Issue #1 How You Can Quickly and Easily Become a Top Rollover Specialist in your Area and Start Selling $200,000-$400,000 IRA Rollovers with Average Commissions of $14,000 to $28,000. Dear Member, I'd like to welcome you to our first issue of the "Ultimate Trade Secrets Report™". As you'll notice from the beginning, this isn't your "typical" newsletter. Most newsletters contain a few advertisements, a short 500-800 word article and some tidbits of other information. This is something different... Each issue of the "Ultimate Trade Secrets Report™" will consist of a 8-12 pages. (The first two issues will be longer since they are our base that we'll be building upon in future issues.) I want to keep things SHORT enough so you can digest the information in one quick sitting, while being LONG enough to give you a good explanation so you can actually implement many of these sales and marketing strategies into your business. If I can pull that off, I know you'll keep coming back for more. In these monthly reports you will discover how you can position yourself to get your share of the 18 Million rollovers just waiting to be rolled over in the next few years. If you’ve been looking for an easier way to starting writing your share of IRA Rollover, fixed and Index annuities, LTC and Life Insurance market in your area, this report is going to be a revelation. Why? Because this is the BEST time in history to be in the IRA Rollover market and the annuity business. Stop beating your head against the wall trying to make money off those worthless Social Security lead cards, elder Care leads, internet leads that are sold to 4-6 other advisors in your area. Stop buying those over priced appointment setting leads and watching your credit go past its limit. If you could pick only one market to master, where you can make an average of $14,000 to $28,000 IRA Rollover commissions in your town; the one with arguably the most potential to bring in new income for advisors, then I would tell you without a doubt it’s the 401k and IRA rollover market. That’s because the baby boomers only retire once, and it’s much easier for advisors to acquire rollovers dollars before they are moved to an IRA account by Fidelity or some other big brokerage outfit that advertises on TV. Over 15 Trillion dollars are literally up for grabs. I tell members everyday that the IRA Rollover market is the super bowl of mega commissions. It’s like coming into the Super bowl at the last play of the game and your team is on the one yard line and you score the winning touchdown. You get your name and picture in all the highlight reels and all the glory. In other words, people have been accumulating there money over the last 20-30 years and you come in when they retire or just before they retire and roll their money into an IRA and receive Super Bowl sizable commissions. You Need to Go Where The Money Is… Willie Sutton said he robbed banks because “that’s where the money is.” While that’s not the business financial advisors are in, they do need to know where the money is. Today it’s with mature Americans. People older than 50 make up just 25 percent of the population but control 75 percent of the wealth. This isn’t surprising. Most people in their mid-50s, 60s and 70s have paid off their mortgages, sent their kids to college and bought most of the things they need. They’ve saved for years in 401(k) plans, IRAs and certificates of deposit. It’s rare to find a mature person who doesn’t have at least one CD or annuity. This treasure trove of wealth represents an enormous opportunity for advisors. Older adults look for a combination of safety and performance in their investments. They want their money to work as hard as possible without exposing them to too much risk. Few, however, have an ideal set of savings and investments, and they often have too much money in low-interest checking or savings accounts. CDs are a step up, but the after-tax return is usually less than compelling. Furthermore, many older people feel they’ve been abandoned by brokers who made an initial sale but didn’t stay in touch afterwards. They’re eager to get advice from someone who cares. With what has happen recently in the stock market many people are very apprehensive to move their nest egg into any risky investments. IRA's and annuities help older clients get the most out of their money by producing better after-tax returns and can guarantee a lifetime income stream. You have a powerful solution; now you need prospects for both annuities and for IRA Rollovers. How to Achieve Maximum results With Minimum Effort and Cost In the following marketing strategies I'll present techniques and methods you can use to focus on what I believe should become your "way of life" - and that is summed up in the word optimization. Optimization simply means getting the greatest return for the least expenditure of time, energy, and capital at the lowest possible risk. And this should apply to everything you do from this point on in your Insurance Marketing Business. When you optimize, you increase your "upside leverage" --leverage refers to the amount of increase you can get an activity to produce for you. You have unlimited upside leverage --it's up to you how far you want to take it. Marketing Is The Ultimate Financial Leverage I was reading one of my hundred plus marketing books on marketing and I read today from the great marketer , Jay Abrahams in his "Six Week Mentors Program" that cost his participates $5,000 to be a part of, he explained the factor of leverage in the following way. Never forget that marketing is the ultimate financial leverage. You have an incredible advantage you probably never even realized by being in business on your own. That advantage is the fact that your chances of creating wealth or creating greater wealth are about 100 times more certain than a person who's trying to do it through passive investment. Why? Because a business has the ultimate financial leverage available to you, and that leverage is called "marketing." I look at leverage the way a lot of people look at cholesterol. There are two kinds: good leverage and bad leverage. Just like there are two kinds of cholesterol - the good kind and the bad. With leverage, bad leverage is anything that has lots of risk or financial danger attached. In other words, it's anything you can do where if it doesn't work, you lose almost everything and everything can be a lot of money or more even than you put up. For example investing $100,000 in a franchise or store front business where the potential for losing all your money is great. Good leverage is when you can eliminate or control the downside risk or the danger to almost nil, and yet the upside can be infinite. Possible mailing a serious of postcards over a three month period to the same list of names. Where you can determine your costs and how much commission you made off your campaign. I have found over the last 25 years of doing direct response marketing, if you test various concepts conservatively at first and you bring various combinations together in a Parthenon effect, what you end up doing is multiplying your results over and over again. You go from arithmetic to geometric to EXPONENTIAL GROWTH. And by exponential you seriously have the capacity and the potential to produce returns and yields that exceed thousands of percent. I've had returns on my marketing investment of from 200%-400% even up to 1000%. Honestly, multiples of a thousand percent a year return on your marketing investment are very certain and predictable. That's why when you're working in the IRA Rollover market the upside income potential is tremendous. Check this out... I was falling from 30,000 feet... Everyone on the plane seemed to be screaming…I was stunned…the Bowing 737 plane was falling from 30,000 feet. We had just hit a huge air pocket, which dropped the plane at least 500 feet from the sky. It felt like 10,000 feet. Luckily, the pilot had warned us of extreme turbulence in the air, and the seat belt light was on. I had just been served a soft drink and it spilled all over my seat when the plane took its plunge. Shortly after this crisis had passed, and everyone was settled back down, I asked the stewardess if I could move up to an empty first class seat which I had spotted to allow my seat to dry out. Of course, she agreed. I was sitting next to a gentleman who seemed very interested in what I was reading. I was reading an Insurance trade magazine and was deeply involved in an article. Master Marketing SecretFinally the gentleman sitting next to me on the plane said he was in the marketing business, but in another sales field. In fact, he said his father made millions in sales back in the early 30's to 50's until he passed away. He went on to say his father was a master sales and marketing genius. He proudly said, that marketing was "in his blood." He had made a fortune by learning his father's method that generated spectacular and highly profitable income from just one of his marketing strategies. I was getting excited…I asked him to tell me in more detail about his father's story. He said his father had taught him a number of marketing strategies that he had used over the years, but this one secret was one of he most powerful and important strategies you could learn to master. - This one secret strategy that most direct marketers, or any kind of marketers for that matter, fail to grasp, understand, and certainly fail to utilize. He went on to say this is a secret that, once you learned it and began using its power...transformed some mediocre or modest success into great and profitable multi-million dollar successes! This particular secret is one that is resisted with great vigor by most marketers in the country. Because they do resist it, they are hampering their ability to make incomes they want and deserve. He asked, "what I'm talking about?" "I am talking about the secret of sequenced-step, direct marketing." Let me tell you what he meant. You must mail/fax/phone call to people eight times! At least! Sometimes, it will take twelve or twenty-four contacts to reach your person! One or two mailings or contacts are a total and complete waste of money! There isn't a marketing piece in the world whether it is a sales letter, flyer or postcard that will pull all it is capable of pulling, from a one-time shot. This is why 85% of all businesses fail in the first two years. We started talking about marketing and I shared with him my current marketing campaign for the Insurance business. After listening to my strategy he said that the quickest way to double, triple even QUADRUPLE my current income would be to add more sequential mailings to my arsenal of marketing strategies. Now I was really getting excited… The Unbelievable-But-True SecretAfter explaining in detail how his father’s method worked, I realized this was the one ingredient missing from my own marketing program. I had found the critical key...that would help me build a more profitable Insurance marketing business… Even better, the method wasn’t complicated to use. Here's the bottom line... By Follow up, staying in front of your prospects (both active and Inactive), with something they find interesting...Is THE BIGGEST secret to legally and ethically making obscene amounts of Cash! If you pay no attention to anything I tell you, if you ignore every proven money making secret I'm sharing with you...please don't skip THIS HUGE WEALTH GUARANTEEING TECHNIQUE. Please make sure you stay in their face, so when they become ready to buy...YOU WILL BE THE ONE THEY BUY FROM! You should follow up until one of the following three actions occurs: 1. They convert and give you money. 2. They die or move. 3. They tell you to stop bugging them. The key is follow up. Do it regularly, and do it often! You'll be doing nothing but wasting your time and money if you neglect to follow up! It's just that simply... I'll go into more details in my next monthly report the mechanics and the timeline on how to use sequential mailings and follow up to double and triple even QUADRUPLE your business! Now, let's get into this months report to give you some marketing strategies that you can use to leverage your marketing dollars. Each month as you read our "Ultimate Trade Secret Report™" I will give you multiple ways to generate IRA rollover and annuity business that will fatten your wallet. But, for today as I promised here's "7 Ways you can start to dominate the IRA Rollover Market in Your area."
1. Sequential "Drip" postcard marketing Mailing personal and colored postcards is a simple, easy and inexpensive way to make sure your message is seen and read. When a personal postcard arrives in the mail, it stands out because of its uniqueness. All of us glance at the postcards we receive in the mail; we turn the card over and quickly read the message. When your prospects do that, you’ll be winning the first battle in getting their attention. Consider a sequential or “drip” marketing program. It’s called a drip program because it’s repetitive. Send a series of unique personalized colored postcards to your targeted list of IRA Holders and affluent Americans list prospects. Even if they throw the card away after reading it, the message was sent, delivered and read, and an image was created in their minds. Most of the time, you must send mail to the same person two, three, even up to seven times a year or more times before you penetrate his armor and get a response. When you send a series of cards, you create a message and an image and improve your response rate. The following is a formula that has worked for me and for dozens of other successful members of our marketing system: Each month, you should be sending out a series of postcards to prospects that have 401 (k) and IRA Rollovers living in targeted zip code areas. You can mail out a sample postcard like the one below or you can use our services. We recommend you use our systematized automatic mailing system at http://www.PersonalTouchPostcards.com and get responses from prospect that call the toll-free number and ask for more information. Sample Postcards
A week later, we call those prospects who received our report to make sure they received the information we sent. We also ask if they have any financial questions about how to increase their retirement income. Then after a few minutes of conversation, we ask for an appointment and tell them that we’ll do a financial review or checkup. Most of the time they say yes. During the visit, we show them options to help their money work harder for them. The sale is easiest when the prospect already has an annuity that could be replaced with a better-performing annuity. This is either a fixed-rate annuity with a higher yield or an Indexed annuity. Based on your monthly marketing budget we recommend you mail out a 1000 postcards per week to a list of IRA Holders, CD Holders and Affluent Americans age 60 to 70 with estimated net worth of $250,000. If you mail 1000 postcards and just get one new client, you’ll be in the profit zone! You simply can’t fail. Do that 4 times a month and you get 4 new clients with just 1 strategy. Run the numbers…If it costs about $450 to mail out a 1000 personalized colored postcards and your average commission on an IRA Rollover starts at $14,000. That’s a huge potential profit you can build on! If you would like list counts for IRA, CD Holders and Affluent Americans go to: http://www.IraRolloverwealth.com/listorder.htm
2. Are You the Best Kept Secret In Your Town? If So, Read On… You need to go after the prospects turning 70 years old and will have minimum distribution requirements at 70 1/2 and use our Happy Birthday Personal Postcards Here’s a great lead generating strategy you can put to work on a monthly basis. Sending birthday postcards to prospects turning 70 years old because they will all have situations happening at 70 ½. At 70 ½ comes the required minimum distribution period…a perfect time for advisors to offer their services, wisdom and counsel. Send this card to everyone in your town who is or has turned 70 1/2 and let them know you are a specialist in being a retirement distribution planning expert. You should also be inviting these people to your office. Let them know that you specialize in helping people with there retirement needs. One of the biggest problems advisors have is being the best kept secret in town when it comes to IRA Rollovers and being a retirement specialist. About 90% of all the agents I speak to don’t have a clue how to go after this IRA Rollover business. They all want their share of it, but fall short of their goal to write IRA Rollovers monthly. When people have retirement decisions to make, they want somebody to answer their questions. According to Limra International 68% of mature people felt they had no working relationship with any financial planner or advisor. We can’t afford to be a best-kept secret any longer. Send people turning 70 in your area a birthday postcard. We all know so well that the phone doesn’t ring unless someone calls you. A birthday card will help pave the way for you to talk about minimum distribution. We can get you a list of prospects turning 70 years old in your area. Sample Birthday Postcard
3. Small Newspaper display Ads Run Daily can generate a number of Leads. News-style Advertising gets up to 500% greater response than image advertising. Yes, you read that right. It’s a proven advertising fact…News-style advertising gets up to 550% greater response than color brochures, business cards, and other forms of product or image advertising. Do you know why? News style advertising doesn’t look like advertising! It looks like news.
This would be best run on the weekends in the Financial or in the Obituary Section of your Newspaper. 4. Classified ads can add to your prospect list. These classified should be run in the employment section. You’re looking for people who have been laid off. Please note that don’t expect results running these classifieds only one or two times. It will take running a classified ad on a regular basis. Looking for companies laying off workers? There’s a number of ways to find these prospects. One is by running a simple ad in the classified newspapers like the following: SAMPLE Classified Ads: Are you a victim of a layoff? Rolling or transferring an IRA? Are you creating a financial nightmare? The IRS is waiting to grab up to 50 percent of your hard-earned retirement savings. Call our 24 hour recorded message hotline and request a special report to help you. Call 800. Rolling over an IRA…Free report reveals how to stop the IRS from taking up to 50% of your retirement income. Call for free report 800. Building a large retirement account? Or are you building the biggest tax time bomb in your IRA account. “Keep the IRS out of Your IRA. Free report reveals… Getting ready to retire soon. Free report reveals “How to avoid the Little Known Tax Traps the IRS has set for Unsuspecting IRA Owners.” Call toll free (24 hour recorded message) 800- Rolling or transferring an IRA? Are you creating a financial nightmare? The IRS is waiting to grab up to 50 percent of your hard-earned retirement savings. Keep the IRS out of your IRA account…Free report reveals how you can protect your retirement account. 5. Have an auto responding Ira Rollover Website to collect prospects. Have a direct response website. Have your website address on all your postcards, direct mail letters, flyers, reports, newsletters and sales cards. Also, when they go on your website you can capture their email and they’ll see all your other offers, reports, and newsletters. According to AXA Equitable Retirement Scope Survey: 83 percent of working Americans and 75 percent of retirees has Internet access at home. Retirees spend nine hours per week on the Internet, a full hour more than working Americans. More than half of retirees read the news and buy travel tickets on the Web; 37 percent email their grandchildren. If you need an auto responding website and client newsletter we have a free trial offer at: Http://www.Pmrsystem.com
Check out our new IRA Rollover web page that will be available
in 30 days. 6. New Client Appreciation Luncheon and Educational Event-IRA. The new client appreciation luncheon and educational event is a powerful marketing tool. Invite all 4-6 new clients from the pre-existing quarter to the lunch. When they RSVP, ask them to invite a friend. Anyone that brings a friend along is almost certain to do business with you after experiencing the love fest this luncheon is likely to become. Have a light and fun atmosphere at the luncheon and inject a mini (10-minute) presentations into the proceedings. The last mini presentation is a thank you and a request that they fill out the client survey sheet.
You can remind them
again; that if they have enjoyed the level of service that you
have provided thus far, and know of someone that could benefit
from your service and expertise-the highest compliment that they
can give you is to refer someone into your practice. This
is also a great time to invite Centers of Influence (attorneys,
accountants, bankers or other professionals you work with to get
a unique perspective on the level of service you provide your
clients). Important Points: · Each event should have two goals: The first goal is for your client and friends should have an enjoyable time. The second goal is to have an educational event that’s profitable both in time and money. · At the end of your meeting hand out a free gift for everyone attending. · Dinner or lunch event should be held at a nice restaurant like a local Country Club. · Discussion should include a review of IRA and tax management. · The strategy is not to fix a problem because you don’t have the time. You only want to disturb them enough that they will want to see you at a future date. Once they get together with you at a later date this would be the time to analyze their specific circumstances to learn if they have any serious problems in their portfolio. 7. Agent goes from Zero to $200 million in IRA Rollover in 3 years using postcards and outbound telephone calls. I was listening to a seminar recently where John Desenberg talked about how he wrote over $200 million in IRA Rollover business using postcards and part-time housewives that called two hours a night. They called Monday thru Thursday from 6:00 to 8:00PM offering a free financial checkup. He focused on individuals age 59 ½ to 66 that live in high-end neighborhoods, two income families where the estimated net worth was over $250,000. This agent does one thing only and that's rollovers. He has coined the phrase over the years...Marrying the money. And when I say marry the money, what he does is he finds it before it's ready to engage. He locks himself into a relationship with a pre-retiree...somebody in that 59...59-1/2 age to 62 and then here's when he leverages his way into the client's firm and he becomes the "Retirement Specialist" the "go to guy" you can trust for the firm. Hope you pickup a few good marketing strategies you can use in your business. In our next months issue of the "Ultimate Trade Secret Report" I'll address some of the following: · If you can follow simple “Grade School” paint-by-the-numbers steps you can get rich slowly as a local “Retirement Specialist” in the IRA Rollover business. You will learn how to quickly win the respect and trust of powerful people. · You will discover the scientifically tested marketing pieces and sales strategies you MUST HAVE in your rollover arsenal tool kit. Can you imagine having a treasure trove of marketing tools that attract IRA-rollover dollars like teenagers are attracted to a Hannan Montana rock concert. · Discover five ways you can become the local “retirement expert” where companies heads will introduce you to their employees as “our retirement specialist.” Becoming a six-figure IRA Rollover Specialist is much easier than you think—but only when you know the secrets. · The shocking truth how to tap the hidden wealth found in our lists of IRA Holders and affluent American list age 55-65 with approximate net worth of $250,000. This strategy alone will put you light years ahead of your wimpy competition. You will beat them like a rented mule that won’t walk a trail. · You will learn the marketing strategies to consistently beat the vast majority of other advisors and institutions competing against you…You will become the “go-to-guy” at some of the largest companies that are laying off the top executives in the company and giving them large chucks of cash…all with HUGE amounts of cash that should be rollover into an IRA. I’ll also share with you… · A technique so powerful in attracting large companies with clients that it makes them want only you and no one else …especially the ones who will be desperate to do business with you! This technique is so powerful you will become the local hero for Retirement Planning. · The easiest 3 ways for you to control the process of sales persuasion and how to find the most influential “pre-retirees” in your target firm and be learning the art of persuasion rather than guess at it will be music to your prospects’ ears. · How to communicate with your prospect in the first “60 Seconds” to establish a good “chemistry” with prospective clients so they immediately feel, “This is someone we want to work with.” · Plus, some secret strategies you can learn to be the “IRA Rollover King” in your area. If you need some additional marketing ideas and strategies for 2010 give me a call at 435-563-4749 and let me help you with a game plan. Check out our “Ultimate Total Package” for dozens of hot marketing strategies. Go to http://www.UltimateTotalPackage.com I encourage you to print out this newsletter and study it carefully. If you glean just ONE idea from the coming pages - and do something with it - you'll see exponential growth in your business. (Go ahead, hit "PRINT" now.) Sincere wishes for a good life and (always!) higher commissions, Russ J. Jones P.S. check out the articles below by clicking on the links Marketing ideas from a multi-million dollar IRA Rollover Specialist. BONUSES: The 200 Million Dollar Annuity Producer Power Phrases to Double your income in 2009
Copyrighted 2010 by Great Western Consulting LLC Stay Rich Tax Adviser Ed Slott Retirement Savings
Brian Tracy on the 80/20 Rule
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