August 8, 2020

Professional Financial Investment Advisor – Why Didn’t You Sell Me a Fixed Annuity Income?

A professional financial investment advisor sounds like a great title. Yet few “professional financial advisors” seek the right people to sell a fixed annuity income investment. To sell a fixed annuity income plan to an already qualified prospect is easy.

You did not ask me. Your guideline statistics ruled me out as being a fixed annuity income plan Your assumptions got you into trouble as you had no competition where spreadsheets and company comparison analysis was needed. You would not have had to fight off any objections to making a decision. You cannot have a sales opportunity when you do not know how to spot one. After all this, can you still call yourself a qualified professional financial investment advisor?

Your first wrong assumption   When you decided or were directed by your sales manager to sell financially related products, you were told the style of people not to waste your time on. Almost all true advisors to investors, along with agency crowned financial representatives are headquartered in the more prosperous suburbs of large metropolitan areas. This way the rep is in close proximity to where their key clients work and live.

WRONG   Pounding out freezer burned cold calls and mailers could provide a steady stream of willing investors with sizable assets. However, representative after representative is virtually knocking down their doors. Did ever think that the more unique businesses owners can choose to operate out of any location in the United States. To get away from the concrete jungle, their business is easily located in a smaller town, and still easily accessible. As their business location avoids rush hour traffic, likewise the home is also in a less populated zip code. You want to go by the teachings of your predecessors so you avoid prospects in more remote as they do not appear to fit the mode.

 

Your second wrong assumption    As an advisor selling financial investments you want to work exclusively with executives, and business owners of a certain asset level. A list broker gets instructions by you to target zip codes where the average income is over $100,000, the house worth more than $500,000 and personal liquid assets a similar amount. Zip codes can be very deceiving for giving pinpointed fixed income information. Averages can be misleading, as a $50,000 income and a $200,000 income average out to be $100,000. There could be a large number of manufactured home communities with residents averaging $25,000 income hiding higher earning individuals. You might be wrong that using zip code selection is a good fixed annuity income strategy.

Your third wrong assumption   You receive purchase a guide or lists showing the highest income workers in an area. Attorneys, physicians, and physical store owners would be among the top prospects listed. It is natural to assume that not anyone not on your occupational list or wealthy senior over 65 is worth pursuing. The non-workers as they must be bums, stuck in the middle class, or sliders on other people’s income. What about people that are social security disabled or who inherited money? You completely ignore that possibilities exist.

I failed all your assumptions – I do not live or work in a large affluent metropolitan suburb. My zip code contains a few manufactured homes, many hometown USA houses, along with an abundance of beautiful lakefront small lake homes. Since I am on Social Security Disability, my income puts me in a lower bracket.

How you could have wisely spotted me   My homestead is on 55 acres in a zip code of lots averaging a half to full acre. From the county office, you could have located me on a plat mat by acreage. Likewise, the tax rolls would show the excessive homestead taxes that I paid. You could have spotted dividends earned on mutual funds, when I formerly had twice as much value in them. From an internet search, you would have discovered that I own more than one piece of property. You could have checked for Corvette owners and found that I own a few.

These are all simple clues, which a flood of professional financial investment advisors could not figure out. Before the economic downturn, if even one had figured this out, he or she would have made a worthwhile fixed annuity income sale. Here is another underground method to finding overlooked leads. Look at the newspaper obituaries posted where services take place at upscale funeral facilities. This is digging, not grave digging. Right there are a listed supply of names and cities of people who may come into inheritances, or be soon changing their lifestyles.

Remember that to make money in insurance or as a financial investment advisor, adapt to conducting business in a different manner than everyone else.