Annuity Selling | Retirement Prospects

How to sell annuities to prospects who are not looking for annuities

Published on June 15, 2009 in Annuity Selling by Bob Richards

My firm ProspectMatch matches prospects with financial professionals and I have always found it curious that financial professionals only want leads of prospects seeking information on the products and services sold by the financial professional. In other words, the average annuity agent only wants us to match him with prospects that have expressed interest in Read more…

How Professional Designations Can Help You Sell Annuities

Published on March 5, 2009 in Annuity Selling by Bob Richards

The business of selling annuities is very competitive. Not only are you competing with other annuity agents, but also with the possibility that the money from a potential client could be deposited into an IRA or a different retirement plan altogether. Obviously, you want to be the one that the client entrusts with their money, Read more…

The Key to Selling Annuities–Understand Your Annuity Prospect

Published on February 27, 2009 in Annuity Selling by Bob Richards

The absolute worst thing you can do when selling annuities is to use a “one size fits all” sales process, marketing annuities in the same way to each of your annuity prospects. Think about it – just like no single pair of pants really fits everyone in the world, every one of your prospects will Read more…

Guerilla Annuity Selling Principles II – The Power of Information

Published on February 24, 2009 in Annuity Selling by Bob Richards

Take a second to think about today’s advertising landscape. Annuity prospects are exposed to dozens of conflicting sales messages every day – to have success with annuity selling, you’ve got to find a way to cut through the clutter. In this second installment of the guerilla annuity selling principles series, we’ll take a look at Read more…

How to Find High Commission Annuities to Sell

Published on February 14, 2009 in Annuity Selling by Bob Richards

Please realize that there are three parties to the financial benefits of an annuity sale: the insurance company, the agent and the buyer. If you seek to sell those annuities that pay the highest commission, realize that means less for the other two parties. Do you think that the insurance company is paying you more Read more…

Annuity Newsletter Gains Clients with Little Work

Published on February 11, 2009 in Annuity Selling by Bob Richards

Most articles in this annuity blog concern generating annuity leads. But what you do with those leads is critical. Unfortunate, many agents are hit and run: they make a presentation and if they don’t get the annuity sales, they’re off to the next prospect. But be honest, this loses a lot of potential business because Read more…

Guerilla Annuity Selling Principles I – Position Yourself as an Expert

Published on February 11, 2009 in Annuity Selling by Bob Richards

Are you tired of cold-calling, hand-holding and bending over backwards for customers who treat you with nothing but suspicion? For years, the default manifesto of the annuity industry has been to get yourself in front of as many people as possible and do whatever it takes to close the annuity sale. However, there is a Read more…

Annuity Agent – How to Get Through Your First Year

Published on February 9, 2009 in Annuity Selling by Bob Richards

Sure, you might start out with dreams of six figure salaries and the perks that come along with it, but the reality is that it’s a lot more difficult to make it as an annuity agent than the hotshots let on. In fact, The Motley Fool (www.fool.com) reports that as many as 70% of annuity Read more…

How to convert annuity leads into annuity sales

Published on January 21, 2009 in Annuity Leads, Annuity Selling by Bob Richards

Every Annuity Prospect Needs to be Cultivated No matter how you generate annuity leads, the prospect is not dying to buy an annuity. That’s what selling is all about. Uncovering the prospect’s desires and matching those desires with your product or service. You do that by asking questions, not by talking about the features and Read more…

Sell Annuities Through Client Relationships

Published on January 12, 2009 in Annuity Selling by Bob Richards

Now, more than ever before, people are looking for security when they may financial decisions. For some people, this involves seeking out the advice of a qualified financial advisor to assist in making the tough decisions about how their money is invested. Obviously, you want to be this person that customers flock to with their Read more…

Category: Annuity Selling