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Sell More in the 50-Plus Market
Keys to the Bank
Sell More Variable Annuities
Now!
Find the Gold in Gray
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Keys to
the Bank
Bank Investment Reps get most of their
business as referrals from bankers. They could get much more business
if bankers:
- Felt a greater obligation to the Investment Rep
- Were more knowledgeable about working with the bank investment
program's best prospects, clients in their 50s, 60s and beyond
- Were better trained at capturing all the referrals that are
really possible in a banking situation
This program is designed for Bank Investment Reps
to add value to their relationships with bankers by teaching them
how to work more effectively in the 50-plus market:
- For themselves
- And to be more productive making referrals to Investment Reps
Program components include:
- Keys to the Bank
PowerPoint
- Script for PowerPoint
- Finding the Gold in Gray,
60-minute, 2 audiocassettes providing intensive background for
Investment Reps to understand the 50-plus market and to conduct
training program for bankers
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Sell More
Variable Annuities Now!
Advisors are missing VA sales simply because
they are not effectively connecting VA product features to the quite different
psychological factors motivating individual age segments. The program
shows Advisors how to do that and provides marketing materials
using those psychological factors to drive new business.
Program components include:
Delivering the Overall Message
- Mike Sullivan's audiocassette, Sell More
Variable Annuities Now! Drive time tape that provides background
and understanding of the concepts. The flip side of the tape can carry
a message from your sales manager.
- Mike Sullivan's Sell More Variable Annuities
Now! Webinar. A 45-minute telephone conference call combined with
an Internet presentation that provides background and a deeper understanding
of the concepts plus examples. Can be hosted by a wholesaler or sales
manager, like an in-person meeting.
Advisor Materials
- The Three Rules for Selling Variable Annuities.
A four-page 8 1/2 x 11 brochure describing the three key points:
- The need to control the physical environment
- How and why to understand the underlying motivations
- How to connect the motivations to the product
- AgeStyle Profiles. One-page, two-sides,
8 1/2 x 11 sheets that summarize key characteristics and identify
how specific motivations connect to Variable Annuity features. There
are AgeStyle profiles for Aging Baby Boomers (45-56), the In-Between
Generation (57-64), Matures (65-74) and Elders (75-Plus).
Client Materials
- A suite of sales letters for each age segment based on their key
underlying motivations for buying a VA.
- One four-page, 8 1/2 x 11 fulfillment brochure for each age segment.
Each brochure delivers the information promised in the suite of sales
letters for each age segment.
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Find the
Gold in Gray
Become an Expert at Selling the
50-Plus Market
Anyone can sell to the 50-plus
market some of the time.
It takes an expert to sell
consistently. In good environments and bad. To existing customers
and to people you don't know at all. To 50 year olds and 65 year
olds and 80 year olds. To men and to women. To those who know what
they want and to those who don't have a clue.
Find the Gold
in Gray is designed to turn anyone with basic selling
skills into an expert at selling the 50-plus market. Learn how to…
- Find new customers
- Sell more productively
- Manage after-sale activities more effectively
- Generate referrals
Selling to the 50-plus market is like riding a bike. Anyone can
learn to ride. But it takes training to become a competitive racer;
you can't become competitive by doing the things you do as a casual
biker.
Program components include:
Understanding the 50-Plus Market
Mike Sullivan's Finding the Gold
in Gray two-audiocassette set, plus insert booklet. Approximately
60 minutes of in-depth discussion, covering market characteristics,
the effects of physical aging, motivations for behavior, and communications
techniques.
Find the Gold in Gray Training
Binder
Finding Customers
- Life events
- Advertising
- Direct mail
- Cold calling
- Networking
- Giving seminars
- Publicity
The Selling Process
- Controlling the physical environment
- Uncovering motivations for action
- Connecting motivations to the product/service
- How to improve your sales communications
- Telephone
- In-person
After the Sale
- Building a relationship
- Relationship Profiler
- Checklists
Generating Referrals
- Intergenerational
- Friends and relatives
- Acquaintances
- Professionals
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