Discover… The Quickest and Simplest Way To Find Life Insurance Leads, Set Appointments and Make Sales!

Most of the agents and advisors today are making this business much too complicated.  They are looking for a hot, new sales idea that is going to magically attract a ton of new prospects to them.  Unfortunately, they are overlooking one of the absolute easiest and best ways to have all the life insurance sales leads they can possibly handle, starting today!

Would you agree that if you want to sell more life insurance, then you have to find people who recognize they need life insurance? 

 And, if you want to sell a life insurance policy today, then you must find the people who have a strong immediate need right now.  The stronger the need, the quicker people will want to take action.

Understanding Peoples Needs

According to Abraham Maslow, father of humanistic psychology, there are certain basic needs that take precedence over others. (Maslow's Hierarchy of Needs)

First, there are the physiological needs. These are biological needs. They consist of the needs for food, water, shelter and clothing. They are the strongest needs, because if a person were deprived of all needs, the physiological ones would come first in the person's search for satisfaction.

Second, come the safety and security needs. After the ‘physiological needs’ are met, then people become increasingly interested in finding safe circumstances… family security and protection. In the ordinary American adult, this set of needs manifest themselves in the form of our urges to have a home in a safe neighborhood, a little job security, a nest egg, a good retirement plan and a bit of insurance, and so on.

Third, are the needs of love, affection and belonging. Only after the ‘physiological needs’ and ‘safety and security needs’ are met, will people seek belonging, friendship, and love. This involves both giving and receiving love, affection and the sense of belonging.

Fourth, are the needs for esteem. People need to be a respected individual. When these needs are satisfied, people feel self-confident and valuable as a person in the world. When these needs are frustrated, the person feels inferior, weak, helpless and worthless.

Fifth, are the needs for self-actualization. People need to feel complete and valid in all aspects of self, to feel confident in being oneself. Maslow describes self-actualization as a person's need to be and do that which the person was "born to do." "A musician must make music, an artist must paint, and a poet must write."

Only when the preceding classes of needs are satisfied, will the next set of needs become important and dominate! People do not feel the second need until the demands of the first have been satisfied, nor the third until the second has been satisfied, and so on.

Accordingly, if you want to find people who need to take action right now, then you must address one of their strongest immediate ‘physiological needs’… (Food, water, shelter and clothing.) And, then by helping them to get the insurance, you are also satisfying one or more of their ‘safety and security needs!’

The Quickest and Simplest Way To Find Life Insurance Leads,
Set Appointments and Make Sales!

One of the primary ‘physiological needs’ that fits here; is the need for shelter, a roof over our heads, a home.  

Do you have a mortgage on your home?  If you (or your spouse) weren’t there tomorrow, or you lost your income, could your family keep your home?  

Selling mortgage insurance is a great way to find people who have an immediate need. It quickly opens doors and will get you into people’s homes.

Consider, in the 3rd Quarter of 2008, the homeownership rate was 67.9%. (Source: U.S. Housing Market Conditions, November 2008, HUD.) 

Today, there are very few people who don’t have a large mortgage on their home.  It’s generally the largest monthly expense families have, and typically consumes 30% to 50% of a family’s net monthly income.  The ability to pay off the home mortgage, in the event of the death or disability of a breadwinner, is a need that most people easily recognize and would like to cover.

That is great news for you.  There are an abundance of great prospects for you to talk too, right in your local area.  People want to protect their primary needs for themselves and their family.  And, if you are passionate about what you do, then it becomes very easy to become emotionally connected with a prospect, so they will open their hearts to you.  All you need to do is have confidence in yourself and let your passion and caring nature shine through.

I’ll give you an example of what I mean.  As you know, I do phone coaching sessions with financial advisors everyday.  And, during those coaching sessions, we always get into role-playing the questioning techniques you must use to get your prospects emotionally involved, so they recognize the need and want to set an appointment with you. 

Here’s one example…

I’ll say: “If I may ask, do you currently have a mortgage on your home?”

Advisor as Prospect: “Yes, I Do.”

I’ll ask: “And, if I may ask, do you have insurance to pay off your home for your family if something were to happen to you?” 

Advisor as Prospect: “No I Don’t”

I’ll say: “How do you feel about that?” 

Advisor as Prospect: “I never thought about it. And, I don’t feel good about it. But unfortunately, I can’t do anything right now. I just can’t afford it.”

I’ll say: “I understand. None of has any extra money. But, you do feel it’s important to have the home paid-off for your family if you weren’t there tomorrow?”

Advisor as Prospect: “Yes, I do.”

I’ll say: “Well, if I could show you how to get the insurance you need to protect your family, without taking any additional money out of your pocket would you like to know how?”

Advisor as Prospect: “Yes, I would.”

The whole idea is to set an appointment with these people and then once you are in front of them you do a complete fact-find.  The strategies involve getting in front of people who have had a mortgage for two or more years.  Then helping them to buy cash value life insurance to protect their family, and pay off their home 5-15 years early.

Do our strategies work?

Proven 80% Success Rate…

I‘ve been training and coaching life insurance agents for almost three decades. For example: As a branch manager for Met Life, from 1989 to 1993, I hired 23 brand new agents. Each of these agents started their careers selling mortgage insurance! Over 10 years later, 18 of these agents are still selling life insurance and they are making well over $100,000 per year. Today, many of them are making $200,000, $300,000 and much more.(They are mostly selling cash value life insurance!)

Consider, according to LIMRA, (Life Insurance Marketing and Research Association) the failure rate for new agents coming into this business is over 90% in the first 5 years. I was able to achieve an 80% success rate! 

If you want to have one of the quickest and simplest ways to find life insurance leads, set appointments, make sales and be earning a six-figure plus income, then you need to take a look at our ‘Advanced Mortgage Insurance Tool Kit™’… Today!!! 

When you get your hands on this powerful information, you'll find these state-of-the-art marketing, prospecting and sales strategies are organized into a step-by-step procedure. 

How much longer are you willing to struggle to make a mediocre income?

Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches

Message to Financial Advisors…
Are you attracting and meeting with the 'RIGHT' prospects? How much longer are you going to wait to take action? What have you done in the last sixty days to increase your sales? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?  Jeremy and Lew Nason    

"I know I am not the first person to say or think this, but I wish I would have met Lew and Jeremy Nason when I started in the business 4 yrs ago. 'Where have you guys been?'  The Mortgage Protection Toolkit is absolutely one of the most amazing, 'for real' products I have ever used.  And, just when I thought it I couldn't be blown away anymore, I picked up the Fact Finding DVDs. Holy @&*/?* Batman? Unbelievable!

Interestingly enough, I started by implementing the system with my existing clients on annual reviews.  However, instead of doing the talking, I started doing the listening and questioning.  I noticed I didn't have to deal with objections like price and affordability.  It is amazing how these techniques work in such a simple fashion and it allows me to help the client get what they want by helping them find the money they need to do it.  Now, that I have passed the 'Wow, this really works!' phase - the future seems brighter than ever.  Again, I can't thank you guys enough."
Paul Leonard, CA, (4 Years in business) March 2010

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