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[Music] if you're looking for a great annuity presentation and I'm gonna show you an annuity presentation that's backed up by hundreds of millions of dollars worth of sales hi my name is Jeremy Smith and over the better part of the last 15 years I've been an agent a manager an owner operator an insurance brokerage and over the last five or six years I've been a business coach traveling the country to help legions and agencies grow their practice stay with me because I'm gonna help you grow yours if you've been on YouTube before then you know the game please like and comment and don't forget to ring the bell so when I was a producer if there's any any subject that I had a claim to fame for it would have probably been annuity presentations and annuity sales it's one of my main focus areas back when I was producing today I'm going to show you my annuity presentation okay and you're gonna figure out really early on that my annuity presentation the goal of it is to overcome all of the objections before I ever get to the objections okay what I'm gonna show you is not rocket science but it's a good order and it's a and there's a lot of storylines in here to overcome the majority of the objections you're ever gonna get when you're presenting and selling annuities okay step one of my annuity presentation is a step that actually starts at the very end of my fact-finder okay I literally probably still have the fact finder turned over with notes about what they've just told me okay there's about four key points I want the inside of step one of what I call the money talk okay first thing is I want you to understand that this is an open form conversation okay I want them to talk I got things that I want to say but I want them to talk I want to hear what their education is and what their knowledge is of the economy and the stock market and finances I want to hear them talk about what concerns they have I also in that same motion this is this is a great opportunity for me to show my education and my expertise okay I want to be able to show them I want to show them that I've been there before and and I know as much as anybody you're gonna get in front of about the options that are out there for your retirement money especially the safe options that are out there now obviously one of the big things I want to hear from them is I'm hoping to hear from them concerns about the casino stock market okay I want I want to get it out of their mouth and hopefully the other spouse if there's somebody else there to hear it and maybe even confirm it that they're scared that the fact that they've got 85% of their money in an IRA or a 401k or something tied to the stock market okay I want to hear that come out of their mouths because if I hear that come out of their mouths I know I'm halfway home already I'm making a newa tea presentation slash sale okay but the other thing out of my own voice that I want them to hear is I want them again to hear my expertise but I'm gonna start making my presentation on why I don't think that where their money is at now aligns with the goals and philosophies they told me back in the fact finder for example let's take for an example the roleplay we did a couple of videos ago where the guy told me that he doesn't consider himself a risk taker yet literally 90 percent of his money was in an IRA okay I normally will go through and explain to them listen we've been on a ride right now where the stock market has been up for well over a decade now straight up we're in a time right now I mean cash I didn't have to tell you about this where the world is crazy okay there's all kinds of things going on right now bad indicators you could turn on any channel you want you'll be hard-pressed to find in any financial analyst that says the stock market's just going to keep going like this forever you'll find some that thinks it's going to bounce around some of those things that's going to get stagnant some may think we're gonna have super inflation you'll find a good percentage of people to think there's a crash or at least a correction coming in the near future but there's nobody saying hold on to your hat the stock market's going to just keep going up okay well because of that and I assume you share in those same beliefs and in philosophies because of that what I'd like to do is I'd like to talk with you about what I think one of the best safe money options in the country is okay I want to talk to you about a product where you can get stock market type returns without taking the Gamble's you want to hear that it's again I've got permission to go on but I've already in that step i have initiated so many things that we're going to talk about in steps two three four five six and seven and eight of the new 'ti presentation and again we're gonna be overcoming objections right and left with that conversation we just overcame one big big one and that was by getting their buy-in whether verbal or or just their body or both they've already bought in the fact that their risk tolerance and what they feel comfortable with does not align with where their money is at right now and that is you're a long ways down the road with just that right there so continuing on with that theory of overcoming objections before they actually come up I want to take you to step two of my annuity presentation okay I get as I travel the country all the time people will tell me of and about objections that they get and how do they overcome it okay so one of the most common ones that I hear out there is I've got a guy I've already got an agent I've already got a financial advisor okay and that's a really hard one to get over okay to get around because the trust factor from that person to you may be the difference of 20 years versus an hour okay it's a really hard one to get around and so I've just included it into our annuity presentation that I say every time okay and that step is called the fie guy talk okay so I've tried to make a pretty little diagram here on a PowerPoint so you can see it but typically I'm writing this out on a notebook in front of a client and what I write is followed up by a story that I tell again you can use my story tell them that I've got a business coach that tells this story all the time early 2000s I was in the mortgage business and I partnered up with a couple financial advisors and the reason we did it was really just so we could share office expenses and the goal of being able to refer my clients to them and back and forth okay so I set in on hundreds of appointments normally it was younger people it was 40 year olds for example coming in to say I think I want to start planning for retirement okay and so they drew up every single time the most elementary little diagram okay they wanted to know how old were they they wanted to know how much money they had and they want to know at what point is the goal of retirement okay they they wanted to know those because that's how they knew how aggressive they had to invest their money in order to hopefully make this goal of retirement happen okay what I need you to understand is that that is not what I do okay it's a it's no different than a doctor versus a plumber okay their job a financial advisors job is to help somebody get to retirement we have two totally separate philosophies on life I as an insurance agent my job is to help somebody plan their actual retirement okay we have different philosophies and we use different tools okay so many times if I walked in and seen a 70 year old that had just as much risk exposure as I do at 45 okay that shouldn't be the case should it as we get older our risk tolerance should go down if 2008 does happen again in the stock market crashes I'm not going to be any happier than the next guy but one thing I can tell you is I've got a bunch of working years left hopefully to go and make that money back up if you're 65 70 75 if you're retired and unless you're willing to go back to the grindstone again the only option you're gonna have is to change your standard of living okay and that's why a risk tolerance has got to get less as you get older and the importance of safe money becomes invaluable to somebody at retirement age or even if somebody just getting close to retirement age but the point I want to make to you here right here is is that I am not trying to come in here after the short period of time that we've known each other and say do business with me not that long-term financial adviser you have what I'm trying to tell you is that we're not comparable we do two totally different things his job is to get you to retirement my job is to help you plan for your retirement guys if you will do that little diagram and that little spiel learn those verbage and those words I am here to tell you that that will get you over on the mountain a lot of times when you find yourself up against an advisor or a long-term relationship rather than trying to say why you're better just explain to them we do two total two totally different jobs so once again continuing on now with overcoming these objections before they come I'm going to take you to what I think is step three of an annuity a good annuity presentation it's a step that I call the rule of a hundred okay most of you that have been selling annuities or you have much financial background you've probably heard of this step okay if you're not using this or talking about this definitely something I think you should probably add to your presentation a lot of you very well may already be using it but I want to show you a clean way to explain it the rule of the hundred is pretty simple okay and what I'm really gonna do here is I'm gonna explain hopefully to the client or the prospect that their goals and philosophies don't align with what their current portfolio is okay and so here's the rule of a hundred and now I'll start acting like I'm talking to an actual prospect but the rule of 100 is this if I'm 25 years old then I want 75% of my money at risk taking Gamble's earning as much interest as I can even if I'm kind of gambling a little bit as I get older in life that risk tolerance should go down as I'm if I'm 50 I should be 50/50 I get 275 or I get to retirement age I should have a whole lot more of my money with the precedents around safety then a precedence around interest rate or games or risk okay and what this diagram and once again I normally write this out for them on a piece of paper to show them that you know you are 71 years old and here's where you told me that you're not a risk taker okay and yet as we look through all of your money I might even pull out a calculator you're at 85 in 15 okay 85 every month percent of your money's at risk and you're retired okay that is out of line in most people that talk about retirement planning would you agree with this scenario or not again I'm asking that question at the end because I want to get buy-in from them that is the rule of 100 okay step four of my annuity presentation I think is a great step this is a step that I call the history of annuities okay again I keep talking about overcoming objections before they actually come to you let me tell you an objection that if you've sold many annuities in your life you are presented many new ''tis in your life you've heard before you've heard people say I've heard bad things about annuities okay well you and I both know there are bad things about annuities okay so one of the best ways to overcome that I've heard bad things is to do what I call the history of an annuity okay and you can draw this document up just like I've got it on a PowerPoint here okay and here's how I would go through it if I was drawing it up I want to explain to them I'm going to tell you just real quickly this will take a minute and a half for me to explain the history of annuities to you and I think it's really important for you to understand there are different types types of annuities okay there's really three types of annuities the first annuity ever invented was called a fixed annuity okay and when you think fixed annuity think C D okay they're a hundred percent safe and you have a guaranteed interest rate based on the length of time that you're going to keep your in that annuity the only real differences are its with a bank or a CD is with a bank and a fixed annuity is with an insurance company and oh by the way fixed annuities are normally paying somewhere in the neighborhood of about two to three times what a bank CD pays so that's a good option for certain people you find somebody that's got CDs out for example that's a great example it's the same the reason why they have their money in seized is so they can go get it at it in case of an emergency well then the same thing applies to an annuity for the most part it's just a lot better returns a fixed annuity okay on the other end of the spectrum is what they call a variable annuity okay and I'm not here to tell you that variable annuities don't have a purpose for certain people I personally I I'm not a financial advisor I don't deal with younger clients typically and I am not a very big believer in variable annuities and I'm saying that with kid gloves because I'm really not a fan at all the reason why and I'll tell you this flat out is that almost every client I've ever met that had a variable annuity the one thing they all share in common is almost every single one of them when sold that variable annuity did not have it properly explained what it was that they bought okay the thing about a variable annuity is that there's no safety okay and they're pretty expensive whether they know it or not it goes up and down with the stock market there's no guarantees on their account value and oh by the way and they almost never know this on average they're paying two three four percent a year in fees regardless of whether they make money or lose money okay in the middle there is a product called an equity indexed annuity okay and this is what I specialize in I specialize in being able to analyze and find the best safe money options in the country for my prospects who are all people who are retired or getting ready for retirement okay I have access to virtually every product in the country that is a product that allows you to earn gains in the stock market without taking risk like a variable annuity or an IRA or 401k or anything else that you can lose money in okay and I want to talk to you today about an equity indexed annuity okay and an equity indexed annuity you really got the best of both worlds okay you put your money in and your principal will never lose a penny okay and every allocation period which maybe every year - whatever we decide your gains are locked in and that becomes the new bottom level for what your account value will ever be it can't ever go down it can only go up okay there are there are little almost normally no fees when associated to an equity indexed annuity unless you put writers or stuff on them to me an equity indexed annuity is with how to doubt the best product that somebody who is retired or getting close to retirement can look into if you've been at a breakfast table with all your retired friends before and heard somebody across the table say I hate annuities or stuff I'd be willing to bet that it wasn't an equity indexed annuity it was probably a fixed annuity because it doesn't earn big returns or was a variable annuity because it could lose money and it was expensive if it was an egg equity indexed annuity it was at a time when equity indexed annuities had what they called caps on them okay and there still are equity indexed annuities out there that have caps on them and what a cap is is a ceiling you may get into an equity indexed annuity that allows you a hundred percent of the market gains but only up to that cap maybe it's three or four percent so when we have these years where all of a sudden the market goes up 20 percent in a given year those people are not very happy okay let me say one thing real quick people should buy equity indexed annuities first and foremost for safety that's the reason why people buy them but in all reality people want safety and then they want to earn as much money as they possibly can what I'm here to tell you today is that I have access top shelf equity index an uity products that will earn you and allow you to earn gains of the market high percentages maybe upwards of 75 to 85% of all of the market gains in the stock market and yet still protect you a hundred percent on downing days or down years you can't ever lose anything okay that is why I think that at bare minimum and I'm gonna show you here in a second what I think the best equity indexed annuity in the country is for you but it's why I think that all people that are retired getting close to retirement have to do some research and understand the values of an equity indexed annuity because the values of an equity indexed annuity today they're not reflective of what any annuity was just eight ten years ago that's the history of annuities and I hope you put that into your product presentation okay so let's move on to step five of the new apresentava five for me is reviewing their current product okay I think before we go into a recommendation on a new product it's really important that you take just a few minutes or a couple minutes at least and explain to them how the how the product they're currently in works so for example if you find somebody that they've got their money in an IRA you may just say hey listen your money right now is an IRA let's just talk about the good and bad of the IRA they're obviously the good has been that you've enjoyed years and years worth of tax deferral okay I have no problem with an IRA in fact what I'm gonna talk to you about here in a second is gonna continue your IRA just like it is right now we're just going to put a safety net around it called an insurance wrapper okay but the downside to where your current IRA is is that it's subject to market loss at a time when you're retired and not plan on going back to work okay again that little spiel may change based on what you're up against if it's another annuity you need to talk about the the goods and the bads of that particular product I assume there's probably more Bad's than goods of the year about to replace with the new product that you're gonna recommend but taking a minute to review their current product is an absolute step you got to take step six recapping their goals and concerns and so what I'm talking about is almost going back to some of the conversations we had back at the end of the fact finder you told me that you're not a risk taker you told me and agreed with me that you believed that since the stock market's been going up for about twelve years in a row now that there's a good chance that we've got a correction or a crash somewhere in our future okay and you've told me that the one thing that keeps you up at night most is making sure you've got enough money to live the rest of your life at the standard of living is you live right now okay and so with all that in mind and now about ready to go into step 7 where I'm gonna start talking about the company and then I'm gonna start talking about the actual product specific recommendation let's not skip over step 7 real quick it is important this shouldn't take long that should take 45 seconds probably but it is important that you talk for a second about the product company okay the company that's offering the product you're gonna recommend I'm hoping that it's an a-rated carrier or a B+ rated carrier it's a strong carrier find a company brochure sell that sell the security of the company that you're about to recommend and then we go into step 8 which is for you to do your actual annuity product specific presentation I can't go through that with you here in this training because there's a million annuities each one have got different bells and whistles I would just tell you that at this point you probably should hone in on a couple annuities don't have an offer 15 different annuities get and be a master of a couple rather than a jack of a hundred okay know what those points are no I'm at the back of your hand any questions they're gonna ask specifically about those products you should know them with how happen to look I'm it just adds credibility and the credibility thing when you're talking about money is everything okay so know your product make sure that your actual product specific is coherent once again like everything else we've talked about your processes and your documents or your processes documented your presentation how you're going to explain it is documented and by the time you get through all of that you in my opinion now have a rock-solid annuity presentation we've talked through that an eight step process where we've talked about the money talk the five guy guy talk the rule of 100 the history of annuities we've talked about their current product we've done a recap of their goals and concerns which sold the company and we've now sold the product if you do this your success ratio is probably going to go up dramatically higher than where it's at right now that's my hope anyway and just to pull all this stuff together we've been talking about a sales process where you've got a warm-up a fact finder the four steps prior to the product presentation we just talked about an annuity presentation that just slides in there that annuity presentation is your step five of your sales process followed by the close and go on with step seven eight nine and ten of your presentation and repeat as necessary okay so I'm going to be doing more and more presentations about different products that was our annuity presentation again that slides right into Step five of your product or of your sales process I want to remind you to please hit subscribe and ring the bell and we'll look forward to seeing you on our next video thank you