By Tom Foster, Todd Thompson
ISBN-10: 1419593250
ISBN-13: 9781419593253
ISBN-10: 1435607899
ISBN-13: 9781435607897
To promote or to not Sell...Employer Retirement Plans: The monetary Advisor's Roadmap to a profitable Retirement Plans perform
Read Online or Download To Sell or Not to Sell...Employer Retirement Plans: The Financial Advisor's Roadmap to a Successful Retirement Plans Practice PDF
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Extra info for To Sell or Not to Sell...Employer Retirement Plans: The Financial Advisor's Roadmap to a Successful Retirement Plans Practice
Example text
As a retirement plans professional, you can help your clients see through their concerns to understand the benefits. Challenge/Opportunity 6. Potential clients may fear that signing on to a retirement plan requires an ongoing commitment to that exact plan. Small business owners have heard all the negative stories about large corporations facing difficulty due to long-term pension commitments. They don’t want to enter into an ongoing commitment they believe a retirement plan will entail. However, a well-constructed retirement plan scenario helps employers offer generous retirement plans for their employees without being saddled with an unwanted long-term commitment.
This opens doors for significant potential ancillary sales. Plus, employees who leave may need to roll over assets into IRAs. Those nearing retirement may need direction for determining the distribution phase of their lives. If you decide to pursue this market, do your homework. Take time to find the right plan provider with whom to partner. Beware: only six to ten providers are serious about this market. Therefore, make sure you address the following aspects for each of the companies you investigate: • Financial stability • Product flexibility • Market commitment • Sales track record • Account retention rates • Sales support and field structure • Service history The bottom line: Don’t overlook working with governmental entities.
To an elusive earnings goal. They don’t realize that the single best tool they have is themselves. When they realize that they are their number-one strength, they’ll reach their peak potential. Type 2: Inexperienced producer who has sold a few retirement plans. These financial professionals have enjoyed moderate success selling retirement plans. But they often get so excited about the ancillary sales these plans produce that they forget where the business comes from. They get focused on servicing individual participants (which, overall, is a good thing), but they fail to go after the next retirement plan.