It is obvious that there is way too much "me-too-ism" going on in the annuity industry. Let's discuss the reason it's better to blaze your own path instead of trying to keep up with the annuity Joneses. Agents, FMOs and the annuity industry can and should change their current herd mentality. There are solutions to these "Keeping up with the Joneses" problems, so it's important to look at how to stop chasing…and start leading.
Agent Jones
Annuity agents seem to be in rut when it comes to creative ideas and feeling comfortable with who they are. That's hard to do when your internal marketer keeps screaming about some wonder agent that's supposedly knocking the cover off of the ball. Always remember that there is usually another story behind the story. It's humorous to watch agents now chasing after the Google Search name game and corresponding Internet video pitches. I also would love to know the failure rate of the weekend radio show dream along with the tons of corresponding advertising money being flushed down the drain. Buying overpriced and oversold Internet leads seems to have replaced the bad chicken dinner seminar money pit as the new agent Jones.
Solution: It's all about your lifestyle and how you want your business to run or grow. Not everyone can be a marketing Michael Jordan, so stop trying to dunk when you either can't or don't like to jump. Be satisfied with the type of clients that you attract, do the right thing, and let the sales level happen naturally. Set achievable goals based on who you are and what type of agent you want to be, and then adjust your lifestyle accordingly. As for marketing ideas, you should know by now that there is no perfect solution. Create your own unique strategies, and stick to them long term. Be content with who you are, and take your own incentive trips.
FMO Jones
Not a lot of creativity in the main going on here. Most FMOs are still addicted to "corny sizzle blast" agent email marketing, and the over-the-top and predictable incentive madness. Because most FMOs are just glorified middlemen and are offering the same carrier products, they each claim that they can offer the best agent marketing or provide the highest overrides. Whatever! The end is near for most FMOs, they just aren't honest enough with themselves to admit it.
