Cross-selling is one of the key ways advisors can reach their potential. According to an upcoming Senior Market Advisor article penned by David Port, "There are plenty of scenarios where annuities can open doors to other products such as life insurance, long-term care insurance (both stand-alone policies and as add-ons to annuity contracts) and more. The challenge lies in uncovering those opportunities."
The following are four key ways Port uncovered to help you improve your skill as a cross-seller:
o Educate. "Whatever I have to do to get people to that knowledge level where they're comfortable," says Peter Donohoe of PRW Associates. "These products can get pretty complicated pretty quickly."
