The Annuity Lead

Poor Advertising.
Most agents selling annuities or other financial products would agree that ads selling annuities generally look the same and are all equally boring and non- attention grabbing. If you go on using the same advertising message that has already done the round for the last ten years in different avatars, then you should not expect to get any good leads from this kind of advertising. On the other hand, by simply changing your ads with the use of attention grabbing headlines and outlining the benefits of your products, you can raise the number of annuity leads generated per campaign exponentially.

Poor Marketing
Now you would go ahead and say that your cold calling staff is well trained and that they get you satisfactory annuity leads. But do you want to spend the rest of your life with a business whose performance is just that—satisfactory? An extremely large number of annuity sellers rely on only one kind of marketing instrument—direct mailers, emails, cold calling, seminars, endorsements or referrals. But do you know of any successful company that markets through only one single medium? Frankly speaking, I don’t. A good multi-pronged marketing plan is necessary for you if you want to survive in the competitive business of annuity sales.

A Loser’s Attitude
To tell you the truth, most losers do not realize two facts—one, that they are losers and second, that they are the only people responsible for their failures.  The annuity selling business will always go through good and bad phases, but the person who can face problems head on and handle them will be the one who will succeed. This is not rocket science, but still we find a large majority of people selling annuities questioning God, circumstances, destiny and what not in order to find out the solution to their problems. There is only one solution to your problems, face them, address them and change for the better.

Be Everything To Everyone.
A large number of annuities today are focused on the senior group aged above 50. However, if you get an annuity lead who is aged 40, won’t you try to sell a similar product to that person? The inner salesman in you would never let that opportunity go, but unfortunately, most such sales either do not take place or result in customers who suffer from major cases of post purchase dissonance. Identifying a niche and becoming a specialist is important for survival in a world that is all for customization.

Not Following The Right Annuity Leads
To follow the right annuity leads, you will first need to find the right annuity leads, and you will never find them selling for a dollar each. Getting the right kind of annuity leads involves the use of different kinds of lead generators like seminars, booklets and informational websites where people genuinely interested in buying annuities volunteer their contact details themselves. If you cannot find such annuity leads yourself, buy them because even if they cost more, they will eventually give you an ROI that will be much greater than what you will get with cheaper but non-focused annuity leads.

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As an annuity agent, the most crucial thing in your business is getting relevant annuity leads. A large number of people resort to buying annuity sales leads, but in many cases, even these leads might turn out to be useless. While there are a number of companies that do sell annuity leads, many of them just sell you a list of phone numbers and addresses of people who might not fall into your target consumer bracket at all. At the same time, there are others that collect targeted annuity leads that have higher chances of turning into conversions, but these leads can be quite costly.

As a newbie who is just starting out or even an old timer who is just plain fed up of paying for annuity leads that cost too much and deliver too little, you might be forced to think how good it would be if you could somehow get free annuity leads. In fact, with a little time and effort, you actually can. Some ways by which you can create your own database of annuity leads are:

Set Up An Information Website: By setting up an information website regarding annuity products, you can easily and quickly get a list of high end, high conversions leads. You can set up a website for free and include information on everything to do with annuities, ranging from selling structured settlement annuities to the annuity formula and annuity rates, and inform readers about how they can get the best annuity rates etcetera. Instead of making free registration compulsory, ask people to register and provide contact information if they need any further “free” guidance or counseling regarding annuities. You can be sure that anyone who shows this amount of interest in getting annuity related guidance is a lead that is very very promising. If you get leads outside your geographic area, you can also trade them with other agents in those areas.

Advertise In Local Newspapers: While this will not really cost you nothing, posting little flyers in local newspapers will cost you “next to nothing”, especially when compared to the huge amount that even a single high conversion lead will cost you. Instead of advertising an annuity program or selling annuities through your ad, try to sell a “free consultation with a financial expert” and when you do get an appointment, please try to behave like a financial consultant and not a salesman. Build trust in the people you meet, give them genuine information, and they will actually ask you to sell them your annuity programs. However, most people selling annuities fail at this stage because the pressure to sell gets to them. If it would not, they would all make much better and much wiser sellers.

Provide A Free Booklet: Once again, creating and printing a booklet that you can give away for free will cost you something, but even this cost would be phenomenally lesser than what you would otherwise pay for an interested “lead”. You can even buy a number of such annuity booklets online for a small price. Send them to people who voluntarily express an inclination to receive guidance about annuity products. You can gather these annuity sales leads by making people sign up to get a free information booklet on a website or in exhibitions, camps and seminars.

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