SENIOR SELLING
Focusing on the Greatest Generation of Savers This Country Has Ever Known
by
Book Cover & Preview Text
Chapter Three
Herein Lies the Money
The question now arises. Who, then should we be
prospecting? They answer is plain and simple...prospect seniors and only seniors.
The senior population is where the money is. Seniors control trillions of
dollars of wealth in the United States. Our mothers and fathers, or for some
people, grandparents, are the greatest generation of savers this country has
ever seen. So prospect them and control their wealth with them before they die
and pass the money onto the greatest generation of spenders this country has
ever seen.
Have you ever heard anyone ask a financial
representative who their target market was? How often do you hear someone
answer, “I work in the senior market?” This response always cracks me up. The
fact of the matter is that most people out there know the senior market as
people who are old. That’s the extent of their knowledge. My question to you
is...do you really want to work in the senior market? If you do, then you must
understand seniors. Most people who work in that segment of the population
haven’t a clue. If you truly want to make more money, if you really want to
understand the senior market, if you want to control your appointments rather
than having them control you, then read on. If you think you have it all
figured out, you can put this book down right now.
Let’s define a senior prospect. Let’s also keep it
very simple. A senior prospect is anyone over the age of sixty and retired.
These are the people you should be talking to on a daily basis. These are the
people who are worthy of your time.
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Book Details
About the Book
Senior Selling is an absolute must read for any sales
person in the insurance and financial services industry. This powerful,
down-to-earth book explains what separates successful closers from mortal men. Senior
Selling illustrates the subtle steps necessary when working with senior
citizens. From the first page to the
last, there are examples and stories chocked full of sales boosting ideas and
proven techniques for closing more sales in the senior market. Anthony Raad’s straightforward approach will
serve as a guide you may reference over and over until you master it.
Praise for Senior Selling
“An absolute must read for any sales person in the
insurance industry--short, funny, and to the point”
-Bo Johnson
Financial Independence Group
“This book is definitely going to help me gather more
assets and make a lot more money in a lot less time. I read the whole book in
one hour. It’s simple, concise and
truthful. It’s awesome!”
Douglas Bolter
Vice President, Lincoln Financial Services
“Anthony has managed to summarize what his success
can be attributed to in a relevant operation manual for every sales person -
not just those in the financial services industry.”
-Nancy Brady
President, Profile Publishing
“Anthony Raad’s book nailed it right on the head! I
laughed out loud, but at the same time, I recognized many examples of my own
real-life experiences. It will certainly serve as a guide that I will reference
several times until I have mastered it.”
-Gary Swanson
President, Collaborative Strategies
“I had to sit down and say ‘Thank you’ after reading
Anthony’s fantastic book for the second time.
From the first page to the last there are tons of sales-boosting ideas
and proven techniques to closing more sales.
This book explains what separates successful closers and mortal men.”
-Phil Graham
Senior Marketing Director,
Financial Independence Group, Inc.
About the Author
Anthony Raad is a graduate of the University of
Wisconsin. He belongs to the National Association of Insurance and Financial
Advisors as well as the National Institute of Certified Estate Planners. He
holds membership in and is a graduate of the Life Underwriter Training Council
Fellows. He has been awarded the Top of
the Table status in the Million Dollar Round Table. He is the founder and
president of Lincoln Financial Services in Brookfield, Wisconsin. He is a certified
estate planner and a renowned public speaker.
Anthony is an avid tennis player and would never turn down an invitation
to golf.