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Dear Insurance Agents, Financial Planners and Financial Advisors,
A few minutes ago, I got a call from an agent who wanted to cancel his membership to our 'members only' private agent support web site. When I asked him why, he said he isn't using it and from what little he read in the site, he felt it wasn't worth what he was paying. Occasionally, we get similar responses to our specialized life insurance and annuity marketing and sales systems. They tell me that there isn't anything new in our systems.
Now, before I go any further, I'm not saying that I know it all, or that our 'members only' private site and specialized systems are for everyone. However, I can tell that our private site and specialized our systems receive rave reviews from agents and advisors who have been in the business for 30 years or 30 days. And, we receive rave reviews from agents and advisors that are making $30,000 a year and from agents who are making a $1,000,000 per year. Testimonials, Endorsements
So, what are these other agents missing? Or, what are they expecting that they aren't getting from us?
For the past month, we've been conducting a survey of the agents, planners and advisors who have cancelled their memberships with us, or returned one of our specialized systems. It appears that the majority of these people are expecting to find a magical cure to all their prospecting and sales problems. They want to believe all the hype being spewed out there. They want to believe that there is a magical system that is going to get hundreds of prospects to come banging on their door and begging to buy their products.
Wouldn't it be nice if they were right?
Wouldn't it be great if you could invest in a single lead generation and sales program that would work in every area of the country, for every agent? You could just follow exactly what they tell you to do and just like magic you are making a six or seven figure income…
Unfortunately, I know of no such magical program.
In my 27 plus years in this business, I haven't found a single way of generating leads and sales that is going to work for everyone, in every area of the country. Doesn't every section of the country have different ways of looking at things, different beliefs and different preferences? Doesn't every Agent, Planner and Advisor have their personal strengths, and weaknesses?
It's like playing baseball.
Everyone can play the game. However, not everyone is a good player. Very few are ever going to become good enough to make it to the minor leagues, let alone the major leagues. Even those players who have a lot of talent are beat out often times by players with a lot less talent.
The people who do make it into the minor and major leagues in baseball are the people who study, practice and work hard to master the fundamentals of the game. Then, they determine what position they are going to specialize in and they study, practice and work hard to master that one position.
It's the same for anything we decide to do. If we want to be successful in the game... it takes dedication, study, practice and hard work to master the fundamentals of the game. Then, to take our game to the next level we must specialize...
Consider, you can have the best products in the world. You can be extremely knowledgeable about the products and how to use them. However, if you don't know the fundamentals of how to attract and set appointments with the right prospects, you'll never get your turn at bat.
And, you can have all the leads in the world, but if you don't know the fundamentals of what to do and say to turn those leads into a sale, you'll strike out 99 times out of 100.
If you want to make it to the minor leagues in sales you must first master the fundamentals of sales... And, then to get to the major leagues you must specialize in one area...
What are some of the fundamentals of the sales game?
The first fundamental of sales... is learning what sales is all about!
Is sales about getting people to buy the products that you want to sell them? Or, is it about helping people to buy what they need and want to solve a problem they have? This is where most agents have a problem and stumble right form the start. They have the wrong idea of what sales is. So, when they get a lead, they have a problem turning the lead into an appointment, let alone a sale.
Do you have an urgent problem that you can solve for a prospect? If your prospect doesn't have a problem, then why should they meet with you? If it isn't an urgent problem, then why should they meet with you right now?
Does the prospect recognize the problem they have? What can you do and say to get them to see that they have a problem and agree to an appointment?
Does the prospect want to solve the problem? Do they want to solve it right now? What can you say and do to move the sale along?
Even if they do want to solve the problem, do they have the money? What can you do to help them find the money?
The second fundamental of sales... is learning how to identify and attract your ideal prospect! This is another area where the vast majority of agents have a major problem. They believe that everybody is a good prospect for what they offer. So, they waste their time and money sending letters to, talking to, meeting with and trying to sell the wrong people.
Are there some people that are better prospects than others for your products or services? Example: If you are selling life insurance, is it going to be easier to sell it to people with families or to single people?
Are there some areas, companies, associations, etc. that have groups of your ideal prospects? If you sell one person in that group is it going to be easier to set appointments with and sell the other people in the same group?
Are there some prospects that you relate to better than others? Are there prospects who you have more things in common with than others? When you relate better with a prospect isn't it going to be easier to set an appointment and close the sale?
The third fundamental of sales... is the understanding that 'Marketing Is The Only Function In Your Business That Brings In Clients, Produces Sales, And Generates Profits!' A lack of marketing is the primary reason most agents fail in this business. Most agents spend all their time trying to meet with and sell strangers, which is the hardest way to build their business. And, yet isn't that what most lead systems focus on!
How easy is to get an appointment with someone who has never heard of you or the work that you do? How much credibility do you have with these strangers? How much trust do these strangers have in you? Don't most people prefer to do business with people they already know?
How much easier would it be to get an appointment with someone, if a trusted advisor or friend recommended you and endorsed your services?
How much easier is it to make an appointment with people that already know you and the work that you do?
These are just some of the fundamentals you must study and master to win the sales game. And, these are just some of the fundamentals you'll find in our 'Members Only' private site.
Remember, if there were a quick, easy way to be successful selling insurance, investments and your services, everyone would be earning a six-figure income, instead of just the top 1% of all agents, planners and advisors!
Yours in success,
Lew Nason
Lew Nason, RFC, FMM, LUTC Graduate
The 9 Out Of 10 Guy...
Consultant, Coach… Mentor
P.S. Master the fundamentals of the game today! Discover... Why the 'Top Advisors' are able to attract more high quality insurance and annuity prospects, set more appointments and close more sales... even in this economy! Never rely on expensive direct mail, purchased leads or cold calling again!
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