How Chris Found a $275,000 Annuity and Wrote $20K in IULs in His First Month

All right. What's up, Chris? So, Chris, I know you're kind of like just getting rolling with us. I think you started this month on our leads, but can you give me a little like, any wins you've gotten or what. What you're getting into or what you have in the pipeline?

Yeah, absolutely. I've had some really good leads. I'm excited because, you know, a lot of them are, you know, interested in Iuls, but I'm also finding, you know, annuity deals that are coming in there because, you know, they don't always know what they're looking for, but I'm able to find that. So, yeah, I've come across. Probably my biggest annuity that I've got in the pipeline is a 275,000 $1. Hoping to close down on. On Tuesday. Wrote up a proposal for him. I probably this week, you know, closed like, oh, you know, close to like 20,000 in annual premium on Iuls. So it's kind of exceeding my expectations. I'm excited about it. You know, the, the. A lot of times these, these folks come in, they. They already know, you know, they have an idea that what they want to accomplish and I just can guide them and there's already that interest there. So it's super good.

Yeah, for sure. Because I think today, like, you didn't you have like a 12, 000 annual premium IUL today?

Yeah, I did or something.

A little annuity.

Yeah, She's. Yeah, I was really help. Help this family. They, you know, they're retiring like a different time. So I really got in there with them and she, you know, totally was into the help and. Yeah, so I wrote her, kind of sketched out a whole plan with her and you know, wrote that $12,000 IUL. Then we're going to write like a $43,000 annuity next week and her husband is going to retire and get like a lump sum in his retirement in one year. So I already kind of pre sold them on about a $90,000 annuity at that point. So I'm finding a lot of opportunities within the opportunities too. I just kind of keep digging with my clients and, you know, kind of reach out to their extended family and find ways of you know, writing things on their spouses, their kids, their grandkids. So I just try and really work the leads as thoroughly as I can.

Yeah, for sure. I see you had messaged what was this on the 25th a few days ago, I think you had like a 24, 000 annual premium IUL yeah, I sure did.

Yeah, that application's in. He wanted to write one on his kid too. Actually. It's supposed to happen this evening. I wasn't able to reach, reach him, but, you know, that happened. Yeah, we've got the first one done, so. Yeah, it's, it's, it's going really good.

How long have you had your insurance license?

I've had, I've been licensed actually for about 20 years. For, for a lot of years. I did training in a large call center, so I worked in health insurance space for a long time. But it's, it's, you know, in fact, the last couple years I wrote, you know, built a large book of ACA business and just did like the dabbling and like final expense. But I just saw real opportunity here with iOS and it's like, man, it's the same amount of work. You know, you talk with a customer, you, you know, you're going to sell them a product. Might as well be one that's, you know, 3,000, 20,000 rather than, you know, 1,000. So that kind of shifted my thinking and you know, you know, so far, like already exceeding my goals.

Yeah, no, for sure, man. And I mean, there's a, there's a lot of opportunity within the industry and different routes you can go and different, different niches within the industry. But I'm kind of like you, you know, if I'm going to spend my time and my effort, it's nice to have a, you know, an often higher quality conversation with a, maybe a more financially sophisticated client. I was just talking to another agent about that, Brendan, and he felt the same way. So I think there's a lot of people like us that, you know, we've had experience. You've been in it longer than I have. I've been in about nine years. But, you know, finding a niche where it's a, it's a higher, it's a higher, it's a higher cost product. But it, you know, it does provide a lot of value. Typically speaking, when you're talking about Iuls and annuities, I mean, the premium can always range. But I love creating like a win win scenario where we're finding clients where it really helps them out with what they're trying to do and then we get paid bigger commissions for doing it. I mean, it definitely takes like a certain confidence level and a skill level. I mean, anything in the industry, it's going to take like an adjustment and a period of getting used to it. But that's also one of the reasons I think, you know, advanced agent marketing is so great. Is that not just to like rag on our company, but like, we also have like training and support. I know you were always hopping on the training calls and you know, either getting valuable information, but also you'll, you'll give feedback and I'll pick your brain on stuff too, which is cool because we kind of created a community of collaboration where we can all share best practices and you can share what you're doing that's working, we can share what we're doing that's working and all kind of work together. So anyways, man, I just wanted to kind of like get you on the, on here because I know you're getting some wins. I know it's your first month with us, but excited to see, you know, see you keep going and continuing to find these clients and helping them. I mean, I can tell you, you have a real customer service approach. It's easy for you to build rapport and find the need and offer the value. So any other comments you would say for anybody out there that's looking maybe to make a jump like you into the advanced markets and maybe use a marketing system like the one we have or maybe some, maybe a different one. Any advice you would give them?

Yeah, absolutely. I mean, there's a lot of different leads and different ways you can go about stuff. But you know what, what I really liked with you guys, you know, with advanced marketing is I, I feel like that there's that skill and in driving into the right market, finding the people who, and you know, giving, giving them sort of a taste of what it is they're going to be looking at. So it's attracting the right, it's attracting the right people. Some people I talk to, it's like they're kind of pre. Sold almost like, you know, they, the guy wrote the large iul, I said he was almost like selling me, you know, he goes, he goes, people don't understand how good an opportunity this is. I'm like, and I just have to, you know, just kind of support that and agree and point out things and help guide him. So it's totally different thing from, you know, other leads where you're like, first you have to try and explain or, you know, explain them, kind of create a hook. So they already got that, they already got that hook. So that's, that's what I like. I mean, I just, I love being able to jump in, help people actually want to be helped. I feel like I, you know, I mean, any, any leads you're going to do some chasing. You got to, you know, you got to follow up. You're going to get some duds, you know, is the name of the game. But, but the people that, that you are working with, it's just, it's just a higher quality situation. And, and they, they've got money they wanted, they want to do something with. So it's real nice shift for me. And then, you know, instead of doing the other way around, I used to like approach it from, well, I'll write some health insurance and then see if I can find something else. Right now, you know, like this guy that I'm doing the, you know, $275,000 annuity and I found out his wife is aging in Medicare. I'm like, cool, I'll write that too. You know, I mean, so I find like those opportunities off of this. But this is so much better. It's like a, you know, this is so much better as a bread and butter.

Yeah, no, 100. I totally agree. And, and like you said, I mean, you just hit on a lot of important topics. Like it, good marketing doesn't do everything for you. You still have to be a good agent. You still have to be skilled. You still have, like you said, there is an element you still have to follow up. People are going to book an appointment and they're still going to end up getting busy or called into work or their tire is going to get flat and you gotta follow up, you know, and things like that. And there's going to be, there's going to be challenges and disappointments just like everything else in life. But, but when, but like when there's enough upside there and there's a, there's a huge, the huge upside that makes it worth pushing through all those things. It definitely makes it worth it and having like you said, a higher quality conversation with people that are a little bit more financially sophisticated. So, and I mean like, it takes, it takes good marketing situation and it takes a skilled agent and when you can bring both of those together, because not every single person, I mean, full disclosure, I mean, I, I try to be very real with people. Like, not everybody that's come into the AA program has crushed it. I mean, you look at anything that's where it's performance based. There's always going to be the 20% that are crushing it and there's going to be the 80% that are more average. And so, you know, you just got to figure out, hey, what are those 20% of people doing like Chris here and how can I make sure that I mimic that and copy that? And that's why we have the training calls that we have that makes those best practices shared for everybody. So anyways, man, it's been easy to work with you. Great to work with you. You're just getting started. Look forward to see what you do from here and just keep up. Keep up the good work, man.

Thanks, Josh.

I appreciate it. Have a good one.