What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now don’t want to be followed up with – becomes nearly impossible. The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in … [Read more...]
Excellent Way of Handling the “I Need to Think About it” Objection
You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you. So don’t get defensive, instead welcome the question or objection as your prospects desire to move the process forward. If they didn’t want to work with you they would just quit the process straight out. I’ve never heard an objection that wasn’t valid when looked at from the prospect’s perspective. So, instead of getting … [Read more...]
The 3 Primary Variable Annuities Objections and How to Handle Them
If you sell variable annuities, you’ve probably been here before: You have an ideal candidate for a variable annuity – for example, someone whose income is high but has already maxed out 401(K) contributions; or someone in their late 50s without a traditional pension – but he or she is extremely reluctant to even consider one. Why? As with any financial investment, variable annuities do have their detractors. Most likely your client’s hesitation is due to one of three main objections to … [Read more...]
How to Handle Clients Who Bring up Annuity Fraud
“Didn’t a bunch of people just recently get ripped off by annuities?” You’re bound to hear that question if you’re an investments advisor aggressively selling annuities -- and you should always have an answer. After all, the news media likes exploiting financial fraud, and it’s important that you put your clients at ease if they ever raise the issue. Fortunately, with annuities, fraud is the exception and not the rule, although there are dramatic cases from time to time. Consider this one: … [Read more...]