Timothy Schucker shares three lessons from a $50M annuity producer: build a scalable lead system using seminars, Facebook ads, and mailers; focus only on seminars and client meetings; hire a back-office team so you stop doing admin work and concentrate on revenue.
Questions this video answers
$4,000
$50 million
Between 2 and 4 seminars per month (around 4).
About $5,000 per seminar to fill the room.
Around four people converted per seminar.
Chapters
So I recently got paid around $4,000 to do four hours of consulting with a $50 million annuity producer. And what I want to do is share with you guys the three lessons and three biggest things that I saw that he's doing differently from everyone else in the industry. That way you can apply them to your business, to scale your annuity production and ultimately make more money. Now, to be clear, this individual is doing $50 million on his own pin, not counting his team's production and the model that he uses to do that is not what you would think. So let's dive in, starting with lesson number one. Alright? So lesson number one is to find a scalable lead acquisition system, okay? So find a scalable.
Lead system. Okay? Now there's a million different things that you can do. All right? This individual has bought leads.
He's done webinars.
He's done referrals.
Mailers.
Facebook ads. He's done all of these different things. But his main way, his main mode of getting clients and getting leads is he does in person seminars, and he run ads with Facebook.
And then also does some mailers to fill in person seminars. Right? Now, some of you guys may be watching this and you're like, that sounds horrible. I, I want to do everything virtually, and that's totally fine. There's other people that are doing massive numbers, all virtually. However, this individual, he prefers to do things in person. Now, one of the reasons that I was speaking with him is so that he could kind of make the shift to do more things virtually, which is what I'll talk about in just a moment. But ultimately he got to $50 million doing this. And so the key is you need to find something that works for you. There's a lot of things that work, but you need to find what specifically works for you and then just do a ton of it, right? He does. I believe it's around four seminars a month. It's between two and four. He's doing them consistently. Like when I was in the office with them, him and his assistant were going back and forth on like, trying to figure out like, the details for like, three different seminars that they had coming up. Like, they got it lined up, they got ads running consistently, and they are spending tons and tons of money to fill these rooms, right? What I the numbers that I was given from him is they spend around $5,000 to fill up a seminar, and then they're usually able to convert around four people from those seminars. So they found a very profitable and very scalable way of getting Clients, Right. A lot of what we do for clients is, is we set up Facebook ads for them and then we run appointments to like a call funnel. This individual was doing seminars on variety of topics from like Social Security to Roth IRAs, different things like that. And then they go. And so it's not like everyone there is coming to be interested in annuities, but they're coming in just interested in retirement, and then they are able to steer the conversation towards annuities. So you have to be pretty skilled to do this. But if you have the skill and you enjoy doing things in person, obviously it's working, right? So lesson number one is to find a scalable lead system and then just push your. Push your foot on the gas, right? Lesson number two.
Is to essentially eliminate everything else other than what is moving the needle and making money. So only do what pays you.
The most.
So.
This individual has gotten to a point, let's just call him Mr. 50 Mil. Mr. 50 Mil has gotten to a point where all he does are two things, all right? He does his seminars.
And then he meets with clients.
That is it. This entire day is just these things.
Everything else from writing applications.
Doing the paperwork.
Even doing the marketing.
Licensing.
Calling leads.
All of the stuff is off of his plate so that he can do these two things that make him the most money. And so he's not afraid to invest into having staff, hiring people, having a team. Which brings me to lesson number three, which is building a team.
To support you.
Right? Now, I don't mean specifically a team of agents, because again, he's doing this just on his own pen. What I'm referring to specifically here is a team to handle his back office. So I'll just give you a few of the people that are behind the scenes helping him do what he needs to do. He has an assistant.
Who books out the venues, coordinates all of that. He has a appointment setter.
He has a marketer who I was helping to train at this consulting day.
He also has a.
He called it a processor.
Who essentially does all of the paperwork and back and forth to make sure that his policies and annuities get pushed through to the carriers. And then he had some other.
Producers.
He also had a content.
Manager.
And all of these people were essentially, you know, working on the mission and allowing him to do this production. Now they also do other things, but he's able to been able to delegate everything off of his plate where the assistant is doing, like booking things for him, the appointment setters, calling the leads and making sure that they show up and coordinating it. The marketer is helping to generate and run the ads. The processor is doing all the paperwork and actually writes the annuity applications and deals with the carriers and helps to move the money over everything that goes there. He has other producers that he also.
Gets overrides on and then a content manager that helps him film and edits his videos and does everything there. And so really, the biggest takeaway that I think that I had when you compare Mr. 50 million to other producers is really that he treats this business like, like a business. Most people just treat it like a glorified sales job, but he treats it like a business. He realizes the value of his time. He focuses on the highest level, highest leverage activities and builds scalable systems so that he can ultimately grow his business. So if you want to learn more about hiring our team to help you out with marketing, again, we were hired to, to do four hours for $4,000 to do consulting for this individual. But we also have other packages, obviously. So if you want to learn more about that, click the link down below in the description to see how we could potentially help you out with marketing. And I hope you enjoyed this video. I'll see you soon.
