Chad Owen (speaker) delivers a short YouTube message about his sales philosophy for annuities: prioritize telling clients the truth about how products work and their benefits rather than using high-pressure sales tactics. He emphasizes clear explanation (how annuities can provide lifetime income regardless of market fluctuations), uses an anecdote about a radio listener with $895,000 to show clients respond when informed, and notes he uses comparison software and spends substantial time educating clients rather than ‘selling.’ The repeated slogan: “I’m going to tell you the truth — not sell you the truth.”
Questions this video answers
December 6, 2018
$895,000
Chapters
Hello, Chad Owen, with retirement realize I.
Want to just share something with you.
That I've been using lately.
As you can tell, the market's been going up and going down and going up and going down. And I've had a lot of people ask me questions about how do you sell the product, how do you sell so many annuities? That's kind of a term that's used quite often. How do you sell this, how do you sell that?
And here's a saying I have.
This is something I recently picked up.
And it's worked very, very well.
I'm going to tell you the truth.
Not sell you the truth.
I'm going to say that again.
I'm going to tell you the truth.
Not sell you the truth.
So when I represent a product and a solution to the client, if I'm doing my job, telling them the truth.
About how my product works, what the.
Benefits, how it benefits their situation, how it gives them income for life, no matter what the market does, that's telling them the truth. Now, the byproduct of that is they're actually going, wow, this makes a lot of sense. I really like this. You're not selling them anything. Now, you could dispute that.
And you could say, well, selling really.
Is just trying to present the product.
Well, yes and no. There's so many agents out there that.
Product push and they sell a product, they sell it. They don't do what is best for the client. They sit there and they go, okay, I sold this product or I sold that product. Did you tell them about a solution that made them so impressed that they.
Go, you know what? This is what I need. I can't tell you how many times on my radio show where I actually, I've been doing radio now for about 10 plus years. And I show up at the house.
And they have all of their statements laid out and they say, I want.
To do what you've been talking about on the radio. And my response is, what you want to do what? Well, whatever you're talking about, the radio, I love all the information you've been giving me and I want to do whatever that is. And I always have to clarify this.
I mean, I had a guy that $895,000, all statements lined up just saying, I want to do this.
And I said, you know what, I appreciate that. I appreciate you listening to my radio show, I appreciate you taking the time.
Out of a Sunday and listen to.
My show, but here I still need.
To explain everything to you. So even though was ready to sign on the dotted line.
I still spent well over an hour.
Going over exactly how the product works, exactly the benefits, how benefits. I was telling him the truth.
And as I do on my radio show, I'm constantly telling the truth.
I will not make something up. I don't make something that sounds better than what it is. I won't tell them I have the best product if I don't, because as you guys know, I have this software.
That basically compares all companies in one.
Shot, tells me which one's going to be the best. But I tell them the truth.
I don't sell them the truth. And I just like that. Our industry get the reputation of being.
That of just laying out all the.
Facts factually and making sure our clients understand the benefits.
And then there's no sales needed because they're so ready and so excited to get into a product that they don't.
Have to worry about anymore.
And we don't have to be salespeople.
I mean, I do call myself an annuity salesperson, but I'll say, you know what?
I'm here to tell you the truth, not sell you the truth. If I tell you the truth and.
