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Home > Insurance Agent > When Annuity Leads Ask For Info, They Are Really Asking the Agent to Drop Dead When Annuity Leads Ask For Info, They Are Really Asking the Agent to Drop DeadAuthor: Edwin Lichtig Annuity prospects, generated by any source such as radio, TV, the internet, a newspaper ad and even seminars, often ask the agent for more information prior to setting up an appointment. What the prospect is saying is that they do not trust you enough to take the next step. They are asking the agent to send the key information and then to disappear. Of course the best verbal response to those unwilling to commit to an appointment, would be to tell the prospect that if they want the golden nugget of information about safe money they should meet with you. Also you might want to let the prospect know that if you did send any materials that conveys specific information, you could lose your license if the material is unsuitable. If you still can not get an appointment, you must go to plan B, which would be a system that develops trust. Trust is developed over time with many conversations.So how does one get in the "trust" door in a new relationship? Well perhaps its time to digest the story of the peacock, who has been sharing their secrets unsuccessfully (at least to annuity salespeople) for generations. Their secret, show your biggest and brightest feathers and show them repeatedly. The best way to show your feathers is via a drip campaign featuring your marquee item. An item that separates you from the rest. A marquee item that screams credibility. The answer is simple, send five letters promoting annuities and each letter arrives in an envelop announcing your marquee item. Consider becoming a radio personality, which any agent can do if the agent is willing to buy airtime. Here's what you can put on your envelop. John Agent Host of the Safe Money Retirement Show KCBS RADIO, 710 am, Kansas City Even if the recipient/prospect never opens the envelop, they will see that the agent is on the air and that he/she specializes in Safe Money Choices. After getting 5 letters, you have a far better chance to successfully make contact and set the appointment. How many agents have a system in place to drip on leads? Virtually none, because of the tedious efforts associated with such a campaign. Until now. Recently, a new industry has sprouted that will send the letters and envelopes for you. All you need to do is to populate the database. Even better, these new services have online databases so that you can manually or block transfer one or several records containing the prospects contact information. Once the data is in the online database, the correspondences are sent automatically. Additionally there are some services that will populate the database for you. Hence every lead you get can be automatically placed in the drip system. So that it takes no effort on the agent's behalf to get the correspondences out the door. The cost is trivial, less than $1 per correspondence. Therefore, if you have 400 leads per year and each receives 5 letters, the total cost per year is less than $2,000. Finally, after the 5 correspondences are sent, the system will send the annuity agent an email informing you that the prospect has been repeatedly educated about your and your expertise. You'll be pleased with the ratio of those who are now willing to meet with you, the person who just 5 weeks earlier would have rebuffed any efforts to meet. Additionally, one provider ( www.annuityagentleads.com ) already has a series of ten letters that all promote Safe Money concepts, and more specifically, the benefits of indexed annuities. Or simply Google "annuity drip system" to find companies that can help you with the mailings. In summary, if leads are the lifeblood of your business, as with many annuity salespeople, you must have a "credibility laden" follow-up system. Your practice will thrive if you add this element. In fact, your formula to a successful practice is simple. Get 40 leads a month (via purchasing leads or a by a self generated system such as radio or seminars). Transfer each lead to the drip system which will soften up the prospect just enough so that many will agree to meet after receipt of the 5 correspondences. Ed Lichtig, MBA Edwin Lichtig, MBA (University of Maryland - 1982) has been the sole owner of GSL since 1987. GSL is an annuity marketing organization based in the San Francisco bay area. We have specialized in putting indexed annuity agents on the air for over 4 years now. We were the first and to my knowledge the only annuity marketing organization that provides weekly scripts and a complete and thorough follow-up system to help convert leads that did not immediately become appointments. Mr. Lichtig can be reached by calling (800) 888-3638 or emailing ed@gsladvisory.com Other Recent Insurance Smart Book Articles:
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