Greg's Hits - February 2025

Tips I’ve Learned that May Help You Too

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20 Years!

On March 1^st, I will have been in this business for 20 years, and I want to share some of the best lessons I’ve learned…and wish I had learned earlier.

1. Find out how people FEEL about their money and retirement…not what they THINK about it
2. Take THREE copies of the forms with you to the client meeting
3. Take a picture of the government I.D. used to verify who the client is
4. Be 100% familiar with every annuity and policy you ever present to a client
5. Double-check that you have the C.E., E.&.O., Product-training, etc. done BEFORE you send in the application
6. Never miss a policy anniversary! Call EVERY client TWO months before their policy anniversary, and schedule a time to get together to review how it is performing, how it fits their CURRENT retirement plans, and explore options
7. Don’t use the word “annuity” at the first appointment—unless the potential new client brings it up. So, be prepared to talk annuities—but YOU don’t bring it up until at least the 2^nd appointment.
8. Never try to close a sale on the first appointment…but be 100% ready to close on the 2^nd appointment. NEVER assume there will need to be a 3^rd appointment, but also NEVER push hard for the sale at the 2^nd.
9. NEVER BE DEFENSIVE! This is probably the most important of all. If you are prepared, informed, transparent, and genuine…you will never be on the defensive. AND, you will never have to “sell” anything.
10. Complete as much of the application as you can BEFORE you meet with the clients on the 2^nd, 3^rd, 4^th meeting.
11. Offer Electronic Applications to EVERY potential client—but be genuinely happy to use paper forms, if they prefer.
12. NEVER use the word “Product” to describe a financial asset like an annuity, life, or LTC policy. Products are sold by salespeople, while strategies and assets are sold by advisers.  Be an adviser, not a salesperson. Advisers make a lot more money.
13. At the beginning of every appointment, tell the client (or potential client) that you have to leave by an exact time. Make sure the time you select allows for enough time to talk—60 to 120 minutes—but make sure they know up-front that they only have access to you to a limited amount of time at this meeting.
14. Lastly, Treat EVERY case as if it is the most important case, you ever handled. Because, to the clients…it absolutely is the most important case.
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New 2025 C.E. Classes Required!

Both an 8-hour and 4-hour class for annuities, and a 4-hour class for life insurance. The Annuity training is due no later than July 1^st, 2025. But the Life training is due NOW, before you write another life case.

As always, TWH is happy to help you get access to the courses, and we will cover the cost. Just call Ami or Tanya at 800-200-9194, or email info@twhagency.com.

Call us for more. We can grow your sales:

800-200-9194

info@twhagency.com

‍~ Greg Skogsberg

Click here for a short video about this month's issue

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We now have annuity contracts with FORTY-ONE carriers.  More than any other FMO!  And this is just one of the reasons we are The #1 Concierge FMO in America!