5 rules for annuity success in any market

4. Don't jump the gun. Use the first appointment for fact finding. Find out income needs, where their money is, what they want the money to do and what emotions are attached to the money. It's natural to gravitate toward the same solutions time and again. But even if you've seen a situation a thousand times and know the answer, don't mention any one solution at a fact-finding meeting. Imagine a doctor giving you a diagnosis before even discussing why you are there. You would probably leave that office running.

5. It's a family affair. Don't assume your client is the only decision maker. Some might want or need family members or friends to help them in the process. Ask if they would like their children or other family members to come to meetings. You want to have all decision makers on board with any changes being proposed to their nest egg.

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Wendy Swanson has been working with and coaching insurance agents and advisors for nearly 15 years. As a marketing coordinator for Senior Market Sales, Inc., she coaches advisors on practical marketing tips and sales approaches for annuities and life insurance. Swanson can be reached at [email protected].