The Encyclopedia to Annuity Success (98 Page Book)
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Book Description Sharpen your selling skills immediately. This book contains the same selling strategies that 300 brokers used to write 1.3 billion dollars of annuity, life, and health premium. Each chapter is devoted to a selling skill such as Overcoming Objections, Closing, Getting Referrals, and Using The Phone. Plus, you will receive a bonus chapter on everything that you should know about Client Seminars. This book also contains some of our scripts from W.V.H., Inc.'s sales training seminars where you will learn how to overcome objections about surrender charges, how to convey safety, how to find maturing CDs, plus so much more. Order today and discover immediately what the best financial professionals use everyday to achieve annuity success.   Table of Contents     Page I. Using The Phone     The 6 things you need to do to succeed over the phone 2   Learn how to spot the 3 symptoms of call reluctance early 3   The 5 important steps to follow before writing your phone script 4   11 additional phone tips 6   The 11 most frequently used phone objections 7   Four examples 8   Send me a brochure first 12   The 5 ways to reduce telephone tag 13   How to leave the best messages with the secretary on voice mail 14   Summary 16       II. Client Seminars     How to eliminate anxiety about speaking 18   21 speaking tips to follow 19   How to write the seminar invitation 23   Refreshments 25   The 9 ingredients to an ideal client seminar 25   How to do a client seminar with no expenses 28   7 different catchy titles for your seminar 23   Summary 30       III. Overcoming Objections     Objections that prospects have been using for 30 years 32   How to uncover the objection 33   How to isolate that objection 34   How to address the objection 35   The "feel/felt/found" approach 36   Let me read the brochure first 37   I don't like the surrender charges 38   I never tie my money up for longer than a year 39   The safety objection 40   The average sale involves 3 objections 42       IV. Overcoming Objections: Surrender Charges     Overview 45   A portrait on closing 46   Now close 47   As simple as 1, 2, 3 49   The importance of diversification 50   The 4 things to do before any close will work 51   Trading Places 52   Summary 53       V. Referrals     Overview 55   A referral attitude 56   The Referral Folder 57   For clients in management 58   The philosophy behind this referral approach 59   Join forces with a younger associate 60   The key to getting referrals 60   Proven referral-creating scripts 61   Telephone Script for Referral Appointment 62   Referral phone scripts 63   How to deal with the protective secretary 64   Additional referral strategies 65   How to get referrals from clients who are reluctant to give you referrals 66   How to get written testimonials from clients and prospects 66   In dollars and cents 67   Summary 68       VI. Leads     Overview 69   Leads 70   Here are 3 proven steps to follow when contacting leads 71   Wrong Phone Approach 72   Correct Phone Approach 72   The Correct Script 74   Qualified Leads 75   Summary 76       VII. Transitions     Overview 77   The IRA Market 79   Think About Your Money 79       VIII. Mini Seminars     Overview 81   4 Principles 82   Converting a Prospect Into A Client 83   By The Way 84   Are Annuities Insured? 85   Why Surrender Charges 86   I Never Tie My Money Up 87   Initial Interest Rate 88   Liquidity 89   Finding Maturing CDs 90   One Question 91   I Don't Like Charges! 92