To sell more annuities and other insurance products you need to always understand the prospect. What do they really want?

Understanding the needs of the client is important to building a relationship. If we are always trying to fit our round peg into the square hole selling becomes almost impossible. Here are some tips about selling to this target market.

This is important, remember it.

People Buy Annuities

You Must Sell Insurance

What the client really wants

· High Interest or Yield on their money

· Tax deferred growth, control over their tax liability

· Guaranteed safety, many are too old to earn this money again

· Right to withdrawal interest, this keeps their principal intact

· Access to funds in an emergency and also if the funds are needed for long term care issues

The client does not want these

· To annuitize, although it is a benefit, the need to keep their funds in a "pile" far over shadows

· To lose any more money in the stock market, safety and security is essential

· Risk and who does? Why risk funds when it isn't necessary.

· To be concerned about tax consequence for children, they may say they are settling these funds aside for their children, but if taxes are due, they really don't care

· To be told they will be in a lower tax bracket. Who does want to be told this? I want to think my tax rate will be higher because it means I will be making more money.

Conducting a fact finder to understand the goals of your prospect is important. Always listen to their answers and never answer for them.



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