Here is a little story I throw in sometimes when explaining the benefits of annuities.

As I go down the list of benefits and come to the “Probate Avoidance” issue these contracts provide I will often stop and say this:

“Mrs. Jones, do you remember the movie star, Natalie Wood?” They all will remember her.

“Do you know that after that terrible accident that took her life (she drowned) it took 18 years for her estate to move through probate? And do you know that in California (check your state) probate is considered public knowledge and anyone could go look at her estate?”

“Mrs. Jones, that is why one of the nicest benefits of these products is that if you name a beneficiary the funds will transfer without probate delays and expenses.”

Annuities can avoid the cost and expense of probate provided a beneficiary is named. When explaining the benefits of annuities relating it to a third party can be much more effective. The story about Natalie Wood is a story the prospect can relate to and will have much more impact than just explaining the contractual details.

Relating the benefits of annuities with real life illustrations provides a natural flow of information that makes understanding much simpler.

Once I have explaining the benefits I can move towards a closure of the sale with a simple sedge way such as:

“Mrs. Jones, who should I put down as your beneficiary?”

Always keep the sales process simple and in a method that can be related to issues in the prospects life. Focus on the benefits of the annuity and use this simple explanation of “How to Avoid Probate.”