Needless to say it was a good day’s work, 1 million x 7% = 90k plus the managed money
“ Ari, I just had to share this with you. Some background: This prospect had actually attended a seminar of mine in February 2011. We had been communicating with them for over a year with emails and newsletters etc. They emailed me about 6 weeks ago and scheduled their first appointment and we had already been through 3 appointments. We had scheduled a 4th appointment for last week but wasn’t really sure what to expect. I decided to call him the night before and use some of the language that you introduced to us in Pittsburgh. I asked him for some feedback (instead of “follow-up”) on the illustrations and what we had proposed. Also asked what he would like to accomplish in our visit the following day? Spent about 15 – 20 minutes with him on the phone.
When he came in the next day it was literally the easiest and least resistant sale I have ever made! He initially wasn’t going to give all of his money, he was thinking of doing some of his annuity business with me and maybe 300-400k of managed money. WOW was I surprised when he said let’s do 1 million in annuities and 1.2 million in managed money!! He moved all of his money to us!
Interesting side note, he started off the conversation by saying “Brian we met with you a few times now and Betty and I feel like you really understand our situation and what we are looking for.” After that it was just a couple of details and bringing Ann in for the paperwork.
Needless to say it was a good day’s work, 1 million x 7% = 90k plus the managed money? (Also it’s worth noting that this was my first 1 million dollar annuity and 2 million dollar plus case)”