Turn More Appointments Into Sales
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We became the 1 Concierge FMO in America by helping agents make more sales than any FMO they had ever worked with.
One way we do this is with training.
Here are 4 training tips that will help you turn more appointments into sales—and 4 tips I wish someone had shown me years before I learned them…
1. Always Meet with Both Spouses. I used to agree to meet with just one spouse if they insisted that the other spouse did not need to be at the meeting. I did it over a dozen times…and never made a sale. Now, I NEVER meet with just one spouse. We have multiple scripts we can give you to convince the spouse that it is crucial that both spouses meet with you. In the last 10 years using these scripts, only one person refused to meet with me unless we met one on one…and I refused. Now, when I convince a spouse that we all three need to meet, they usually say something like, “I am so glad you convinced me to have my spouse at this meeting.”
2. Use a Sales Process. Before I started using a set sales process, I closed about 40% to 50% of the opportunities I had. Now I have a 90% success rate, because I ALWAYS use a sales process. Here it is in a nutshell…
a) Generate Interest and set a meeting; b) Meet to learn EVERYTHING about the client; c) Set the 2nd meeting; d) Meet and present solutions; e) Take the application
3. Highlight & Celebrate Commissions & Surrender Fees. Many advisers don’t even disclose surrender fees or commissions. This is a mistake for two reasons.
a) It’s illegal; b) You miss the opportunity for the client to be impressed by how the surrender fees provide the protection and growth they want—and how the commission does NOT come out of the clients’ pocket. I make sure the client not only knows about this, but that they are actually happy about them!
4. Help Clients Move Money from Broker Accounts. Once you have taken the application—and it is time to move the money from an account handled by a broker (e.g. mutual funds, stocks, bonds, etc.)—I get on the phone with the client and we call the brokerage company customer service center to move the funds…and I do ALL the talking, on behalf of the client. If I don’t do this, here’s what happens…The annuity company sends a transfer request to the brokerage firm, and they immediately notify the sales broker who is managing my client’s funds. That broker then calls my client and says, “You don’t want an annuity! Annuities are terrible, and full of fees!” And they convince the client to leave the money where it is—and I lose the annuity sale. We have scripts you can use that will work 99% of the time and prevent that broker from ever having a chance to kill your annuity sale. And we’ll show you how to use them.
Call us. We can grow your sales:
800-200-9194
info@twhagency.com
~ Greg Skogsberg
Click here for a short video about this month's issue
We now have annuity contracts with FORTY-ONE carriers. More than any other FMO! And this is just one of the reasons we are The #1 Concierge FMO in America!
Gregory B. Skogsberg
Greg is the President of TWH Agency with 20+ years of professional experience. Greg is a seasoned management consultant who has worked for organizations of all sizes in locations all across the country.
