7 Figure Annuity Sales: Recent Episodes
Chad C. Owen
In The 7 Figure Annuity Sales Podcast, $240M+ solo producer, Chad Owen, guides agents through the ups and downs of the annuity industry and reveals his learned secrets to success. Owen shows agents how to increase their sales, increase their lifestyles, increase their influence, and increase their impact on the world around them!
In this episode, we explore the importance of embracing technology to run a more efficient and scalable annuity business. From organizing client data to streamlining your sales process, the right tools can save time, reduce errors, and help you stay focused on what matters most—serving your clients. We talk about how adopting tech doesn’t replace hard work; it enhances it. If you want to stay competitive and maximize your impact, learning to use technology effectively is no longer optional—it’s essential.
In this episode, we unpack why becoming an expert in the annuity industry isn’t the finish line—it’s the starting point. Having a solid grasp of products, strategies, and regulations is the bare minimum every agent should strive for. But what separates the average from the elite is what you do beyond that—going the extra mile for your clients, working closely with carriers, and constantly leveling up your knowledge and effort. If you want to be a top producer, it starts with expertise, but it takes much more to truly stand out.
In this episode, we talk about the deeper mission behind Retirement Realized—building high-character individuals first, because true success in this industry starts with who you are, not just what you achieve. The goal isn’t just to create top producers, but people who lead with integrity, generosity, and a genuine desire to serve others. That kind of character shows up before the big numbers ever do, and it’s exactly what sets the foundation for lasting success in the annuity business and beyond.
This episode covers two often overlooked but critical areas for annuity agents: tracking your numbers and understanding Roth conversions. We explore why consistently monitoring your activity and performance metrics can lead to smarter decisions and better results. Then we break down the value of Roth conversions, how they fit into retirement planning, and why they can be a powerful tool in client conversations. Packed with practical insights, this episode is all about tightening your process and adding more value to every appointment.
In this episode, we unpack why the carrier behind the product matters just as much as the product itself during the fact-finding process. While several annuity products might check all the boxes for a client’s needs, the carrier you choose can have a major impact on the client experience—from service and support to long-term stability and trust. Chad shares why digging deeper into carrier differences is a crucial part of doing what's truly in the client’s best interest, and how being intentional with this step can set you apart as a top-tier agent.
In this episode, we dive into the mindset of working for a lasting legacy instead of chasing instant gratification. Chad shares his perspective on why building something that outlives you—whether it's for your family, your clients, or the impact you leave behind—should be the true motivation behind your work. It's about making decisions today that set up long-term success, rather than focusing only on short-term rewards. Hear how shifting your mindset toward legacy can bring deeper purpose, fulfillment, and lasting impact to everything you do.
In this episode, Chad shares why he’s still expecting a record-breaking year in annuity production—even with market uncertainty on the horizon. He unpacks the mindset, strategies, and opportunities that make strong sales possible regardless of market conditions. From staying proactive with clients to focusing on value-driven conversations, Chad explains how agents can thrive even when the broader financial outlook looks shaky.
In this episode, Chad shares real-time insights from his day-to-day experience as an active annuity agent in the field. From recent calls, appointments, and sales conversations, he breaks down what he's seeing in today’s market—what’s working, what clients are responding to, and where agents might be missing the mark. It’s a candid look into the patterns, challenges, and opportunities he’s observed over the past few weeks, giving you a pulse on what it really takes to succeed right now in the annuity space.
Explore the challenging yet rewarding journey to top-tier success in the annuity business in this episode, where we delve into the mindset needed to achieve exceptional results. Writing millions in annuity premiums annually is not just difficult; it's a rare accomplishment that requires dedication, resilience, and a strategic approach. We discuss the importance of renewing your mindset to embrace the hard work and persistence necessary to reach these heights. Learn why every bit of effort is worthwhile, given the significant earning potential each sale in this industry can bring. This episode is essential listening for any agent aiming to understand the true nature of success in the competitive world of annuities and how to mentally prepare for the journey ahead.
Dive into the importance of truly understanding your insurance products in this episode, where we emphasize the necessity for agents to have a complete and accurate grasp of the products they offer. Being well-informed is crucial not only for building trust with your clients but also for ensuring that you can confidently answer questions and manage expectations. We discuss the potential pitfalls of misinformation, including the embarrassment and damage to credibility that can occur when incorrect information is given to clients. Learn strategies for keeping your knowledge up-to-date and techniques for verifying the details of each product you handle. This episode is a must for any agent who aims to excel in the insurance field by being thoroughly informed and reliable.
Explore the critical role of your Field Marketing Organization (FMO) in this episode, where we question whether your FMO is truly bringing value beyond just a compensation bump. We delve into why it's essential for agents to partner with an FMO that not only enhances their potential to write more business but also contributes to their overall growth and development as an agent. Discover the key aspects that define a valuable FMO, such as training opportunities, marketing support, and access to a wider range of products. Learn why choosing the right FMO could mean the difference between mediocre success and outstanding performance in the long run. Join us as we unpack what to look for in an FMO to ensure they are genuinely invested in improving your capabilities and helping you increase your earnings.
Join us as we dive into how laziness can be the biggest barrier to achieving success, not just for agents but also for their clients' financial dreams. In the competitive annuity business, going the extra mile makes all the difference. This episode explores the crucial habits that set successful agents apart: the relentless pursuit of new clients, the determination to push business through by consistently communicating with insurance companies, and a steadfast commitment to doing whatever it takes to serve clients' best interests. Contrast this with the pitfalls of laziness—how doing just the bare minimum can lead to missed opportunities and ultimately, fail to protect and grow your clients' retirement dreams. Discover actionable strategies to avoid complacency and ensure you're always operating at your best.
Join us as we delve into the recent updates made to the Fact Finder, a crucial tool for annuity agents. Learn how we've revamped this essential one-sheet to better capture all the necessary information during the first phone call with a client. This episode covers the enhancements designed to help agents fully understand their clients' situations and needs, addressing the modern-day challenges of the annuity business. Discover the strategic improvements that make the Fact Finder more effective and efficient, equipping agents to make informed decisions and provide top-notch service in today's dynamic market.
Join us for an engaging update from Chad as he shares insights from his recent move to Colorado, recaps the adventures from his trips over the past year, and reflects on the importance of family. He'll also dive into his strategies for tackling the annuity business as we head into 2025. This episode offers a personal look at how balancing life and work can lead to greater success and satisfaction in the professional realm. Listen in to get inspired by Chad's journey and gain tips on how you can approach your own business challenges in the coming year.
Explore effective talking points for engaging clients who are enthusiastic about the stock market. Start by addressing the bullish mentality that underlies their willingness to stay invested despite potential risks, discussing the concepts of paper loss versus paper gain, and emphasizing that gains are not truly realized until they are captured. Dive into their comfort with market fluctuations, questioning if they would still find satisfaction if they hedged against potential downsides. Prompt them to consider the unpredictability of tomorrow's market and their financial threshold for potential losses. By calculating potential losses in dollar terms, clients can gain a clearer perspective on the risks they are willing to take, akin to strategies used in gambling. These discussions can help clients reflect on their investment strategies and consider the benefits of diversifying with annuities for more stable returns.
In this episode, Caleb discusses some of the common traits, practices, and tendencies of elite annuity producers. Learn from these commonalities and attempt to implement them into your own business while mixing them with your own strengths. When combined you too can become an elite producer.
In this episode, we discuss three key pitfalls to avoid in annuity sales. First, always verify your lead information; assuming it's correct without checking can lead to issues down the line. Next, avoid presenting too many product options to clients, as this can overwhelm them and hinder decision-making. Lastly, we examine a specific strategy used by Chad—focusing on tailored solutions rather than a one-size-fits-all approach, highlighting the importance of customization in successful sales. Tune in to learn how avoiding these common errors can improve your sales process.
Explore essential strategies for maximizing your end-of-year sales in this episode focused on Q4 best practices. We discuss the importance of maintaining momentum and not assuming prospects want to wait until after the holidays to make financial decisions. Learn how to approach leads and appointments during the fourth quarter differently, ensuring you stand out from other agents and close the year strong. This episode offers valuable insights into keeping your sales process active and effective during the busy holiday season.
Dive into effective strategies for moving pending annuity sales to completion in this insightful episode. Learn how to accelerate the approval process and ensure your deals close more efficiently. We cover tips for improving communication with underwriters, streamlining paperwork, and managing client expectations to minimize delays. Whether you're dealing with complex cases or routine sales, get practical advice to help you push your pending business through to successful completion.
Enhance your annuity sales approach in our latest episode '3 Strategies To Improve Your Appointment Process.' Discover the impact of thorough fact-finding, the importance of a polished presentation process, and the value of deep product and carrier knowledge. These key strategies are designed to streamline your appointments and boost your sales effectiveness.
Discover how Chad achieved his best year in annuity sales ever, despite a decrease in lead flow, in this insightful episode. We delve into the strategies and tactics that allowed him to maximize production with fewer leads. Learn how focusing on high-quality engagements, refining sales techniques, and leveraging existing client relationships can lead to substantial growth. This episode is packed with valuable lessons for any agent looking to increase their production effectively, even when facing challenges like reduced lead flow.
Explore strategies for handling falling rates when selling annuities in this episode. We dive into how to navigate the challenges of a declining interest rate environment while maintaining client trust and sales momentum. Discover techniques for emphasizing the stability and security that annuities can offer, even when rates are dropping. Learn how to adjust your sales pitch to highlight the benefits of annuities that go beyond rate considerations, such as guaranteed income and protection against market volatility. This episode is essential for any agent looking to thrive in fluctuating financial landscapes.
In this week's episode we revisit one our of best ever episodes! Uncover the secrets to building a repeatable and scalable annuity sales process in this podcast. Learn how Chad Owen structures and builds his own personal process and how you can apply it to your self.
Dive into "The Psychology of Choice" in this episode where we examine why many agents present a variety of products, allowing clients to choose what seems best for them. This strategy can empower clients and reduce liability for the agent, but it might also diminish the client's perception of the agent's expertise and the value they add. We explore how agents can offer choice without these downsides, emphasizing the importance of thorough fact-finding. Learn how asking the right questions, much like a skilled car salesperson, can guide clients to make informed decisions while still feeling in control of their financial future.
Explore the significant role of index crediting in income-focused annuity cases in this episode. We delve into why, while income remains the primary concern, the choice of index crediting strategies can be crucial. Learn how these decisions impact the account value, which is essential not just for maintaining the principal but also for benefits tied to the account value, like long-term care enhancements and death benefits. We'll also discuss how these factors influence client discussions during annual reviews, referrals, and overall satisfaction. Join us as we break down how selecting the right indices involves a strategic blend of the index characteristics, crediting methods, and current rates.
Dive into the crucial link between presence and productivity as we explore why being fully engaged is essential for achieving your goals. We discuss the importance of ensuring you're focused on the right tasks, as presence alone isn't enough if you're not on the right path. Whether in professional settings or personal relationships, discover how making presence a priority can transform your effectiveness and help you maximize your time.
In this episode, we take a closer look at Chad's transition from exclusively face-to-face appointments to incorporating 50% virtual interactions. Discover why he chose to make this shift, the hurdles he faced along the way, and the most rewarding outcomes from adopting a hybrid approach. Chad also shares insights on any emerging trends he's noticed through this change. Join us for an in-depth exploration of adapting to the evolving dynamics of client meetings in the annuity sales industry.
In this episode, we discuss "3 Ways to Invest in Your Annuity Business," offering insights into how strategic investments can enhance your operations and secure your future in the industry. We'll cover different areas where focusing your resources can lead to substantial growth and stability. Join us to uncover key strategies that could transform your business approach and set you up for long-term success.
This week we revisit an old episode that is one of our best as a reminder of principles that still apply today. The final episode of a 3 week series. So far we've covered the current market landscape and how annuities impact that market. In this episode, we'll cover the common objections retirees have with annuities and how to overcome them.
Explore the unique challenges and opportunities of selling annuities during the summer months in this episode. We look closely at Chad's performance data, revealing that summer often yields some of the lowest sales quarters, with a notable absence of peak months since 2010. What’s behind this trend? We dive into factors like vacations, which commonly affect both agents and clients, and the broader psychological shift into 'vacation mode' that seems to occur during these warmer months. This episode offers strategies to overcome these challenges, ensuring your sales don't cool off when the weather heats up. Join us to learn how to maintain momentum in your annuity sales throughout the summer.
Delve into the world of commissions in the annuity space with our focused discussion on 'All Things Commission.' This episode unpacks the dynamics of commission structures influenced by competitive products, like a 7-year surrender period offering lower compensation. We'll explore the differences between street commission and other types, and how factors like surrender periods and client age affect commission percentages. We also break down the three main types of commission schedules—upfront, upfront plus trail, and all trail—examining what’s considered fair and under what circumstances commission bumps should be warranted. Join us to gain insights on how commissions are structured and what that means for you in your practice.
Dive into the uncertainties of retirement planning in this episode, where we address crucial questions every retiree faces. We explore topics like lifespan predictions, market volatility, long-term care plans, longevity insurance, market protection strategies, and ensuring financial security for surviving spouses. This discussion is designed to help you guide clients through the complexities of preparing for the unknowns of retirement, emphasizing the importance of comprehensive planning and the protective role of annuities. Learn how to help clients feel secure in their future, regardless of what life throws their way.
Explore strategies for selling annuities by focusing on worst-case scenarios in this insightful episode. We discuss how addressing potential negative outcomes can reassure clients and solidify their decision-making. Learn to present annuities as a safeguard against financial uncertainty, highlighting features like guaranteed income and downside protection. This approach helps clients appreciate the value of annuities in securing their financial future, even in the most challenging times. Gain tips on how to tactfully navigate these conversations to build trust and confidence with your clients.
Explore the powerful link between personal well-being and professional success in this episode focused on the mantra 'Healthy Body, Healthy Mind, Healthy Soul = Healthy Business.' We delve into how maintaining your physical health, nurturing mental wellness, and fostering spiritual balance can significantly boost your effectiveness as an annuity agent. Get practical tips for incorporating health and wellness into your daily routine and see firsthand how a holistic approach to personal care can enhance your business productivity and success.
Dive into the details of interest crediting index strategies in this episode, where we unpack the various methods used in fixed and indexed annuities. Learn about the impact each strategy has on annuity growth, explore the benefits and factors to consider with different indices, and understand how they fit into the current market conditions. This session is crucial for anyone aiming to enhance their understanding of annuity products and improve their investment decisions.
Explore the upcoming DOL Rule effective September 23, 2024, and its implications for financial advisors. Understand the expanded definition of a fiduciary, the responsibilities for providing honest, best-interest advice, and the exemptions for insurance intermediaries like IMOs, FMOs, and BGAs. We'll guide you on preparing for the new standards—staying informed, ensuring compliance, and continually enhancing your knowledge to best serve your clients.
Chad's taking on virtual appointments! Discover how he’s balancing virtual and face-to-face meetings, and what it means for his business. We look at the numbers: a slightly lower sit rate and smaller average case size, but a higher application rate. Chad weighs in on the benefits and challenges he’s faced, changes to his sales process, and shares essential tips for making virtual appointments work.
Let's talk about the current state of the annuity market in our latest episode. We discuss how rates are holding steady and take a look at some exciting updates from Equitrust, Lincoln Financial, and Global Atlantic. You'll also hear from Chad about his recent experiences with clients and from Caleb on what’s trending with agents right now, including the quest for the highest rates and a noticeable increase in income strategies. Tune in to stay updated on the latest shifts in the annuity world.
This week we re-visit an old episode that is one of our best... Replacing An Annuity. This is one of the most case by case areas of annuity sales. Certain situations may incline you to push for a replacement on the line, and still others that could easily be replaced may not be the best thing for the client. In this episode, we'll cover all things related to the good and bad of replacing annuities.
Tune into 'Index Strategies, Crediting, and Allocation' for a comprehensive look at the nuts and bolts of index-based annuities. We'll guide you through choosing the right index strategies, understanding crediting methods, and making smart allocation decisions. This episode is jam-packed with actionable insights to help you maximize the potential of your annuity products and tailor your approach to fit each client's unique financial landscape. Perfect for advisors looking to deepen their knowledge and refine their strategies in the ever-evolving world of annuities.
"Dive into 'Best Practices for Selecting Products and Carriers' for insider tips on choosing the right annuity products and insurance carriers. We'll discuss what to look for in terms of financial stability, customer service, product features, and overall reputation. Plus, we'll cover how to match these factors with your clients' needs for a winning combination. Whether you're new to the industry or a seasoned pro, this episode will equip you with the knowledge to make informed decisions that benefit both you and your clients."
Listen in on 'Annuities for Income vs. Accumulation' where we break down the key differences and benefits of using annuities for steady income versus long-term growth. We'll explore how to decide which approach fits your financial goals, whether you're looking to secure a reliable income stream in retirement or to build and grow your savings over time. This episode is perfect for anyone trying to understand the strategic uses of annuities and how to make them work best for their financial future.
Check out our episode '3 Talking Points With Retirees' where we dive into crucial conversations about retirement planning. We cover the essentials: Pensions, Social Security, and Defined Contribution Plans, and why they matter more than ever. We also introduce the two questions nobody can answer but every retiree should consider. Lastly, we unpack the Sequence of Returns Risk and its impact on retirement savings. This episode is packed with insights for those looking to navigate retirement discussions with confidence.
Tune into 'Communicating The Risks and Benefits of Annuities' for a deep dive into the ins and outs of Fixed and Indexed Annuities. We're tackling the common concerns like liquidity, fees, and the fear of low returns, while highlighting the major wins like downside protection, upside potential, and guaranteed income. Plus, we get into how understanding the purpose of the money is key to balancing these risks and benefits. This episode is a must-listen for anyone looking to get clear on annuities and how to communicate their value effectively.
Tune in to 'The Three Pillars Of Annuity Sales Success' where we uncover the core components that drive success in annuity sales. We'll explore effective lead generation, refine your sales process with expert training, and delve into choosing the best carrier and product solutions. This episode is your guide to elevating your sales approach and achieving greater success in the annuity market.
Dive into 'Selling Annuities Virtually' for all you need to know about online annuity sales. We'll touch on setting up your digital space, nailing virtual presentations, and keeping up with clients online. Perfect for anyone looking to boost their virtual sales skills.
Tune into 'Index Allocation in 2024' for a straightforward take on navigating index choices for your annuities. We'll cover why most indices tend to track closely together and the risks of new index strategies. Learn when the S&P 500 might be your best bet and how economic cycles influence the top-performing asset classes. It's all about making smarter allocation decisions, packed into one insightful episode.
Join us for a deep dive into 'Legacy Planning With Annuities' on our latest episode. We start with a fundamental question: what's the purpose of your money, planning for life or planning for legacy? We explore strategies like passing wealth through life insurance while living off annuities, and the savvy move of using annuity income to cover life insurance premiums. For those not insurable, we discuss the benefits of guaranteed death benefit rollup annuities. Tune in for practical advice on crafting a legacy plan that aligns with your financial goals and family needs.
Dive into our episode on 'Selling Annuities in a Rate Drop Environment' where we explore effective strategies for dealing with lower interest rates. We discuss how to build urgency without resorting to fear tactics and how to respond when clients want to wait for rates to rise. This episode is packed with actionable insights to help you maintain robust sales in challenging times.
Jump into our latest episode where we break down the '5 Main Product Selection Criteria' for annuity products. We'll look at how to gauge an insurer's financial stability, sift through to find the best benefits, and check out their customer service game. Plus, we'll dive into the nitty-gritty of payout or growth potential and the honesty behind renewal rates. It's all about making smart, client-friendly choices in the annuity market. Tune in for some straight talk on picking the best products out there.
Dive into the world of income riders and learn the secrets of asking the right questions to boost your annuity sales. This episode is packed with tips on effectively presenting income riders, engaging clients, and building trust through strategic communication. Get ready for practical insights that will sharpen your questioning skills and elevate your approach to annuity sales.
Join us for 'Annuity Industry Forecast for 2024,' where we peek into the future of annuities. After record sales in the past couple of years, we're exploring why 2024 might see a slight dip, considering factors like the S&P 500's rise, changing annuity rates, and trends in treasury bonds. We'll also look at how big events like the US election could shake things up. Plus, get tips on how to avoid a sales slump and even boost your numbers in a changing market. It's all about staying savvy in the shifting world of annuities.
Ready to amp up your lead game in 2024? Check out our episode 'Lead Generation Strategies for 2024.' We dive into the world of creative lead generation, from tried and true methods like internet leads, seminars, webinars, and radio, to alternative strategies such as building a referral network, email marketing, branded materials, and local involvement. Discover the importance of having multiple streams of lead flow to keep your business thriving. Get set to explore a mix of classic and innovative ways to attract leads and boost your sales!
Ready for a game-changing January? Tune in to our latest episode, 'How to Have a Seven Figure January.' We kick off with fine-tuning your process – think smoother calls, streamlined appointments, and a calendar that actually works for you. Next, we dive into lead generation – no passive marketing? No problem, we've got active strategies to cover you. Lastly, we're talking product smarts in key areas like guaranteed income and legacy planning. Gear up, it's time to level up your game
Check out 'Bonus Annuities - The Good, The Bad, The Ugly,' where we dive into the highs and lows of bonus annuities. We cover the instant benefits, the potential trade-offs like reduced index rates, and the tricky aspects like lower commissions and marketing challenges. Plus, get insights into practical scenarios like Replacement and Tax Recoup.
Get ready to ramp up your end-of-year game with our latest episode, 'End Of Year Marketing Strategies.' We dive into why keeping your lead flow active through the holidays is crucial, and how to scout for new opportunities with lead vendors. Learn about the risks of delaying appointments to the new year, backed by historical market data, and get tips on handling the common 'Call me after the holidays' objection. Plus, we'll cover the benefits of sending a Christmas Newsletter to both leads and clients, packed with useful info and a call to action.
Master the subtleties of finalizing annuity sales in our latest episode, 'The Art Of Closing.' This episode focuses on the nuances of reading body language and handling questions and objections during the closing process. Learn how to use simple, yet effective 'yes' confirmation statements like 'Does this make sense?', 'Do you like what it does for you?', and 'Are you ready to move forward?' to guide your clients smoothly towards a positive decision, and gain insights for deeper explanations in case of any hesitations or 'no' responses.
Enhance your annuity sales approach in our latest episode '3 Strategies To Improve Your Appointment Process.' Discover the impact of thorough fact-finding, the importance of a polished presentation process, and the value of deep product and carrier knowledge. These key strategies are designed to streamline your appointments and boost your sales effectiveness.
Dive into the intricacies of Fixed Index Annuities (FIAs) in a high-rate environment in our latest episode. We dissect whether FIAs retain their appeal for clients when interest rates soar, and how agents can leverage their benefits. Uncover strategies to sell FIAs effectively, ensuring your clients' goals are achieved even as the financial climate shifts.
When asking important questions to clients, because of the nature of our industry, you need to word things correctly otherwise you may get the correct answers you are looking for. When you are helping people with their retirement ensuring you have all the correct information is of the utmost importance to ensure you help the clients truly meet their wants and needs. In this episode, Chad and Caleb will explain the pitfalls agents often fall into with carelessness in the wording of questions and how to avoid those mistakes in your own process.
In this week's revisiting of one of our best episodes we will talk about Cross-Selling Annuities with Life Insurance Leads. Back in 2008, Chad started to cross-sell mortgage protection leads into annuities and found great success. Today Chad has written over 220 Million in annuity production since then. In this episode, Chad and Caleb share some tips with you on how to cross-sell life and Medicare leads.
In this week's revisiting of one of our best episodes we will talk about 5 things your IMO should be doing for you. Is your Marketing Organization setting you up for success and giving you the necessary tools to achieve your goals? In this episode, Chad and Caleb discuss five things your IMO should be doing and why these things are vital for your business growth.
In this week's revisiting of one of our best episodes we will talk about the dos and don'ts of FIAs. Don't just plan for the worst-case scenario; understand when to and when NOT to.
In this week's revisiting of one of our best episodes we will talk about if income riders are worth the fee. What you get by having a rider, is what you give up by NOT having one. In this episode, we'll cover what's created, credited, calculated, collected, and charged when it comes to income riders.
In this week's revisiting of one of our most useful episodes we will return to the objection from clients "just send me the information". This is a common objection clients will give to avoid meeting but its crucial for their education and long term security that you the expert helps them truly understand what you are presenting.
MYGA rates have done nothing but climb. In this episode, we'll re-examine when to use MYGAs and when to use FIAs in today's current market.
In this episode, Caleb will breakdown different types of crediting methods and how they affect the annuity industry.
First of all, this is not to insinuate that you should be mean to clients, but to make an argument that some natural tendencies of traditionally “nice” people are not actually conducive to high levels of success with annuities. In this episode, we'll discuss some specific stereotypical "nice guy" qualities that are not beneficial in a sales environment for you or your clients.
Today we dive into the subconscious mind of Chad Owen. In his sales process there are certain things that he does that seem innate and we will explore those very concepts and why they help aid in his production.
When you aren't diligent in your fact-finding you will end up presenting inaccurate illustrations that don't accurately represent your clients needs. In this episode, we'll discuss how to ask the right questions to avoid overinflating illustrations.
Most of the time, a good level income product will end up paying more income than most increasing product options. In this episode, we'll discuss how income is taking place and when each income option works best for your clients.
The Halo Effect is when you believe a product is good based on other external circumstances unrelated to the product itself. In your business, that can include how you dress, the professionalism of your business cards and documents, and even how you speak. All of these things and more can impact a client's perception of the quality of the product you offer. In this episode, we'll discuss the Halo Effect and how to take advantage of it in your personal business.
Good fact finding is the foundation of good case design. In order to find out if you have an income case or an accumulation case, you first need to do proper fact finding. In todays episode, we'll discuss the difference between income and accumulation, and how to find the right solution for the clients needs.
There has never been a better time to be in the annuity business. Its time to leverage the time, potential customer base, and the current systems in place in order to maximize your personal production. In this episode, we discuss what has led to the current golden age of annuities and how to leverage it.
When trying to help someone understand annuities, which can be a complex topic, its often helpful to relate it to their own profession in order to help them understand the benefits. In this episode, Chad will use analogies to help potential clients understand annuities in the context of their own experience.
Last week we talked about how to replicate a proven sales process, but what if you already have a sales process that is working? In this episode, we'll discuss how to take your current successful sales process and maximize its potential.
A repeatable sales process that has a proven track record of success is key to growing your business. But luckily we dont have to create one out of thin air. In this episode, we'll discuss Chad's sales process and the ways that you can take pieces of it and apply it to your own process in order to exponetially increase your own production.
Each Annuity Agents has their own sales process... and most agents are making some of the same mistakes that Chad made early in his career. In this episode, we dive into the mistakes that agents are making and how to fix them in order to improve your sales process and close the deal.
In this episode, we delve into case design. Join us as we explore the key strategies and principles behind creating effective annuity sales cases and providing valuable insights for your clients. Discover how to optimize your sales approach, maximize client satisfaction, and achieve long-term financial success with our expert tips and techniques.
In this episode, we explore the art of setting yourself apart in a highly competitive annuity market. Gain valuable insights on creating a distinct brand identity, developing tailored solutions for clients, and implementing effective marketing strategies that resonate with your target audience. Discover how to navigate the crowded landscape and position yourself as a trusted advisor for individuals seeking secure and rewarding long-term investment options.
In this episode, we dive into the art of conducting effective client meetings specifically focused on selling annuities. Discover the essential steps to establish rapport, educate clients about annuities, and address their concerns, ensuring you leave each meeting with satisfied clients and increased sales potential.
Discover effective strategies for building referral sources and generating high-quality leads in the world of annuity sales. In this episode, Chad will share actionable tips and techniques specifically tailored to help you expand your annuity business through strategic networking, referral programs, and client relationship cultivation.
In this episode, we delve into the crucial topic of building trust with clients when selling annuities. We explore effective strategies that financial professionals can employ to establish credibility, foster open communication, and address client concerns in a transparent manner. Join us as we discuss the importance of ethical practices, personalized guidance, and comprehensive education to cultivate strong client relationships and instill trust in the annuity sales process.
In this episode, we delve into the crucial aspect of understanding client risk tolerance when it comes to selling annuities. Join us as we explore the factors that influence risk tolerance, from individual financial goals to market conditions, and how advisors can effectively assess and communicate risk to clients. Gain valuable insights on building trust, tailoring annuity solutions, and ensuring a successful client-advisor partnership in navigating the complex world of annuity investments.
Uncover the secrets to building a repeatable and scalable annuity sales process in this podcast. Learn how Chad Owen structures and builds his own personal process and how you can apply it to your self.
In this episode, we will be discussing how to effectively communicate the potential risks and benefits of annuities to clients. Chad and Caleb will share their insights on understanding the different types of annuities and their features, identifying clients who may benefit from annuities, discussing the potential risks and benefits in a clear and concise manner, addressing any client concerns or questions, and developing a comprehensive retirement income plan that incorporates annuities and other investment options.
With annuities there are three basic ways to classify: Annuitization date (Immediate vs Deferred), Risk Level (Fixed vs Variable), and how interest is credited (Guaranteed vs Indexed vs Sub Account). In this episode, we'll cover all 3 ways and the details for each.
This is one of the most case by case areas of annuity sales…certain situations may incline you to push for a replacement on the line, and still others that could easily be replaced may not be the best thing for the client. In this episode, we'll cover all things related to the good and bad of replacing annuities.
In this weeks episode, we'll discuss some of the issues with banks and then dive into bank sponsored index strategies and how both of these topics apply to the annuity industry and your clients.
The first quarter is coming to a close and in this weeks episode, we'll discuss some challenges Chad has faced so far and a few potential solutions moving into the second quarter.
Last week we discussed income riders, and why the fees shouldn’t scare you. This week we’re discussing the “free” method of guaranteed lifetime income, and why it often costs more than rider fees.
In this episode, we'll build a case for using income riders in the first place, and then we’ll handle the biggest income rider objection - the fee.
Fixed Account Rates, pars, caps and spreads are strong. In this episode, we'll cover index allocations and their place in the current rate environment.
In this episode, we'll deep dive into the current market conditions surrounding the NASDAQ, DOW, etc. and then explain how annuities fit into the current financial climate.
In this industry there are unfortunately agents who act in their own self interest, rather than doing what's best for the client. In this episode, we'll discuss the lessons that can be learned from Chad's interaction with an agent that was doing just that.
Every client is different and unique, but generally, clients fall into 4 basic needs categories. In this episode, we'll cover those 4 categories and how to best serve each client in their specific areas of need.
In this industry there are many different options for agents to choose from when it comes to an IMO. In this episode, we'll break down what to look for when selecting your IMO and what should be your make or break bottom lines.
One overlooked aspect of the sales process in our industry is staying in front of clients and leads after the initial call. Data collection and utilizing email drip systems can allow for you to stay top of mind with all clients and leads to ensure they think of you when they are ready to discuss annuities. In this episode, we'll cover why data collection is crucial and the benefits Chad has seen in his drip systems.
We want each and every agent to be able to start the year off strong. In this episode, we'll cover the third of three pillars that you must have a strong understanding, expertise, and execution of this year in order to better help your clients and grow your business.
We want each and every agent to be able to start the year off strong. In this episode, we'll cover the second of three pillars that you must have a strong understanding, expertise, and execution of this year in order to better help your clients and grow your business.
We want each and every agent to be able to start the year off strong. In this episode, we'll cover the first of three pillars that you must have a strong understanding, expertise, and execution of this year in order to better help your clients and grow your business.
Two of the most valuable stats for any agent is appointment rate and closing rate. In this episode, we'll explain how we interpret those numbers in order to improve upon Chad's process.
In September we did a Podcast titled "Why choose FIAs when MYGAs are so high?". Since that episode MYGA rates have done nothing but climb. In this episode, we'll re-examine when to use MYGAs and when to use FIAs in today's current market.
Since 2014 Chad's best quarter has always been the 4th quarter. In this episode, we'll talk about Chad's approach to the 4th quarter and how you can implement his strategies into your own business.
In every profession there are a few things that you MUST be excellent at in order to do your job effectively. In this episode, Chad and Caleb will cover the two areas you must ace in the annuity industry.
Since Chad started in the annuity business in 2008 he has seen his annual production increase by 457% while his lead budget has only increased by 340%. He's writing more business while spending less time and less on leads per deal. In this episode, Chad and Caleb will dive into what Chad has learned over the years in the business and how you can implement that precisely in your own business.
Most agents (who don't focus exclusively on annuities) have opportunities where they could help the client and grow their business if they took advantage of cross-selling annuities. In this episode, we'll cover when and how to cross-sell annuities.
The final episode of a 3 week series. So far we've covered the current market landscape and how annuities impact that market. In this episode, we'll cover the common objections retirees have with annuities and how to overcome them.
Last episode we covered the current market landscape. In this episode, Chad and Caleb will dive into how annuities specifically fit into the market and the lasting impact they have for retirees.
The current market landscape is something that everyone should be aware of. In this episode, we'll cover the current market and how its impacting retirees.
Resting is something that Chad finds incredibly invaluable. Without rest he doesn't think he would be capable of producing the numbers he does. When you add it all up he would say that he spends a quarter of every year "retired". In this episode, Chad and Caleb will discuss how he accomplishes this and the reasoning behind it.
One of the most crucial parts to helping a client is selecting the product that is best for their situation. But how do you know which product to choose? In this episode, we'll cover 4 ways to ensure that you are selecting the right product for your client.
We've had an increasing number of agents talking about clients wanting MYGAs right now, but why do FIAs still have a place? In this episode, we'll cover the different times when you should be selecting a MYGA vs. a FIA
Referrals tend to be one of the least common methods of finding leads but one of the highest converting. Regardless of lead budget and availability a referral is always one of the strongest ways to expand your client base. In this episode, we'll cover 3 ways to obtain referrals after helping your existing clients.
Fishing is a lot like the annuity business. You can put in a lot of time, energy, resources and effort, and still not have the success you want to have. In this episode Chad will talk about his recent Alaskan Fishing Trip and the lessons he learned that can be applied to both life and business.
When a client wants something that isn't actually the best solution for their problem, the temptation can be to comply in order to get a quick and easy deal done. In this episode, we'll talk about the issues with following through on their request and your responsibility as the expert to ensure you help the the client the best way possible.
With the rise of Zoom we have seen more and more clients requesting a switch towards virtual appointments. In this episode, we'll cover the pros and cons of both virtual and in person appointments and explain which type of appointment is best for you!
One of the most common objections you will hear when trying to schedule an appointment with a client is "Just send me the information." In a world where technology allows us to have information in front of us right away many people will say this. As an expert in your field it is your responsibility to not only overcome this objection but help the client understand why you doing what they ask would only hurt them. In this episode, we'll teach you how to overcome this objection and schedule the appointment
Recently we had a conversation with an agent who was down on themselves for the lack of production despite a high lead cost and maximum effort. In this episode, we want to encourage any agent right now who is feeling the affects of a down summer and how you tweak your process in the midst of uncertainty.
Summertime is usually a down period in our industry. You can expect a reduced lead flow, answer rate on calls, and appointment rate, but there still are people who need help! In this episode, we'll cover how to navigate the summer to still ensure a productive season of business.
Your lead budget is one of the most important aspects of your business. Ideally we want to get to a point where you have a surplus of leads that you can build up so that when the lead flow slows down you have a bank of them ready to go. In this episode, we'll cover 6 things you need to be doing to go from a small budget to a lead surplus.
When full fact finding is what’s being done, EVERY question is critical, but one will determine more than any other. In this episode, we'll cover the ONE question that Chad asks to every single client and why you need to be asking this too.
What you get by having a rider, is what you give up by NOT having one.
In this episode, we'll cover what's created, credited, calculated, collected, and charged when it comes to income riders.
For the record, this is NOT an advisory podcast. This is purely opinion. Chad often calls Brokers "Bookies".
In this episode, we'll explain why Chad makes that comparison as well as detailing how we feel the things ought to be handled for the clients benefit.
Whether you have a small case size or a large one, there are a few tried and true ways to increase your average case size.
In this episode we are going to cover the due diligence required when your case size is small and the process required when it grows!
Branding is one of the most overlooked aspects of our industry. It's what makes your business recognizable and memorable. Strong branding should only reinforce the quality and care that you offer.
In this episode, we discuss how important branding is and how it can help be a key difference maker in getting deals done.
Trying to develop a strategy that covers all areas of your business can feel daunting.
In this episode, we'll discuss how you can effectively plan your call times and appointment scheduling, email marketing strategy, branding, and more!
When planning Income for Life there are three specific areas you have to address with the client. In this episode we'll cover those areas and then talk about why and when to use income riders.
Annuity rates are rising, but the biggest question is, do you know what to look for? In this episode, we give you some tips to help you prepare for what's to come!
Recession doesn't have to be scary. In this episode, we dive deep into the safety bunker of the finance world to help keep your clients money safe.
Re-evaluate! Every successful person has to stop, take inventory, change what needs to be changed, and start moving in the right direction! In this episode, Caleb and I go over my year-to-date production numbers, what is working and what is not in the industry.
Don't just plan for the worst-case scenario; understand when to and when NOT to.
In this week's episode, we continue part 2 on FIA's do's and don'ts.
Plan worst-case scenarios. Income strategies will rarely come up as a “need” unless you’re planning worst-case scenarios.
In this episode, Caleb and I discuss 4 strategies that will help you plan for your client's needs.
You need rest to move forward. Don't let the guise of the hustle and grind fool you; while it's important, it isn't everything. In this episode, Caleb and I discuss the right kind of recharge to help you stay in the game for longer which will help your production.
Are you tired of bending the truth, twisting words, & the scare tactics of pressuring clients into a conversion that a lot of the industry says is normal?
In this episode, Caleb and I share 5 tips I have refined over the years to lock in a 72% success rate WITHOUT using twisted tactics.
Every agent has ups and downs, but you don't always get to pull from what that agent learned. In this episode, Caleb and I talk about the highs and lows of my last quarter, sharing some golden moments that have helped shape a positive perspective.
Remember those goals you set for yourself at the beginning of the year? Are you already off track? In this episode, Caleb and I will give you the tools to get back on track. Implementing these strategies will even help you do more business than you planned for!
A lot of information goes into prep for our clients but are you saying these 3 things to your clients?
In this episode, Caleb and I share some good topics to discuss with clients to help solve their financial goals.
Any agent can increase their numbers by implementing some of the things I've learned over the years becoming a top earner. The question is has your system been perfected?
In this episode, Caleb and I share some of the ways I've become successful so that you can see an increase in numbers.
How are your clients affected when the market is down, strategies are down, but rates are up?
In this episode, Caleb and I talk about Index allocation and MYGAs and reference episode 167 "Selecting Index Strategies and Renewal Rates".
You don't have to know everything about the financial world to enter this industry. But the quickest way to overcome the knowledge disparity is by learning from an experienced mentor.
In this episode, Chad will share some tips he has picked up along the way during his 15+ years in this industry. Implementing these can help shift your personal production and write more business.
Do you feel your personal goals in this business are increasingly difficult to reach due to repeated challenges arising?
In this episode, Chad and Caleb continue the conversation of some big pain points and ways to overcome them.
Are you thinking about giving up on this business? Each one of us has hit hard patches in this industry. Have you been able to grow from them or do you still find yourself struggling?
In this episode, Chad goes over some pain points he has experienced in this industry and solutions he found to conquer those problems.
I've sold $4.2 million in annuity production this past January. That's more than most agents will do in an entire year. I don't say that to brag but to illustrate the reality that while most agents are easing into the new year, starting strong is possible despite the typical challenges of selling in January.
In this episode, Chad will share some of the key factors that led to this production and how you can implement them in your business.
This year, you may have already accomplished goals, or you may be behind in everything you're doing. Regardless of where you find yourself, how you respond is absolutely critical in determining where you'll end up.
In this episode, Chad and Caleb discuss how you should respond if you're behind, how you should respond if you're ahead, and how your response to either scenario will impact your future.
Agents and advisors ask us all the time how they can implement email marketing, and why they should allocate the funds to do it.
In this episode, Chad and Caleb explain Why and How you should begin using email marketing to write over 10% more business each year.
It's always a great time to double down and focus on areas where you can grow and improve, but how do you know where to start?
In this episode, Chad and Caleb go over 3 areas in which a 20% improvement will more than double your total production in 2022.
Retirees are faced with many unknowns, but two in particular affect their retirement more than anything else.
In this episode, Chad and Caleb cover the 2 BIGGEST retirement unknowns and 2 questions you can ask clients to help illustrate the importance of safety and security during their current season of life.
Starting a new year can feel daunting if you're uncertain how to move forward - and in our industry, momentum equals success when it comes to running your own business.
In this episode, Chad and Caleb share tips on how they continue to move forward and gain momentum amid the ups and downs of life.
Investment into your future is the obvious choice when you're able to pull from someone who is where you want to be and has the scars to prove it.
In this episode, Chad and Caleb share why having a mentor is not only considered a valued asset but crucial to exponential growth in your business.
If you're looking for the 25 Reasons Agents Fail from Caleb, email him at CalebNorth@retirementrealized.com
Whether 2021 was your best year ever, your worst year ever, or just average, there are things you can do to help set yourself up for great success next year, and it starts with mindset!
In this episode, Chad and Caleb discuss the truth and challenge of pushing forward to see the fruit of your labor.
Do you feel like you're spending too much money on leads or marketing and not seeing enough yield?
In this episode, Chad and Caleb talk about the importance of turning the frustration of lead expenses into a positive outlook for your business.
When you have clients that need an income solution, do you find yourself considering an array of options like annuitization, penalty-free withdrawals, RMDs, or income riders?
In this episode, Chad and Caleb discuss WHY you should use income riders to solve income needs and why they are often a better solution than the alternatives.
If the look of your logo, website, and social media presence is not high on the list of priorities for you, it's most likely costing you big money.
In this episode, Chad and Caleb discuss how your lack of branding is hurting you and how to fix it to help add value to your company.
Is your Marketing Organization setting you up for success and giving you the necessary tools to achieve your goals? In this episode, Chad and Caleb discuss five things your IMO should be doing and why these things are vital for your business growth.
Cross-selling doesn’t have to be complicated or complex. With the right tools and questions, it's easy to open the door for conversation. In this episode, Chad and Caleb share the ins and outs of cross-selling and how you can add annuities to the conversation with your pre-existing medicare clients.
We have all seen the impact a series of small things can have on our business, but what if we harnessed that same idea for our benefit. In this episode, Chad and Caleb discuss three small things in your business that can make a huge difference.
As an annuity agent, when the market goes up, you look good and when the market goes down, you look better. In this episode, Chad and Caleb tackle the topic of a down market and how it can actually help you and your clients.
You can have the best leads in the area, but if your process is not good, you likely won't maximize the potential of those leads. In this episode, Chad and Caleb talk about what's reasonable to expect, and what you should be doing to close more.
With so many index allocations options, it’s always best to do your due diligence and research. In this episode, Chad and Caleb discuss the index strategies, renewal rates, rate integrity, and much more.
Between the holiday season and your stereotypical salesman competing for your clients, you would think the fourth quarter is a bust, but historically the fourth quarter is Chad's best time of the year. In this episode, Chad and Caleb discuss selling annuities in the fourth quarter and how to overcome common roadblocks agents face.
Do your clients know what it really means when their portfolio is diversified? Do they fully understand the reason they're diversified? In this episode, Chad and Caleb discuss Diversification and debunk some common misconceptions about diversification.
Back in 2008, Chad started to cross-sell mortgage protection leads into annuities and found great success. Today chad has written over 220 Million in annuity production since then. In this episode, Chad and Caleb share some tips with you on how to cross-sell life and medicare leads.
Clients don't want friends; clients need experts. Experts will find a solution to their problem and show them the best option for their situation. In this episode, Chad and Caleb share some proven sales tips and ideas for your appointment process.
Chad likes to say, “How do you make an unrealized gain a realized gain? You protect it!” In this episode, Chad and Caleb help you navigate high market challenges by discussing client urgency and perception.
Increasing your annuity production is best done by buying more leads, right? Wrong! Buying more leads is a common and easy pitfall that many agents succumb to. In this episode, Chad and Caleb explain three different approaches you can take to increase your annuity sales and why two options are better than buying more leads.
Tracking your numbers can show you the areas in your process that need improvement, and whether or not a specific lead company works for you. In this episode, Chad and Caleb discuss what you should be tracking and how it helps you make adjustments to your business over time.
Having a system and process in place helps productivity massively. Also, the ability to pivot and stay up to date is just as important. In this episode, Chad and Caleb discuss the advantage of being tech-savvy, having the right tools, and having a system in place.
When helping a client, you have to make sure you're doing what’s best for them because it affects their retirement more than it affects your own. In this episode, Chad and Caleb discuss some typical decisions agents make and how they impact the client, good or bad.
Your mindset, in Chad's words, "is what you set your mind on." How do you view what you do? Is it your business or just another job? In this episode, Chad and Caleb discuss the power of your mindset and how elite producers think to see success.
There are insurance agents left and right selling something every day, but how do you stand out in the crowd of average salespeople? In this episode, Chad and Caleb share practical ways to stop losing deals to other agents and how to make a difference in this industry.
Clients want you to use a proven and professional process. That's why it's so important to find the problem and provide the best solution. In this episode, Chad and Caleb explain the importance of being robotic with your proven and professional process without being dull or dry.
When helping a client that does or doesn’t mind a little risk, it’s important to remember the purpose of the money. Do they need guaranteed income they can never outlive? Do they want upside potential with downside protection? Do they want to have some money at risk? In this episode, Chad and Caleb discuss the differences in risk and safe money and when it’s necessary to use either as an option.
Handling objections is an art and takes time to master. Once you do, you can rest assured that you will be able to overcome them all. In this episode, Caleb throws out some common objections that agents run into over the phone with clients, and Chad handles them to teach you how to overcome the ones you face.
You call the lead, set the appointment, run an illustration, and the client doesn’t show up. A no-show can be challenging, but your time is precious, and the way you convey that to your clients is vital. In this episode, Chad and Caleb dive into how Chad responds to a client not showing up to the appointment.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you'll set yourself up for long-lasting success.
Does your appointment process need refinement? Chances are, it does. One tweak in your process can make a huge difference in your production. In this episode, Caleb and Chad discuss the appointment process and how to build one that leads to a higher closing rate.
Most agents agree that making sales calls can be less than exciting and isn’t always a walk in the park. But, what if you had a sales script that helped you push past those mindsets and see the value in calling clients for the sake of helping them? In this episode, Chad and Caleb share valuable tips on building a phone script that books appointments in 15 minutes or less.
When going through a fact-finder with your clients, it’s not just about the questions you ask but how you ask them. Too many agents try to sell first rather than find the solution to the problem. In this episode, Chad and Caleb talk about fact-finding and how to build an effective fact-finder that gets all the information you need in one page or less!
Writing the annuity policy is only the first half of being an annuity agent the other half is, being available to your clients when a spouse dies, needs long-term care, or has a major life change. Selling an annuity isn’t a one-and-done. Your clients may need your help, even after the sale is final. In this episode, Chad and Caleb discuss the importance of the second half of the annuity sales process.
Selling FIAs shouldn’t be complicated or hard to do. In this episode, Chad and Caleb talk about some practical steps you can take today to start selling annuities and even sell your first million in one year.
If you could have something that would do the selling for you when you leave the appointment would you use it? Of course, you would. In this episode, Chad and Caleb discuss the importance of a leave-behind kit and how it can easily take your business to the next level.
Many of the clients you work with have legitimate concerns, but how do you talk about their pain points without conjuring fear? In this episode, Chad and Caleb talk about three major pain points and how you can address them in a way that points them in the best direction for their situation without creating more fear.
Don’t "throw it all to the wall and see what sticks," find the solution to your client's problem, and show them the best option for their situation. In this episode, Chad and Caleb discuss fact-finding and how fact-finding enables you to solution sell rather than product push.
How much business are you losing because you aren't presenting yourself as the expert? Is it time to reevaluate your approach? In this episode, Chad and Caleb discuss the necessity of establishing an internet presence as well as the importance of having branding that presents you as the expert to your clients.
When it comes to explaining annuities, it's easy to complicate things and create analysis paralysis in your clients. In this episode, Chad and Caleb give a third take on how to explain annuities more simply. Simple always wins!
We can all agree that every agent will run into client objections, but how do you prevent them from coming up in the first place? In this episode, Chad and Caleb discuss the keys to overcoming objections before they ever arise and the importance of constantly refining your appointment process.
When the market is high, clients can have a lot of hesitation moving into safety and security because they think it will continue to go up. In this episode, Chad and Caleb discuss the ways that you can address the market conditions without conjuring fear in your clients.
Many agents in this industry try to be the Jack of all trades but end up being the master of none. In this episode, Chad and Caleb discuss why remaining focused on one line of business has greater rewards for you and your clients than trying to scatter yourself across multiple different lines of business.
Have you ever met with a client about life insurance, medicare, final expense, or an annuity and felt like they could benefit from a policy in another area? If so, you've been inclined to "cross-sell." In this episode, Chad and Caleb discuss the benefits of cross-selling, and some things you can start doing today that will help you cross-sell effectively.
Setting yourself apart and becoming the expert in annuity sales doesn’t happen overnight. It takes some dedication and an investment of time to get where you want to be, but it is certainly attainable and well worth the effort. In this episode, Chad and Caleb talk about how being an industry expert practically benefits you and what it takes to get there.
Hard work beats talent when talent doesn't work hard. To reach big production goals you have to be willing to do what no other agent will do. In this episode, Chad and Caleb dive into Chad's production numbers and what it took to get him there.
What age is the sweet spot for an annuity and why does it matter? As an agent, you will come across many clients from young to old but the purpose is always safety and security. In this episode, Chad and Caleb discuss the perfect age for an annuity and why delayed gratification is powerful.
We are still in the golden age of annuities and, it doesn’t look like it’s slowing down anytime soon. In this episode, Chad and Caleb talk about the baby boomer generation and what to expect over the next few years.
When it comes to refining your appointment process, you don’t have to reinvent the wheel. Take time to learn from someone in the field just like you, working hard, just like you. In this episode, Chad and Caleb discuss the appointment process and how most objections stem from questions that didn’t get answered in the initial part of the appointment process.
Chad asks clients all the time, “how do you make an unrealized gain a realized gain?” “You have to protect it.” No one knows what the market will do today or tomorrow, let alone 5 to 10 years from now. That’s why selling from the worst-case scenario to your clients is the only way to represent the safe money products you offer. In this episode, Chad talks about market risk and explains how to use the worst-case scenario honestly and genuinely.
Agents are always asking how to get more leads, but is that the question they should be asking? What if it’s not the number of leads you get but rather the process that you use with the lead that maximizes the production possibility? In this episode, learn how Chad triples the average annuity sale using the same leads many agents are already using.
Going into the new year knowing your WHY can be a make or break for your business. What you do is not just a job but an opportunity to change someone’s life. Is it time to change your perspective on what you get to do? In this episode, Chad shares his "why" and how looking out for the best interest of your clients will always result in success.
Starting the new year out on the right foot is crucial to building momentum, but resolutions without actions are just dreams. In this episode, Chad talks about how to kickstart the new year by establishing a system and process that allows you to be consistent throughout the year.
When you remain diligent and intentional, you would be surprised at what you can accomplish. Chad says, "seconds count" and "time is a currency you can only spend once." In this episode, Chad tackles his typical work week and what he does to maximize every second while making time for family and vacation.
The overall goal of fact-finding with your clients is to narrow down what they need and provide a solution to their pain. Often, Fact-Finding will single-handedly increase an agent's case size as well. In this episode, Chad shares his fact-finding process and the mindset he has in every appointment.
Increasing your case size and closing ratio sounds good but are you willing to do what no one else will do to get where you want to be? Chad will tell you that's what makes the difference. In this episode, learn how chad's case size is 3x more than the national average and what you can do to start growing your average case size now.
With the holiday season comes the reasons why clients want to wait to meet with you, right? In this episode, Chad shares how he handles objections during the holidays and how it allows him to have record months at the end of the year.
Being confident and thorough in the appointment is key to establishing yourself as the expert and handling objections before they ever arise. In this episode, Chad shares his soft closing techniques and how it is not about a commission check but rather providing a solution to the client's problem.
One adjustment in your process can change the entire trajectory of your business, and it can be as easy as reviewing the basics. In this episode, Chad goes back to the basics by uncovering simple but effective ways of keeping your business booming at the end of the year.
Explaining the difference between risk and safe money to clients can be a bit overwhelming, but it doesn't have to be. The overall goal of this process is to simplify, explain clearly, and provide peace of mind. In this episode, Chad dives into the topic of risk and safe money and shares the approach agents should have when explaining the two options to clients.
Are the last two months of the year actually slow months for agents? Or is it all just a mindset? November and December could more important than you think. In this episode, Chad shares how December is his strongest month and why most clients want to protect their retirement going into the new year.
When helping a client, the first question you should ask is, “can I help better this person's situation?” It’s time to rewrite the narrative and remove the blackeye of this industry by putting every client first. In this episode, Chad shares some valuable questions you should be asking every client and how asking these questions affect every area of your business.
Leads are not a cost but an investment. Is it time to start processing your leads in a new way? In this episode, Chad discusses that there is no such thing as an old lead but rather an opportunity to maximize the effectiveness of every lead.
The secret to success is your WHY. Your why will get you up in the morning. Your why will give you a desire to help your clients. Your why will motivate you to be excellent when others fail to be. In this episode, Chad talks about surviving a hurricane, getting his start in this industry, and how your "why" will help you get through it all.
Whether you are knocking it out of the park or struggling to keep your business afloat, there are always ways to continue to improve your business. In this episode, Chad shares some of the best practices to implement to grow your business in this industry.
Have you ever wondered where all your client objections come from? Or why some agents handle objections so well, and others struggle? In this episode, Agent Relations Specialist Caleb North shares his take on the success mindset and the way that it plays into objection handling.
Calling a lead for the first time can seem daunting, but it doesn't have to be! Be the expert, be confident, and believe that you can make a difference in your client's life. In this episode, Chad talks about making the first phone call and why it's so important to provide a solution for your client, not just make the sale.
Have you ever wondered what you can do to take your business to the next level? In this episode, Caleb North shares 3 simple things you can do to drastically increase your annuity production. These 3 tips are easy to implement and will improve your efficiency immediately. Check it out!
92% of agents fail in the first 2 years because they don't know how to make the most of their leads. Are you looking at your leads from the right perspective? In this episode, Chad talks about having a new perspective on leads that could revolutionize the way you handle them!
Providing value for your clients starts with having the right mindset! Building the right mindset starts with striving to give your clients peace of mind, not chasing a commission check. In this episode, Chad breaks down what it means to have a wealth mindset and why it's crucial in your business!
Is your business slowing down? Is it hard to regain traction? Well, you're not alone! In this episode, Chad shares how he went 3 weeks without selling an annuity, the importance of remembering your WHY, and how to keep moving forward in difficult times.
Many agents focus on the sale instead of looking out for the best interest of the client. Don't be that agent! Find the problem and provide the solution. In this episode, Chad shares how he's not interested in just making the sale, but providing solutions to the client, and how he keeps that mindset throughout the process.
When preparing for an appointment, there are many things to consider. Did you get all the client's forms? Do you have your leave behind kit? Have you studied the product to be able to explain it? Will the client understand everything you're sharing? In this episode, Chad shares about a time that he forgot the product illustration and how he was able to maintain composure and confidence as the expert under pressure.
As a solo producer, Chad calls his own leads, runs his own appointments, makes the sale, follows up on pending business, and delivers policies all on his own. He is active in the field, just like you! In this episode, Chad takes a simple look at the annuity sales process and why now is the time to help your clients protect their money!
Success is hardly ever achieved in the comfort zone. Is it time to make some changes to your business? In this episode, Chad discusses the detrimental effect of the comfort zone and why you should avoid giving in to it.
Many agents put their focus on building "rapport" when all the client needs is an expert who is confident in their solutions. In this episode, Chad shares how to approach the client and why maintaining focus in the appointment is essential to closing the sale.
Are you asking the right questions? Are you ready to grow your average case size? Fact Finding is the answer, NOT more leads! In this episode, Chad breaks down the essence of fact finding, how to make it less complicated, and the benefits of doing it right.
Back in 2007, Chad was $150,000 in credit card debt and was facing some hard times. The obstacles in front of you right now are no different. The way you move forward today will determine your success tomorrow! In this episode, Chad shares his story of success and what he had to do to get there.
Many agents ask Chad, "How do I explain how an annuity works to my clients without making it complicated?" In this episode, Chad explains in English, not financial jargon, how an annuity works, how to best explain it to your clients, and exposes some common misconceptions about them.
2020 has been a world of uncertainty, and volatility but many clients still need help with retirement. In this episode, Chad shares why he believes we are in the perfect time for annuities and how annuities provide steadiness in the midst of market storms.
You can’t force your prospective client to understand safety and security. If they aren’t ready to choose it for themselves, they aren’t ready. If they reach back out to you, then something most likely triggered them. In this episode, Chad shares how he determines when to call a lead dead and how to keep them in the sales pipeline.
Throughout the sales process, it’s so important not to sell based on emotions. Help the client based on the worst-case scenario, but don’t allow fear to guide their decisions. In this episode, Chad shares how he presents safety in his appointments and highlights a few things to avoid.
This industry can cost a lot of money - for products, leads, and more. Different types of leads can greatly vary in cost and you need to know how to budget for them. In this episode, Chad shares budgeting strategies, his successes with certain types of leads, and how to set yourself up for success with industry costs.
In this industry, insurance companies and products are always changing which can make it challenging to know what the best products are for your clients. Studying up and staying current is crucial to providing the best of what’s available. In this episode, Chad shares how deliberate preparation often produces more opportunities.
Agents often struggle to find the best product for their client's situation and therefore have difficultly gaining their trust. In this episode, Chad talks about how he gains his clients' trust by studying and researching available products, finding the best solution to their situation.
Retirement is a big decision in a person's life. Sometimes the client is not ready to move their money, and that's okay. It's their decision. In this episode, Chad shares how he focuses on skill set and quality versus quantity, always doing his best to make sure the client is taken care of with the right product.
When you're retiring, you need to find something you can't lose your money in. Remember this is your money, your retirement. In this episode, Chad talks about how agents can often over-complicate the process causing the client to get confused. He also discusses how agents seem to be using the same products for years and aren't utilizing better available products.
Choosing to put your money at risk in the market affects your retirement way more than it does mine! The question is, is that something you're willing to risk? Do you want to lose any more money? In this episode, Chad shares how to talk to clients about market risk and secure alternatives.
There is plenty of information floating around during these unusual times, but we must make sure we're finding the facts. In this episode, Chad discusses the differences between facts and speculations as well as being careful about the sources of those facts.
It's time to help your clients put the stock market in the corner for a time out! No one knows where the market will be in 5, 10, or 15 years because it is emotionally driven and throws temper tantrums. In this episode, Chad exposes the volatility that the market brings and shares ways to bring peace of mind to clients with safety and security.
Getting in front of your client is vital to continue to write business in this industry. The question that remains is "how is that possible with what's going on?" In this episode, Chad uncovers the process he is using to go digital and get in front of clients.
As an agent in this industry, the ultimate goal is to help bring peace of mind to every client. Now more than ever, with fear and confusion on the rise, it's crucial to bring this peace of mind. In this episode, Chad shares how a confused mind will always say no and reveals the steps he's taking to steer clients in the right direction.
In this industry, it can be easy to get sucked into the idea that you're just an agent. It's time for agents to embrace the role of the client and see from their perspective. In this episode, Chad shares his thoughts about getting on the client's level and emphasizes how agents should follow the same advice they're giving.
Navigating this pandemic can be interesting, but could lead to breakthrough in yourself and your business. As an agent, it's time to get creative and find ways to keep business growing and invest in yourself. In this episode, Chad shares some recommendations for this time and ways to take advantage of your downtime.
We're in interesting times and moving forward can seem daunting, but now is the time to take massive action and help people more than ever! In this episode, Chad shares the steps he’s taking to move forward in these unprecedented times and how now is an incredible opportunity to help clients protect their retirement.
There are many unanswered questions that agents consistently have in this industry like "how do I grow my business?" or "what do I need to do to close more leads?" In this episode, Chad shares his top 4 tips for annuity business growth and how to get started in this industry.
We're in the golden age of annuities, which means every year is an opportunity to help clients secure and protect their retirement. In this episode, Chad shares his 2019 closing numbers along with his application and appointment process to help set you up for success.
In this annuity industry, agents can sell based on the worst-case scenario, because with a non-variable product, your clients never lose! In this episode, Chad says explains that no one knows what the market is going to do tomorrow or next year and how that is the advantage of selling safety.
When the market takes a downward turn, it's easy to sell and promote fear, but it's important to remember the solution that we offer is safety and security. In this episode, Chad takes a look at the volatility of the market and talks about the proper response that agents should take when talking with clients.
With hundreds of insurance companies and product choices for clients, how do you choose the right one in a world full of options? In this episode, Chad explains his process for picking the right product for each client and why he chooses solution selling over product pushing.
Every agent's mission in this industry should be to protect their clients from financial storms. Having safety, security, and no risk to the market helps every client sleep at night, even in the storm! In this episode, Chad shares the importance of providing peace to every client by presenting the best options for their situation.
Whether you're catching a fish, hitting a golfball, or closing a good deal on a lead, you have to work hard and make the most of every opportunity. In this episode, Chad teaches how he makes his leads work for him and why coaching and mentorship help you close more deals.
Many clients ask questions like "when is the right time to move my money?" or "how can I be sure my money is safe?" As agents, what's the right response? In this episode, Chad shares his strategies to get clients off the fence and how the response shouldn't be fear-based but facts-based.
Whether it's the opinion of a broker or a commercial you see on TV, there are many skewed beliefs about annuities. Clients need what's best for their situation, not another false idea about annuities. In this episode, Chad shares why annuities are truly a safe and secure option for a client's retirement and why handling annuity objections are so important.
Many agents put their focus on lead sources rather than taking full advantage of the lead in front of them. Is it time to approach your leads from a different angle? In this episode, Chad shares how he sees leads and what he does to maximize and take full advantage of each one.
There are zero gray areas in this industry! Agents are accountable to do what is honest and ethical for every client. In this episode, Chad explains what it's like to work in a "fishbowl" environment and why being seen from every angle can be difficult but can keep you from compromising yourself.
Are you looking out for the best interest of your clients? Suitability helps keep agents honest and integral in an industry full of accountability. In this episode, Chad breaks down how he puts his clients first and avoids setbacks with suitability.
You finally met with your client, they've picked the right product, and you send in the application, but it falls through because you hit some bumps in the road. In this episode, Chad shares his process with handling pending business and how he overcomes some common hang-ups.
Every agent wants to start out on the right foot of success in this industry but many find themselves asking "where do I even start?" In this episode, Chad shares how he started in this industry and how success doesn't come overnight!
Many people make new year's resolutions but fail to stay committed to those goals by the time February rolls around. Is it time to take a fresh look at your resolutions? In this episode, Chad shares his perspective on new year's resolutions and his desire for agents to make 2020 their best year yet!
When setting goals for the new year, knowing your "why" is the most important thing you can do! Your "why" not only gets you up in the morning, but keeps you going after your dreams. In this episode, Chad explains his "why" and how he strategizes to have another remarkable year.
Selling in an emotionally driven market can be challenging for you and your clients, but knowing the facts can make all the difference. In this episode, Chad uncovers the best ways to help your clients understand why protecting their money and overcoming market scare tactics are essential to a peaceful retirement.
Product knowledge, solution selling, and becoming an expert in this industry are the most important things you can do to help your clients find their best situation. In this episode, Chad covers the basics of solution selling by sharing his methods and skills when helping clients.
This industry can be lonely and challenging, but it doesn't have to be. You have the opportunity to learn from a top-selling annuity agent who is in the field just like you. In this episode, Chad shares why mentorship and training are so important and how he has help agents double and even triple their production in only one year!
Many agents ask Chad, "how did you become a safe money specialist?" His response is often "agents who want to be the best must become experts at what they do." In this episode, Chad uncovers how he became an expert in this industry and what he did to get there.
Participation rates, caps, spreads, surrender charges, oh my! Do you have the answers your clients need if annuity companies lower their participation rates and caps? In this episode, Chad gives a 30,000-ft. overview of participation rates, caps, and spreads.
When challenges and obstacles come, are you prepared with a backup plan? In this episode, Chad explains why preparation and backup plans are incredibly important to helping everything run smoothly.
Most people who don't like annuities usually don't understand the VALUE behind them. In this episode, Chad exposes common annuity misconceptions by digging into the different types of annuities and shows why knowing the difference between them is imperative.
In this industry, being an expert and setting the best financial example for your clients is crucial. It's easy to stop making calls, become unmotivated, and forget to invest in yourself. In this episode, Chad shares how he continues to stay motivated and sets the best example in his business.
Are you helping your clients choose the right product for their situation? In this episode, Chad shares his process when helping a client pick the best product, three things he looks for in any product, and what to look for in each company.
Many people ask Chad, "What's your process and how do to get clients to commit?" His response is often asking, "Are you building the need for your client to protect their retirement from market risk?" In this episode, Chad digs into his process when objections or hesitations keep clients on the fence.
Being a one-man-band that produces well in this industry can be challenging, and one of the biggest questions Chad gets is, "How do you do it?" In this episode, Chad shares his process and how he continues strong as a solo agent.
Staying motivated in an industry with many difficulties and demands can be challenging. Whether you are doing great or business has slowed down, staying motivated is key to success. In this episode, Chad shares how his "WHY" keeps him motivated, even in ups and downs.
There are so many things to think about... when filling out the client's application. This can seem like a daunting task but it's our responsibility to do what is right for the client! In this episode, Chad simplifies the application process by showing you how he does it.
Have you lost the wind in your sails? You started strong, you are doing everything you know to do, and now you are slowing down? Everyone experiences rough patches in their business, but how you move forward is most important. In this episode, Chad explains how he regains momentum when business is slowing down.
Imagine this... You have a stack of old leads sitting in a filing cabinet and it seems so daunting. How many objections will they have when you call? Have they already taken care of their problem? The reality is, you could be one phone call away from a monster deal regardless of how old the lead is! In this episode, Chad uncovers the methods he uses to rekindle old prospects.
In an industry that requires much of your time, energy, and effort, it is important to know your limits. In this episode, Chad shares how to push forward, stay strong, and grow your business without burning out.
Put your clients first, find their pain points, and genuinely give them a beneficial solution! Make that your priority. In this episode, Chad digs into the main differences between product pushing and solution selling. Take an honest evaluation of your business...Which side do you fall on?
Regardless of how this year has played out up to this point, there's still time to end the year strong! In this episode, Chad talks about how the last quarter proves time and time again to be the most productive in his business!
Does your potential client have money with a broker? If so, chances are that broker is going to push back when your client tries to move their money into an annuity. In this episode, Chad uncovers some great strategies for countering broker objections!
Imagine this... The appointment has gone over without a hitch, you're about to close the deal, and all of a sudden you're client comes up with a laundry list of objections... Has this ever happened to you? Your ability to counter closing objections is CRUCIAL for getting paid! In this episode, Chad unpacks some of the common techniques he uses for overcoming objections during closes on a regular basis.
Getting your business started out on the right foot is vital. Knowing exactly how to execute can be very challenging as well. In this episode, Chad discusses how to tackle those beginning stages, how to launch your business to the next level, and how to become an EXPERT in the FIA industry!
Whether it's their broker or their neighbor, someone will likely have an opinion on why your client has made a horrible decision by purchasing an annuity... The question is, are you ready to counter those objections? In this episode, Chad breaks down the most common "post-appointment" objections and lets you in on how to overcome them. Apply these tricks and watch as your close-ratio increases!
Managing your business can be stressful and overwhelming... In this episode, learn how Chad works hard and breaks records in his industry, while traveling the world 3+ months out of the year!
One of the most common questions Chad gets is, "Why aren't my leads working??" In this episode, he uncovers some of the most common reasons your relationship with your leads can be a rocky one!
In a busy and bustling industry how do you take advantage of every minute? In this episode Chad breaks down a normal week and shares some valuable tips on leads and appointments.
In an industry that often over promises and under delivers, how do you know if your marketing organization really cares about you..? In this episode, Chad cuts through the fluff that marketers push during recruiting events and shows you exactly how to determine if your marketer is really for YOU or just after your contracts!
Scare tactics and hard closing techniques are methods of an outdated, pushy salesperson. In this episode, Chad shares how specific questions can help guide your client throughout the appointment process. Discover how soft closing techniques and confirmation statements help you close the sale.
Pain can make or break people. It can do the same with your clients’ retirement accounts. In this episode, Chad dives into the reality of pain. He will uncover how to reveal your clients’ pain points, pain points in the market, and the pain points deep within your mind that are holding you back.
Some agents feel like a million bucks on the phone, but as soon as they step into the client's house fear kicks in. When fear kicks in, they crumble under the pressure that tough objections bring. Not you! In this episode, I tackle a few of the most common appointment objections you'll face!
Be wary of ever feeling like you've "arrived" in this business! I'm constantly practicing my ability to handle client objections. They're usually not valid, and are almost always based in fear. In this episode, I break down a few common phone objections agents run into when making calls!
Whether you like it or not, the type of agent you are is affecting EVERY part of your business! Tune in to this episode and make sure you're coming across in a way that's pulling your clients closer, not pushing them away!
He’s a solo annuity producer that writes over $16M+ per year while taking 14+ weeks off for vacation, and is a real family man… How does he have time to do all this with excellence? In this episode, Chad uncovers his time management secrets!
How do you sell people on safety when they believe that the market’s going to continue rising? This is the golden question for most agents selling annuities right now… In this episode, you’ll learn how to show your prospects why the market risk gamble is not worth it!
Discover how to pick the best marketing organization for you and your business! No more hoping. No more trial and error. Learn exactly what to look for to help you maximize your business!
In this episode, Chad shares his success journey from Hawaii to Texas and everything in between, and reveals the big thing that's helped him overcome all of the challenges he's faced. He explains how many people want to get where he is but do not want to go through what he went through to get to where he is. Dive into Chad's success story and be encouraged... Your story is unfolding right in front of your eyes!
Money is a great tool to create a lifestyle of adventure and abundance, but what does it mean to obtain real wealth? How do you get there? In this episode of The Annuity Sales Coach podcast, Chad distinguishes between riches and wealth and helps you transform your mindset to create a legacy that will impact generations to come!
What is the real value of a lead..? How many leads do you need to close a good number of deals? In this episode of The Annuity Sales Coach podcast, Chad reveals the cost vs. value of leads and how to uncover the diamonds hidden within piles of rocks. When you understand the true value of a lead, you will work harder to best serve the person it represents!
Whether you're seasoned or just starting out by cross-selling annuities with your current book of business, the fact finding process is your secret to solution selling! In this episode of The Annuity Sales Coach podcast, Chad digs deep into his process for uncovering the gold in his clients' retirement accounts! Put this information into practice and you'll see your average case size increase while better protecting your clients!
In this episode, Chad reveals the secret to increasing your average case size. A few small things can elevate you WAY above the industry average...Are you doing them?
In this episode, Chad talks minimum expectations, life as a solo agent, his journey, generating leads, and retirement realized agents academy.
Riders can be valuable tools to enhance a client’s annuity depending on their goals and situation, but most agents are terrified of them because they don’t understand them. Fear no more! Your guide to the basics of income riders is here!
Fixed Indexed Annuities (FIAs) are the most common type that Chad writes, and in this episode he breaks down these products. Here’s your guide to understanding participation rates, index strategies, and spreads.
Understanding how to pick the right type of annuity for your client is critical. In this episode, Chad dives into the 4 most common types of annuities.
In this episode, Chad simplifies several of the complex ideas that keep agents from succeeding. Are you over-complicating anything in your business?
Leads... the biggest struggle every agent deals with. Figuring out a lead system can be exhausting, and paying for them can add up quickly. In this episode, I give you some tips and tricks on how to help you budget for the right lead system!
The road to success isn't always a direct path! I went through so much to get where I am now. Tune in to hear my story, and the awesome experience I had last week!
Are you struggling with your annuity and life insurance sales? Are you in debt? Do you feel like your back is up against the wall? No need to fear! Success is not far off!
As agents, we need to embrace the idea of under-promising and over-delivering! If you oversell the annuity for the sake of closing the sale, then you risk misleading your client into a product that isn't best for them. This also leads to unrealistic expectations and future frustrations. Here's how I approach this concept!
LEADS ARE KING...at least, that's what most agents think! In this episode, I debunk the myth that leads are everything and show what is really the most important factor for success in your annuity business!
The best thing you can do for your business is to avoid following the status quo. Challenge yourself to do what other agents won't and I guarantee you your business will increase!
Sometimes getting clients to be comfortable with us is a difficult task. You have to walk into the appointment with confidence and know that YOU are the expert and you are simply trying to help them, not pressure them.
Your reputation and your brand are major keys to your success. Tune in to hear me talk about how I built my brand!
Picking the right insurance company can make or break your chances of closing the deal. Don’t lose a deal by picking the WRONG insurance company. In this podcast episode, I’ll show you what to do in order to never get beat in this area again!
Are you wondering why professional athletes are so successful? It's because they have a COACH in their corner, helping them improve all of their mistakes. If a professional athlete knows they need a coach, why shouldn't you?
Are you struggling with selling in the ever-changing economy? Tired of hearing about the negatives? Tune in to hear some tips of how I deal with the economy!
Ready to take on 2019? Tune in to learn how to jumpstart your January to make this your best year yet!
Are you constantly feeling like your competition is beating you to the sale or preventing you from making the sale? Tune in to hear how I stand above the competition.
Do you ever wonder what you need to leave behind in your appointments to make you stand out from the pack? In this episode, I cover what he leave behind in EVERY appointment that helps me clean up after sloppy agents!
Are you struggling to figure out what your client wants? Do you feel like your client is sending you mixed or unclear signals on if they’re really sold on your product? In this podcast, I discuss how to identify buying signs based on body language and tone of voice.
The secret to selling in a high market is different than you might think...Learn why I NEVER use fear-based tactics to sell.
It’s time for you to have a reality check...Tune in to hear why I refuse to work with products that deal with market volatility!
Do you run into clients who ask to meet someplace outside of the “normal” place to meet, don’t want to meet in their home, or don't have an office to meet at? In this podcast, I give you some ways to navigate around objections on where to meet a client.
Do you ever call clients to arrange an appointment and they say something along the lines of, “just give me the information” or “just send me the book”. Tune in to hear how I navigate these objections!