What Everyone Ought To Know... About Annuity Seminar Attendance

(or, about generating leads in general)

In the past 10 months, we've gotten a lot of calls from agents, advisors and planners who are telling us that with all the bad publicity about annuity dinner seminars and this crazy economy, the attendance to their events has fallen off sharply.  They've tried working with other marketing groups, used different direct mail houses, changed their invitations, tried using post cards and unfortunately, nothing seems to be working.  They want to know if the people who are using our systems and we're coaching, are having the same problems? 

The answer we give them is... "The people we work with are still getting extraordinary results!" 

What are the agents, advisors and planners we work with doing that is different from everyone else?  It might surprise you to know that they aren't really doing anything that’s different.  They've just learned a few little 'insider secrets' that makes them just a little bit better and much more successful at it!

10 Reasons Why Agents, Advisors and Planners Struggle With Annuity Seminars
While I'm not about to give away all of our proven techniques and the little 'insider secrets' to consistently filling your annuity dinner seminars with all the right prospects, I will give you ten of the biggest reasons why most agents, advisors and planners are having trouble getting seniors to attend their annuity dinner seminars.   

• The first problem is that most agents, advisors and planners are looking for quick, short-term results! They are unwilling to put in the initial extra effort to establish a program that will generate long-term consistent results.  The only way they are getting people to attend their seminars is by running newspaper ads, sending out post cards, or sending 'wedding style' invitations.  It's definitely the most expensive way to generate annuity leads.  It's one dimensional.  You never know who's going to show up?  You don't know whether you'll attract the right prospects?  You don't know who else is inviting these same people?  

• The second problem is that most agents, advisors and planners have not identified who the best prospects are for their products and services!  Who do YOU have the best chance of selling?  As an example: are your products and services better suited for retirees with CDs, or for retirees who have their money invested in the market?  And, whom do YOU work best with?  Is the typical "shotgun approach" used by most salespeople a recipe for failure?

• The third problem is that most agents, advisors and planners are trying to attract people to their event by promoting the latest hot new sales idea!  In all of their correspondence and at their seminars, they are talking about Roth IRA Conversions, Transferring Wealth, Annuity Owner Mistakes, Safe Money Concepts, Advanced Tax Planning, Understanding Living Trusts, A guide to Asset Allocation, Advance Care Planning, Asset Protection For Seniors, Strategies for Preserving Wealth and Financial Strategies For Uncertain Times.  If you want to attract a lot more seniors to your dinner seminar, then you must help seniors to solve an immediate problem THEY have, like... Outliving Their Money!  Providing a life time income you can't outlive!  And, then you must consistently deliver that special message to your best prospects!

• The forth problem is these prospects have never heard of the agent, advisor or planner!  Most agents, advisors and planners are doing very little, if anything, to become the most recognized, trusted and sought after financial expert in their local community.  With all the bad publicity about annuity dinner seminars, do people trust and want to work with a complete stranger?   That’s why you need the services of an Image Branding Specialist like Forest Wallace Cato.    

• The fifth problem is most agents, advisors and planners don't know how to separate his/herself from the competition!  Aren't you are in direct competition with the banks, accountants, attorneys and brokerage houses?  If you want to attract more of the right people to your seminar, then you must find a way to stand out from all of your competition!  Why should people go to your seminar, verses the one your competition is offering?  What's in it for them?

• The sixth problem is most agents, advisors and planners are promoting and selling a specific hot new product during their seminars!  You need to stop selling products for the highest commission possible, and instead think what would be in the best interest of your prospect.  In an era of a recession/depression, retirees want guarantees.  Retirees don't care about your products!  Retirees want to know you understand their problems and you can provide them with real help with their finances.

• The seventh problem is most agents, advisors and planners have not earned the right to receive referrals!  If all you are doing is pushing annuities and providing the latest hot new products, aren't you the same as everyone else in their eyes?  So, why should these people refer anyone to you?

• The eighth problem is most agents, advisors and planners are not conducting annual reviews!  If once you make a sale your client never hears from you again, then why should they buy more from you, or refer people to you?  Do most used car salesmen have better follow up than this?

• The ninth problem is most agents, advisors and planners are not staying in constant contact with their friends, family, prospects, referrals and existing clients!  People buy when they're ready to buy, not when you're ready to sell!  So, if you are not constantly in front of them, then they'll buy from your competition who is!

• The tenth problem is most agents, advisors and planners don't know how to establish a true Joint Venture Relationship!  They may be able to set-up a passive system that gets other professionals to refer a few people to them, if those professionals happen to think about them, or if their clients ask for a referral!  They don't know how to set-up an active system that gets professionals to invite all of their best clients to their events.

Message to Financial Advisors…

What have you done in the last sixty days to increase your sales?  Is there any question that during the 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 ways?  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