09/20/2007

How BIG Can You Dream?

• The World's SINGLE Greatest Income Opportunity!
• The Two MOST Important questions you can ask your prospect!
• One EASY tip that will make you tons of annuity sales!
• The single MOST profitable hour you will spend this week, or even all year!                                     

Dear Annuity Builder,

In Joe VS. The Volcano - there's a character that says something I've never forgotten.  It goes like this…

      "Nearly everyone on Earth sleep walks through their life.”

"The handful of folks who are truly awake

 live in a state of perpetual amazement and wonder."

Want to know the truth? Most of us do both.  We sleepwalk through most of our day. We perform without thinking our mundane every day tasks. We continue to dig ruts in which we live our lives.  Then we senselessly fight it out day-to-day from our very own self-made trenches!

And then maybe.  Just maybe.  Maybe after some crucial changing point in our life, we take a few moments to examine where we are.  We take a look to se how far we've come.  And where the heck we’re going next! Has that already happened to you?  Do you know where you’re heading?  Are you completely happy with what you’re doing and what you’ve accomplished?

If not, read on.

If you’re not completely happy with where you are now or where you’re going, I’m here to tell you this.  And PLEASE LISTEN TO ME CAREFULLY!

The annuity business can pump you up more than any other, and I do mean any other business!  Bar none!!!  LISTEN TO ME.  IF you do it right, the annuity business is without a doubt...

The World's Single GREATEST Income Opportunity!!!

The annuity business is the greatest selling opportunity and potential money maker available in this world today!  Did you ever wonder, even for a moment, why all the insurance companies are pushing annuities?

I mean…can you think of another career that lets you earn more than even a medical doctor...with way less than even one-tenth the time and training? And for a tiny fraction of what medical students have to fork over for tuition? Not to even consider what they eventually have to fork over later just to equip their offices? With the hope that they’ll be able to pay all those debts back sometime down the road in the future? (if they don’t get sued for malpractice!)

So what’s so great about annuities?  They’re a safe product that millions of seniors need!  They require very little, if any service work! And, of course, there is no underwriting and no turn downs!

Believe me: If you have the right approach these people are assessable.

I can't count the number of agents who have asked me how I, by myself, in a county with just a smidgen over 50,000 in population, how I could write over $89 Million Dollars in annuity business! And that’s not all!  I wrote it with everyday, ordinary fixed annuities!  I didn’t even have one decent Equity Index Annuity product available!  They ask me, “How could you do this?”

My answer is always the same.

“Activity and feelings!”

“Activity and feelings?” you say.  What the heck does that mean?

Let me tell you this:  The moment you learn and adopt the feeling approach to selling, you will no longer be an order taker. You’ll be an annuity selling superstar!

Remember:  Order takers make $50,000 a year.  Annuity selling superstars make $500,000, and more!

Here’s the key:  It's all in how you ask the question.

But why only settle for $500,000?

Why not increase your activity to 20 appointments per week and start making $50,000 every two weeks?  Want to hear more?

Here’s my biggest, most jealously guarded secret: I use two questions to make sales!

This is the very basis of my super successful business life!  The secret to selling anything is to find out how someone feels.  It’s what separates the men from the boys.

Of course, I use a fact finder!  I’ve done it so often that it’s become almost like an out of body experience.  Like how you drive your car home from work.  You get there, but you don’t even remember driving.  That’s how I perform my super successful business, almost without thinking.  You can too!

I'm going to reveal to you the two most important questions you can ever ask. If you ask these questions every day you will not be able to even begin to spend all the commissions they will generate for you! What’s the key to what makes my fact finding work? What’s the key to how I’ve written more annuity sales than about anyone on the planet!  Here it is:

1. When I see someone, whether they’ve come to me through a seminar or from returning a card, here’s what I say:

I have the information you requested. While I am here, are there any questions you might like to ask me?"

They always ask something, and, if not, I might say...

"While I am here would you care if I asked you a question?  Do you own an annuity?  Do you own Mutual Funds? 

Do you have an IRA, etc?"

2. If they answer my question, and they always do...Then I ask the follow up power question...

"What is the purpose of xxxxx, what would you like it to accomplish?"  Their answer will always be emotional, a “feeling” answer.

So when they ask you a question, you can then ask them anything you  wish. 

This leads to our fact finder worksheet. Sometimes I ask this same question as many as ten or fifteen times during the fact finder part of my interview.

HERE’S THE KEY”

Once you know how they feel, you can quickly, instantly determine which assets they own are sacred and which assets are available.

The two questions I just gave you are crucial to your success!

Remember this: Fact Finding is an Art!

But the science  behind fact finding  is determining how someone feels.  When you learn how someone feels, you know how to proceed. That’s exactly what you learn in our amazing “feeling” approach to annuity selling.

In just a few short months, you can

 increase your income by

 30% to 100%!

Even as much as 317%!

Skeptical?  Curious??

This Easy Tip Will Make You TONS of Annuity Sales!!!

Here is an idea I have used for almost fifteen years that helps build instant relationships and really easy annuity sales. This super

effective tool has made me millions of dollars in sales!

What’s the secret?

It’s a personal reference list!

I always have a personal reference list that I always either leave with the prospect or mail to him afterwards.  I do it every time! Even if I feel there’s just a glimmer of hope for future business. 

I mean, just think about it!  Isn’t this what we usually do? We meet with a prospect and in just a few minutes, we attempt to build a relationship that will get them to trust us right away!  With their

entire life savings! 

Well, I personally don’t possess instant trust building skills.  So what do I do?  I rely on thank you letters and other key sales support  devices!

So who do I include in my personal reference list?

Well, it includes my banker and real estate agent, my neighbor,

recent clients, long term clients, and even people who did not buy from me! 

Just think of the kind of instant power that provides you! Your personal reference list brings you instant credibility!  Think about it!  How many agents would have the nerve to list as references people who didn’t do business with them?  If you are lucky enough to have just one of these called, you are home free!

I try to keep my list to about 25 names.  I also include business or

day numbers whenever possible. 

Here are just a couple examples of cases I have personally closed

just because of the personal reference list:

Mrs. Jones’s husband was a doctor.  He had really serious health problems.  He had been in a hospice for weeks. Fortunately, he had excellent LTC insurance with GE. 

Here was her worry: When her husband, the doctor, died, his pension that she received through him died too!

She had over $89 thousand dollars with our “friends” at Smith Barney.  And she was being churned!  And she was being sold variable annuities! (our number one target!) 

She was afraid to do anything!  She didn’t want to make mistake!

Her husband had always made the money decisions.  Shortly after I met with her, I mailed her the personal reference list.

Darn if she didn’t call almost all of the contacts on the list!

When I returned for the close, she didn’t want to talk.  All she said was, “What do you think I should do?”

Thirty-five minutes later I walked out of her house with an $89,000 annuity sale!  I credit it 100% to the list!

When I talk to a prospect, I often make a little joke about the list.

Here’s what I say:

“If there is anyone on the list that says anything bad about me,

 please let me know, so I can take their name off.” 

That always gets a good laugh!

The second case, Mrs. Smith was a whopper case! She was also with my dear “friends” at the local stock brokerage. 

As God is my witness, she made an out of state call to California to my very best client.  She talked to him for over an hour!

He referred her to his sister who wasn’t even on the list! They talked for over an hour. 

When I returned for the close, here’s what she said to me:

“Do you walk on water?”

The sale was so easy!  No discussion.  She asked me what I thought she should do.  And we completed the application!

I had done nothing different!  It was my usual low key fact finding approach followed by my setting up our next appointment.  Then I mailed her the personal reference list.  Then I prepared my usual the report, which she accepted instantly!

The power of the personal reference list is immense! 

You can carry it with you and hand it out.  Or, as I do, you can mail it to them after you have visited with them.  Remember to include a little cover letter thanking them for their time and suggesting that they might want to check with these references before your next meeting or before they decide to call me back.

The reference list is so easy to do!  It will build you huge, profitable relationships!

Want my advice!

1) Pour yourself a cup of coffee.

2) Turn off the phone.

3) Shut the door.

Now, take an hour to think about what direction your annuity selling career is heading!

This one hour may well turn out to be the most profitable one you will have spent all year!

Believe me: In my not-so-humble opinion, just take a

l-i-t-t-l-e bit of your time and check out www.89Million.com

Hope this helps...

Yours for Bigger Annuity Checks,  and More Often!

Bill Broich

"The $89 Million Dollar Annuity Man™"

 P.S. If you want to explore the possibilities of multiplying your income from selling annuities, check out our website at www.89million.com.

 P.S.S.  If you just need some help on your marketing please email us at support@89million.com  Or call our Toll free number at 800-808-6551.