| When it comes to annuity appointment setting, | | | | how she wants you to get her to say yes. Pay |
| the most effective technique by far is the | | | | attention to her words. This time you're going to, |
| Drop-By System. However, if you've totaled your | | | | first, neutralize her objection, then use her exact |
| car, broken both legs and must resort to a phone | | | | words to identify "... THE PEOPLE WHO BENEFIT |
| call, I've always taught my agents that the best | | | | THE MOST FROM OUR SERVICES." |
| way to engage your prospect on the phone is to | | | | For example, "I can certainly understand how you |
| open with a statement that is anything but your | | | | feel, mrs. Jones (neutralize). However, the people |
| typical warm fuzzy, "How are you today?" Your | | | | who benefit the most from our services are the |
| statement must (1) make them sweat a little and | | | | ones who already have financial advisors. See, a |
| (2) pose a problem which is at the same time a | | | | good financial advisor, just like a good doctor, will |
| benefit of owning an annuity (without saying the | | | | often advise you to get a second opinion. I'm a |
| word 'annuity'). Note: This formula works with any | | | | specialist in this area and I can show you how to |
| product. | | | | avoid the expense and delays of probate. I'll |
| For example, "Hello, Mrs. Jones? My name is | | | | spend 10 to 15 minutes with you unless you keep |
| _______, from the _____ agency down the | | | | me longer. There's no charge. I've got Wednesday |
| street, and I've been trying to reach you because | | | | morning at 10:00 available, or would 2:00 on |
| I find that some of my retired clients are paying | | | | thursday afternoon be better for you?" |
| income taxes on their social security, and they | | | | At this point, if you don't hear a click and a dial |
| don't need to. I'm a financial advisor in the area | | | | tone, you may hear a slight wavering in her voice. |
| and I can show you how to reduce or eliminate | | | | Her "We-already-have-a-financial-advisor" line |
| income taxes on your social security. I'll spend 10 | | | | worked with the last salesperson. What's up with |
| to 15 minutes with you unless you keep me | | | | you? Now she has to either think about her |
| longer. There's no charge. I've got Wednesday | | | | response or default to the old standby, "I'm not |
| morning at 10:00 available, or would 2:00 on | | | | interested." If she responds with anything but "I'm |
| thursday afternoon be better for you?" | | | | not interested," she'll be telling you how she wants |
| Your prospect's responsibility at this point is to | | | | you to get her to say yes. These responses can |
| say, "No thanks, I'm not interested," or maybe | | | | include, |
| something not so kindhearted. You've just | | | | "I'm too busy right now." |
| interrupted her world. However, you'll do much | | | | "Our son-in-law takes care of those things." |
| better at annuity appointment setting if you | | | | "We've already got all the insurance we need." |
| understand that a 'No' is simply a latent reaction | | | | "I don't have any money." |
| from childhood. In our formative years, the one | | | | "I never accept telephone solicitations." |
| word we heard more than any other was the | | | | You must stay one step ahead of your opponent |
| dreaded, "No!" It's what we got almost every | | | | by preparing your script for all possible scenarios. |
| time we asked for something: | | | | Sit down and write them out in your own words. |
| "Mommy, can I have a cookie?" | | | | Use the above script as an outline and insert the |
| "No." | | | | gist of her response in the appropriate places. |
| "Daddy, can I drive the car?" | | | | Then follow up with another problem for her to |
| "No." | | | | worry about which is also a benefit of owning an |
| Your job as a professional salesperson is to | | | | annuity. Don't be afraid to get creative. Annuity |
| understand that humans are hardwired to respond | | | | appointment setting is a game of wits and circular |
| to practically any proposition with the word, "No." | | | | logic. The more you differentiate yourself from |
| It's how our circuits work. Negative responses can | | | | the last three telemarketers she sent to the |
| range from a simple 'no' to a blistering harangue. | | | | insane asylum, the more successful you'll be at |
| Your steadfast, automatic response must be to | | | | appointment setting and, ultimately, selling |
| pull the plug, short-circuit the connection, neutralize | | | | annuities. |
| the way your prospect's mind works. | | | | Finally, if you're dealing with an indifferent, |
| Try the old 'feel, felt, found': "I can certainly | | | | uncreative type who just can't come up with |
| understand how you feel, mrs. Jones. A lot of | | | | anything but, "I'm not interested," try this: |
| people I talk to including a few of your neighbors | | | | "Mrs. Jones, it's okay if you're not interested. I |
| felt the same way at first. But after they | | | | just want to ask you one question. Work with me |
| understood the problem and how simple the | | | | here. Imagine that everything you're worth - your |
| solution was, they found they were saving | | | | home, your savings, your investments, everything |
| hundreds of dollars a year in unnecessary taxes." | | | | - was going to be taken away from you first |
| By pouring water on your prospect's natural | | | | thing next week. And let's say I called you just |
| resistance, you weaken their response and, at the | | | | like I'm doing today, and told you I could protect |
| same time, maneuver the phone call into a | | | | your financial future in a responsible way so that |
| back-and-forth conversation. | | | | none of those bad things would happen. Would |
| Now you've earned the right to continue: "...You | | | | you still tell me you're not interested, or would |
| see, we find that a lot of people simply don't | | | | you let me sit down with you and show you how |
| realize that a portion of their estate that they | | | | it works before anything like that happens? |
| want to leave to their children and grandchildren | | | | You see, we know that many people, maybe |
| will be eaten up in probate court, and it doesn't | | | | even you, have a lot of their life's savings sitting |
| have to be that way. I'm a financial advisor in this | | | | in the bank, or in stocks and bonds, or in real |
| area and I can show you how to fix that. I'll | | | | estate, where it can be attached by a judgment |
| spend 10 to 15 minutes with you unless you keep | | | | in a civil court of law... And it doesn't have to be |
| me longer. There's no charge. I've got wednesday | | | | that way. I'm a financial advisor in this area and I |
| morning at 10:00 available, or would 2:00 this | | | | can show you how to fix that. I'll spend 10 to 15 |
| Thursday afternoon be better for you?" | | | | minutes with you unless you keep me longer. |
| Get ready for it. Here it comes again: "No thanks," | | | | There's no charge. I've got wednesday morning at |
| she says, "we've already got a financial advisor | | | | 10:00 available, or would 2:00 this thursday |
| who's been with us for years." Mrs. Jones is only | | | | afternoon be better for you?" |
| playing her part in this annuity appointment setting | | | | Get the picture? You need to eat, sleep and |
| rivalry. At the same time, she's telling you exactly | | | | breathe annuity appointment setting. |