As I was driving home from a recent trip, I listened to an NFL broadcast. It was so good to pass the time with a football game instead of music for once. Anyway, what struck me during the 3.5-hour drive was how many times the momentum changed during the game. You could hear it in the home team’s announcers and sense it as one positive play built on another.
In sales, much like football, momentum can change at a moment’s notice. In football, momentum usually comes from a big play – a turnover, a big run, or a successful long pass. The players’ confidence builds, and more big plays tend to follow.
In sales, why not control our momentum with big plays? When we’re working on a lot of cases or have ones that we can dig our teeth into, we seem to have more momentum to call clients, bring up possible solutions or convey confidence in our proposals. How do we hold on to that momentum? With focus.
I encourage you to focus on one big play – one idea or strategy. Give it laser focus for the rest of the year. Laser focus means that you own the idea and can tell the story backwards and sideways, you have a defined target market to share the idea with, and you have the support to execute the idea with ease and confidence. When you’re laser focused, you should definitely see a shift in momentum.
We have to change the momentum in our business. Life insurance ownership remains at industry lows, we continue to look the other way when it comes to protecting wealth from potential market corrections, and we fail to address the 93 percent of Americans who continue to self-insure their long-term care contingent liability. Focus on one idea – one game-changing play – that can propel you for the rest of the year and springboard you into 2015.
The Bottom Line: It just takes one idea or one sale to change the momentum in your business. Find the big play closest to your heart and run hard with it! Be a game-changer for the industry.
Our industry story used to read something like this: Markets are up and so are variable annuity sales or rates are up and so are fixed annuity sales. Today, it’s the opposite: The market is up while variable sales are down, and rates are down while fixed annuity sales are up.
The numbers don’t lie. A recent LIMRA Secure Retirement Institute report showed total fixed annuity sales up 34 percent from last year, while variable annuity sales fell 5 percent. Fixed indexed annuities set a new quarterly record of $13 billion, up 40 percent over sales last year, capturing 52 percent of the total fixed annuity sales for the first time ever.
It appears this is a new twist on our old story. So when I first saw this data, I asked many questions:
Let’s review a couple of basic truths to see if we can reveal some answers.
In talking with the advisors I work closely with, I’ve come to realize that their numbers do in fact fall in line with the LIMRA numbers, and many of them are having their best years ever. They’ve embraced the concept that some people are investors while others are savers. Savers will never become investors, no matter how hard the Fed pushes, and they’re starved for safe alternatives. Advisors who are truly listening to the desires of the savers say they’re having a real impact on their business and their clients.
Is it a fad? Well, most fads have faded out after five to 10 years, and this movement just seems to be getting started. In fact, it looks like it could go parabolic over the next decade, especially as many of our investors look to become maintainers. So I guess the real question is: If you’re not making fixed and fixed indexed annuity sales to your clients, then who is?
Call us at (800) 589-3000 – we can help!
Throughout the summer, we’ve shared information and ideas on the complacency bubble, opportunity cost (otherwise referred to as cost of waiting), clients in transition, income generation and a plethora of other topics to encourage you to change your behavior, along with your clients’ behavior. We think we’ve presented some compelling ideas and data that have the potential to enhance your financial practice and help you manage client expectations.
Throughout our dialogue, the market has continued to march upward, unabated by domestic and global issues that have developed. It seems almost unstoppable, but we know it can’t continue this trend indefinitely. Many advisors continue to choose the path of least resistance, and we see huge amounts of inflows continuing weekly into mutual funds, equities and bonds. I encourage you to keep positioning annuities for some of your clients where appropriate.
Though there are many client scenarios for which you should consider using annuities, here are four prevailing ones that you’ll likely encounter:
As we ramp back up from summer mode into what is generally the best third of the year, what type of advisor do you want to be? Are you the one who makes it happen, the one who lets it happen, or the one who says, “What happened?”
Let Ash Brokerage be your partner. We’ll help you make it happen.
Professionals have advice for everything, it seems. In the game of golf, they tell you to keep your head down. In real estate, it’s all about “location, location, location.”
In sales, trust and reputation are key to not only creating new relationships and helping new clients, but also in maintaining your current book of business.
As an insurance producer, how does trust and reputation help you find new clients? Well, primarily by referrals. Successful producers are trusted and own a good reputation, therefore their clients may be more inclined to recommend them to other people.
But what about your current clients? As their advisor, you can build even more trust, and grow your reputation by making annual policy reviews a must-do in your practice. What are the advantages of annual reviews?
I am certain there are many more reasons to include annual reviews in your practice, and I would like to include one more: You will likely surpass your clients’ expectations by showing them that you really do care. You will increase your persistency, and will grow your reputation and trust in your community.
Remember, head down in golf, location in real estate, and trust and reputation in sales!
A Delayed or Deferred-Income Annuity is designed to provide a stream of income beginning at a future date. It can help your clients pre-fund their retirement by creating a customized stream of income payments. Clients choose when payments begin, and they may also have the ability to change the date should the need arise.
DIAs are financial products that help make sure your clients cannot outlive their assets. Your clients can purchase a DIA annuity before or after they retire, and as soon as they reach a pre-determined date, they can receive a guaranteed monthly income for the rest of their life – no matter how long they live.
Your dedicated team at Ash Brokerage is here to assist you, so you should call us today for a DIA illustration!
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