Do You Ask For the Sale?

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I recently started working a Facebook marketing system to generate leads to build my own personal client base—and to learn how to use Facebook to market, so we can help agents do it as well. 

I FAILED MISERABLY…at least at first…because I DIDN’T ASK FOR THE SALE!

How often does that happen in your business?

You generate interest, set the meeting, make a proposal, and then…no sale.  Well, I personally realized that I was meeting with a lot of prospects, and showing them amazing financial retirement strategies, and then letting them go back to their lives without formerly asking for their business.  So, here’s what I changed…

Now at the end of the 2nd or 3rd Zoom call—after I have showed them a solution to their retirement problems (using life insurance products), I say, “So, you can keep heading down the path that you are currently on…or we can take care of this right now and make sure you never suffer the pain of another market loss.  Shall we get started?”

What is your ‘Call to Action’ phrase?

How do you ask for the sale?  It might be worth spending some time to work on this area.  Let’s talk through some ideas and come up with a great Call to Action line that helps you ask for the sale every time, and help you avoid any more missed opportunities.  Shall we get started?  Give me a call.

Crediting Methods with Fees!  Friend, or Foe?

Over the past couple of years we have seen more and more crediting methods that come with built-in fees.  At first, they appeared to be gimmicks, but now more and more carriers are offering them, and they are outperforming the ones without fees.  Here’s my take…

Let’s start with the highest crediting method from our Gold Star Carriers (see pg.6 in our TWH newsletter). The average annual return over the past 10 years is great, but there is an annual fee involved.  Annual fee?  As in, “You have to pay the fee EVERY year”?  Yes, the fee is deducted from the cash accumulation account every year—even if there is no crediting that year. Is this a good thing, or a bad thing?  That depends. Well…

First, let’s consider why the fee is there in the first place.  

It is a way for the carriers to ‘hedge their bets’ on the crediting.  If they can charge a fee that will be paid in the down years, then they can be more generous with the crediting in the up years.  And when you compare the performance of the methods with fees to their nearly identical non-fee counter-parts, the difference in accumulation crediting is significant.  So, on the surface, it would appear that choosing a method with a fee is well worth the “risk”.

Ultimately the average annual return is what really matters, right?  Well, sort of.  Stop and consider that the last 10 years nearly every index has had a straight up Bull Market run, with almost no down years.  In this type of economy it is very easy to accept paying the crediting method fee, because there has been crediting every year—or almost every year.

Stop and consider how each client might feel about fees.  More financially sophisticated clients typically see the benefit of fees and are comfortable ‘paying’ for them. But, less experienced investors might have bad feelings about the potential “losses” in down years.  So, be sure to factor this in before making recommendations.  Give us a call, and we can help with some talking points.

Give us a call. We can help!

~ Greg Skogsberg



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