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Steps to Selling Annuities
Step 1
Fact & Value Finding
Data Discovery
Understanding whether a client qualifies for an annuity product based off their current financial situation. Identify the following:
Hot buttons, Goals, Interests
Retirement Needs
Current Policies
Retirement & Saving Accounts
Risk Analysis
Learn more in the Master Course
Annuity 102 Section
Step 2
Collect Statements
Accounts and Documentation
Collect statements and documents from clients to get the full scope of their financial situation. Documents may include the following:
Bank Statements
Retirement Accounts
Investment Accounts
Life Insurance Policies
Long-term Care Policies
Learn more in the Master Course
Annuity 102 Section
Step 3
Create an Illustration
Case Design
Review fact and value finding documents, statements, and client's needs. Compare with available products. Do the following:
Understand Clients Needs
Review Statements & Documents
Product Selection
Product Illustration
Prepare Distribution Calendar
Learn more in the Master Course
Annuity 103 Section
Step 4
Present Illustration
Client Review and Close
Meet with client to present the illustration, note policy adjustments, and close the sale.
Review Client's Needs
Discuss Policy Changes (Optional)
Present Illustration
Product Close
Learn more in the Master Course
Annuity 103 Section
Step 5
Submit e-App & Transfer Funds
Carrier Application
After closing, fill out the e-App and submit to carrier, and begin transferring funds.
With client, fill out e-App
Collect Signatures
Submit e-Application to Carrier
Transfer Funds
Learn more in the Master Course
Annuity 103 Section
Step 6
Policy Issue and Client Review
e-App Approval & Review
Follow up with the carrier until the policy is issued, present the policy and gift to client.
Follow up with carrier until issued
Once issued, present policy to client
Present client gift
Set expectations for annual review
Learn more in the Master Course
Annuity 103 Section
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