Tips For AgentsThe First Call to an Annuity Lead
Each annuity lead is going to be different in terms of both their interest level and their comfort level when speaking to a financial planner for the first. When dealing with a subject such as their personal finances, it is understand able that some are a little more hesitant to offer up detailed information. Your main goal on a first call should be to introduce yourself, provide basic information on where you are located, what your experience is in the financial industry, and let he or she know they are under no obligation to purchase an annuity.
After the introduction, we have found that the best course to take is to ask a few very basic questions about their financial goal, find out what triggered them to research annuities and how well do you understand the workings of an annuity. The key is to allow them to do most of the talking at this point. Answer any questions they have and avoid being to pushy in regards to their personal information.
The final step will be to ask your potential client if they would like you run a few hypnotically illustrations of annuities available to them. Again, remind them that they will be under no obligation to purchase and that the illustrations are meant to give them an idea of what they could expect from an annuity.
After you obtain the information for the illustration, be sure to set up a time for a follow up call to go over the information. The second call will tend to be more detail oriented and is often when appointments are set. These are obviously more guidelines than rules, and as stated above, each call will be different. The most important thing to remember is not to be too pushy and to be available to the annuity lead as a resource for information rather than prodding for information from them.
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