Chad Owen (speaker) presents a short coaching message for annuity agents: despite some agents’ difficulty closing annuity sales, Owen contends the annuity market is strong and his coached agents are setting records. He contrasts product-pushing (using only one or two carriers) with solution-selling—finding a client-specific purpose for funds and choosing from multiple companies—to explain why his average sale exceeds $300,000 while the industry average is about $127,000. He cites recent lead volume as evidence (65 leads after a trip; 29 leads on a single Sunday), emphasizes ongoing field experience, and urges agents to pursue training and mentorship rather than rely solely on IMO/BGA recommendations.
Questions this video answers
Over $300,000 per client.
About $127,000 per client.
65 leads.
Over 29 leads.
Chapters
Hello, Chad Owen, with retirement. Realize I've been having some conversations with agents lately that has me a little concerned. And here's why. I'm getting agents saying, you know, I just can't get clients off the fence, or I've been having a real hard time selling annuities lately, or I can get anybody, they're life insurance agents or Medicare agents and they say I can't get anybody to cross over to annuities. And it just makes me question a couple things. Number one, this is the best time in 14 years I've ever had in the annuity business. Our business is booming right now. I have agent after agent that have been helping that's setting records that they never even thought possible. Because I not only have agents that I mentor and teach, I have places I go to speak. And I help agents get better at what they're doing. And when they apply the actual formula, when they apply the actual system that I'm teaching them, they do very well. And it's not just about leads. I've been getting a lot of leads. I was gone for two and a half weeks. I had 65 leads when I came back last week on Sunday, I had over 29 leads. So I've been getting tons of leads and it's making me run appointments even more and more. But the point is, I've had agents before that were on the radio or they had good Internet lead sources that would get 30 leads a week and they still wouldn't write business because they don't know how to make the most of the lead. Why is my average sale over 300,000 per client? And the industry is only about 127,000 per client. Why is that? It's because I'm very good at finding a solution to the client's problem. I name a purpose for the money. I don't just product push or product sell, but I also very particular on how I speak with the client. And I make sure that I cater my particular, let's just say, solution to their problem. And it happens time and time again. You, if you keep product pushing as an agent, you will go to the wayside of everybody else. Because this whole thing of software where we're taking and we're making a income plan for clients, we're making sure we have the best product for the client situation. And that's going to be the norm now. And I'm going to start to see a little weaning out of agents who choose to just listen to their IMO BGAs and they just push one particular product or their IMO BGA says hey, you know what? We carry all companies but why is it they only really have two or three companies that they push to you every single time? Why is that? It's because they do have access to all those, but they choose to only use one or two companies. And the problem with that is you're not finding the best solution for the client. You're just product pushing. Now I over the years have had a couple companies that I use a lot more than others, but this year so far I've written nine different companies and I don't even know how many different products because why I know when I went to that house I cannot be beat because I have the best product for their situation. So what I'm telling you is sign up for the training, sign up for the mentorship, get some help. Because if you continue doing the same thing over and over again, you're not going to get to the numbers you want to get to. You're not going to be able to get to the multiple millions A you want to do an annuities. That's the key to success is having someone who's there helping you. That's why your IMO BGA generally can't help you the way I can, because it's somebody behind a cubicle or in an office that hasn't been in the field. I run appointments every week just like you. I do all my own calls just like you. And yeah, you may have a caller, but you're still the one that actually has to go meet with the client or they come into your office. But the point is, is make sure you're doing what is good for the client. Make sure you're doing what is best for them and get the training and education to help you become a better agent. Thank you very much. You have a great day.
