Annuity Lead Programs - Questions to ask your annuity lead

If you should live long enough or lose your memory wouldn't you like to have your financial matters automated on a guaranteed basis?

You do like the fact that your spouse or children won't have to make investment decisions for you don't you?

Why is that important to you?

With the application in your hand, make this statement--then question--"Steven Covey, in his book, "7 Habits of Highly Effective People" says "to begin with the end in mind first."

So, my question is, who do you want your money to go to if you and your spouse die simultaneously?"

"Do you want Mary, John and Bill to receive the money all at once or would you like to spread it out as an income?

For How Long? Five years? OK!"

START FILLING OUT THE APPLICATION NOW!

Most of the time I begin filling out the application on the secondary beneficiary portion of the application. THEN I ask for the full name of the Primary beneficiary and how they want the primary beneficiary to be paid---or do they want the beneficiary to be able to chose what to do at that time.

OR--the beneficiary doesn't even have to make a decision for one year! O.K. just let her decide at that time. "Can I have a glass of water?"

--Your prospect is very nervous when your closing. Getting them moving relieves that tension. You would be surprised how many men are standing above me when I begin filling out the application.


"What is your date of birth, Mr. Jones?"

You see, this close I just gave you is emotional

and benefit oriented. NOT Performance oriented!

Can you feel the psychology? Doesn't it tell you how to Tap into and TRIGGER a Retirees emotions?

I do this very early in my One Call Close appointment--if I get an objection, I harmonize with the objection and close again and again and again.