When it comes to annuity appointment setup, by far the most effective technique is the Drop-By system. However, if you’ve wrecked your car, broken both legs, and have to resort to a phone call, I’ve always taught my agents that the best way to interact with your prospect over the phone is to open with a statement that is anything. minus your typical warm fuzzy, “How are you today?” Your statement must (1) make them sweat a little and 2) to propose a problem which is at the same time a benefit of owning an annuity (without saying the word ‘annuity’). Note: this formula works with any product.
For example, “Hello Mrs. Jones? My name is _______, from the _____ agency down the street, and I have been trying to contact you because I discovered that some of my retired clients are paying income taxes. on your social security, and it is not necessary. I am a financial advisor in the area and can show you how to reduce or eliminate income taxes on your social security. I will spend 10-15 minutes with you unless I stay longer. There is no charge. I have available Wednesday morning at 10:00, or would 2:00 on Thursday afternoon be better for you? “
Your potential customer’s responsibility right now is to say, “No thanks, I’m not interested,” or maybe something that isn’t so nice. You just disrupted their world. However, you will do much better in setting up annuity appointments if you understand that a ‘No’ is simply a latent childhood reaction. In our formative years, the word we heard more than any other was the dreaded “No!” This is what we got almost every time we asked for something:
“Mommy, can I have a cookie?”
“Not.”
“Dad, can I drive the car?”
“Not.”
Your job as a professional salesperson is to understand that human beings are programmed to respond to virtually any proposal with the word “No.” This is how our circuits work. Negative responses can range from a simple ‘no’ to a searing harangue. Your firm, automatic response should be to unplug the plug, short the connection, neutralize the way your prospect’s mind works.
Try the old ‘feel, feel, find’: “I can certainly understand how you feel, Ms. Jones. Many people I talk to, including some of your neighbors, felt the same at first. But after they understood the problem and how simple the solution was, they found they were saving hundreds of dollars a year in unnecessary taxes. ” By pouring water on your potential customer’s natural resistance, you weaken their response and, at the same time, turn the phone call into a back-and-forth conversation.
Now he has earned the right to continue: “… You see, we find that many people simply do not realize that a part of their estate that they want to leave to their children and grandchildren will be devoured in probate court, and has no why be that way. I am a financial advisor in this area and I can show you how to fix it. I will spend 10-15 minutes with you unless I stay longer. I do not charge. I have Wednesday morning at 10:00 available, Or would 2:00 this Thursday afternoon be better for you? “
Prepare for it. Here it comes again: “No thanks,” he says, “we already have a financial advisor who has been with us for years.” Ms. Jones is only playing his role in this annuity date by establishing rivalry. At the same time, he’s telling you exactly how he wants you to make him say yes. Pay attention to their words. This time you’re going to first neutralize their objection, then use it. Exact words to identify “… THE PEOPLE WHO BENEFIT MOST FROM OUR SERVICES”.
For example, “I can certainly understand how you feel, Mrs. Jones (neutralize). However, the people who benefit the most from our services are those that already have financial advisers. Look, a good financial advisor, like a good doctor, will often advise you to get a second opinion. I am a specialist in this area and I can show you how to avoid the expense and delay of legalization. I will spend 10-15 minutes with you unless you hold me longer. There is no charge. I have available Wednesday morning at 10:00, or would 2:00 on Thursday afternoon be better for you? “
At this point, if you don’t hear a click or a dial tone, you may hear a slight hesitation in your voice. His line “We-have-a-financial-advisor” worked with the last salesperson. What’s up with you? Now you have to think about your answer or default to the old standby mode, “I don’t care.” If he responds with something other than “I’m not interested,” he will tell you how he wants you to make him say yes. These responses may include,
“I’m too busy right now.”
“Our son-in-law takes care of those things.”
“We already have all the insurance we need.”
“I have no money”.
“I never accept telephone requests.”
You must be one step ahead of your opponent preparing your script for all possible scenarios. Sit down and write them in your own words. Use the script above as an outline and insert the essence of your answer in the appropriate places. Then move on to another problem that she worries about, which is also a benefit of having an annuity. Don’t be afraid to get creative. Annuity appointment setup is a circular logic and puzzle game. The more you differ from the last three telemarketers you sent to the madhouse, the more successful you will be in setting up appointments and ultimately selling annuities.
Lastly, if you are dealing with an indifferent, uncreative guy who just can’t think of anything but “I’m not interested”, try this:
“Ms. Jones, it’s okay if you’re not interested. I just want to ask you a question. Work with me here. Imagine that everything that’s worth: your house, your savings, your investments, will all be taken away from you first thing in the morning next week. And let’s say I called you like I’m doing today, and I told you that I could protect your financial future responsibly so none of those bad things happen. Are you not interested, or would you let me sit down with you and show you how it works before something like that happen?
You see, we know that many people, maybe even you, have a lot of their life savings in the bank, or in stocks and bonds, or in real estate, where they can be attached by a judgment in a civil court of law. … And it does not have to be that way. I am a financial advisor in this area and I can show you how to fix it. I will spend 10-15 minutes with you unless you hold me longer. There is no charge. I have available Wednesday morning at 10:00, or would 2:00 on this Thursday afternoon be better for you? “
Get the picture? You need to eat, sleep, and breathe in the annuity appointment setup.
