Prospect Accessibility is the Key to Annuity Leads and Sales
So why is it some of us can achieve it and some of us languish in mediocrity?
Is it because we don't work as hard as the big producers? Is it because we don't have the magical close? Is it because we don't have the best products?
It actually is none of those things. What is it then?
It is nothing other than target market accessibility. It is that simple.
Here is an example, if we only want to work with brain surgeons, how likely is it we will have a full calendar every day?
What about CFOs, CEOs? Get it! The more refined our target market is the more narrow our options. So what would be a great target market?
A nationally know brokerage house recently put in guidelines for their brokers as to who would be the basic client. In other words what was the lowest denominator for a potential client? They suggested to prospect based on income and net worth.
Their suggested guidelines were household income of $100,000 and a minimum net worth of $1,000,000. I looked at this and wondered how hard it would be to find people in this category and if I could find them, could I see them under a favorable basis?
If all the brokerage firms were chasing the same target market, where should I go? How do I fill my calendar each day with my target market? It really was easy once I realized who would best benefit from my simple and easy to understand products.
Here is my target market and one in which there are unlimited people to see and guess what? They don't come with advisors in tow! I can see them for daytime appointments and they appreciate my annuity products.
My target market:
A married couple with total assets of $600,000 or LESS! This would include their home. Household income was not important and it still isn't. I like folks in there 70's and who would have about $200,000 in available assets. A typical case would be an IRA with about $100,000 and the rest in banks and mutual funds.
This target market is everywhere and they all want someone to help them.
If you want to be an annuity salesman and sell $10,000,0000 a year in premium do what I do. Find nice people who are in this target market who will see you and who will appreciate your products. You will have more annuity leads and prospects than you can shake an appointment calendar at.
It is as easy as can be. Let the brokers all fight it out over their target market, use mine and get rich.
Related Tags: marketing, selling, sales, leads, prospects, lead, annuities, annuity
Bill Broich is a 30 year annuity salesman who helps agents ramp up their annuity marketing efforts. Visit his website to learn more. Annuity.com
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