How to sell annuities to prospects who are not looking for annuities
Monday, June 15th, 2009My 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 annuities and can be an annuity sale. Other prospects have expressed interest in financial planning, mutual funds, life insurance, etc. but the average annuity agent is not interested in these general prospects.
However, the RICH annuity agents DO have an interest in these prospects. Here’s the logic of the rich annuity agent:
1. When people express interest in a product or service, it does not mean that they will buy that particular product or service.
2. It does however mean that the prospect is motivated to seek a solution–i.e. if they fill out a form on the Internet seeking information on retirement planning, at least this is a motivated, “take action” person.
The rich annuity agent wants to speak to any motivated viable prospect and has sufficient confidence that if an annuity will help the prospect achieve his goals, the agent will have a sale.
How many clients have you lost because you have failed to cultivate a general interest from a prospect desiring to take financial action?
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