In today’s uncertain financial atmosphere, advisors undoubtedly come up against obstacles when working with customers to find the best solutions to meet their needs. Overcoming these obstacles can be quite a challenge! Here are some tips for quelling customers’ anxieties and preparing yourself for successful sales:

1.) Be Prepared - Know the current financial status of the insurance companies you present. Most companies have customer-approved pieces regarding their financial integrity and current industry ratings. Imeriti can provide you with these pieces for our carriers, call 800-921-3100 or email info@imeriti.com to request this information.

2.) Diversify - Give your customers options. If you have an upcoming appointment, prepare illustrations in advance. Presenting personalized annuity and life insurance illustrations shows your customers that you have been thinking about what might work best for their situation. Step outside the box and consider presenting an index annuity alongside a traditional fixed annuity for your CD customers. Unsure of what might work best? Contact Imeriti at 800-921-3100 to talk to one of our Annuity or Life Specialists. They can work with you to design a customized plan for your appointment, create illustrations, and send customer-friendly sales literature and presentation pieces.

3.) Listen - When discussing options for your customers’ assets, listen for cues to find out what is the ultimate goal they are trying to achieve.  Have an older customer who keeps rolling over her CD and is not taking income? Ask her what her goal is for these assets. Are they for “living” or for “leaving”? If they are for “leaving”, a more efficient wealth transfer vehicle, such as single premium whole life policy with a guaranteed federal income tax-free death benefit, may be a better option. Dig a little deeper and you may be surprised at what you find. Visit the Presentations section of the Imeriti Success! website to view powerpoints with unique sales concepts.

Advising someone on managing their assets is serious business. Use the above tips to foster relationships and ensure long, successful partnerships with you and your customers.

What are some of YOUR best successful sales tips?