How To Sell Life Insurance & Annuity To Rich People

So just the other day, I had a client cancel. They came to us, we jumped on a Zoom call with them, and they said, hey, I'm canceling. Everything's been great. You guys have been awesome. These leads are good, but there's only one problem. These leads are too rich and too sophisticated, and I don't know how to sell to them. I didn't actually jump on the call myself, but one of my team members kind of relayed the information to me. Are you serious? Like, this individual specifically said they didn't want to sell to rich people. They wanted to sell to broke people that had no idea what they were talking about. And they. And they literally just wanted to be the, quote, McDonald's of IUL and outright their chargebacks. Now, to me, that sounds absolutely insane. And if you are the individual I'm speaking about watching this video, feel free to come back, and we're happy to help you out. But that's a terrible business model. They're gonna be trying to outright their chargebacks, they're gonna write a bunch of bad business, and they're gonna end up in a very, very dark financial position. And the only reason why is simply because they lack the skill of talking.

Had they put effort into learning the skill, they would have made an insane amount of money. Like, they had very quality people coming to them, very good leads. And so I'm making this video because if you don't have the skill set of selling to wealthy clients, you are going to turn away a lot of the best potential clients that you could have. So, without any further ado, let's dive in to the fundamental keys of. Of selling life insurance and annuities to rich people. All right, cool. So let's dive in, starting with the first key, which is looking and sounding the part. All right? We'll get agents that will come to us, and they're like, yeah, I want to sell Iuls and annuities, or I want to sell annuities or whatever it is. And they show up on Zoom, and their background looks like trash. Their camera's super blurry. You know, they're wearing, like, a tank top or whatever, and they just don't look like a professional. They don't look like a financial professional. Okay? So if you want to talk to serious people, you need to be a serious person. That's the. That's something that you just need to fundamentally realize. And it's not the kind of thing where I would recommend overthinking it or judging yourself too hard, but, you know, wear a Polo. Get a nice watch. If you're a guy or if that's not your style, it doesn't really matter. But just, like, look well put together and professional, and then also invest in a quality webcam or camera. Like, the difference between you showing up looking like, you know, somebody just sneezed on your camera versus it looking clear makes a world of difference. People are very judgy, naturally, and so you want to appear if you're on zoom. And you also want to sound, when you call them, like you're confident, well put together, and someone that they would want to trust with their money. And really, that fundamentally comes down to confidence. Confidence and competence. Right? So those are the two things that you want to focus on. But then also, you know, if you make your background look nice, like, this is literally like a $200 bookshelf from IKEA, but it looks a lot better than just like a white wall. And it looks really professional. I just put some books on it, little knickknacks, and all of a sudden I look like a pro. Right? The next piece is you want to focus on education instead of, like, hard selling people. When people get rich, and I mean by rich, I'm literally just talking about people that are making six multi. Six figures, sometimes even seven figures. Like, we just had a client. We'll throw up a screenshot. We had a client just recently who sent us a message saying that they have a lead who wants to meet with them. $10 million net worth, $4 million in investable assets. We had another agent today, as the time of filming this video, who just closed a $750,000 annuity and a $250,000 IUL on our lead. So, like, you're. I mean, you're getting a range of people, but when I say rich, I'm just talking about people that, like, they're comfortable in America, like, they're making over six figures. Plus, these people aren't the type that, like, fall for this, like, gimmicky, get rich quick kind of stuff. So. So if you're trying to sell something and you over hype it or you make it seem like it's too good to be true, you get to turn off serious people. Like, I'm going to come back to this core idea. So I would write this down. Serious people want to talk to serious people. So if you want to sell to serious people, be a serious person, right? And so serious people don't believe these, like, inflated sales pitches of like, oh, this is going to make you a millionaire, and you know, you can do all this and do all that. Like they just want you to shoot them straight, right? They want you to tell them the facts and explain how this would help them. But they don't want you to, like they don't want to feel like they're getting sold. Nobody wants to be sold when it comes to moving their money or using a, you know, life insurance product for retirement. Like no one wants to be sold. They want to be educated and feel like they make the decision themselves. So make sure that you're focusing on education and giving them value. And again, I mean, obviously it's still a sale. You still are going to have to convince them and show them how it is and show how it benefits them. But you want to balance in terms of like you don't want to be, you don't want to come across as pitchy or salesy ever. Especially with high, high status and high income people. The next piece is position yourself as an expert and as high status. So the individual that I was referring to in the beginning of this video, to be clear, they were not actually using our personal brand funnel. They were using our like template ads where we have actors in them or we use AI in the ads. And so they weren't actually the one positioned as the expert, which is probably part of why they were struggling. They lacked the skill set and they were not actually the one positioned as the expert. And so when they would jump on the call with these people, like they didn't trust this individual. So if you are in your own ads and you're in your own videos and you're able to kind of label yourself as a, as a high status expert that understands things. When wealthy prospects go through your funnel, they're going to start to become more familiar with you specifically and trust you as the authority. Which oftentimes people that have more money and literally by more money I'm talking about low six figures. Even people that make high five figures oftentimes have financial advisors. So you need to be able to deal with that objection. And the way that you can kind of avoid that and pre frame it is simply by positioning yourself as an expert that they can trust. So if they trust you and they trust the financial advisor, well, whoever's opinion they weigh more heavily is who they'll listen to. And if it's, even if your situation, like if what you're describing just makes sense to them, then oftentimes they'll just do what you say. But it's all about establishing that trust and that authority and you can do a lot of that by using videos like for example, this video I'm making right now. I publish these videos in full transparency to get clients for advanced agent marketing, also to provide you value. But it, it accomplishes getting me more clients. I get people that own agencies, like large agencies and IMOs that reach out to us from these exact videos. So I'm getting high quality, high caliber people that will reach out to us from watching these exact videos. You're watching now, maybe you're even one of those individuals yourself. Literally like you're seeing live proof of the fact that this works. You can get high quality people if you're giving them value and positioning yourself as an expert. Literally people that run IMO's that'll reach out to me asking for help with marketing and it's because of these videos and me positioning myself as an expert. So use the same thing to your advantage. The other thing as well, kind of carrying piggybacking off of what we just talked about, is using content to build trust before the call. So if you can send them videos that answer a lot of those common questions or objections, a lot of these people will do the research and watch these videos before the call to get educated. Because fundamentally somebody who's rich, they're not just going to make like a hair trigger decision. They want to feel like they are educated and making a well informed decision. So if you're the one that's educating them and informing them, you can kind of influence and control the decision that they make. The next thing is you have to understand that these people are busy. Right. I'm a business owner. If you tried to reach out to me anytime throughout the day, I would not be available for you because I'd be working on my business, which is good because that means I have money. And same thing goes with all these other business owners. Right. And if you are an insurance producer and you're busy during the day making sales, you're not going to talk to a salesperson other than the time when you're free. So for example, my favorite time to take sales calls or talk about things like this would be Saturday or Sunday more than likely. Ideally Saturday. Right. Sunday is the Lord's day, obviously. Yeah. So you got, you got to understand that, that a lot of these people during the times that are convenient for you to meet are oftentimes that they're working. So you got to work when people aren't working. And you also got to realize that just because a rich person doesn't respond to you does not mean they're ghosting. You might just mean they got busy. So you have to keep that in mind. There is a individual who was working a deal for like months and months on end and the person would ghost for a few weeks at a time and it ended up like closing for a six figure commission. So like you have to realize that a lot of times like rich people just get busy and you just got to work these cycles a little bit longer. Sometimes the last piece is to literally just focus on perfecting and improving your craft. Like actually become a student of the products that you're selling. Learn about iul, learn about annuity, learn about the alternative products to what you're selling. So like if you're selling annuities, you should put time and attention towards understanding the other retirement products that are in the market. Like you should understand how a403B works, you should understand how a401K works. You should understand how a Roth IRA works and how all of that kind of fits together. Because like they want to talk to experts. So just become an expert and you'll make a lot more money. Just spend time educating yourself, learning about it. Not only will you make more, but you'll also be able to do better by your clients. So with that being said, ladies and gentlemen, those are the things that you need to know in order to sell life insurance and annuities to rich people into wealthy clients. I can tell you without question it is 100% worth it. I have a client, like I said, just close to $750,000 annuity. Their commission on that is more than a lot of agents make in the entire year on one policy. So do not let your limiting beliefs and your lack of skills get in the way of selling to rich people. It is a much better way of doing the business. So focus on implementing these things that I just talked about. And, and if you want help specifically with doing this, you can click the first link down below in the description to apply to work with us where we will ultimately help you implement all of this marketing, brand you as an expert so that you can start selling life insurance to wealthy clients. See you in the next one.