| We all want to make the big annuity sale. We all | | | | could I see them under a favorable basis? |
| want to climb to the top of our industry and get that | | | | If all the brokerage firms were chasing the same |
| special trip the insurance company is offering. We all | | | | target market, where should I go? How do I fill my |
| want the respect and the income we envision for | | | | calendar each day with my target market? It really |
| ourselves. | | | | was easy once I realized who would best benefit |
| So why is it some of us can achieve it and some of | | | | from my simple and easy to understand products. |
| us languish in mediocrity? | | | | Here is my target market and one in which there are |
| Is it because we don't work as hard as the big | | | | unlimited people to see and guess what? They don't |
| producers? Is it because we don't have the magical | | | | come with advisors in tow! I can see them for |
| close? Is it because we don't have the best | | | | daytime appointments and they appreciate my |
| products? | | | | annuity products. |
| It actually is none of those things. What is it then? | | | | My target market: |
| It is nothing other than target market accessibility. It | | | | A married couple with total assets of $600,000 or |
| is that simple. | | | | LESS! This would include their home. Household |
| Here is an example, if we only want to work with | | | | income was not important and it still isn't. I like folks |
| brain surgeons, how likely is it we will have a full | | | | in there 70's and who would have about $200,000 in |
| calendar every day? | | | | available assets. A typical case would be an IRA with |
| What about CFOs, CEOs? Get it! The more refined | | | | about $100,000 and the rest in banks and mutual |
| our target market is the more narrow our options. So | | | | funds. |
| what would be a great target market? | | | | This target market is everywhere and they all want |
| A nationally know brokerage house recently put in | | | | someone to help them. |
| guidelines for their brokers as to who would be the | | | | If you want to be an annuity salesman and sell |
| basic client. In other words what was the lowest | | | | $10,000,0000 a year in premium do what I do. Find |
| denominator for a potential client? They suggested | | | | nice people who are in this target market who will |
| to prospect based on income and net worth. | | | | see you and who will appreciate your products. You |
| Their suggested guidelines were household income of | | | | will have more annuity leads and prospects than you |
| $100,000 and a minimum net worth of $1,000,000. I | | | | can shake an appointment calendar at. |
| looked at this and wondered how hard it would be to | | | | It is as easy as can be. Let the brokers all fight it out |
| find people in this category and if I could find them, | | | | over their target market, use mine and get rich. |