Competence Equals Confidence – Are you offering the best options?
Gone are the days of using one carrier and one product and making it a one size fits all solution for your clients. This post is not meant to offend or frighten, but to enlighten where our industry is headed.
We are living in the information age. “I’ll just Google it” has become a ubiquitous term over the last several years. 20 years ago, even 10 years ago clients couldn’t get access to the information they can today. More and more clients will be researching the solutions you offer prior to a purchase; especially a large purchase that concerns their retirement. We have found that a “one call close” is not a consistently successful sales practice in this business any longer. Clients want to be educated, and confident that they are selecting the best option for their situation.
As an advisor, you need resources to confirm you are selecting the best options for your clients. When it comes to generating your client’s income for life, you have a resource through Able Financial Group. Our case design team uses Annuity Rate Watch. This software will compare all major carriers in the independent fixed indexed annuity arena and based on your client’s inputs, generate a report showing the highest payout of income for your client and compare the other fixed indexed annuity contenders. Many of our advisors use this report over the carrier specific illustrations to show their clients that they are selecting the highest producing income. This helps a client feels confident in the choices you, the advisor are presenting. With the recent rulings on qualified funds, we need to prove we are doing what is in the best interest of the client and by knowing you are presenting the highest income opportunity for your clients you not only will have more likelihood of closing the sale but also staying compliant.
You also want to be educated on what your competition may be offering your same client and how that will compare to your offering. Don’t be caught off-guard by a niche product. We can prepare you for anything that may compete with your recommendations.
Our goal at Able Financial is to educate you so you can pass that same education to your client. Great, competent case design will allow you to exude confidence. You will know that you are offering the most competitive option for their specific situation. We will get you the materials and resources you need to understand the top offerings. I look forward to hearing from you on your next case to show you the detail and confidence we strive to provide our Able Advisors.
Allison Hejlik Schaecher, Partner
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