Annuity Marketing 101
Annuity Marketing 101
Generating leads through annuity marketing can be a tough nut to crack. Experiences from our coaching and mentoring services have shown us some of the most valuable tools come from your own abilities to communicate effectively. We’ve compiled a list of topics to consider that could be relevant from the time you make your pitch to closing the sale and beyond.
WHAT IS YOUR GUARANTEE?
One thing we can count on is that life is unpredictable. Most clients view insurance as assurance – they want to know how you’re going to protect their legacy. When marketing annuities, ask yourselves, “How can I make sure my clients know I have their best interests at heart?” Remember, annuities are voluntary purchases – they are not required by anyone. Emphasizing the stability you and your programs could give your clients while remaining transparent could yield positive results.
IDENTIFY YOUR TARGET MARKET
Some agents decide the ‘undefined market’ is the best market because it includes everyone. However, to generate real leads and eventually clients, it’s important to segment your local demographics into a target market that could both benefit the most from your services.
Along with identifying your target market, think of your own life. Do you play in a rec league? Are you part of an alumni organization? You’ll easily relate to individuals with the same interests as you, making a stronger impression that is more likely to lead to a conversion.
There will be no sale without anyone to sell to. To be successful, there needs to be constant effort towards growing your client base. Word of mouth and referrals are still the strongest sales methods, but relying on them exclusively is not enough anymore. Use as many prospecting techniques as possible: apps, attending to seminars and conferences, sponsoring races, online advertisements, blogging, tweeting, radio — anything you can think of that helps you relate to your potential base. There is no one-size-fits-all formula
Speaking in person is always best. However, technology has come a long way in personalizing communication. Harnessing the power of the web can be feasible for any budget, cost effective in its ability to reach and track an abundance of specific people directly. This is often a smarter solution than solely investing in print, where you can’t necessarily track conversions or how many people are even seeing your ad.
Budgeting for “pay-per-click” (PPC) advertising can help put your product right in front of potential customers that care. Being active on mobile through apps or your interactive website also can create a more customized and immediate level of service.
DEVELOP YOUR INTERPERSONAL SKILLS
Social media can be great at bringing in prospects, but it’s nothing compared to the connection you personally make with your clients. Especially in an industry that often gets bogged down by regulations and tax changes that can make it even harder to work in, staying true to your organization’s mission is key. Advisors need to be out on the forefront constantly networking with potential clients and learning from industry experts. The more talented you are at making connections, the more confident customers will be in your abilities to nurture them long-term.
TALK TO ONE OF OUR BUSINESS COACHES AT 800-201-0224
DBHC’s Coaching & Practice Sharing Models: http://advisor.simplicitymarketing.com/coaching-practice-sharing-models/
This information is provided as general information and is not intended to be specific financial guidance. Before you make any decisions regarding your personal financial situation, you should consult a financial or tax professional to discuss your individual circumstances and objectives.
DBHC is a Field Marketing Organization business that recruits and/or recommends insurance agents to insurance carriers. DBHC does not engage in the solicitation or sale of insurance products to end clients. The information contained within this blog is for general information purposes only and should not be construed as provide tax or legal advice or a recommendation or inducement to purchase an insurance product.
The information, statistics, and opinions reported herein are from sources believed to be reliable. However, DBHC and/or the author of this blog do not guarantee or claim responsibility for the truth, accuracy, and reliability of any source, fact and/or statistic cited and may not necessarily agree with any opinions expressed by such sources.
For financial professional use only. Not for use with the public.