Why And How to Conduct Annual Client Reviews For Insurance!
Dear Fellow Advisors: Are you struggling to find and set appointments, to make insurance sales? Annual insurance and financial reviews with clients are one of the best ways for you to solve that problem! While you will get referrals for long-term insurance sales success! (Don’t have current clients… work your warm market or call your Companies, Carriers, IMO, and FMO and ask for a list of orphan policyholders!)
A while ago, in one of our coaching sessions, we had an advisor who wanted to know how they could get more insurance referrals. He told us that he had over 400 people that they had sold. All of his clients love him. But they do not refer him to their friends and family. He wanted to know what he could do to get those people to give him insurance referrals. The answer I gave him is… You need to offer regular annual reviews with your insurance clients… “So that you earn the right to get insurance referrals.” “You will also make more insurance sales.”
Annual Reviews The Fortune That Is Hidden With Your Current Insurance Clients!
The annual client review is one of the best ways for you to increase your sales appointments and make more insurance and financial sales… RIGHT NOW! You will also get lots of insurance referrals. And yet, most insurance agents and advisors downplay the importance of a client annual review! Which is a big mistake any time… but especially today!
The main purpose of the annual client review is to find out if your clients have any unmet insurance and financial needs and want! Your goal is to help them identify anything that has changed. And then help them to uncover their concerns for the future!
There are 8 steps to an effective annual client review that will lead your client to trust you and set an insurance sales appointment with you. So you will make more insurance sales and get lots of referrals… RIGHT NOW!
1. Booking the Annual Client Review…
The key to booking an annual review with insurance clients is to make it necessary. The client’s insurance and financial annual reviews are NOT optional. Your assistant should say something like… “Hi ______ I’m Sara from Joe Smith’s office, He asked me to contact you and schedule you to come in for your annual financial checkup. There were a few things he wanted to double-check and a few things he wanted to discuss with you. Are mornings or afternoons better for you?”
Having an assistant make the call is the key! Make them accountable to keep the client’s annual review program moving and to book your insurance sales appointments.
Do NOT try to book your appointments! Because your insurance clients will ask you questions to decide if their annual review is really necessary.
2. Warm Them Up…
When you meet with them you must ‘rekindle’ the relationship. So you do NOT want to just jump into the process. Take the time to catch up with your client. Find out what has happened in their lives over the last 6 months, or however long it has been since you have seen them.
If the client asks questions about you, answer questions quickly and turn the conversation back to them. Get them to talk about themselves. Ask questions, and let them talk, while you listen. Find something that you have in common with them.
It is amazing, that when you get people to talk about themselves, they will feel connected to you and ‘like’ you. Because they will feel like you understand them, not because they understand you!
So, do not rush through this step. This step is extremely important if you want to gain their trust. Do not discount or dismiss how important it is in the insurance sales process!
3. Review Your Client’s Situation and Annual Progress…
Now is the time for you to do a full fact-find. Even if you did a full fact-find when you first met with them, review everything they have… all their financial holdings; insurance policies; pensions; 401ks; IRAs; savings accounts; tax returns; etc.
You will also want to review and reaffirm their short-term goals. Ask if anything has changed. In some cases, you will make changes to a client’s investment portfolio. In other cases, you may suggest changes based on certain life events. The birth of a child or grandchild may require a discussion about funding a college plan. A divorce may require changing the beneficiary on retirement accounts and life insurance policies. It will also help you to uncover missed opportunities for other insurance sales.
Then you will want to examine a client’s progress toward their long-term goals. This benefits both you and your clients. Clients get to step back from their busy lives… review their goals annually and confirm their insurance and financial priorities. You have a chance to reconnect with your clients to affirm their positive actions toward their goals. Or you can help them to refocus so they do not get too far off track. Plus you get a chance to enhance the relationship and trust.
4. Educate Your Clients…
Here is where this client’s annual review process turns into more potential insurance and financial business. You should be a student of the economy and market forces. You should also be able to talk about current events in simple terms for your client to understand. This information will help you move them to action for the next client’s insurance and financial annual review.
Educating your client about current economic chaos and market forces builds a natural bridge for your conversation about the need for “safe money”. When they agree with the need for “safe money strategies” based on the current market… Then you will have an opportunity to show them the insurance and financial sales vehicles that will fit their situation and meet their goals.
In addition, you will want to review with your clients anything new to either confirm or provide a basis to alter your client’s short-term or long-term strategies. For instance, new research shows the escalating costs of nursing homes or health care in retirement would not change the goal of “secure long-term retirement,” but it would change the strategy to achieve that goal.
Advisors should also address other changes that could adversely or positively affect a client’s financial plan. For example changes in federal estate tax laws; income taxes; social security; and devising possible plans of action.
5. Give Them Free Sound Advice…
If you want to create more trust and respect for yourself and your services, then talk about and advise on things that you don’t make money on. Talk about the need for a Will, Trust, Living Will, Durable Power of Attorney, etc.! Or, why buying a two-year-old car is better than, buying the latest model? Share what you do to save money and why!
6. Planting Seeds for the Future Client Annunual Reviews…
Discuss their long-term goals and the next steps they may want to take to accomplish those goals. Share what you are doing to achieve your long-term goals and why!
7. Get Referrals…
The number of insurance referrals you will get with annual client reviews when you do it right will astound you. These client referrals will give you a steady stream of great new insurance prospects. So you will never have to spend money on insurance sales leads or marketing ever again.
If you are a seasoned insurance producer looking to turn your business into a thriving 100% referral practice, you must conduct regular annual client reviews!
And if you are new and have only a few clients, then annual client reviews are one of the best ways to quickly grow your insurance and financial sales… While you cut your expenses!
8. Manage Your Client’s Expectations…
In most cases, you and your clients will want to establish a regular appointment to meet and review their situation on an annual basis. In some cases, you will want to meet on a quarterly or semi-annual basis. If you do not see your clients yearly, they are not your clients! They are just customers.
The last part of the annual client review should outline and establish how often the client wants and needs to be seen. “A” clients are usually larger clients with more moving parts to their financial portfolio. With a change in their lives and portfolios, comes the need and opportunity to reposition assets. This is less about your commissions and more about what the client needs. It just so happens that when you do the right thing for the client… You will do the right thing for yourself! It’s funny how that works!
Set a schedule for how often you will meet with them. At the end of the annual client review, they should know when they will meet with you again. Preferably, you should set the appointment before the end of the meeting.
When you manage your client’s expectations… Then you will fill out your appointment book well in advance. While you train your clients be prepared to meet with you. As a result, you will remove many obstacles to the insurance sales process… before they even appear.
Client Annual Review Summary
Regular annual reviews with your clients are one of the main reasons why the top producers we work with today… earn $300,000, $500,000, and more per year selling insurance!
Do you have a problem setting up annual insurance client reviews? It is because they see you as just a salesperson. And is that because you have not built a trusting relationship?
Is a big reason why you do not have a trusting relationship with your clients… is that they never hear from you? If you want to start to build a good trust relationship, then you should be sending people your monthly newsletter. It will make it much easier for you to set an annual review with your insurance clients. It will also make it easier for you to set a sales appointment with your friends, family, neighbors, and referrals! (We can provide you with a printable version, email version, and digital link for only $79.95 per month. So we have done all the work for you… with free personalization.) Senior E-Newsletter Sample / Pre-Retiree E-Newsletter Sample
You will also want to set up a system to ask for and receive referrals from everyone you know. Our Dynamite Referred Lead System™ is only $95.00 “Immediate Download!”
Is your excuse for not doing an annual review with insurance clients… you don’t have the time? Then you need to make the time? Because it is much easier and more profitable to sell to your existing clients than to always search for new people to sell to!
What These Top Advisors Say About Their Success With Our Insurance Agent Sales Skills Training And Video Programs To Close 9 Out of 10 Insurance Sales!
“Lew, I recently purchased your Advanced Fact-Finding Video… I have been on two interviews so far and used the methods you described. It was surprising how the folks opened up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were… before they were asked to buy anything. In both cases, the customer actually told me what they were going to buy! By the way, I am going to recommend that you contact Allstate’s Financial Specialist Manager, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name.” Robert Dupuis, Allstate Agency Owner, TX
“Your (insurance sales skills) training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start off every new call by saying, “I know we’re here to talk about health insurance, but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich – UT (30+ Years In Financial Services)
Get Everything You Need To Immediately Find Your Ideal Prospect, Set Better Sales Appointments, And Close More Insurance Sales Now!
We have trained agents and advisors for over four decades on the best marketing techniques to find and attract your IDEAL insurance and annuity prospects. To immediately set more sales appointments and close more insurance and annuity sales! So you are successful in selling insurance, annuities, and your services! We are here to help you make it happen! Our insurance and annuity marketing, sales presentations, and training programs have a documented 80% agent success rate… compared to the industry’s 90% agent failure rate!
We are here and want to help you to be a sales success in selling life insurance and annuities. Give us a call today so we can review your situation – 877-297-4608! There is no cost or obligation.
Advanced Insurance Sales Skills Training System And Videos… With 90 Says Of Personal Training, Coaching, And Sales Support!
When will you learn how to help your insurance clients so they will want an annual review? Remember client annual reviews are the best way to get easy insurance sales and the best referrals!
Unlock the #1 Critical Key to Insurance Sales Success
Are you struggling with prospecting, setting appointments, and closing insurance and annuity sales?
The root cause could be your approach to questioning and listening skills.
In this eye-opening ebook, you'll discover why becoming a great questioner and listener is the number one critical key to your overall success in the insurance industry. It's one of the easiest and quickest ways to dramatically increase your appointments, sales, average sale size, and income!
Download your copy of 'How To Close 9 Out Of 10 Sales'
How To Close ‘9 Out Of 10’™ Insurance Sales!
When will you get the best insurance sales skills, questioning, and fact-finding training, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help families find the money to spend, save, invest, insure, and plan wisely for the future. So they can “Live Debt-Free And Truly Wealthy?”
Check out our How To Close ‘9 Out Of 10’™ Sales Tool Kit! Because you will get 90 days of personal training, coaching, and mentoring… with back-office sales support! All from a team that has helped agents to succeed for over 40 years! It is the best annuity and insurance agent sales training… To guarantee you will earn $250K or more per year in life insurance and annuity sales!
First, we will show you what to say and questions to ask so you can set your best insurance sales appointments. Then we will show you how to help families identify and want to solve their problems. We will also show you how you can help families find the money! So that they can take action right now!
Then we will show you the best ways for you to present your ideas to your families. So you will close more and larger life insurance and annuity sales in the next 30 days! It is the best insurance agent and financial advisor training to earn $250K or more per year! It is the best insurance training to help people so they want to meet with you over and over again for a client annual review.
When will you get the tools, insurance training, and support you need for a great Annual Client Review? So, you will double and triple your insurance sales even in the next 30 days? And so you will get tons of great referrals.
Includes… 90 Days of Personal Insurance Agent Success Training, Coaching, and Back-Office Sales Support Worth $2,097!
And also Membership to Our IPS Private Site at $39.95 per month after the first month,
IPS Mini-University In Insurance Marketing And Sales
Not Sure Where To Start… How to Conduct Annual Client Reviews For More Insurance Sales and Referrals!
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
In December 1999, we created the Insurance Marketing and Sales Resource Center because of the serious lack of marketing and sales training for financial professionals. There is a 95% FAILURE rate of new agents entering financial sales and most agents who survive struggle to make a mediocre income. It is because most agents are being taught to sell products – instead of learning how to help middle-income families find the money to get out of debt and save for their future. Our goal is to provide an affordable way for agents to get all the training they need to guarantee they will succeed and earn a superior income by helping middle-income families find the money to save for retirement to “Live Debt-Free And Truly Wealthy”!
Over the past 20-plus years, our family has helped thousands of agents and advisors increase their sales in a few weeks to earn $3,000 – $7,000 per week, $150,000, and more annually! By becoming members of our Insurance Marketing and Sales Resource Center. It is only $39.95 per month and you can cancel anytime. Check it out, because it has detailed insurance marketing strategies to attract the best prospects in your area, with many hours of agent video training. It also has in-depth appointment setting and insurance sales training, with even more agent video training… including the sales appointment scripts, fact-finding questions, and more. We also have live weekly insurance agent training webinars.
We are always here to help and guide you every step of the way to find your best prospects, and set appointments to succeed in selling more life insurance and annuities!
Here Is What Our Members And Experts Say About Our Affordable Insurance Agent Training!
“After just reading the first page of Insurance Pro Shop Marketing 101. I learned that I need a new business card, a new tag line and new phone line. That’s just from page 1. Then I asked Jeremy about Final Expense and he said stay away from it. He gave me the reasons why. He also told me never buy a lead. I learned more from him in 3 short 2 minute questions that I learned in the last six years. He has a very calming personality and helps you in any way he can.
I am blessed to have come upon Insurance Pro Shop. Jeremy is a delight and never gets irritated in the slightest and always calls you back. I am very fortunate to have met him at this junction in my life and career. Thank you for giving me the direction and patience I need now.” Neal Merems – CA (34 years in the business)
“Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university (Insurance Marketing and Sales Resource Center) last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! I think your program will tremendously help my father and I in our business! Thanks,” Bryan Grissum – MO (5 years in the business)
“Just wanted to drop you a quick note about your webinars. Your webinar content has been FANTASTIC! You help to “cut through” to the heart of what’s most important, in order to do an accurate and great job for the client. Sure, you often run past the 1 hour mark, but it’s always been valuable content. IPS always delivers! Everyone who is a student of the life and annuity insurance business needs to hire you to be their teachers for insurance and financial planning. You keep doing what you’re doing. You’re filling a vital need in the insurance training industry. We’re all lucky to have you and your family serving the industry the way you do.” David H. Kinder, ChFC® – CA (11 years in the business)
“Will, thank you so much for adding the Trusted Advisor videos to the Private Member site. (Insurance Marketing and Sales Resource Center) I have watched the videos several times so far. Please continue to add great videos like those to the Private Member site. Best, Ric” Ric Komarek, RFC® – CA (7 years in the business)
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
What Are You Waiting For – Get Our Affordable Online Live Weekly Group Training And Coaching Webinars For Insurance Agents and Financial Advisors!
Are you a seasoned financial advisor, a new insurance agent, or a P&C agent? You need training and coaching to learn these critical and fundamental insurance marketing, exclusive leads, and sales strategies right now! They are not an option if you want to be a Trusted Advisor and be ultra-successful in insurance sales.
This training is how you will learn to send a “special marketing message” about how you help middle-income families Find The Money for a secure financial future! Following our program you will easily attract exclusive insurance leads/prospects in your community! NO more leads to buy! No more traveling all over your county and state. Save time and thousands of dollars each year!
Then learn how to ask the right questions to set appointments with almost everyone you call. You will set more and your best insurance sales appointments! Because they are better quality, you will also need fewer insurance sales appointments, and they will all be in your local area! Save time and thousands of dollars each year!
Then learn how to help middle-income families Find The Money to close more and larger sales! The average insurance commission per sale when you help middle-income families Find The Money is $3,000 to $7,000 in commissions.
This is just the start of the life insurance marketing and sales agent training, courses, tools, strategies, and videos you will also get… When you decide to be an elite member of our IPS private life insurance marketing strategies and sales training website.
INCLUDES… 4 Live Hour Long Weekly Insurance Agent Coaching Webinars each month – Live Group Coaching – Case Design Classes – with Insurance Marketing, Prospecting, And Sales Training Tips and Strategies! You will have immediate access to all of our Past Live Insurance Agent Coaching Webinars!
There are many benefits to insurance agent sales training, coaching, and support! 80% of insurance agents who receive insurance marketing training, coaching, and sales support report increased self-confidence. The more confident you are in your ability to help middle-income families, then the more people will want your help.
Finding The Best Life Insurance Leads, Setting Insurance Appointments, And Closing More and Larger Sales Is Easy… When You Get The Best Agent Training And Live Agent Coaching From A Family Who Have Been Training Agents And Advisors For Over 40 Years!
Become An IPS Member today to check out our agent marketing and sales training life insurance programs! Find the best leads and sales appointments to help middle-income families!
30-Day ‘Risk-Free’ Trial, 100% Money Back Guarantee!
Note: We have agents from around the world who are members of our affordable, IPS Exclusive Members-Only Website… And use our life insurance and annuity marketing systems, sales systems, tools kit, and personal agent and advisor training program – Canada, the United Kingdom, Indonesia, India, and the Philippines!
When Will Take Control Of Your Life – To Succeed In Selling Insurance!
Stop putting it off! When you can get the insurance marketing systems, sales training, agent support, and critical strategies you need to succeed with selling life insurance!
IPS Personalized Client Newsletters – Free Personalization
Do you want a stream of your ideal insurance clients and exclusive leads? Do you want to make it easier for you to set appointments and close the most life insurance sales? Then make sure that your name and special insurance marketing message of how you are helping middle-income families is out there! So you are always in front of your ideal prospects.
Your client newsletter is critical to staying in touch with prospects, friends, family, and clients. It is also a key to more repeat sales and referrals (exclusive leads) from your current clients. So it is a huge key to you being a successful insurance agent!
Remember, ‘Out Of Sight, Out Of Mind’ is a deadly mistake for advisors. Why would your clients, friends, family, neighbors, or prospects call you when they need your help? Or when they are ready to buy. Since they never hear from you, don’t remember you, or know how you help middle-income families! And, then why would they refer people to you?
Are You Asking Your Insurance Prospects Enough Probing Questions? Only $39.95
One of the recurring topics we write about each week and talk about every day is asking your insurance prospect the right probing questions. And then ask your insurance prospects enough probing questions! That is because asking your insurance prospects probing questions is one of, if not the biggest key to increasing your sales for success selling insurance. Accordingly, agents have asked us for a complete list of probing questions to use with their insurance prospects! As a result, we have compiled a list of all of our favorite probing questions. And we put them all into our limited edition e-book… Are You Asking Your Insurance Prospect Enough Probing Questions? Inside this 24-page guide, you will find our goldmine of probing questions you should ask your insurance prospect to increase your insurance sales today. More Details! Immediate Download… Only $ 39.95
A huge agent success key to attracting the right prospects, setting better appointments, closing sales, and increasing your income selling life insurance is and always will be asking enough questions!
When Will You Read Our Full-Length Book? So You Will Learn How To Help Middle-Income Families?
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
Important Question… Are you in this insurance business just to make sales? Or are you interested in helping middle-income families? Who do you think your insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more insurance agent marketing and sales training, coaching, sales support, ideas, strategies, and client annual review programs you get to learn how to help middle-income families… Then the more you will learn to help yourself and your family! Nothing will change until you decide to take action to make it change!
Get The Insurance Sales Systems and Annual Client Review Training To Make More Insurance Sales And Get Referrals!
Annual Reviews For Life Insurance Clients
Annual Reviews With Insurance Clients for Easy Insurance Sales And Referrals!
Insurance Annual Review Letter For Clients and Family!
