​While obtaining leads is most advisor’s number one priority, the 2nd most important step is closing the sale. In order to do this, you must put yourself in your client’s shoes and ask the appropriate questions. Along with that, you should provide them with professional services to build relationships, trust, and position yourself as their trusted financial consultant. Let's discuss 5 sales tips for annuity selling insurance agents to help you boost sales and continue achieving your goals:

1. Understand Your Target Market:
The first step in selling annuities is to have a deep understanding of your target market. Who are your ideal clients and what are their needs and concerns? What are their financial goals? Understanding your target market will enable you to tailor your sales approach and messaging to resonate with them. This will help you identify the right prospects and focus your efforts on those who are most likely to be interested in purchasing annuities.

2. Build Trust and Establish Relationships:
Selling annuities is not just about making a one-time sale, but also about building long-term relationships with your clients. Trust is crucial in the insurance industry, and it takes time to establish. Be honest, transparent, and professional in your interactions with clients. Take the time to understand their financial situation, goals, and concerns. Educate them about annuities and how they can benefit from them. Listen attentively to their needs and provide personalized solutions. Building trust and establishing relationships will help you earn repeat business and referrals, which are essential for long-term success in annuity sales.

3. Be a Trusted Advisor:
As an insurance agent, it's important to position yourself as a trusted advisor rather than just a salesperson. Your clients are looking for someone who can provide expert advice and guidance on their financial matters. Educate yourself about annuities, including the different types, features, benefits, and risks. Stay updated with the latest industry trends and regulations. Be prepared to answer questions, address concerns, and provide accurate information to help your clients make informed decisions. By positioning yourself as a trusted advisor, you will build credibility and confidence with your clients, leading to increased sales.

4. Customize Your Sales Approach:
Not all annuity prospects are the same, and a one-size-fits-all sales approach may not be effective. Customize your sales approach based on each client's unique needs, goals, and preferences. Tailor your messaging to resonate with their specific situation. Use language that they can understand, avoiding ​technical jargon. Use visual aids, such as charts or illustrations, to simplify complex concepts. Be flexible and adaptive in your sales approach, and be prepared to adjust your strategy based on the feedback and responses from your clients. A customized approach will show your clients that you genuinely care about their individual needs, which can significantly impact your sales success.
 
5. Provide Excellent Customer Service:
Excellent customer service is essential in any sales role, and annuity sales are no exception. Be responsive to your clients' inquiries, whether it's through phone calls, emails, or in-person meetings. Be prompt and reliable in providing information or assistance. Be patient and empathetic, especially when dealing with clients who may have concerns or questions about annuities. Demonstrate professionalism and integrity in all your interactions with clients, even after the sale is made. By providing excellent customer service, you will not only retain your existing clients but also receive positive reviews and referrals, which can contribute to your sales growth.

Now that these tips are fresh in your head, it's time to reach out to your leads. Dig into your CRM or prospect pool and see how you can help them. Perhaps it's through providing some quotes or wealth transfer strategies, sending educational consumer materials, or maybe re-introducing yourself and remind them you're here for them. Just because a lead hasn't converted yet, doesn't mean they won't.
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Prospecting leads is similar to planting seeds on a farm. You have to nurture those seeds with the right nutrients, care for them, and wait patiently for the seeds to sprout and grow before you can harvest the crop. Not all of the plants will survive, but if you have enough plants to nurture, your farm will inevitably yield enough crops to be successful and meet your yield goals. For this reason, it’s important to always be collecting and planting new “seeds” to keep your sales funnel in pristine condition.

​We all know that, unlike milk, we don’t have an expiration date stamped on our body. When you are young, the question is, “if I die...” and when you are older, it is, "when will I die...” Yes, one of the most valuable assets that we have is time. We just don’t know how much we have.

Okay, call me a generalist and basic. I admit, I believe that a life insurance and annuity sales presentation needs to be basic and probably a little boring. We take a look at expenses, both essential and discretionary, current or projected retirement income, and assets. We look for the shortfall and solve the problem. You know, “tell me how much you need and when you need it and I will tell you exactly how much money we need to fulfill your dreams." Do you have a presentation like that?  Did you say NO? Well, let’s fix that.

The Ohlson Group does more than provide products, marketing research and educational tools for you. We have a presentation called "The Five Financial Hazards” that will make your next fact finder and presentation the best that you have ever had. Trust me… it’s basic, boring, and I started using this when I started in the business. Yes, it is pretty basic, but good enough that I earned Life Membership in the Million Dollar Round Table.

Click to speak to a marketing consultant and find out how the 5 Financial Hazards presentation will change your clients lives... and yours. 

Have you seen all the talent shows that are on television today? I must admit, they draw me in, and some are pretty darn good. While The Ohlson Group is not on one of those shows… we should be. Let me explain why.

While you produce “financial magic” with your clients and prospects, we do it for you. Let me explain. Here is a magic trick:

• The agent/advisor gives us $1,500
• We advertise and generate digital annuity leads using this payment
• The consumer gives us their information like age, state, email address, etc.
• And these leads are forever tied to the advisor and their business

Here is where the real magic comes into play for you.

• We provide you with 10 leads with the information I just stated before
• The average agent (and I know that you are better than average) gets three (3) appointments either face to face or virtually
• The average agent (and I know that you are better than average) makes one (1) sale

The average sale is larger, but let’s just say the consumer purchases a $100,000 FIA from you. At 6%, you make $6,000… WOW! Now let’s talk percentages. That is a 400% return on your lead investment!

Gang, if you are doing $250,000 per quarter in FIA sales, we provide you with a bonus. This bonus can cover most, if not all, the costs of your leads. At this production rate, we'll also reduce the lead cost to $125 per lead, as opposed to $150 per lead.

So, if you are into financial magic, need more leads, or sell at the most competitive rate in the business, request a talk with one of our financial magicians and see if there is availability in your market place. While we await a conversation with you, I am going to disappear. The Ohlson Group…a different (and magical) experience.

​Here is the situation:

Your client or prospect decides that he/she would like to purchase a MYGA… Wise decision and good job to you. This consumer wants the best rate. So far, sounds simple…right? Well, let me help you avoid the danger zone. Please read on.

The money going into this MYGA is qualified. Your client wants the higher rate… and to achieve that, there is no liquidity. RMD time comes along... Money is released and your client pays, “the surrender charge.” Sure, you explained it to your clients, but now they have forgotten. To complicate matters, as you know, the RMD is taxable... on top of the surrender charge.

Here is the solution:

​Make sure your client signs off and understands. Or, as I would do because I hate anger, get them into a MYGA that allows the RMD to be taken without a surrender charge. Want to take a look at the best-selling MYGAs with no surrender charges on RMD’s? I thought you would.

Click for an appointment with one of our marketers, avoid anger and… be happy.

When you go to a nice hotel, there is a concierge at a desk to make your visit more enjoyable and stress free. How about having one of these in the annuity business? Based on a lot of sales experience, I know how hard it is to first, get a prospect and make a sale. Now… we have to wait 30, 45, 60 days or more to get it issued? What’s going on? Well, we have had it and I think you have too. So let’s remedy this together.

At The Ohlson Group, we want to remind you, that we don’t get paid until you get paid. We also understand that “buyers remorse” can set in due to these delays. So, what are we doing at The Ohlson Group to make your annuity journey more enjoyable? Please read on.
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Okay, we know which carriers are slow and we know who is issuing quickly. We are not going to list names, as we love these “slow carriers,” but we need to get paid too. So, have a conversation with one of our marketers and see who is "Getting 5 Stars” in the review.

We direct you to those carriers but that isn’t all. We will stay on top of the cases, check in with the companies and do everything we can to get these cases issued. Call us today and let’s talk. What do you have to lose? Right now you may be losing sleep and a lot of commission.

​I have to admit, I really enjoy watching Shark Tank on TV.  Mark Cuban (Indiana University grad) always asks the presenters what is their “customer acquisition cost.” You know, we all have that dilemma. We want leads, appointments etc.

Many of you have done consumer steak dinners, use direct mail, and might be using the Ohlson Group Digital Marketing annuity lead program. We, The Ohlson Group, look at these costs the same way as we try to attract the best agents (like you) to write business with us.  So, what is the reason for this writing?  Please read on.

We, in the financial services business, now have a tremendous way to lower our client acquisition cost. It is called ”The MYGA”, the multi-year guaranteed annuity. I have heard some of you say that the compensation on the MYGA is too low but, I will challenge that thinking. It is the easiest door opener, the easiest discussion starter, and the easiest product to sell that we have seen in decades!

Volatility, market tanking, recession on the horizon, debt ceiling, and geopolitical events make the consumer nervous. The MYGA, with rates outpacing CD’s, is truly “The Safe Money Places” haven for the consumer.

Call your prospects and clients, tell them about this beautiful product with great rates and a perfect parking place for their safe money! Want to know more and find out where the best rates are?  Of course you do. Click for an appointment with one of our Marketing Directors.

Ever been in the Property and Casualty insurance business?  Guys and girls that I know in that business, keep a record of coverage expiration dates with their clients and prospects. They place it in their CRM and then call prior to that date and ask for an opportunity to “quote” their coverage. 

Hey, CD’s have expiration dates too. Did you know that April and October are two of the biggest months for CD purchases? The reason is, they are rolling those dollars over.

So, how about calling these prospects and clients. Ask “do you have any Certificates of Deposit? If so, when do they mature? Would you mind if I gave you a quote on a MYGA… our CD alternative, and see if I can get you a better interest rate.”

If nothing else, this is a good conversation topic. Give it a try as April is around the corner. 

Please allow me to get right to the point.  If you sell annuities, we have the most cost effective digital annuity lead program in the business.  Our plan gets you in front of pre-qualified prospects, under favorable circumstances and on a regular basis. (Will you please re-read what I just wrote?)  

And, through our quarterly agent bonus plans you can have all of your leads paid for without having to reach deep in your pocket.  Plus, through the “Safe Money Places Agent Network,” we will provide you with a robust site with quality current content.  Plus, we will email drip on your clients and prospects.  And, so much more.

Here is the dilemma.  We can only get so many leads out of each territory.  Yes, there are still areas that are wide open.  So, give us a call or schedule an appointment with one of our marketing directors and you will see why agents from coast to coast continue to refer to us as... a different experience. ​