
Use direct questioning to raise buying desire...
Use powerful questions to make your prospect want to buy...
Sell the feeling, not the product...
Raise your self-confidence, self-esteem, and expectations...
If you truly want to grow your business and you really want to improve your own financial success, as well as your clients, in these difficult financial times, then we believe there is no better training on the market today. Attending our Advanced Fact Finding Boot Camp, in person, on July 29 & 30, 2009 is definitely the best way to go.
Plus, Hear A Very Special Guest Speaker...
Forrest Wallace Cato, RFMA, RFC, CRR, CPC,
Wally is an Internationally Renowned Speaker and Legendary Publicist to the Financial Services Industry who will discuss how to get free publicity... that will make you famous! Wally has made placements on 60 Minutes, 20/20, etc. He has interviewed five US Presidents in the Oval Office and has co-authored or ghost written seven books appearing on the New York Times best-seller list.
Cato says: "You Can Cut A Greater Figure!"
"Lew Nason's Fact-Finding approach to selling life insurance, eliminating debt, and accumulating wealth is exactly what I've been looking for to help my clients. Whether you have been in the life insurance business for five (5) days, or fifty (50) years, I would strongly suggest everyone spend some time with Lew and Jeremy Nason to advance their talents, increase their earnings, and provide a better lifestyle."
Terry Bialek, Canada, (30 years in the business)
Founded in 1984, the IARFC is a non-profit professional association dedicated to educate, train and support financial advisors who are helping people spend, save, insure, invest and plan for the future.
Become A Member Today!
Learn how to gain control of the money that flows through your life and Thrive in the 21st Century…
"Winging it" and generally
being unprepared usually yields horrible results.
And, I must admit, the calls I've botched have been largely due to inadequate preparation.
If you want to improve
your attitude, sales and income in 2009 visit our
And Read One Hour
not the answer,
Grind or Shine
If Columbus had turned back, no one could have blamed him, considering the constant adversity he endured.
Abraham Lincoln achieved greatness by his display of wisdom and character during the devastation of the Civil War.
Luther translated the Bible while enduring confinement in the Castle of Wartburg. Under a sentence of death and during twenty years in exile.
John Bunyan wrote Pilgrim's
Progress in a Bedford jail.
"Success isn't a matter of chance!
Completely Updated - April 2009
On How To Attract Prospects In This
No matter who's hot, new, exciting and revolutionary sales concept and/or product you are using, with our '12' Breakthrough Marketing Strategies and our personal training...
You Can be in front of more of the 'Perfect' Life and Annuity Prospects each month, than most agents will see in an entire year!
And, it doesn't stop at marketing. You'll also learn how to get prospects emotionally involved in the sales process and help them to get what they need and want to solve their financial problems. Now, you'll find it's much easier to consistently close more and much larger sales.
Want More Life Insurance Prospects & Sales...
(We are trainers, NOT recruiters!)
Found Money Management™
Advanced Life Insurance Sales Tool Kit
Want More Annuity Prospects & Sales...
Learn How to Attract Tons of Annuity Prospects, using the most comprehensive and endorsed Annuity Marketing, Lead, Seminar and Sales System available today! It's everything you need to attract a steady stream of your IDEAL annuity prospects, and collect 'One Million' of annuity premiums each and every month!
(We are trainers, NOT recruiters!)
We offer a 90 Day, 100% Money Back Guarantee
Seen here is Howard Maxwell, Georgia State Representative, Chairman of the Retirement Committee, (Right) presenting the American Flag that was flown over the United States Capital, in Lew Nason's Honor. Presented at the Beautiful Ragsdale Inn in Dallas Georgia, this US Flag was flown for Lew Nason for his fiduciary work assisting citizens in accomplishing their money goal and other objectives.
Lew Nason, RFC, LUTC Graduate, with his sons Jeremy and Will Nason are Financial Advisors in Dallas, GA, dedicating their services to helping Paulding County families to... 'Live Debt Free and Truly Wealthy!'
History Teaches Us
After the last
market downturn in 2000-01, nearly 65 percent of Americans
responding to a Gallup poll in June of 2002 said that recent
changes in the stock market have made them less likely to invest in
stocks. That's up from the 40 percent of Americans who held that
view in March 2001.
Today, a tax-deferred investment, with a guaranteed return, can play a major role in almost any portfolio.
on a good idea is better
Real Advisor Testimonials
& Success Stories…
"This class (Advanced
Fact Finding Techniques) has met all of my expectations. The
material was concise. The delivery by Lew was relaxed. The
help from Jeremy completed the experience. Even though I have
not known Lew very long, I can see that he can help me in
ways that I can't even see now. I have a starting point to turn my
business around. He pointed out the obvious, (I have a large client
base to go to). I do have many good practices and some bad ones. I
can now see which ones that I want to foster and which ones I don't
want to continue. I'm sure, like they say in the movies, "I'll be
Well, that's it for this weeks Insurance Marketing and Sales Tips Mastery Newsletter. I hope you found the information interesting and helpful in your efforts to grow your business.
Lew and Jeremy Nason
P.S. Do you have a friend or associate who is struggling in this business and needs help? Why not tell them about our Web site or better yet, forward this newsletter to them. They'll thank you!
Insurance Pro Shop®
- All rights reserved
and the creators of the Found Money Management™ Advanced Life Insurance Sales System the most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at http://www.insuranceproshop.com/ or call 877-297-4608.
Helping Insurance Agents and Financial Advisors create endless