Ohlson Group

Intended for Agent Use Only. Not for Use by Consumers.
Call us today at 1-877-844-0900

Ohlson Group
  • About
    • Company Overview
    • Our Services
    • Who We Are
    • Video Testimonials
  • Amplify Your Business
    • Safe Money Places Marketing Program
    • Agent Website
    • Email Marketing
    • Lead Generation
    • Agent Software
  • Products
    • Our Products
    • Our Carriers
    • Product Training
    • Request a Quote
    • Online Contracting
    • Product Searches, Quotes, and Forms
  • Incentives
  • White Papers
  • VIDEOS
    • Prospecting Tip Videos
    • Recorded Webinars
  • Members Only
    • Agent Portals >
      • Online Contracting
      • Firelight e-App
      • Email Marketing Login
    • Annuity Lead Resources
    • Product Searches, Quotes, and Forms
    • Safe Money Places Agents >
      • Client Videos
      • Consumer Guides
      • Presentation Material
      • Personalization Request
      • Safe Money Places Logos
    • Client Marketing Kits >
      • Wealth Transfer
      • Personal Pension Plan
      • Worry Buckets
      • 5 Financial Hazards
    • Agent Training >
      • Product Training
      • White Papers
      • Training Videos
      • Recorded Webinars
    • Business Resources
  • Blog
  • Quote
  • Contact

Set the stage to effectively close the sale

5/31/2016

Comments

 
Picture
You spend a lot of money to get in front of these prospects. So, doesn’t it just make good sense to give yourself the best opportunity of closing the sale?  Time, money, and manpower are your assets.  Don’t waste them!  Set the stage for a successful conclusion to every sales meeting.  

For many professionals, closing the sale always seems to be the toughest part of the sales cycle.  If you have had this problem, don’t think you are all alone.  It is the toughest part of any business.  In fact, “closing the sale” applies to professions you may not have thought of. 
​Consider these examples:
  • The teacher is constantly selling.  He/she is trying to get students to “buy into” the fact that this knowledge can be beneficial.
  • Men and women of the cloth are “selling” in their sermons.  They not only are selling the fact that their message is beneficial, but also that it is urgent.
  • Politicians?  Boy, do they sell!  They are selling a beneficial message, with urgency and with the hope that their message is novel.
  • Parents?  Of course!   Parents are doing all the above selling and many times are more specific.  For example, “You will study or you won’t get into college and you will not get a good job!”  This is a classic sales pitch!​

What all of these effective “sales persons” do that you may not be doing  is “setting the stage” for the closing.  They know, perhaps instinctively, how to prepare their “clients” for a definite conclusion. 


Setting the stage includes:   
  • Having a steady stream of qualified prospects.  Bad prospects mean low sales.  Too few prospects and you will look hungry and not get the close.
  • Knowing your market.  Thoroughly knowing your market requires lots of time and study, but it is truly worth it.  It’s part of “setting the stage” for the closing.
  • Understanding of why people don’t purchase from you or anyone else.  

 Here are four (4) general reasons that people don’t buy:
  • No money
  • No need
  • No hurry
  • No trust
Picture
Understanding these “rejection factors” is why it’s important with every prospect to build trust, qualify them financially, and conduct a thorough needs analysis. A “fact finder” form allows you to find your prospect’s number one concern or need.  Once you discover that need, you will be able to focus on it.  As you present your story, you can make sure that you are addressing your prospect’s main concerns. 

Furthermore, during this fact finding process, you should never introduce new needs or concerns.  The successful advisor always sticks to the big picture.  If you do present new topics, you will sidetrack your discussion and move away from not toward closing the sale.

Now, I know you’ve heard these tips hundreds of times.  You know what to do ... but are you doing it?   If not, you should review your branding and prospecting methods, examine your knowledge of your market, evaluate your time management procedures, and scrutinize your sales presentation. 

Again, at the heart of the process – the beginning of the sales call – is the use of fact finder interview.  You would be amazed at the high percentage of advisors who don’t bother to use a fact finder. Most advisors simply walk in and try to dazzle their clients with their footwork and close a sale fast. Using a fact finder will separate you from the majority of financial sales people, because your clients and prospects will see you as the true, professional advisor.

Do your homework – know your prospect, your products, and your market.  Engage in some careful fact finding to identify the true needs of your client.  Then, begin your “pitch” while staying on track throughout the conversation until you reach the conclusion.  You will find that if you accomplish these steps, closing the sale will be the obvious and normal conclusion you and your client reach. ​​
Comments

In Memory Of ...

5/23/2016

Comments

 
Picture
Memorial Day provides a perfect platform for us to take a moment and put our lives in perspective. We have the opportunity to reflect on the sacrifices made by millions of Americans to preserve and protect our freedom- freedoms that most of the world will never experience:
  • Freedom to say what we think
  • Freedom to worship whenever we desire
  • Freedom to choose our electorate.

These freedoms, that we often take for granted, make us the envy of the world. I say this in spite of an American and worldwide press that would have us believe that we are despised and detested. In fact, we are what others only dream about.
​
I had the opportunity of having the responsibility for growing a Luxembourg and Bermuda insurance company. We purchased that company in December of 1993. It was a small ($79 million in assets) company without product and without representatives. I volunteered to take responsibility and headed off to Europe to build a field force, oversee the operations, and turn the company into a profitable organization. We were, by far, the smallest of our competitors, plus I had never been to Europe!

My staff of twenty spoke nineteen languages! I felt a little insecure knowing only bare bones Italian that I had learned from my mother and grandparents, a little French, and a ton of grammatical errors!

But, I had one great advantage over my staff- I was an American. That didn’t grant me immediate acceptance, but it gave me a basis from which to help grow that little company into a force to be reckoned with. I assured my staff that I didn’t want to change their culture or heritage. I wanted to combine the best of American ingenuity and entrepreneurialism with the traditions, pride, and culture of Europe. We were off to the races! A true success story.

The Europeans hungered for American marketing. They liked the fact we made decisions quickly. They also like the fact that everyone, including myself, would get their “hands dirty.” There was no job to menial for the head guy!

I was proud of America and never hid that fact. My new and ongoing European friends took me on many tours. In Sweden, I went to the border and saw the Russian tanks standing guard. I took the train from Milan to Switzerland and saw the remnants of Nazi occupation. I saw the US cemetery in Luxembourg which looks like Arlington in Virginia. The headstones are shiny and the gates are rimmed in gold.  American flags fly in abundance. The locals care for this cemetery. General George Patton’s birthday is a national holiday! Contrast this with the German cemetery 50 yards away that is overgrown, dark, and dingy.

Oh, some Europeans and others will disagree. Some governments go to great lengths to distance themselves. But, they admire and respect what we have been able to do in just over two hundred years. Maybe that’s why we are referred to as “The Great Experiment”.

So, our forefathers have given us an opportunity to chart our own course and seek out our own destiny. This opportunity was, and still is, protected by Americans who gave and continue to give their lives so that we can continue our wonderful way of life.

I can never give to America what our brave men and women have given- their lives. I can only thank them. I can also put my “woes” in perspective, live my life, work my job, and be the best I can be. it would be an insult to our soldiers to do less.

Comments

​The Missing Piece in the Retirement Income Planning Puzzle

5/16/2016

Comments

 
Picture
Retirement Income planning is like a puzzle. We usually start with the outside pieces, and move inward. We start with essential income needs,  and then the discretionary needs like vacations, gifts etc.  We then take a look at available assets.  If the person is a "pre-retiree" we look at the assets and estimate growth. We factor in Social Security and come up with the income that will be available. Many times, it stops right there.  The client purchases a financial instrument and then we close the book.  Everyone feels pretty good and things aren't that stressful.  

One thing that reduces the stress is that the client underestimates how much money he/she will need in retirement.  They also don't worry about the "lost social security check" (remember that if the client is married, the smaller check goes away when one spouse dies).  

Most will agree that they will need more money to continue in the life they have become accustomed to.  You can only work with what is available.  However, many have the "secret stash" that they keep around  for emergencies. And, if it isn't needed, they will pass it to the kids or grandkids.  But, there may be a better place for that money and it might just "complete the puzzle".  Let's look...
 
I am speaking about many of the hybrid life and annuity products on the market today.  Some are so simple and they are "custom made" for the annuity professional to present.  In short, these products have an accelerated death benefit. The death benefit can be used For "LTC Type" expenses.  In most cases, the client does not have to be confined in a nursing home. They qualify if they cannot perform 2 of the activities of daily living.

The money comes to them tax free -  they never have to go back to the doctor to be "re-certified" and they can use as needed for their expenses.  And, (this might be just as important), this benefit may keep them independent and not dependent upon their children.  Plus, with many... no exam, fluid draws... just a phone interview.  Oh, in case I forget, cash value growth linked to an index.  Let's keep looking.

Picture
If they don't need it for care, the death benefit goes tax free to the beneficiary.  A lot more than would have been available if the "stash" was in the bank. And, what happens in the event of a big emergency and they need the cash?   No sweat, many have a return of premium at any time.  

The bottom line: this could be the final piece to the puzzle.  We have the tools, the videos, the point of sale pieces and the white papers. So, take a close look at this and give us a call at 1-877-844-0900 if you would like some guidance.  

​One more thing, commissions are higher than annuities, first year bonus and cps that blow away  annuities. Everyone wins on this one. This is a great product for client reviews.  Until next time ... good selling.
Comments
    LEARN ABOUT OUR DIGITAL MARKETING AND LEAD PROGRAM
    Picture

    Archives

    February 2023
    January 2023
    December 2022
    November 2022
    October 2022
    September 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    March 2022
    February 2022
    January 2022
    December 2021
    November 2021
    October 2021
    September 2021
    August 2021
    July 2021
    June 2021
    May 2021
    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    April 2020
    March 2020
    February 2020
    January 2020
    December 2019
    November 2019
    October 2019
    September 2019
    August 2019
    July 2019
    May 2019
    April 2019
    March 2019
    February 2019
    January 2019
    December 2018
    November 2018
    October 2018
    September 2018
    August 2018
    July 2018
    June 2018
    May 2018
    April 2018
    March 2018
    February 2018
    January 2018
    October 2017
    September 2017
    August 2017
    July 2017
    June 2017
    May 2017
    April 2017
    March 2017
    February 2017
    January 2017
    November 2016
    October 2016
    September 2016
    August 2016
    July 2016
    June 2016
    May 2016
    April 2016
    March 2016
    February 2016
    January 2016
    December 2015
    November 2015
    October 2015
    September 2015
    August 2015
    July 2015
    June 2015
    May 2015
    January 2015

    Categories

    All

    RSS Feed

CONTACT INFORMATION:
11611 N. Meridian Street | Ste 110 | Carmel, IN 46032
Toll-Free: 1-877-844-0900 | Fax: 317-844-4422

Book an appointment now
QUICK LINKS:
Marketing & Tools:
Product Searches
Marketing Programs
Lead Programs
Agent Software
Creative Services
Agent Training:
Training Videos
Recorded Webinars
Agent Guides
White Papers
Members Only:
Online Contracting
Agent Training
Product Training
Safe Money Places Marketing Kit
Business Resources
THIS WEBSITE IS INTENDED FOR AGENT USE ONLY. NOT FOR USE BY CONSUMERS.

INFORMATION CONCERNING COPYRIGHT INFRINGEMENT CLAIMS 

The Ohlson Group, Inc. provides links from its website to various third party sites which may enable you to obtain locations and information outside of The Ohlson Group's control. The Ohlson Group, Inc. neither controls nor endorses such other websites, nor have we reviewed or approved any content appearing on them. The Ohlson Group, Inc. does not assume any responsibility or liability for any materials available at these websites, or for the completeness, availability, accuracy, legality or decency of these sites.

CLAIMS OF COPYRIGHT INFRINGEMENT
The Digital Millennium Copyright Act of 1998, as amended, (the "DMCA") provides recourse for copyright owners who believe that material appearing on the Internet infringes their rights under U.S. copyright law. If you believe in good faith that materials we host infringe your copyright, you (or your agent) may send us a notice requesting that we remove the material or block access to it. If you believe in good faith that someone has wrongly filed a notice of copyright infringement against you, the DMCA permits you to send us a counter-notice. Notices and counter-notices must meet the then-current statutory requirements imposed by the DMCA; see http://www.loc.gov/copyright/ for details. Notices and counter-notices should be sent to info@ohlsongroup.com. The Ohlson Group, Inc., (877) 844-0900. We suggest that you consult your legal advisor before filing a notice or counter-notice. Also, please be aware that there are penalties for false claims under the DMCA.

The Ohlson Group Inc, and or Raymond J. Ohlson CLU, CRC is licensed to do business in all states except New York.

Privacy Policy
​

STAFF LOGIN

Copyright © 2021 The Ohlson Group, Inc. All Right Reserved.