IAMS and North American Company for
5-part webinar series with Jack Marrion
ELEVATE YOUR SALES EQ
with Dr. Jack Marrion
Elevate Your Sales EQ is a five-part series featuring insights from one of the most respected experts in our industry, Dr. Jack Marrion. Each presentation is informed by Dr. Marrion’s breadth of knowledge and experience and covers relevant topics for client conversion amid changing environments.
After watching all five parts of this series, you will walk away with a deeper understanding of your prospects and clients, as well as actionable sales techniques that go beyond simple scripting. Each presentation is supported by a topic relevant whitepaper and a consumer-facing tool you use can use in your prospecting efforts.
About Jack Marrion
Dr. Jack Marrion provides research and consulting services to insurance companies and financial firms in a variety of annuity areas. He also serves as director of research for the National Association for Fixed Annuities and as a research fellow for Webster University. His insights on the annuity and retirement income world have appeared in hundreds of publications.
Elevate Your Sales EQ Part I:
The Reasons for Fixed Index Annuities
in Uncertain Times
This presentation covers, in comprehensive detail, how fixed index annuities can shepherd consumers safely through turbulent times. Supported by historical data and objection-busters, this presentation is great for all advisors, whether experienced or new to the business.
Elevate Your Sales EQ Part II:
How Decision-Making Biases
Impact Fixed Index Annuities
This presentation covers behavioral biases that affect fixed annuity sales, with key insights on framing your presentation and countering client misconceptions to cinch the sale.
Elevate Your Sales EQ Part III:
Fixed Index Annuity
Crediting Methods
This presentation explores the ins and outs of the many different crediting methods available on fixed annuities, with a special focus on volatility control mechanisms. Dr. Jack Marrion shows, from several angles, why the annual reset provision available with some annuities is so powerful and how different crediting methods interact with this feature.
Fixed Index Annuity Interest Crediting
Annual Reset Provision Chart
Elevate Your Sales EQ Part IV:
Fixed Index Annuity
Crediting Methods
The New Retirement Income Pyramid explores aspects of behavioral retirement planning, understanding risk, Wall Street retirement income approaches versus real consumer needs, and more. Dr. Marrion provides relevant information on preparing consumers for retirement and framing annuity talking points.
Elevate Your Sales EQ Part V:
Understanding the Irrational
Life Insurance Buyer
This presentation explores behavioral finance concepts and how they relate to the life insurance purchase process. Drawing on Marrion’s key insights, knowledge, and experience, this presentation details the biases that interfere with cinching life sales and how you can overcome them.
The Elevate Your Sales EQ Webinar Series is sponsored by the North American Company for Life and Health. IAMS, Inc. is appreciative of their support.
