In the past 10 months, we've gotten a lot of calls from Registered Financial Consultants who are telling us that with all the bad publicity about annuity dinner seminars and this crazy economy, the attendance to their events has fallen off sharply.  They've tried working with other marketing groups, used different direct mail houses, changed their invitations, tried using post cards and unfortunately nothing seems to be working.  They want to know if the people who are using our systems, and we're coaching, are having the same problems? 

The answer we give them is... "The people we work with are still getting extraordinary results!" 
What are the agents, advisors and planners we work with doing that is different from everyone else?  It might surprise you to know that they aren't really doing much that's different.  They've just learned a few little 'insider secrets' that makes them just a little bit better and more successful at it!

Ten Reasons Why People Struggle With Annuity Seminars.  While I'd like to give you all of our proven techniques and all the little 'insider secrets' to consistently filling your annuity dinner seminars with all the right prospects, that's not feasible!  However, I can give you ten of the biggest reasons why most agents, advisors and planners are having trouble getting seniors to attend their annuity dinner seminars.   

Most advisors are looking for quick, short-term results!  They are unwilling to put in the initial extra effort to establish a program that will generate long-term consistent results.  The only way they are getting people to attend their dinner seminars is by running newspaper ads, sending out post cards, or sending 'wedding style' invitations.  It's definitely the most expensive way to generate leads.  It's one-dimensional! 
You never know who's going to show up? 
You don't know whether you'll attract the right prospects? 
You don't know who else is inviting these same people? 

Most advisors have not identified who the best prospects are for their products and services!  Who do YOU have the best chance of selling?  Are your products and services better suited for retirees with CDs, or for retirees who have their money invested in the market?  And whom do YOU work best with?

Most advisors are trying to attract people to their event by promoting the latest hot new sales idea!  In all of their correspondence and at their seminars, they are talking about Roth IRA Conversions, Transferring Wealth, Annuity Owner Mistakes, Safe Money Concepts, Advanced Tax Planning, Understanding Living Trusts, A Guide to Asset Allocation, Advance Care Planning, Asset Protection For Seniors, Strategies For Preserving Wealth, and Financial Strategies For Uncertain Times.  If you want to attract a lot more seniors to your dinner seminar, then you must help seniors to solve an immediate problem THEY have, like... Outliving Their Money!   Providing a lifetime income you can't outlive!  Then you must consistently deliver that special message to your best prospects!

These prospects have never heard of the advisor!  Most advisors are doing very little, if anything, to become the most recognized, trusted and sought after financial expert in their local community.  With all the bad publicity about annuity dinner seminars, do people trust and want to work with a complete stranger?  That's why you need the services of an Image Branding Specialist like Forest Wallace Cato.

Most advisors don't know how to separate themselves from the competition!  Aren't you are in direct competition with the banks, accountants, attorneys and brokerage houses?  If you want to attract more of the right people to your seminar, then you must find a way to stand out from all of your competition!  Why should people go to your seminar, verses the one your competition is offering?  What's in it for them?

Most advisors are promoting and selling a specific hot new product during their seminars!  You need to stop selling products based on the highest commissions, or assets under management fees possible, and instead think what would be in the best interest of your prospect.  In an era of a recession/depression, retirees want guarantees.  Retirees don't care about your products!  They don't want to put their money at risk in the stock market.  Retirees want to know you understand their problems and that you can provide them with real help with their finances.

Most advisors have not earned the right to receive referrals!  If all you are doing is pushing the latest hot new annuity products and investments, then aren't you the same as everyone else in their eyes?  So, why should these people refer anyone to you?

Most advisors are not conducting annual reviews!  If once you make a sale your client never hears from you again, then why should they buy more from you, or refer people to you?

The ninth problem is most agents, advisors and planners are not staying in constant contact with their friends, family, prospects, referrals and existing clients!  People buy when they're ready to buy, not when you're ready to sell!  So, if you are not constantly in front of them each month, then they'll buy from your competition who is!

The tenth problem is most agents, advisors and planners don't know how to establish a true Joint Venture Relationship!  They may be able to set-up a passive system that gets other professionals to refer a few people to them, if those professionals happen to think about them, or if their clients ask for a referral!  They don't know how to set-up an active system that gets professionals to invite all of their best clients to their events.

Most of the Registered Financial Consultants we've talked to have tried purchasing leads, preset appointments, using information booklets and free reports, client newsletters, direct mail, postcards, joint venture marketing, dinner seminars, educational workshops, asking for referrals, articles for the newspaper, press releases, being a guest on a local television or radio program, lead groups, etc., without much success.  The reason they are struggling with these lead generation methods isn't because they don't work.  It's because they were never given or learned the little 'insider secrets' and 'tricks of the trade' to making these proven methods work.  They didn't follow through.  They tried one method at a time.  They were looking for 'one quick way' to generate a consistent flow of leads, instead of learning how to combine each of these proven lead generation methods into a complete marketing program that will consistently put you in front of more of the 'RIGHT' prospects in one month, than most agents will see in an entire year, In spite of this economy!

Does this sound like a lot of studying and hard work?  It is initially!  However, in many cases it's actually a lot less work (and less expensive) than what you are doing right now!  And, once you set up a complete long-term marketing program, you'll find that within a few months, you'll be working a lot less to attract, set appointments with and sell the right prospects.  You'll be spending a lot less money on your marketing, be making more sales… and you'll be much more successful and profitable!  

Lew Nason, FMM, LUTC, RFC®, with son and co-author Jeremy Nason, RFC® , FMM are the founders of the Insurance Pro Shop ® and the creators of the Found Money Management™ Advanced Life Insurance Sales System, the most endorsed and successful Life Insurance prospecting and sales system available for today's insurance professional!  Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession.

Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.

coach@insuranceproshop.com