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How to Sell to Prospects that HATE Annuities

Have you ever had to sell to a prospect who hated annuities?

Or, more specifically, have you ever had to sell to a prospect who has spent a lot of time listening to the “Ken Fishers” of the world?

In the digital age, many of your prospects’ sentiments about annuities are shaped by million-dollar ad campaigns from money managers who are looking to keep more AUM. The problem is that few prospects will freely ask questions like: “Why does Ken Fisher hate annuities?” Instead, these clients will come in with negative perceptions and hope to parse the truth for themselves without revealing their genuine objections.

The fallout? Prospects are bombarded with misconceptions, even if annuities could be the right fit for their financial strategies. But how can you educate clients without sounding like a salesperson?

Of course, most advisors will discuss the many benefits annuities provide like:

✅ No fees
✅ Tax advantages
✅ Very little (or no) risk

But in a recent session of our virtual advisor mastermind Inner Circle, our team delved a little bit deeper into this topic and revealed several proven strategies to win more business (without “selling”) and positioning the advisor as a trusted expert.

How to Sell to Prospects that HATE Annuities


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Here’s some of what they discussed:

  • An obscure fact about most money managers that reveal their true thoughts about annuities (that your clients have likely seen before).
  • The one thing your prospects likely don’t know about their managed money (and how to use it to drive an ethical wedge away from “gurus”).
  • Why agreeing with your clients’ skepticism can lead to MORE closed business.

In the era of financial infotainment, controversial headlines, and flashy marketing are, unfortunately, a major reason for missed business and “ghosting”.

See how to maximize your opportunities to close more prospects by watching the video of today’s episode of Inner Circle.

If you received value from this training, then you’ll want to join one of our invitation-only Inner Circle mastermind calls…

Click here to request a “Guest Pass” to join us.

If you’re looking to partner with an FMO that can help you win more cases, keeps you on the cutting-edge of trends that are working and that provides world-class sales support to win more business… without ever having to meet with clients in person or host dinner seminars…

Then you will definitely want to learn more about our done-for-you digital marketing system.

Give us a call at (520) 639-9479 or…

Click here to book your 1:1 Discovery Call with our team

Jovan Will

He has gained a reputation as the go-to-guy for internet marketing for financial advisors. Jovan has worked with some of the top financial advisors in the country and helped them scale their practice to unprecedented heights.

He has been the mastermind behind some of the most successful financial services lead generation programs, having produced over 200,000 leads and $500MM in financial product sales.

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