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Put some LIFE in your business

4/28/2021

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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.


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Until next time… good selling!

Raymond J. Ohlson, CLU, CRC, LACP
​President and CEO
​The Ohlson Group
1-877-844-0900
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Our Life Is Not Like a Parking Meter

4/21/2021

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My wife and I took a one night trip to a great city.  Went to dinner and a show, and then toured the next day.  We checked out of our hotel and went to the historic district to tour.  But, we needed to find a place to park.  

​So, we pulled into a spot on the street that had numbered spots.  Of course, we were supposed to put in a credit card, our spot number, and then pay for the amount of time that we would need.  Wow, I had to make a decision.  Do I pay for more time than I think I need to play it safe?  Or, push the envelope and save a couple of bucks. Thankfully I read the fine print.  It was Sunday and parking was free.  What a relief.  But, it got me thinking about our lives, our clients’ timelines and the parking meter.  Please read on…

What if our lives had a meter, and we knew exactly when life would end? I guess that would make it easier for lifetime income needs. But, I don’t know about you, but I don’t want to know that date. I think our clients and prospects feel the same way. But, most don’t want to take chances and they need their “income meter” to keep going and protect them for as long as they live. Isn’t that what we provide?  An income that they can’t outlive?  For as long as they live?  With no losses to principal and previous gains?  Isn’t it wonderful that we can ask our clients… “How much do you need and when do you need it?”  We are then able to give them a number to place in their fixed index annuity, and guarantee that that amount of money will be there for as long as they live… even if the meter says… time expired.  

Stories help bring about the true message that we are trying to deliver. So, make sure that your clients don’t outlive the amount of money that they have in their retirement meter.

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Until next time… good selling!

Raymond J. Ohlson, CLU, CRC, LACP
​President and CEO
​The Ohlson Group
1-877-844-0900
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Annuity Buyer’s Conundrum: The Tangibility Challenge

4/20/2021

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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 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 digital marketing help session.

Schedule Your Digital Marketing Informational Session

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You can’t quit now

4/14/2021

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This past week I had the opportunity to speak with many of our “senior” agents/advisors that have been loyal producers with The Ohlson Group for many years.  First off, I wanted to catch up, make sure they were safe, ask about how they viewed the future of their business and offered our help.  Well, did I uncover a lot of good thoughts and ideas. 

You see, these agents were always the “face to face” sellers of products.  But, they have been able to adapt and some feel that ZOOM type first interviews are here to stay.  And, most felt as though it was a good thing.  They weren’t driving to meet them or risking getting stood up at their office.  They also felt that many sales with their clients will be conducted online.  But, all of these “fully vaccinated” pros are getting back in the field across tables, and speaking with clients and prospects.  So, the future is bright.  But, let’s get back to the title of this commentary… ”You can’t quit now.”  I will explain.

These pros have always done the periodic review with their clients.  They have come to know the beneficiaries.  They made it their job and mission to meet the heirs.  So, as these products turn into death benefits, they have a great personal relationship with the beneficiaries and many of those death claims turn into new sales.  And, this is where they are getting the bulk of their referrals.  

​Ladies and gentlemen, these death claims from the products you sold are picking up speed.  Will you be there to help everyone… including yourself?  Bottom line… “You can’t quit now” because you are already in the game.

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Until next time… good selling!

Raymond J. Ohlson, CLU, CRC, LACP
​President and CEO
​The Ohlson Group
1-877-844-0900
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The First Sale is the Hardest and Most Expensive

4/1/2021

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I believe this holds true for about anything a person is trying to market or sell.  And, if you believe in the “10/3/1” formula… 10 leads, get 3 appointments and one sale, then you know what I am talking about.  Now, I agree that the formula is for the “average” salesperson.  Many of you do much better than that.  

So, once the first sale is made, we all hope for referrals and additional business from the new client. I think I should back up for a second. We all seem to use the term “client” a lot when describing the first sale.  I believe that the first sale makes them a customer, and our future actions will determine as to whether or not they become a client.  Let’s investigate:

Most experts believe that the first sale means that the consumer is trusting you with part of their assets… not all of them.  They will then observe how you keep the promises that were made, and the additional value that you bring to them.  That is where we think we can help.  We provide the financial professional with content that will be dripped on your clients (and prospects) on a regular basis.  We assist you in having clients and prospects go to your website.  We develop and manage the website for you. Your client gets a subscription, courtesy of you, to “Safe Money News” with great information that is of importance to your clients.  In summary, we assist you in your efforts to be the “go to” person when considering additional purchases.  This also helps you get the referrals that you desperately want.

So, let’s think about it.  We have the digital marketing program to provide you with bona fide leads at the best cost in the industry.  We will build or alter your site if so desired.  We write the content, and also provide audio and visual content to be sent to your clients and prospects.  Ladies and gentlemen, the cost to obtain the second sale and referred leads is very low.

In summary, if you want to increase your sales, lower your acquisition costs, and be the  “go to person” in your field, I think you need to speak with one of our marketing consultants. Territories are still available. 

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Until next time… good selling!

Raymond J. Ohlson, CLU, CRC, LACP
​President and CEO
​The Ohlson Group
1-877-844-0900
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