​The Ohlson Group provides quality annuity leads at cost!
 
It is not unusual for seasoned annuity agents to allocate upwards of $6,000 per month toward marketing. Having helped agents with annuity cases on a daily basis for over 15 years,  the number one question I always get is “what is the best lead source for annuities?”. This used to be a tough question for me to answer – and I generally would send a list of the best lead vendors that specialize in annuity marketing.
 
About five years ago, my brother Nick and myself decided to try to find a better mousetrap … we entered into the world of lead generation! We hired experts as consultants and tapped our digital marketing team to run this program and to learn everything they possibly could about utilizing search engines like Google to obtain high-quality annuity leads.
 
It took several months (and thousands of dollars) to find out what worked and to find an optimized way of keeping costs low. Around late 2017, our stellar digital marketing team had become internet lead experts. In early 2018, we were proud to announce to the agent field force that we were selling high-quality, fresh annuity leads at cost.
 
The ability to sell annuity leads at cost (we do not mark up our leads at all) has been an integral part of what makes The Ohlson Group standout. Since we are an IMO and not a lead vendor, we make money from overrides. This business model incentivizes The Ohlson Group to continuously monitor our lead program and enhance and improve it on a regular basis.
 
These at cost annuity leads are a part of a much larger branding program that we call The Safe Money Places Agent Network. Any agent that writes meaningful business becomes a member of The Network. We create an agent website (agent owns the domain) and we have a drip e-mail follow-up program. Not only do we drip market to your leads, we also can run a drip e-mail program that automatically sends monthly e-mails to all of your clients and prospects.
 
So, give us a call today or shoot us an e-mail to schedule a time to speak. We have several territories available, however as you can imagine – they are going fast!

I had an investment and retirement planning review with my advisor the other day.  We spoke of this rising market, and the great success that I have had.  We have been working together for many years.  Years ago I gave up my Series 7 and RIA status as I focus on safe money instruments and needed the full time pro to handle my investments.  So, as I often say… I am NOT giving investment advice.  I am just passing on some thoughts I have as a result of my meeting.  Okay, yes… many of us just love what we have and the way that our equities have performed. But, if history repeats itself, we are going to hit some speed bumps.  There will be a market pullback at some times.  My advisor, and many others, also look at history and are confident that the market will come back.  They always have.  It just depends on how long that will take.  In my case, as we rebalance, we will take advantage of the pull back and get more aggressive on the equity side.  Now, I have a good portion in my “safe money accounts.”  Let’s look at some facts:

Markets decline every 18-24 months.  In the event of a bear market, equities decline by about 32%.  My advisor is predicting a speedbump that will be short lived with declines of 15-25%.  I am not going to into an economics class, but we have had a very “friendly” Federal Reserve.  They continue to pump money in the economy and are keeping rates very low.  But, inflation, rapid increases in interest rates and a recession could change things quickly.  I am not suggesting that any of things will happen.  But, we all remember (at least us older guys and girls) the song by Blood Sweat and Tears, “What goes up, must come down.”  We just don’t know when or how severe.

I am not writing this to be used with the public for the sale of products.  I am just giving a little history and providing you with info from my investment advisor.  But, as he said, we must continue to rebalance on a daily basis making sure that we do have enough money in our “Safe Money Buckets.”   I think it is a great time to have discussions with our clients and prospects to see if they would get an ulcer in the event of a significant downturn.  Communication in a caring way is the path to a great relationship.  People are looking for conversations and options.  We sure do have them.  Also, I am reminded of an ad that is on TV and in various papers saying that ”If you have $500,000 or more to invest, give us a call.”  The nice thing about what we do, we can also be of service to the majority of Americans that do not have an extra $500K sitting around. 

I have been watching a series called “The Titans that built America.”  A great series that really focuses on the entrepreneurs who risked everything for an idea that they thought would revolutionize the world.  There were so many things going on in the late 1920’s and early 30’s.  First off, we had the stock market crash in 1929.  But, the depression really didn’t kick in for a couple years, and many thought that the market was just a blip and would come back.  Of course… it was more than a blip.  There are so many interesting people to mention, but today I focus on Walter Chrysler.  Of course, of Chrysler auto fame.  But, it was a fierce battle to win the hearts and minds of America.  Let’s take a look and find the similarities to our business…

When Chrysler was starting his car empire, he had to beat out the low cost Model T of Ford Motor that was affordable to most.  Also, Buick had the upscale model that was considered a real move up and status symbol.  Money was tight, most lost all, or a great percentage of their wealth.  So, what was Chrysler to do?  He needed an edge.  Something to create… a different experience.  So, he went for speed.  The Model T could go about 35 miles per hour.  The Buick, with its huge engine, could go about 50 mph.  So Chrysler shrunk the engine, tinkered with the design, and his car went 70 miles per hour.  That was his edge.  So, what does this have to do with our business?  Please read on.

You need an edge to beat out the competition.  You need an edge to maximize the use of your marketing dollars to increase net revenue . In short, you need… a different experience.  We have the edge for you.  We have the speed for you.  We have the best price for you.  If you are looking for digital annuity leads at the best price and a complete digital marketing set up to support your activities, you need to call us at The Ohlson Group.  In short, as Walter Chrysler did, he looked for… a different experience.  And, that is what we have to offer.  Give us a call today and discover… a different experience. 

Sounds familiar to many people. And, we all ask the same question... “How did time fly by so fast?"  Well, we all had different, and many times similar things, we were dealing with at different times. Think about it.

Age 25

Hey, we can't save for retirement now.  Just out of school, student loans to pay and need a new car.  Plus, time to have some fun.  I have plenty of time to save.

Age 35

We can't save another nickel now.  Growing family, new mortgage, private schools.  We will have plenty of extra money later.  Plenty of time.

Age 45

​Save more for retirement?  Are you kidding?  Have one kid in college and another right behind this one.  Most expensive time in our lives.  When the kids are out of college, we will get a big pay raise, and will start plowing away retirement money then.

Age 55

I know that we should be saving more for retirement, but things didn't work out like we thought.  Got caught in a market sell off, had to start a new job and we are just strapped

Age 65

​"Where did the years go?  We thought that we had plenty of time to save for retirement.  We weren't worried because our 401k’s and our tech stocks were flying. Then boom... a market correction.  Is there anything that we can do now?  We need additional retirement income…

The answer is yes.  You can help your clients establish their own "Personal Pension Plans" and utilize annuities for a portion of that plan. You should contact your clients now to discuss their alternatives. Hopefully your clients stayed safe during the pandemic.  Now, might be time to keep some of their money in a safe place too.

Many Americans are finding themselves in a position where they “want” to retire early or “have” to retire early.  First off, the old concept of retiring at age 65 is not holding true for many.  Also, age 65 is no longer the time when you get full retirement benefits.  That age has increased to over age 66 depending on when you were born. But, there are many factors that determine when a person wants to start taking benefits. 

We know that the amount of monthly payments increase by about 8% per year if one is able to wait until age 70.  But, health issues can make early retirement unavoidable.  Many people can’t keep their jobs till age 70.  Some people might have lost their jobs and have to start taking payments prior to full social security and start around age 62. 

Suffice it to say that here are many  factors that weigh into an individual’s decision.  But, one thing remains true… they need an income that can support their lifestyles.  And, we in the insured products business have options and solutions.  Let’s look at some…

We are all familiar with the split annuity concept.  A person retires prior to receiving social security and doesn’t want to start payments.  They may be waiting for the increased amount at age 70.  So, we provide a SPIA (single premium immediate annuity) to fill the gap prior to the Social Security benefits kicking in.  Maybe we can provide for them an amount that would be equal to a reduced Social Security benefit. The client might be concerned about needing even more money at age 70.  

​So, today the client can purchase a fixed index annuity (FIA) with an income rider.  Let the account grow, and start receiving the payouts at age 70 as well.  There are many solutions in the fixed arena.  I think it would be a smart idea to be speaking with our younger pre-retirees or post-retirees and show them what we can do.  Need help with the plan and illustrations?  Give one of our marketers a call… that is what we are here for.

We are all familiar with the “Rule of 72.”  You know, we can find out how long it will take for an amount of money to double at a certain interest rate.  Example:  if a financial instrument will earn 6%, you divide 6 into 72 and the money will double in 12 years.  Simple… right?  Well, not so fast.  If that annual 6% earnings rate is being taxed every year, it will take longer.  I was recently on a ZOOM and this concept was re-explained to me.  It reminded me of the benefits of tax deferral.  So, how about I get to the end of this commentary now. Yes, an annuity that grows at 6% annually  will double in 12 years.  A taxable investment will not, as taxes have to be paid each year.  So, I am not suggesting that your clients should forgo equity and taxable investments.  I am just pointing out the beauty of this annuity product.  And, I believe it will be more important in the years to come.  Why do I say that?  Please read on. 

There is a change going on in America.  We are printing more money than ever.  And, it looks like it won’t stop.  Maybe it’s a good  time to remind ourselves that the US government is not handing out  “their money.”  They are handing out “our money.”  You see, we all know that our federal government is not building products, making new inventions or making payroll.  We do that as Americans.  But, (as all leaders like to say)… My fellow Americans, you and I must pay for these spending sprees.  Now, I am not here to judge the benefits of any of the programs the government has enacted.  But, just to state, that they must be paid for.  And, tax rates will increase all across the board.  So, therein lies the beauty of tax deferral.

Can I also remind all of us of a great benefit to non-qualified annuities?  There are no required minimum distributions with the non-qualified annuity. What a great place to accumulate money to be passed down (also life insurance).  And, in the FIA, a client can change the allocations inside the product without selling an investment product and paying tax on the gains. Yes, in an annuity, first dollars out are taxable as they would be the gains… after that, it is just a return of principal.  Can I just state one more thing I was reminded of?  Many people have a portion of their portfolios in fixed income?  And, many have that money with a fee based advisor.  I do, and he does a great job.  But, it was pointed out that if a client was earning 1.5% in the fixed income account and paying a 1.5% fee, it was a wash… no gain.  But, what if your clients had a portion of their fixed income account in annuities? No annual fee and a minimum guarantee.  If a MYGA, a gain every year.

So, again, no investment advice given here.  Just advice from an older veteran in the business that has “been to this party before.”  Remind your clients of the beauty of tax deferred growth and the ability to make their own decisions as to when they want to start drawing money from their account.  Next, I will write on our ability to provide a product that can provide an income that they can’t outlive… regardless as to how long they live and also regardless of market fluctuations.  

To say these are unusual times would be an understatement.  My wife and I went to get our vaccine cards laminated.  They might be very important, and the paper they use is pretty thin. And, they are a weird size and don’t fit in most wallets.  So, we went and got our cards laminated.  But, too stiff and big for my wallet.  So I stuck them with my passport , made extra copies and will fold up a paper copy for my wallet.   But, for us that wanted the vaccine, we were happy to get the shots and now have to protect this little piece of paper as it might be important in the future.  So, where am I going with this?  Please read on…

What if we had a retirement card (sort of like Social Security) that showed that our retirement income was protected from financial viruses?  Maybe now is the time to have this conversation with our clients and prospects.  Time to again re-visit their retirement cash flow, their essential and discretionary income needs and show the shortfall.  And, we can provide the “vaccine” that will guarantee the desired amount of money they need at retirement (or during their current retirement).  That vaccine could be an annuity.  Again, all we have to do is ask… “How much do you need… and when do you need it?”  Yes, we are like financial magicians.  We can show them exactly how much to place in the annuity to give them the desired income.  Yes, I know that we can’t magically increase the money they have today.  They may have to reduce some expenses, etc. to live in a comfortable world.  But, we take the mystery and angst out of their lives.  The income, like Social Security, will be there.  So, get your clients vaccinated today from financial viruses.  Oh, there is a problem.  The annuity contact is larger than the Covid-19 card and still won’t fit in their wallets.  But, it could bring about a safe and tranquil retirement. 

Well, the results are in.  March reports say that Life Insurance sales were up 18.5% year over year.  And, this includes all types of life sales.  Also of interest, sale of life insurance for the population 70 and over were also up double digits. 

So, bottom line, many of your clients want more life insurance.  People are buying large sums, and also buying additional final expense policies.  And, we are having a great interest in our single premium life policies with return of premium, chronic illness benefits and double digit compensation for you.  Also, did I mention no exams and online application and approval?

I could go on and on.  Being a life insurance guy, I know that life insurance is the best “dream completion” product.  Need a refresher?  Contact us today and re-examine discounted dollars and a tax free death benefit.

Since the majority of independent financial pros live off of commissions, it can be very difficult to remain patient and wait for the prospect to make a decision about acquiring an annuity.  This is especially true if the prospect needs to wait 2-3 months before they can even move the money… like they are waiting to retire. However, it’s important to remember, buying an annuity is a VERY BIG decision that has a long-lasting effect on their retirement lifestyle. 

Just think about it from the prospect’s position, purchasing an annuity just as big, if not bigger, of a financial decision as buying a house or new car. People spend countless hours researching the benefits of a new car, reading car reviews, comparing brands, scouring the internet for the best deal, and want to buy that car from a credible dealership. The same goes for purchasing a house… people look at countless homes on Zillow, check out the school district’s rating, spend hours looking at interior room photos hoping to find that dream kitchen, and speak with several realtors and mortgage companies to find a good fit. 

Annuities have a much bigger challenge to overcome… they are not a tangible asset. 

Pre-retirees and retirees are using their life’s savings and purchasing an invisible product they cannot see or touch. The psychology behind this concept is powerful and can lead to buying hesitation due to the fear of losing everything they’ve worked so hard for over decades.

People can see and touch a new house or a car, which in return gives them a positive emotional response. It’s that “new car smell” kind of thing or cooking in your dream kitchen for the first time… who doesn’t like those experiences? With an annuity, you don’t really get that same kind of emotional reaction… there’s simply not as much excitement with something that’s invisible. 

So, how do we overcome this psychological warfare of the annuity buyer’s mindset? The answer is… building trust and credibility by demonstrating knowledge. 

Demonstrating knowledge combines various methods, tools, and resources. Obviously getting the prospect on the phone is priority #1, as speaking with the prospect directly allows you to directly demonstrate your knowledge about financial services. However, reaching people on the phone is getting harder and harder every year. 

This leads us to one of the most common challenges financial pros ask themselves, “What should I do if I don’t reach the prospects over the phone?” The answer is digital marketing. Digital marketing is one of the best ways to build trust and credibility while demonstrating knowledge through content marketing. 

First off, you need to have a professional looking website filled with educational content.

If you don’t have one, you need one or risk losing credibility by making a bad first impression online. Plus, your website functions as a “digital home” of your business and features educational content your prospects need, want, and expect to find. The Ohlson Group can totally assist you and even provide you with a free website. Learn more about our free website services.

The second thing that you should do is step up your email game.

While the phone still remains superior to making the sale, email marketing is often overlooked and undervalued by a lot of financial pros. Email marketing is a very powerful marketing tool and has demonstrated results time and time again. With a combination of sending direct emails manually and automated email workflows, you can effectively nurture your prospects. Email drips are the perfect vehicle for content marketing and allow you to share a library of videos, articles, and resources that help move the prospect further down the sales funnel. Content marketing is a great way to build trust, demonstrate knowledge about the products and services you offer, and show your prospects why and how you can help them.

If you would like help with stepping up your website or email marketing game, please click here to book a quick 10 minute digital marketing help session.