Tuesday Tips – May 12th, 2015


Alerts

Voya Increasing Rates

Voya has announced a rate increase for several of their products effective May 13th. Call today for rates and state availability.

Great American Increasing Rates

Great American has increased rates on the American legend III and Safe Return indexed annuity. Call today for details and state availability.

Sales Opportunity

Overfunding Life Insurance

Max funding life insurance isn’t a new concept but discussing the strategy in simple terms with a potential client is key to making the sale. Available for download is a simple yellow pad concept with scripting that discusses the benefits of overfunding life insurance and taxation.

Industry News

PIMCO Hires Ben Bernanke

PIMCO has hired Ben Bernanke to help right the ship since Bill Gross’s exit. Since Gross left about $400 billion has walked out the door. Whether choosing Bernanke was a wise choice remains to be seen.

Hot Rates

Genworth SecureLiving Growth +

Genworth recently introduced a new product called the SecureLiving Growth +. This competitive product is on a 10 year chassis and is designed for accumulation and competitive income. The product offers a 50% interest credit bonus while the product is in deferral and it offers both level and increasing income options.

Sales Opportunity Downloads

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Tuesday Tips – May 5th, 2015


Alerts

Transamerica Discontinuing Products

Transamerica will be sun setting several products effective June 6. Applications must be received in good order by June 5. Call today for a full list of products to be discontinued.

Athene Dropping Rates

Athene will be lowering rates on the Target Horizon 10 and 15 fia series effective May 8th. Call today for updated rates.

Sales Opportunity

Changing Times

In working in the financial planning arena often times plans have to be adjusted and reworked. These changes can be due to law changes, or tax changes, and performance of the overall plan. Another area that can impact a plan is societal changes. Attached is a great piece that discusses societal changes and planning opportunities.

Industry News

Industry Perks Challenged

Senator Elizabeth Warren recently sent a letter to 15 of the biggest annuity companies requesting more information on their advisor perk programs. Senator Warren recently made a statement,”Annuity agents that are more interested in earning perks than in acting in their clients’ best interest can place Americans’ savings and retirement security at risk.”

Hot Rates

Voya Wealth Builder Series

Voya has introduced a new series of fixed index annuity products that range from 6 to 8 year surrender periods. The products offer optional income riders as well as caps as high as 6% on the high band. Call today for details and state availability.

Sales Opportunity Downloads

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Marketing Corner – May 1st, 2015

Small, Everyday Marketing Ideas

A few months ago we discussed the value of off-holiday marketing. Off-holidays provide great opportunities to make contact with clients/prospects and to also offer timely promotions or communications. Beyond off-holidays though, there are other marketing opportunities—ones that may seem small or slight—but actually end up being some of the best ways to prospect and maintain client relationships.

Permit me this analogy: a super athlete like Tiger Woods does not win the game with flash hot shots. Rather, he wins incrementally, chipping away and making the right small moves that build to the big ones. So while you can go for the big shots in your marketing efforts, you should also focus on the incremental, regular things that you can do anytime.

Here are five things you can do to win the game in small, meaningful steps.

Check In Regularly With Clients and Prospects

Schedule courtesy calls/emails to check in with your clients and prospects on a regular basis, outside of occasions like holidays. How often will depend on the personality and relationship of the client. But what’s important is to have a periodic casual conversation. Find out what’s new in their life and see how their goals and priorities are tracking with their financial plan. This gives you a chance to see if there are other services or products you can provide to them. But it also shows that you care about them beyond the initial provision of services, meaning that they are likely to return back to you when a need arises and refer others to you.

Birthdays

Although many companies use birthdays to issue promotions, communications, and offers, these tend to be special birthday related deals. As a financial advisor you likely do not have a birthday deal to offer. However issuing a handwritten birthday card to a client lets them know you are thinking about them and keeps your name on their mind. The important thing is to be sincere and genuine.

Social Media

Social media will not be a silver bullet answer to all your marketing needs, but it is a great way to make regular contact with clients and prospects. Invite consumers (especially your current clients) to participate on your social media platforms. Make your social content enticing to clients and prospects by varying between sales pitches and relevant content. Like and follow their activity as well. Allot a regular amount of time everyday (10-30mins) to adding more connections. Leverage your current connections to build a wider personal network.

Participate in Social Discussion Groups

Not only should you try to foster a social media following by providing great and relevant content, you should participate in online community and business groups. These are opportunities to present your voice in a venue where clients and potential clients may hear it.

Write Articles for Website Hubs (and yes even Letters to the Editor in local newspapers)

There are two ways to approach this idea. You can write content that is related to you and your capacity (expertise) as a financial advisor. But you can also write discussions that are more general, on a topic that you and your target clients/prospects might share. Search out online forums and blogs, and also submit letters to the editor of your local newspaper.

2015 CD Renewal Kit

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Tuesday Tips – April 28th, 2015


Alerts

Athene Upgraded

Athene rating with A.M. Best has been upgraded to A-. Call today to learn more about their product offerings and state availability.

F&G Rate Decrease

The rollup rates for the Safe Income Plus, Prosperity Elite Series, Income and Wealthbuilder series, FG Accumulatro Plus series, FG Index-Choice 10, and performance Pro are all decreasing by .50bps this week. The change will take effect April 29th.

Sales Opportunity

The Cost of Waiting

Many consumers have a tendency to drag their feet when it comes to setting up a financial plan or saving enough for retirement. One of the biggest challenges is getting them to understand that not having a plan or waiting to plan can have a significant effect on their quality of life in retirement. Attached is a great visual piece that discusses not only the state of the economy but a wealth of charts and information discussing the potential hurdles when saving for retirement and why proper planning is so important.

Industry News

Federal Spending

According to the CBO year to date the federal government has ran a budget deficit of $430 billion which is $17 billion more than the same time period in 2014.

Hot Rates

Allianz Life Pro +

The Life Pro + indexed universal life policy with Allianz is a competitive product designed for cash accumulation and flexibility. It offers a number of indexing options with annual point to point caps as high as 15%. In addition to this it offers flexible death benefit payout options as well as optional LTC benefits. Call today for more information.

Sales Opportunity Downloads

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Marketing Corner – April 17th, 2015

Is Your Business Prepared for Google’s New Changes?


You may have heard rumblings about a new Google algorithm update coming soon. For anyone with a business website, hearing that Google is going to make any change at all can inspire fear, anxiety, sweaty palms, pained prayers, and breath-holding. The world’s most popular search engine in the world certainly holds quite a bit of power in the ecosystem of the Internet and any shift of weight by this web giant will ripple far and wide.

So…should you be scared?

Yes and no.

Google claims that the April 21 update will be a mobile-friendliness update, citing the growing importance of mobile site to overall searches.

As posted on Google’s Webmaster Central Blog:
Starting April 21, we will be expanding our use of mobile-friendliness as a ranking signal. This change will affect mobile searches in all languages worldwide and will have a significant impact in our search results.

Consequently, users will find it easier to get relevant, high quality search results that are optimized for their devices.

Sounds great, except if your website is not mobile-optimized. Basically this means if your website is not mobile-friendly, your mobile search traffic can dwindle and you will lose rank.

This repositioning of mobile is indicative of the larger trend towards smartphones and tablets as the go to device for Internet searches. Those who treat mobile interaction secondary to desktop interaction are in a for a ride.

You can test your website’s mobile-friendliness here:
https://www.google.com/webmasters/tools/mobile-friendly/

googlemobiletest

If your website is considered mobile ready, then you don’t have much to worry about. Now you know the focus is on mobile-optimization, so maintain and improve your mobile appearance.

If it not, then consider mobile optimization. According to a very recent Local Search Association Study, 60% of US adults now use tablets or smartphones over PCs to get information about services and products.

**
This post is part of Legacy Financial Partners’ ongoing Marketing Corner, a space that offers advisors short sales ideas, yellow-pad concepts, and alerts to aid advisors in lead conversion, marketing, and client relationship building.
For more Marketing Corner topics click here or go to:
http://legacy-financial-partners.com/category/marketing-corner/

Be sure to also check out Tuesday Tips, our weekly offering of alerts and opportunities for advisors and agents.
Follow Legacy Financial Partners on Twitter: @LegacyFP

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Tuesday Tips – April 21st, 2015


Alerts

Mass Mutual Rate Increase

Mass Mutual has announced a price increase for it’s GUL and SUL products. The price increase will take effect April 27. The last day to submit an application on the old rates is April 24. Call for additional details.

Allianz Rate Changes

There are a number rate changes that go into effect April 28th for several Allianz Products. Some rates will be going up and others will be decreasing. Call today for additional information.

Sales Opportunity

John Hancock Vitality Program

John Hancock has introduced a new program that can save your clients as much as 15% on their insurance premiums. Clients can’t get reductions in premium along with other benefits just for living healthy. Call today for additional details.

Industry News

Boomer’s and Retirement

According to a recent IRI study 27% of boomers are confident they will have enough for retirement. This is down from 40% in 2011.

Hot Rates

Equitrust Wealthmax Bonus

The Wealthmax Bonus is a simplified issue single premium indexed life product. In addition to competitive caps the product offers a 12% premium bonus, return of premium, and a chronic illness rider. Call today for details.

KUTTINredux2_01

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Marketing Corner – April 13th, 2015

Managing Expectations with Prospecting

Let’s begin with a less-than-controversial statement: prospecting is hard business. This is true even if you are lucky to convert a sale on the first interaction, because after you have satisfied that client, you have to think about where the next one will come from. Prospecting, especially within the financial services industry, is never-ending, with very few fish that jump into the boat.

The problem that many advisor and agents have regarding prospecting is a somewhat unrealistic attitude of instant conversion. Many of the advisors we work with have an immediate need; they may not be getting the same amount of leads they used to, or they may have a harder than usual time converting prospects into clients. While there are things in the immediate that advisors and agents can do to work through these challenges—such as purchasing leads, boosting web presence, and repositioning overall marketing strategies—you should also work to manage your prospecting expectations, and understand better pay-offs will often come with time.

Here are some prospecting pitfalls, followed by some thoughts on how to overcome prospecting challenges:

Prospecting Pitfalls

Your net is too wide, too narrow, or too unvaried.

As we’ve discussed before good marketing comes down to understanding your target market [ http://legacy-financial-partners.com/marketing-corner-thursday-jan-8th-2015/ ], and understanding the consumer profiles within your broader target market. So is the answer to become niche? Not exactly. Be both broad and niche. Have varied and dynamic marketing strategies; once that are rooted in what works and allows for experimentation.

The natural inclination is to try to convert the sale immediately

This can create tunnel vision. Obviously when interacting when with prospects, you should make the best case for your services and solutions, but closing away from a consumer once it becomes clear they aren’t ready, can waste an opportunity that occurs once they are ready.

You spend time burning and turning leads, rather than growing the seeds of opportunity.

Again prospecting is hard business, taking up significant time and resources. Why would you want to spend effort on a busted lead, when you could try your magic on a fresh prospect? Isn’t prospecting a numbers game? Yes, but it’s a numbers game on multiple axes of movement. If you only go after slam-dunks, you will miss the other shots that let you ultimately win the game.

It’s not an “either, or” situation. You can still aggressively pursue those clients that convert on a first pass and also have a measured approach to prospects that need time.

Some Suggestions for Overcoming Prospecting Pitfalls

Manage Expectations

You undoubtedly hope that trigger events such as retirement, would make prospects susceptible to your charm and expertise. Understand that these trigger events are not the same thing as a prospect screaming, “I need help, now!” It means that a consumer has a potential need, likely in the near future. It also probably means that the consumer will explore a lot of options and consider their overall goals by the time they reach you, and that your initial interactions with them will be seen as part of their option-weighing process.

Even if you have gathered a group of pre-retirees for your seminar on Social Security and Retirement Portfolio Maximization, you may get very little or no appointments out of that (or you may convert every single attendee into a client). But you have inserted yourself into those individuals’ evaluation process, assumed an authoritative role, and provided good information. What may be a failure in the short-term could very well be a success in the long-term. This is why when you do live events you capture as much prospect information as possible — for analysis and follow-up.

Use Direct Mail and Drip Email Campaigns for Serial Contact

Direct mail is an old-school way of marketing that still proves it’s worth, especially with pre-retiree consumers. So don’t discount it just yet. Drip email campaigns provide serial contact that track along with a prospect’s long-term decision-making process. So while a consumer takes the time necessary to figure out their financial priorities and weigh their planning options, they will have a periodic reminder of your services, expertise, and interactions.

If you can automate this process, even better. This will allow you to split your time between immediate converts and long-range opportunities.

FOLLOW UP FOLLOW UP FOLLOW UP

Always follow-up on a prospect. Demonstrate your concern and expertise. Provide a personal touch.

It is important to remember that doing just one of these will be insufficient to properly engage with your community. You should look at all of these practices, as well as any others, to build and maintain your community presence. Whatever methods you practice, also remember that engagement is supposed to be an extension of you—your services, business philosophy, professionalism, and friendliness. The more you see these as opportunities, rather than duties of running a modern business, the more value you will get out of them.

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Tuesday Tips – April 7th, 2015


Alerts

LibertyMark Rate Change

Effective April 15th rates on the LibertyMark 7 and 10 series will be reducing. Applications must be in house by April 14th to qualify for the old rates. Call today for additional details.

Phoenix Product Changes

Effective April 15th Phoenix will discontinue sales of the select plus, phoenix edge spia, family shield, and reflections gold bonus. In addition to this Phoenix will be reducing the payout percentage on their income riders. Call today for additional details.

Sales Opportunity

CD Renewals

April is CD Renewal month. In preparation for this we have put together a comprehensive sales kit with sales presentations, concept pieces, and point of sale pieces. Call today to request your kit.

Industry News

Annuity Increase in 2014

Total annuity sales for 2014 were $22.4 billion which was an increase of 3.8% according to Beacon Research and Morningstar.

Hot Rates

American Equity Traditions Gold

The traditions Gold offers annual pt to pt caps as high as 5% including a performance trigger option at 3.75%. In addition to this it offers 6 income rider options and has a death benefit and income doubler included. Call today for details.

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Tuesday Tips – March 31st, 2015


Alerts

Athene Benefit 10

There was a slight cap reduction on the Benefit 10 FIA with Athene. All other product features including income rider remain the same. Call today for additional details.

Accordia April Rates

Accordia has announced rate decreases effective April 15th for its universal life and indexed universal life products. Policies issued after April 26th will receive the new credited rates.

Sales Opportunity

Tax Time

Call us today to request a 1040 overlay kit. These kits include a 1040 overlay as well as an accompanying sales guide that discusses sales concepts for each line item. We have a limited supply so request yours while we still have some.

Industry News

Health Care Spending

In a report from Altarum Institute it was determined that health care spending increased by 5% in 2014 which is an increase from the average of 3.9% between the years of 2009-2013.

Hot Rates

Voya Wealthbuilder Plus

The wealthbuilder Plus is an 8 year product with competitive caps and income rider. The product offers a 6% annual pt to pt cap for premiums of 100k or more and a performance trigger strategy of 4.25%. In addition to this it offers a unique 2% stacking rollup on the product. Call today for details and state availability.

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Marketing Corner – April 6th, 2015

Don’t Miss Out On April CD Renewal Opportunities

October 19, 1987. The largest percentage drop of the Dow Jones Industrial Average—a negative 22.61% loss. This is, of course, Black Monday. At the time many thought the effects of this market crash would rival the Great Crash of 1929 (Black Tuesday). However, markets rebounded, with some volatility. For example, just as Black Monday was preceded by all-time highs, so too was the Friday 13th Mini-crash that occurred in October 1989.

The stock market has since experienced much change in the intervening 27 years or so (2008 anyone?) the effects of the 1987 crash are still rippling through the marketplace, in a curious way. One immediate effect (and possible contributor to the severity of Black Monday) was that many individual consumers took their money out of exposed investments and stuffed them into Certificates of Deposits.

This explains why the months of April and October are known as CD renewal months—when consumers’ six-month and twelve-month certificates of deposits are up for renewal. When compared to the market risks, CDs seem like a good bet, and certainly did in October of 1987. CDs provide guaranteed, but by no means huge, interest rates and they are backed by the FDIC.

Many consumers are comfortable with their long-range CDs, but the problem that some face is that CDs do not track as well with inflation as other products do, such as modern versions of annuities.

This presents a great opportunity for the agent or advisor. A client or potential client could see a better—and still safe—return by parlaying their CD funds into an instrument that has greater interest rates and underlying guaranteed structures. Many consumers from the CD boom that resulted from Black Monday may not even be aware of modern, more agile, financial products like fixed indexed annuities. They may renew their CDs out of habit, out of a sense of familiarity and security.

Certainly every consumer is going to be different. For some individuals, their CD may be perfect for their needs and desired level of marketplace participation. It will depend, but it does mean that April and October are good times of the year to have these kinds of discussions, uncover new needs, and make product sales.

To help take advantage of CD renewal opportunities, Legacy Financial Partners is pleased to offer our CD Replacement Kits. Click here to get your complimentary CD Replacement Kit.

It’s still tax season, so don’t forget about our 1040 Overlay Kits.

Complimentary CD Renewal Kit for 2015


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