This text might simply be titled “Easy methods to Discover and Hold Purchasers.” The dynamics of profitable annuity agent marketing for retail purchasers are the identical dynamics for the profitable annuity wholesaler marketing for agents. You need to take your personal recommendation and do what you inform your annuity agents to do 롤대리.
Recruiting
You could have six alternatives for recruiting: chilly calling, promoting, unsolicited mail, e-mail, seminars and referrals-the similar strategies your annuity agents use to seek out annuity consumers.
Everybody is aware of that the most effective and least expensive technique to get purchasers is thru referrals. But in nearly 20 years as an agent and being appointed with 25 completely different corporations by way of no less than 8 completely different annuity wholesalers, I can by no means keep in mind any insurance company or annuity wholesaler asking me for a referral to a different annuity agent! After I obtained into the business, the very first thing I did was ask a buddy which annuity wholesaler to make use of to course of my insurance business. He really useful a wholesaler and his favourite insurance company. These two companies obtained the majority of my business throughout my profession as a full-time annuity producer.
At my agency, we have now an automatic system (run by software program) of asking for referrals. Each consumer will get 3 emails, 3 faxes and three letters a yr asking for referrals and rewarding them with an merchandise that can assist construct their business plus a aircraft ticket for those who present 12 referrals. May you do the identical together with your annuity agents?
Subsequent are annuity seminars. Seminars are a extremely environment friendly technique to meet dozens of annuity agents face to face in a short time frame. Nonetheless, simply as retail purchasers have little interest in an annuity seminar (a mass gross sales pitch), annuity agents have little interest in listening to concerning the newest product you need to push. I can not let you know what number of classes I’ve attended listening to an annuity product pitch adopted by the how-great-we-are-and-how-great-our-support-is-and-the-trips speech. Producers haven’t any scarcity of annuity products they usually will not come to your product-oriented annuity seminar.
What annuity producers want and wish are methods for getting annuity consumers and annuity leads. Present them a reasonable and efficient technique to appeal to certified new annuity purchasers and you may pack the room and appoint a whole lot of new annuity agents. Simply take a look at the proof: one well-known wholesaler flies agents in, places them up for 3 nights in a resort after which has them attend a full day seminar and the dialogue is all about annuity marketing. This agency has attracted high producing annuity agents in droves and has change into one of many nation’s main annuity wholesalers.
A phrase of caution-every wholesaler advertises “the most effective senior seminar system” and no agent believes these pervasive claims any longer. In polls of the American public, 75% have reported an excessive worry of public talking. This reality implies that 75% of your present or potential annuity agents won’t ever do seminars, so an annuity wholesaler can be sensible to develop different efficient marketing methods for agents. Promoting, unsolicited mail and e-mail work very effectively for getting agents consideration as long as they’re effectively written and the pitch just isn’t about product. Content material that will get agents’ consideration:
- Tales about producers that went from low to excessive manufacturing
- Marketing formulation which have been examined and confirmed (not what ought to work)
- Easy methods to strategically prospect a distinct segment market utilizing a very well-suited product (e.g. VEBAs and docs)
You give away the entrance finish of the formulation and the remainder will get delivered when the annuity agent contracts with you.
Neglect chilly calling agents as the most effective agents are on appointments. If an agent solutions the phone throughout work hours, it is an agent you do not need.
Retention After you have agents, retaining them won’t come by way of the ways I see employed most often:
- Journeys: you insult a superb agent if you affect his advice of products by dangling a visit. What moral agent would make an annuity advice to a prospect in an effort to win a visit? If the journey is for general manufacturing, that is fine. However this can be a weak incentive to bigger producers. They will afford to purchase their very own journey to a vacation spot of their selecting. The identical goes for prizes of any sort.
- Annuity Leads: most each lead system I’ve seen is about amount vs. high quality. Solely an agent whose time is nugatory needs to name 200 nugatory annuity results in discover the 2 certified annuity consumers. If you happen to present leads for higher agents, create a system that’s low amount, prime quality Or suggest they use the SeniorLeads(tm) system.
- Sending your month-to-month “Adalog”: a multi-page printed piece that’s one annuity product advert after one other; a catalog of advertisements. Agents do not worth these, as they haven’t any scarcity of annuity products–they have a scarcity of annuity prospects.
- An Annuity Seminar “system” that’s nothing greater than directions to ask a listing of seniors to dinner and present them some PowerPoint slides about annuities. Higher prospects will reject a product presentation and go away your agent chasing a bunch of “eaters” to do business. (Profitable seminars that appeal to business from wealthier annuity consumers are idea seminars, not about products).
If you wish to preserve higher annuity agents, assist them get in entrance of extra certified annuity prospects or assist them enhance their closing ratio. An incredible reward for manufacturing can be tuition to a sophisticated gross sales coaching class (Dale Carnegie, Sandler Institute, SPIN Promoting). Higher agents need to enhance their expertise and they’re targeted on self-improvement. You possibly can assist them with: