In this episode, I’m joined by Michael McMillan from Financialize to talk about what really makes annuity leads work.A lot of agents think the problem is the lead source. But in reality, the bigger issue is usually the follow-up, the positioning, the credibility, and the way the agent handles the conversation after the lead comes in.Michael and I discuss why phone-verified annuity leads can be so valuable, what Financialize does to qualify prospects, and why agents need to stop treating annuity sales like quick transactional sales. We also break down practical ways to build trust faster, including voicemail, video follow-up, text, email, physical mail, social research, and long-term nurturing.If you’re an agent trying to sell more annuities, improve your lead conversion, or understand how top producers think about lead investment, this conversation is packed with real-world takeaways.Timestamps:00:00 Welcome Michael McMillan from Financialize
00:22 Roy’s experience using Financialize
00:46 Why annuity leads cost more
01:33 The problem with blaming lead quality
02:18 How Financialize qualifies leads
03:18 Priority leads and phone verification
04:38 Building trust with retirement prospects
05:26 Annuity sales are relationship-based
07:41 Roy’s lead follow-up process
09:02 Using Loom-style video messages
10:32 Why long-term follow-up pays off
11:42 Advice for new agents
12:50 Researching prospects before calling
14:03 Creating connection points
15:13 Sending physical information
16:22 Help-first selling
17:26 Why transactional agents struggle
18:11 The referral power of doing the right thing
20:12 Financialize and Annuity Producers Live
21:00 Diversifying lead sources
21:19 Reinvesting back into your business

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 https://www.annuityproducers.com/livezoom
 
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