Secrets of two 10 Million Annuity Producers

Russ J. Jones is the #1 Authority on sequential mailings using a "3-Step Postcard System and a prospecting and client newsletter. He specializes in using IRA, CD Holders and Affluent Widows lists.

Newsletter #55

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Marketing and Sales Strategies of Two 10 Million Dollar Annuity Producer.

I hope you're having a great 2010 and still keeping some or all of your New Years Resolutions.

This last week week I spoke to two top producing members that wrote over 10 Million in annuity production in 2009 and we talked about all the different marketing and sales strategies they use.

I'm just going to list them as I remember them and from the notes I took.

Some of these strategies seem small, but remember "large doors swing on small hinges."

  1. Both agents have one or two marketing assistants who handles all the $8.00 an hour jobs in the office like processing applications, follow up and booking appointments, sending out 10 dollar bill letters a day, mailing out 2,000 postcards per week and mailing out 250+ newsletters monthly.
  2. Both of these agents I found out will send out a hand written letter and a financial article highlighting a special article of interest to their top clients.
  3. Both of these agents do Annual Reviews Check Ups with many of their clients.
  4. They both send out Birthday cards and special Thanksgiving cards along with a referral card asking for any one they know who would like to have a financial checkup.
  5. One of the agents has a 60 second radio commercial that runs everyday during Rush Limbaugh and Shawn Hannity radio show.
  6. One agent can mail out 15,000 postcards in just 24 hours from his local printer.
  7. One of the agents mails out monthly my newsletter to 600-800 401 (k) and IRA holders from my list service.
  8. Both agents actually record their presentation and have close associate review them to critic.
  9. They both stay in touch with their clients with a Client Appreciation Lunches and Dinners.
  10. Both have written down and have detailed goals for 2010.
  11. One of agents is currently testing my new "World's Smallest Smart Money Newsletter" and has written just over $400,000 in annuity premium.

Check it out at

See sample postcard below

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  • Both agents take 20-30% of there commissions and fees and reinvest back into marketing.
  • Both agents work with Elder Law attorneys and several CPA's and do joint ventures.
  • Failure is not an option for either of the agents. If they fail with a marketing promotion they move on to another strategy.
  • They use a dripping campaign with mailing out postcards, direct mail. flyers, newspaper inserts, emails and use my web site service at
  • Both have a list of 10,000 investors, doctors, dentists and wealthy business owners they use for mailing campaigns.

(To be continued...)

Check out the following websites for more information and marketing strategies you can use in 2010 at :


Here's an example of the power of the simple newsletter to generate annuity leads and Insurance leads.

Here’s some reason comments I’ve been hearing from PMR Members who use our newsletter and “Tell-A-Friend Certificate ” Insert.

......An easy $60,000+... I've only sent two issues of your newsletter and already it's brought me $60,700 worth of annuity business. I can't think of a better way to stay connected with clients and generate new clients.

I have been using your newsletters to send to my clients and potential clients. the other day a guy came in with a newsletter that his brother had given to him. He is rolling over $487,000. Thanks R. Smith, Forney, Texas

......I mail about 400 newsletters a month and receive about 6-10 referrals per month. In 18 months it's brought me in over $700,000 in sales. This past May alone I sold a $54,900 annuity, a $178,000 IRA Rollover, and a $117,695 annuity. The newsletter allows us to stay in front of our client's eyes until they are ready to do business with us. Thank you, thank you, thank you!!!

......I can directly attribute the newsletter for generating over $200,000.00 in sales over the last 14 months. Theses sales had an average of 37.4% gross profit. We spent $6,750.00 in sending out the mailings to receive about $60,000.00 in gross profit. Just do the math and it comes to 888% return!!! Everyone tells me how much they enjoy receiving and READING it. Keep up the good work.

......AMAZING... I had an annuity lead I was trying to close for 3 years – after they received their first newsletter from me, they immediately called and I sold them a $75,000 annuity! That was easy!

......This newsletter is a building block to having a stable business. The newsletter keeps my clients from wandering off! I receive 5-6 referrals a month. In total volume, I'd say it's brought me over $540,000 worth of business.

For more information on our website and client newsletter go take a test drive over at You can receive a 30 day free trial.

Go forth and prosper,

Russ Jones

Creator of the "3-Step Postcard System"

P.S. If you want to talk about your current marketing campaign please call me at 435-563-4749.


"How You Can Make Well Over $200,000.00 Per Year as Insurance Agent Working Less Than 15 Hours a Week....Have a Top Income AND a Life..... And NEVER Have to Make a Call You Dread or Waste Your Time With Unrealistic Prospects or unqualified Prospects, Ever Again."

The quickest and most efficient way for you to get all my ideas at once so you can start seeing changes in your business right away is to visit my site at:

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