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Today's Hottest Market
Discuss life or health insurance, annuities, or retirement planning with a prospect and what commonly happens? Many times, you have a disinterested lead with a future need and no real urgency to talk in detail with you, much less do business.
Why?
Although life, health, retirement, and related financial planning are obviously of major importance; unfortunately, they are just not at the top of most peoples’ priority list.
Consider on the other hand, if you will, baby boomers with college-bound children; studies show that for the majority, how they will finance their children’s college education is their major concern.
Each year there are literally thousands of families who are eager, in fact request, to speak with someone ... an Advisor who can answer their questions, ease their minds, and better still, offer solutions. Suddenly the same prospect that was once a disinterested lead for life, annuities, and retirement is now excited to meet with the trusted Advisor who can help them make sense of the entire college process.
Enjoy substantial profits without becoming a full-time college planner.
With life, health, annuity, and retirement, besides cost-shopping and future benefits that are sometimes hard to sell, what ammunition do you have to secure the client? It’s very limited isn’t it? You most often have prospects who want to think about it – those you can follow up with, get back in touch with, provide more data and statistics for, etc. But, in the end, you still have the obstacle of a future need sale with no immediate results for the client.
Long-term clients pay much better than long-term prospects.
In contrast, college planning is exactly the opposite, offering a wide range of talking points, countless hot buttons, and dozens of immediate benefits.
A prospect becomes a client only if you have both their attention and interest. College planning, being parents’ top concern, comes preloaded with these two key ingredients.
Your immediate-need college planning sales become your long-term life, annuity, and retirement planning clients.
Financial aid is no longer looked upon as a charitable organization, but rather a strategic marketing tool used by institutions to attract the students they most want to enroll.
Financial professionals with college planning knowledge educate families on the workings of the process, specifically methods of increasing their funding eligibility.
Informed families will ask that their assets be moved to insurance, retirement and related annuity savings.
In the client’s eyes, these financial products now become a part of the process, instead of just a sale.
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September 8 - 10, 2008 |
"I just made over $20,000 in commissions using your approach and secured a long-term client."
- Phil Gallant
New York