These prospects responded to the ad for the booklet "Six
Strategies to Help Retirees Reduce Taxes.". (Click to see the annuity ad.) These folks want to cut their taxes, and the booklet contains six
solutions using annuities. The solutions are presented in such a way as
not to appear to be a product pitch, but rather, strategic ways to cut
taxes that their CPA surely never explained.
Now all you do is send the booklet to these motivated annuity leads, and then follow up with the prospect by phone per the instructions and training that we provide you.
Because these prospects will have already received your booklet, you will find the call a warm call. You will be treated as an expert and not as a salesperson when you follow our instructions that we provide when you register for the annuity leads.
Marketing for results is simply placing a message in front of a prospect (someone who has interest) that compels them to take an easy, non-threatening action. Financial advisors, planners, and life insurance agents can attract qualified and exclusive leads in these popular ways. While the methods below are for generating quality consumer leads, you can learn and use the same principles to generate business leads.
In fact, anyone selling an intangible can use these methods profitably to generate leads and sales such as mortgage brokers, real estate agents and accountants.
In each offer below, you state a problem and offer some “light at the end of the tunnel.” It is best if you do not even mention annuities? Why? Because no prospect goes searching for an annuity. They search for a solution to their problem or concern.
For the offers below, you can find providers to write copy, send mail and organize seminars so you don’t need to do it. There is a company that can do any of these services in any town. We could write a whole book on each of these methods as variations for each are unlimited. So in a limited space, we can only provide one or two top tips for each method.
Direct mail works no matter what someone else told you or your own experience. Just because it did not work for you, does not mean it does not work. If you read 25 books on the science of direct mail like we have, you can make it work also. It’s a science and if you don’t know the science, you are wasting your money. Most direct mail pieces are lousy and fail. Why? They are a product push rather than what the prospect desires—answers to THEIR concerns.
We used direct mail and consistently got responses between 1% and 2% (sometimes higher). The economics of using direct mail to generate annuity leads are as follows:
We never made a sale less than $100,000 but your area may have less affluent people. You may also earn a higher commission than 6%.
Your clients would be very lucky to earn 1200% on the investments you recommend to them.
Instead of mailing a postcard, you can place ads on the Internet. The ads can range from very inexpensive to very expensive. For example, you can place ads on many local senior web sites for less than $50 per month. Try finding some local senior web sites in your area. In Google, type in the name of your town (let’s use Columbus Ohio for this example) and a group of people that tend to buy annuities:
Columbus Ohio retirees Columbus Ohio seniors Columbus Ohio retired Columbus Ohio grandmothers Columbus Ohio grandparents
You get the idea.
While Internet ads to generate annuity leads on these sites tend to be inexpensive, these web sites don’t get a lot of traffic. If you want traffic, you need to advertise where a LOT of people see your ads. For example, you could advertise on Investopedia. However, it will likely cost you $7 or more per CLICK. If only 10% of the people click on your ad complete your form, that’s $70 per annuity lead. So the problem with sites that get a lot of traffic is that the cost per annuity lead is very high. The other problem is that many sites may not be able to cater to a small geographic area. You may want annuity leads only within 25 miles of zip code 44046 but some of these web sites may only sell you leads by the state.
The other problem is that many sites may not be able to cater to a small geographic area. You may want annuity leads only within 25 miles of zip code 44046 but some of these web sites may only sell you leads by the state.
Internet ads do work but any agent or advisor needs to test many different sites at the start to find those that work for you at a realistic cost per annuity lead.
The SeniorLeads Program uses Internet ads to generate your leads in your local area.
We used print ads for several years with good results. The daily newspaper is too expensive but many neighborhood newspapers and senior papers have costs that will produce annuity leads for reasonable price. Here’s an example
Note that not every publication will work. We have tested some publications where the ad cost $400 and we did not get one call. Another publication costs only $200 and we got 20 calls. So you need to test many publications to find those that will work. Of course, you better have a killer ad which means you either get a successful and talented copywriter to compose your ad OR you read 20 books on copy writing and compose your own ads.
Seminars work and it does not matter what others have told you or your own experience. Like direct mail or advertisements, there is a science for success. If you have not uncovered that science, then its likely you wont have success with seminars. For example, we uncovered that Saturday morning was the optimal time of the week for our market.
The best aspect of seminars is that you are promoted as the premier expert. Every audience members is already conditioned by years of school to view the person at the front of the room as possessing superior knowledge and experience. That equals instant credibility.
We have had over 200 seminars and typical results were as follows:
Note—we never sold JUST annuities and if you do, cut the above results in half. We offered everything so no matter the propect’s interest, we could supply it. But even if you sold JUST annuities and generated $15,000 in commission for a $2700 investment, that’s a 500%+ return on your investment. Not too shabby.
You likely wont generate too many annuity leads from professional referrals. I don’t know many attorneys or CPAs who will refer clients to you so that you can sell them a product. If you are an advisor and annuities or just one of your tools, then yes, professional referrals can fill your appointment calendar.
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