By now you’ve noticed we are flexing some new muscles: health and retirement muscles to be specific (to go along with our already-awesome life muscles!). Everything is designed to help agents expand the discussion.
One of our agents in Arizona (Marty) has found amazing success by using Medicare Supplements as the door opener to incremental sales using Services Offered and our Thumbprint View sales strategy. For every 100 Med Supps sold, Marty sells on average an additional 138 annuities and 126 life policies. On top of this, about 40% of his clients give him referrals. All because he goes in with a purpose—Med Supps—but takes the discussion to a broader level with Services Offered. Here’s his story:
“I buy lists of people turning 65 from 90-180 days out. 500 to 650 costs about $50,” Marty says. “They are set up by month then ascending zip codes.
“I call every number on the list using a simple script and I simply make an appointment to visit them. In the home I first spend a few minutes talking about myself and then pull out Services Offered and then give them List of Companies. It shows the client I am an independent agent that does the shopping for them.
“Many times, after I have shown them the Services Offered list, they ask me about their dormant 401k or a non-performing IRA or their need for a life policy. I tell them let’s look at it after we finish writing the Medicare application.
“Next I pull out Thumbprint View (call Drew and ask him about this ingenious and utterly simple approach) and tell them I have six yes or no questions I’d would like to ask them. I don’t need details, but rather just an understanding of what they have and don’t have. However, I do not want to get into a discussion on these topics at this meeting so I thank them and complete the Med Supp. I want to stay focused on writing up the supplement. It’s important to be patient at this point and not overwhelm the client.
“I deliver every policy I write. I first cover the new policy with the client and then switch the discussion back to their answers from the Thumbprint. This is my second time in the client’s home and almost always they are willing to let me expand the discussion.
“Using Thumbprint I have written life and annuities I might not have written otherwise. I pick up ancillary business from the same client and it hasn’t cost me anything except my time.”
Marty’s approach works! Over and over and over. If you’re interested in learning more about expanding the discussion via the Thumbprint View approach give Drew Gurley a call at 866.547.8780, ext. 102. And, check out the remaining training sessions for November… there might be something right up your alley.
Easiest route to an iPad ever!
A great offer for a strong Allianz life product
Sell $10,000 paid target premium for Allianz Life Pro+ by January 31, 2014 and we will reimburse up to $650 on the purchase of an IPad.
Allianz life pro+ is an excellent FIUL (fixed indexed universal life). It offers the client a tax free retirement or a college education fund plus is excellent for Key Man policies and to help business owners plan for retirement.
With a true cap of 16% this product also provides a look-back for the previous 25 years. It is easy to understand and present to the client, making “yes” the answer you’ll hear most often.
Getting the iPad is easy: agent will purchase and American Financial will reimburse up to $650. Agent pays difference if higher and American Financial will reimburse if the price is lower (with receipt).
Give Drew Gurley a call at 866.547.8780, ext. 102 if you’d like to know more about the product.
