What Does That Mean?

 

Mike Cajthaml, Jr. and Bryan Milberger - Annuity Sales Consultants

 

When entering the Insurance world four years ago, we had no clue what exactly to expect. We were wide-eyed and eager to learn about this industry and the many products it has to offer. Not only did we begin exploring new sales techniques and products, we began learning an odd language, filled with words we weren’t familiar with and nearly incomprehensible acronyms. We are now beginning to see words like “annuitosis,” “longevitated,” and “stratigated.” What does all of this mean you may ask? In simple terms, it’s a way of being different.

 

From a marketing standpoint we realized what separated top producers from the rest of the field … it’s simply being different! “Brandizing” seems to be more of a priority in many agents' firms. As consumers ourselves, how do we decide what car or TV to buy? Stop and think about it for a moment … is it advertising, celebrity sponsorship, solid history, or recommendations? All these are valid ways consumers establish which products and brands they will use. Your clients will use this same decision making process when looking for advice. Don’t forget, we are marketers first and insurance professionals second.

 

Another popular topic in recent months has been the “riskillated” nature of the volatility index. High volatility in the market poses a great opportunity to talk to your clients about safety and guarantees. When risk levels are high, as we see in the market currently, it is the optimal time to discuss diversification. Remember, when the market is bad, our products and guarantees look great!

 

People are living longer and looking for ways to make their money last throughout their retirement years. New income riders are giving agents the ability to create a “longevitated” stream of income their clients can’t outlive. Help your clients protect and preserve their nest egg so they know it will be there for them throughout their lifetime.

 

Or, consider Creative Marketing’s own Mike Cy “The Investment Guy.” His sales style is a word in itself … we call it “Cymatized.” This is the art of influencing clients to want to do business with you and ONLY you! Do you have your own unique sales style? The creative use of wording can help your sales style stand out!

 

Change … a word we must all learn to adapt to. We have seen so much change in just four years in the industry and those who adapt succeed. Try using some of these words in your next client meeting or campaign, and you may just be surprised at the responses from your clients.

 

Call your Sales Consultant for other ideas on how to differentiate yourself and expand your vocabulary.

 

 

FOR AGENT USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC 11132-2010/7/08 | 16555 1890310

Guarantees provided by annuities are subject to the financial strength of the issuing insurance company; not guaranteed by any bank or the FDIC.