- If you're an insurance agent
and you've not been selling annuities
but you would like to get into the annuity space,
we've got a program for you.
Hi, I'm Randy Pierson,
Vice President of Life and Annuities in Gordon Marketing.
And today with me, I've got Brendon Crook,
one of our top annuity marketers
to discuss with you how you can get into the annuity space
with our MYGA Sales Program.
Stay tuned.
(upbeat music)
All right, Brendon,
are our MYGA Sales Program
helping agents who don't really sell a lot of annuities
get into that space?
Talk to us a little bit about what it is and how it works.
- Yeah.
So a little bit of why we created the program?
As I'm sure a lot of you are aware,
Gordon Marketing got their start in the Medicare space
and still to this day have a strong foothold.
- One of the top IMO's out there.
- Yeah, exactly.
Working in the annuity space myself,
one thing that I noticed is,
a lot of Medicare agents
they have a large book of business, right?
- Mhm.
- And not everybody is getting a holistic approach
to their clients.
And so we wanted to introduce this program
to make annuities as simple as possible for the agent
so that they feel comfortable
in talking to their clients about their finances.
- All right, I might even go a step further
from what you said,
when you say a lot of Medicare agents
don't provide a holistic approach
or perhaps sell a myriad of products to their clients,
I wouldn't just say some of them,
I'd say most of them, right? - [Brendon] Yeah.
- In my experience, most Medicare agents,
especially in today's video,
we're talking about annuities.
Most Medicare agents aren't selling annuities
to their client base which is crazy.
- Yeah. - It's ludicrous.
Now, in the introduction,
I mentioned MYGAs, Multi-Year Guaranteed Annuities.
Why in this program are we talking about MYGA annuities
versus other kinds of annuities?
- Yeah, so the big reason
that I hear of why an agent does not sell annuities
is because they think they're very complex
or they just don't understand them
or taking their time to understand them.
And so what we wanted,
as I mentioned before,
from this program,
is to make it as simple as possible.
And what a MYGA is,
it's essentially a CD alternative.
So it looks, feels, smells just like a CD at the bank,
except you're gonna get a lot better of a interest rate.
- Yeah, I'm sure most people watching this video
and we talk about it at the office all the time,
that being a simple sales, right?
We, the simpler the concept,
while still being valuable to the consumer
is gonna sell more often than more complex scenarios.
So, agents out there who perhaps with their appetite,
pique their interest
and they're saying to themselves,
I'd like to sell another product to my client base.
What kind of training can we provide that agent
in supporting them in getting into this arena?
- Yeah, so really what I like to say to that question is,
whatever training is necessary.
- Mhm. - It could be
as little as a phone call,
just going over brief things about annuity one on ones.
It can be a training call with an entire agency
or webinars that we can put on.
But we are prepared,
the Annuity department here at Gordon Marketing,
to train up agents on not only MYGAs
but all annuities.
- Mhm.
- How, what and whatever facet that they need.
- Yeah, very true.
And certainly I like to tell agents
all the time when I speak to them that,
if there's a delineation
between Gordon Marketing and other IMO's out there
is the dramatic degree to which we,
a, take training seriously. - [Brendon] Yes.
- And b, provide it to the agent base out there.
In providing this training
and supporting the agent in this endeavor,
what kind of materials can we put in their hands
to help them in the sales process?
- Yeah, of course,
because you train them
but then they may not know where to go, right?
Or what to use.
And so what we've done
is created a program that they can easily follow
and material that they can use.
Some of those, just to kinda give you an idea
would be client facing approach letters
and what those letters,
they're a very simple read for their client.
They're meant to be educational.
But the big point that we wanna get across
to the client with these letters
is that their agent can take care of other things
outside of just their Medicare services.
- All right, very good.
So we've got those approach letters
to stimulate interest with the consumer, right?
And then what else?
Beyond that what does the agent get
to help them take the next steps?
- Yeah, so we've created our own factfinder
just specifically for this program.
- [Randy] Okay.
- So we've tried to make it as simple as possible,
while having some really good talking points for annuities
because a Medicare, new to annuity, agent
might not have that.
So we wanna just try and make them comfortable
by providing those.
And from that factfinder,
we at Gordon Marketing,
are gonna have everything we need to provide a solution.
- All right, very good.
So tools to assist in approaching client bases,
factfinders to assist in gathering the information
that's necessary to facilitate the sale,
talking points to make sure the agent
covers all their bases.
And then I also heard that you guys out on the floor
talking about the other day,
about assisting the agent in actually making the sale,
like assisting with point of sale.
So we as an organization,
can even help advisors out there
by having conversations with their clients
or perhaps even groups of clients.
- Yeah. - All right?
So if that agent is still a little concerned
with their knowledge base
or their sales acumen,
we can assist them and tee that sale up for them.
- Yeah, and that's the wonderful thing
about working with Gordon Marketing.
You're not getting marketers that,
they just come in for a nine to five,
we're all licensed. - [Randy] Absolutely.
- And so we we understand the agents
and what they're going through
and sometimes they need help.
And we're here to provide that.
- Yeah, great point, Brendon.
So, if an agent is out there watching this,
and they think well, all this material,
all this training, the mentoring, the coaching,
perhaps even point of sale assistance,
there's got to be some kind of cost to this, right?
- Yeah. - I mean, there's a huge cost
to the agent, right? (Brendon laughing loudly)
- Well, if it was up to me,
my Christmas might be a little better if I applied one,
but there is zero cost.
All you have to do is just work with us at Gordon Marketing
to put your annuity contracts with us
and we will take care of you.
That's an absolute promise.
- All right, basically ask.
Right? - Yeah.
- If you ask, we're here to help.
So, unfortunately we've run out of time
for this episode of Selling Life and Annuities,
but to that point, we're here to help.
Our goal, our objective is to assist agents in the field,
sell more insurance, meet their clients needs
and make more money.
And if that's your goal and objective too,
you need to call us.
So reach out to Gordon Marketing,
we're here to assist.
I wanna thank you for taking your valuable time
and watching this episode of Selling Life and Annuities.
Make sure you stay tuned every Tuesday
for brand new content.
Click subscribe, (clicking tones)
down below this video (clicking tones)
and we will look forward to seeing you next week.
Thank you
(upbeat music)