Closing the sales of annuities: the first date

Sales of these products is the end of the year, and every professional knows that the euphoria a perfect presentation and close. Some sellers believe that the hand of fate by signing its accession, push-ups, shake hands and return to the house where bask in the good fortune of finding that "the fruit by hand." The true professional that dates back a different visual repetition, a series of steps lead, inevitably, family, inevitably, to a new customer for life. A seller is lucky, the validation of others.

The perfect presentation and ends with a Zen quality, like the sound of one hand clapping. No sale, no fence. There is a problem finding a solution, a fear which finds comfort. All reasoning all the motivation comes from the client. Nailing Aristotle 2400 years ago: "The fool tells me his reasons, wise men persuaded me with mine."

Now that he has given his first pair of safety seminars and is collected a dozen silver dating partner, here are some dos and the definition does not. When you run precisely, my three appointments process Sales of these products not only to close sales, but new customers for life. For example, remember that every prospect of walking into your office (or expect arrival at home) with significant emotional – wants, fears, hopes and dreams. No No jump in his argument. If you insist on jumping in location, saving you the trouble and take a loaded gun, get in the bath and blow his brains out. You will receive approximately the same committee.

Factor FUD

Instead, consider the FUD factor. All people have fears, uncertainties and doubts that haunt the caverns subconscious, if not face, so the host can not decisions. These FUDS not only define the meaning of cars in its host, but also dictate how they relate to their money. Mr. and Mrs. Prospect their fears, uncertainties and doubts, and your money – all in greater or lesser extent is still unclear. You must use your first appointment, you know session appointment, deliberately and deeply in touch with the inner emotions.

How? Statements not drive when you can drive with questions. Asking well conceived, provocative, incisive questions and do not want to tell your story you fail to hear the story from their perspective. These are the moments money. The more time they spend in soaking FUDS prospects, most respected their advice, help you design solutions to your liking. More are going to think it was his idea.

And pay attention to body language, the words that choke on the basis of emotional problems and fears immediately. People are motivated by fear and greed, fear, but his movement to act more quickly and with more determination than greed. Enter the coconut, which prevents sleep he pursued his dreams. Most people need a psychiatrist more than they need a financial advisor. The fact is that a financial advisor is not very good at closing Sales of annuities until he or she becomes a good psychiatrist.

Three Questions

The head of my favorite question is simply, "Where are you from? questions truthfully, the question gives them permission to take a walk in the autobiographical memory lane. His eyes become a glow of nostalgia. It is a little smile to drift in time to remember his childhood, his parents and brothers and sisters, colleagues, the house where he grew up, how things were in those days and the passport that has led them to adulthood. His work here is clam and listen. Take notes as a freshman. You will discover values of the bedrock along irrational beliefs, paralyzing fears and strange dreams. This exercise has nothing to do directly with the closing of sales of these products or get your money back … but everything to do with the knowledge that earn their money. Value of its assets is less important than the values that created them.

Then he said: "Tell me about the work you have before you retire." The identity of a person is largely determined by their background. What is gained life is to know who they are. His need to find a sympathetic ear to recognize the achievements of the race is on equal footing with their need someone trusted to respect what that have accumulated along the road. Speaking of work often leads to voluntarily talk about IRA and 401 (k) s, but is this not an invitation for you to jump on your savings. They have waited all your life from a financial advisor to listen. Use extension cords as a conversation "… and it feels just like that?" Or " … and that experience is why they have kept their money in CDs all the time? "No blood, sweat and tears that went on to win their savings.

So I say: "Now John and Mary, tell me why you asked this event and perhaps two or three most important things you would like to speak. "We usually have a list of items to go your Safe Money Seminar, at this stage but if you look like a deer in the headlights, try to be a problem as a substitute, "Tell me about the best financial decision ever been done. "Many people will take the opportunity to gloat over the victories. Surprisingly often, however, more volunteers their financial in painful detail, gradually, to reach deep to expose the cry of feelings of emotional connection. Then you know at a primitive level that nothing in their arsenal to close sales of these products is equal to firepower to get your prospects to tell his story.

Some Wow

Its proportion of them should be spoken or 5-1 in one hour, 50 minutes to 10 minutes than they are. Remember, your safety seminar asked for money to provide copies of statements Last year's tax, life insurance and annuity and brokerage statements. From the first appointment is not in the diagnosis (which is what is broken) or limitation (about annuity sales), use the little time you have to 'wow' as much as possible. For example, if your tax return shows $ 7,000 to $ 8,000 in interest, is a safe bet that they have about $ 200,000 in bank CD paying 3.5% to 4% interest. Do the math quickly, looking up records and tell the doctor with indifference: "And you, what, about $ 200,000 in certificates of deposit of the bank?" Them review the amount of your notes and think "Wow, how do you know that?"

Finally, the conclusion of the meeting. The message is simple, is that, like any good doctor, you have not tried a diagnosis and are far from making any recovery. The key word here is "research." You need a week in search of his current portfolio and / or graded areas and identify the financial documents that are not reaching their highest potential, which does not serve their needs, or completely broken and need fixing. Set the appointment of new at the same time, same place, a week from today. Of course, you will need to maintain their records for research also reinforces the element of trust and to ensure their visit. Then, get up, shake hands, looking into his eyes and give them the thanks for sharing your life with you.

You have done more to close sales of these products than anything I could have said.

About the Author

http://www.Free-Insurance-Leads.com Gary Le Mon is a wholesale distributor of fixed indexed annuities for Allianz, American Equity, Sun Life Financial, and ING. Author and developer of the Safe Money Seminar, a financial planning seminar for Seniors, Gary serves as guest speaker on behalf of agents and agencies nationwide. He is coach, mentor and motivator to over 700 general agents in his insurance marketing organization, InsuranStar Marketing. See also Insurance-Lead-Programs.com

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