Annuities

Secret to Being a Successful Financial Advisor

Presented by David Corwin The secret to being a successful financial advisor isn’t about what you do or how you do it; rather, it’s about why you do what you do. If you are truly inspired, success will easily follow. Communication, listening and wisdom are the foundations of inspiration and the basis of all positive beliefs and feelings. Inspiration is sustainable because it comes from within. On the other hand, lower forms of motivation are based on a desire to meet your needs for recognition, safety and worthiness. These needs are the basis of all negative beliefs and emotions. Such motivation is not sustainable because it comes from outside. It attempts to satisfy unmet needs through people, places and things. What are the practice management issues many advisors face? Things such as lacking a business plan and clear goals, neglecting to ask for referrals or simply allowing yourself to become overwhelmed are just a few. Starting out with a “zero” in the production column has its way of getting you down or not as motivated. Here are 3 reasons why: 1. Lacking business plan/goals. The need for safety generates negative beliefs such as “I don’t have enough time” and “I don’t have enough money,” which fuel the negative emotions of anxiety and fear. Hence, an advisor becomes addicted to survival. It is impossible to establish values, vision, a business plan and goals while this is happening. A learned advisor once said, “Most financial advisors are addicted to selling, and they will not take the time to build vision, a business plan and goals.” 2. Not asking for referrals. Ninety percent of advisors agree that asking for referrals is the number one way to build their businesses, and yet only 15 percent actually ask for them on a consistent basis. The need for approval generates negative beliefs such as “What if they say no?” which fuels negative emotions such as uncertainty and worry. 3. Becoming overwhelmed. The need for control generates negative beliefs such as “I am out of control” and “No one can do it as well as me,” which contributes to the negative emotion of fear. Just remember that the “law of attraction” is absolute, and with the need for control fueling negative beliefs and emotions, you will refuse to delegate. Or, if you do decide to delegate, you will fear that no one will ever be able to do the job as well as you can. Your needs will become your jailor. Values are like turtles: They only come out when it is safe. Unmet needs will wreak havoc on your values, vision, business plan and goals. They will limit your ability to grow. Until you are able to meet those needs from within, inspiration which is the foundation for true success will elude you.
Life Insurance

Smart Money

Presented by Gary Peterson “Smart Money” is money your clients want to control and be able to access in times of need.  What about storing money in life insurance?  The Smart Money Sale gives your clients the following opportunities:
  • Value of permanent death benefit protection
  • Potential to build cash value while preserving access to as much cash value as possible 
Here is information regarding the Smart Money concept. Please review and call me to discuss how we can help you with your year end sales and goals for 2014.
Annuities

After the lead – How to start the business…

Presented by Brian Leising What do you say when your marketing efforts work?  You got your foot in the door and made it past the gatekeeper.  Do you know what to say when you get in front of a business owner?  Here are a couple tracks to follow.  The first can lead to products that help their business today.  The second will help them continue their business into the future. Helping their business today: “Have you heard about the new types of retirement plans available to business owners?” “What type of plan do you have?” “When was the last time you reviewed your plan?” “Did you know any business can have any type of plan?” Offer a free look (if no current plan) or a free review (if a plan is in place).  You can then utilize factfinders to gather revenue and census information. “Have you heard about the new type of retirement plan available for your key employees?” “What type of plan do they have now?” “When was the last time you reviewed the plan?” Tax laws change from time to time.  An unreviewed plan can do more harm than good.  A business should review their plan periodically to insure tax compliance and to make sure they are getting the best value for their dollars. Helping their business in the future “What’s your exit strategy?” “Who will buy your business?” (while alive, dead?) “What are the tax implications of the sale?” “Will you or your heirs receive a fair price?” “What is your business worth” (most owners mis-value by 60%) “Does your business have more than one owner?  If so, is a buy-sell agreement in place?  How is the agreement funded? How many of your business-owner clients have serious answers to these questions?  They started their business and know how to run it, but how do they get out?  Many business owners have no plan or only a partial plan in place.  Their lack of planning will hurt their immediate family and the employees they leave behind.
Life Insurance

Waiver of Premium for Unemployment

Presented by John Schraut How am I going to pay my life insurance premium if I lose my job? Have you heard this objection lately?  This may be more common recently due to the economic environment. If your clients have to choose to pay their life insurance premiums or cable bill, which one will they pick? Most times it’s the cable bill. Then what happens – they lose the valuable coverage to protect their family and possible insurability. You, as the agent may get a charge back on the commissions paid. But what if there was an option that would help pay life insurance premiums in the event of unemployment? We have the answer from carriers that offer waiver of premium for unemployment.  Let your clients know about it and take this worry and objection away.