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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…

ProspectMatch:Mortgage Protection Leads to Sell Annuities

Published on February 6, 2009 in Annuity Leads by Bob Richards

You already know that one of the most challenging aspects of selling annuities is finding qualified leads to pitch your products to. Cheap lists of leads rarely pan out to actual clients, but prospecting individual leads can take so much time that it cuts into your profits. One relatively unexploited avenue is using mortgage protection 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…

Annuity Lead Lists-part I

Published on January 20, 2009 in Annuity Leads by Bob Richards

Lists of annuity buyers/owners No insurance company releases the names of their annuity owners. So any list that claims to be annuity owners or buyers is really a list of people who meet a specific profile AND may be more likely to buy annuities. We tested these lists and found no greater propensity for people on Read more…

Our Experience With Annuity Leads Lists Part II

Published on January 16, 2009 in Annuity Leads by Bob Richards

People who have requested non-specific information These are people who have completed a survey at the county fair, a mall, on line, etc in which they expressed information in “investments” or “tax savings.” As you might guess, these people are no likely to be an annuity lead any better than your deaf grandmom, Bessy. Yet, Read more…

Annuity Lead Systems

Published on January 14, 2009 in Annuity Leads by Bob Richards

If you have read the previous posts on generating annuity leads and buying annuity lead lists, you now know what to ask before buying someone’s annuity lead system: 1. how are the leads generated 2. did the prospects get talked into it or did they respond of their own initiative 3. what offer did they respond to—was it 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…

Don’t Underestimate the Power of Your Annuity Website

Published on January 8, 2009 in Annuity Selling by Bob Richards

Despite the growing number of people who are using the Internet for everything from information gathering to buying everyday items, most annuity agents tend to grumble and grown about how putting together and maintaining an annuity website is a waste of time and effort. And to some degree, it’s true – if you put up Read more…

Carve Out a Niche for More Annuity Sales

Published on January 7, 2009 in Annuity Selling by Bob Richards

The conventional wisdom in the annuity sales world is to bend over backwards, doing everything you can to please any customer that comes knocking at your door. But in reality, trying to be everything to everyone can make you seem disjointed and disorganized to prospective customers. In the third installment of the guerilla annuity sales Read more…

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