Annuity Producer Survey Results

Transcription

1 Annuity Producer Survey Results Exclusively from Senior Market Sales, Inc. Don't forget to call your Senior Market Sales marketer and ask about the Financial Crisis Communications Plan. It's a 10-step action to prepare you to help your most valuable business assets, your clients, navigate the turbulent waters of the current financial crisis. Call us at to learn more. For Insurance Agent and Financial Advisor Use Only - Not for use by General Public

2 1. I use a fact finder: On every appointment 32.5% 25 Most of the time 31.2% 24 Some of the time 16.9% 13 I don't have a fact finder that I use 19.5% I think addressing Social Security issues with my clients is: Very important 76.6% 59 Somewhat important 22.1% 17 Not important 1.3% 1

3 3. I ask for referrals from: All of my clients 74.0% 57 Clients who have been with me for more than a year 15.6% 12 Friends and family only 3.9% 3 I never ask for referrals 6.5% 5 4. I schedule annuity appointments by (check all that apply): Cross-selling from other insurance products/marketing programs 68.8% 53 Annuity lead programs 23.4% 18 Seminars 10.4% 8 Direct mail pieces 23.4% 18 When the conversation presents itself 46.8% 36 7

4 5. I would like to receive more education and training from my current marketing organization. Strongly agree 31.2% 24 Agree 41.6% 32 Maybe 22.1% 17 Disagree 5.2% 4 6. I feel that my current marketing organization is my partner. Strongly agree 39.0% 30 Agree 41.6% 32 Maybe 18.2% 14 Disagree 1.3% 1

5 7. What I want from my marketing organization is (check all that apply): The best products 67.5% 52 Training 58.4% 45 Point-of-sale concepts/solutions 61.0% 47 Experienced marketers 51.9% 40 Marketing/sales systems 68.8% I would like to attend a webinar that discusses: Annuity products/solutions 41.6% 32 Roundtable of successful producers 11.7% 9 Combination of A and B 48.1% 37 I don't have time for webinars 13.0% 10 5

6 9. My top business goals are (check all that apply): To increase my client base 70.1% 54 To capture a greater percentage of the assets from my existing clients 49.4% 38 To learn how to better market myself and the financial services I offer 62.3% 48 To increase my income 77.9% Which sales ideas are you most interested in? (check all that apply) Unique qualified plan solutions 39.0% 30 Strategies for CDs and nonqualified assets in a tough economy 74.0% 57 How to get referrals from clients 40.3% 31 Legacy planning with annuities 55.8% 43 3

7 11. Additional Comments on products, marketing, training or the industry in general: 10 answered question 10 skipped question Please enter your name and address below for a chance to win a $100 gift card. Name: 100.0% % 77 Q4. I schedule annuity appointments by (check all that apply): 1 I am just starting back into annuity sales Sep 21, :28 PM 2 phone Sep 21, :35 PM 3 I make the conversation present itself. Also use referrals. Sep 21, :08 AM 4 Not currently marketing annuities. Sep 20, :26 PM 5 Referrals (even though I don't ask) and radio show I do. Sep 20, :06 PM 6 Not yet doing annuities Sep 20, :51 PM 7 direct mail to existing clients Sep 20, :23 PM Q7. What I want from my marketing organization is (check all that apply): 1 Free Leads created from sales Sep 21, :50 PM

8 Q7. What I want from my marketing organization is (check all that apply): 2 a book or glossary list with annuity terms Sep 21, :28 PM 3 SMS is doing a great job. Sep 20, :24 PM Q8. I would like to attend a webinar that discusses: 1 Very little time Sep 21, :50 PM 2 Very selective about what webinars I attend. Sep 21, :08 AM 3 Webinars need to always be recorded so I can watch them at a time of my choosing. Scheduling them in the midst of a workday is costly and cumbersome. 4 Real agents like my self. Noting wrong with the Roundtable Producers,some times feel intinidated by them. fell 5 I would recomend that the Webinars be held early in the day so that agents are taken out of production Sep 21, :58 AM Sep 20, :24 PM Sep 20, :11 PM Q9. My top business goals are (check all that apply): 1 Learns about selling to small businesses regarding 401k/403B products Sep 21, :58 AM Q10. Which sales ideas are you most interested in? (check all that apply) 1 4-3B and 401K sales Sep 21, :58 AM 2 Leads Sep 20, :55 PM 3 Direct mail. Sep 20, :04 PM Q11. Additional Comments on products, marketing, training or the industry in general: 1 There is no better time to discuss,procure and promote conservation and wealth buliding multi generationally with annuties 2 I get many s and webinar invites. Only the most important ones are worth my time. 90% detract from my business due to time constraints. 3 I AM HEAD OF MY MARKETING COMPANY. I WORK MOSTLY FROM POLICY HOLDER,S Sep 21, :35 PM Sep 21, :58 AM Sep 20, :08 PM

9 Q11. Additional Comments on products, marketing, training or the industry in general: 4 Training on how to go from being and independent producer to bringing on agents, setting up systems etc. 5 SMS has all that it takes to be a top notch FMO. All is in place (products, marketing systems, marketing reps, and a well run organization). I feel the senior market is going to be better than ever due to baby boomers and I want to be a part of it. Sep 20, :38 PM Sep 20, :13 PM 6 Need leads programs Sep 20, :55 PM 7 I feel that most FMO's are lacking in the training that they should offer. When FMOs improve and increase training to agents the FMOs will get more business Sep 20, :11 PM 8 good simple to understand products Sep 20, :29 PM 9 None. Sep 20, :04 PM 10 none Sep 20, :00 PM