When it comes to setting up annuity quotes, by far the most effective technique is the Drop-By system. However, if you wrecked your car, broke both your legs, and must resort to a phone call, I’ve always taught my agents that the best way to reach your prospect over the phone is to start with a statement that is anything but your typical warm fuzzy, “How are you today?” Your return must (1) make them sweat a little and 2) to propose a problem which is at the same time a benefit of owning an annuity (without saying the word ‘annuity’). Note: This formula works with any product.
For example, “Hello, Mrs. Jones? My name is _______, from the _____ agency down the street, and I’ve been trying to get in touch with you because I found out that some of my retired clients are paying income taxes on their social security , and you don’t have to. I’m a financial advisor in the area and can show you how to reduce or eliminate income taxes on your social security. I’ll spend 10-15 minutes with you unless you stay longer. There is no charge. Do I have Wednesday morning available at 10:00, or would Thursday afternoon at 2:00 be better for you?”
Your prospect’s responsibility at this point is to say, “No thanks, I’m not interested,” or maybe something not so nice. You just disrupted his world. However, you will do much better in annuity dating if you understand that a ‘No’ is simply a latent reaction from childhood. In our formative years, the one word we heard more than any other was the dreaded “No!” This is what we got almost every time we ordered something:
“Mommy, can I have a cookie?”
“Nope.”
“Dad, can I drive the car?”
“Nope.”
Your job as a professional salesperson is to understand that humans are hardwired to respond to virtually any proposition with the word “No.” This is how our circuits work. Negative responses can range from a simple ‘no’ to a searing harangue. Your firm, automatic response should be to disconnect, short-circuit the connection, neutralize the way your prospect’s mind works.
Try the old ‘feel, feel, find’: “I can certainly understand how you feel, Mrs. Jones. Many of the people I talk to, including some of your neighbors, felt the same way at first. But after they understood the problem And how simple the solution was, they found they were saving hundreds of dollars a year in unnecessary taxes.” By pouring water on his prospect’s natural resistance, he weakens his response and, at the same time, turns the phone call into a back-and-forth conversation.
Now he has earned the right to continue: “… You see, we find that a lot of people just don’t realize that a part of their estate that they want to leave to their children and grandchildren is going to be consumed in probate court, and they don’t have to what to be like. I’m a financial advisor in this area and I can show you how to fix that. I’ll spend 10-15 minutes with you unless you stay longer. no charge. I’m available Wednesday morning at 10:00, Or would it be better for you at 2:00 this Thursday afternoon?”
Get ready for it. Here it comes again: “No thanks,” she says, “we already have a financial advisor who has been with us for years.” Mrs. Jones is just playing her role in this annuity dating rivalry. At the same time, she is telling you exactly how she wants you to say yes. She pays attention to her words. This time you are going to first neutralize her objection, then use it. Exact words to identify “… THE PEOPLE WHO BENEFIT MOST FROM OUR SERVICES.”
For example, “I can certainly understand how you feel, Mrs. Jones (neutralize). However, the people who benefit most from our services They are the ones who already have financial advisers. See, a good financial advisor, just like a good doctor, will often advise you to get a second opinion. I am an expert in this area and can show you how to avoid the expense and delay of probate. I’ll spend 10-15 minutes with you unless you keep me longer. There is no charge. Do I have Wednesday morning available at 10:00, or would Thursday afternoon at 2:00 be better for you?”
At this point, if you don’t hear a click and a dial tone, you may hear a slight tremor in your voice. His line “We already have a financial advisor” worked with the last salesperson. What’s up with you? Now you have to think about your response or go back to the old standby, “I’m not interested.” If she says something other than “I’m not interested,” she’s telling you how she wants you to say yes. These responses may include,
“I’m too busy right now.”
“Our son-in-law takes care of those things.”
“We already have all the insurance we need.”
“I do not have money”.
“I never accepted phone requests.”
You must be one step ahead of your opponent by preparing your script for all possible scenarios. Sit down and write them in your own words. Use the script above as an outline and insert the gist of your answer in the appropriate places. Then move on to another problem she worries about, which is also a benefit of owning an annuity. Don’t be afraid to be creative. Annuity dating is a game of wits and circular logic. The more you differ from the last three telemarketers she sent to the madhouse, the more successful you’ll be at scheduling appointments and, ultimately, selling annuities.
Finally, if you’re dealing with an uncaring, uncreative guy who just can’t think of anything other than “I’m not interested,” try this:
“Ms. Jones, it’s okay if you’re not interested. I just want to ask you a question. Work with me here. Imagine that everything you’re worth, your house, your savings, your investments, everything, is going to go to waste.” be taken from you first thing next week. And let’s say I called you up just like I’m doing today, and told you that I could protect your financial future in a responsible way so that none of those bad things happen. tell me you’re not interested, or would you let me sit down with you and show you how it works before something like this happens?
You see, we know that many people, maybe even you, have a lot of their life savings in the bank, or in stocks and bonds, or in real estate, where they can be garnished by a judgment in civil court. …And it does not have to be that way. I am a financial advisor in this area and I can show you how to fix it. I’ll spend 10-15 minutes with you unless you keep me longer. There is no charge. Do I have Wednesday morning available at 10:00, or would Thursday afternoon at 2:00 be better for you?”
Get the image? You need to eat, sleep and breathe annuity quote adjustment.