What's The Quickest Way To Increase Your Sales and Your Income?

The Answer Below May Surprise You!

For 28 years now, we’ve had agents asking us how they can find more leads. They want more leads, so they can set more appointments, close more sales and make more money.

As we talk about their situation, they'll tell us that they are closing 25% to 40% of the people they see.  They don’t have a problem closing sales.  Their only problem is they aren’t seeing enough people.  Unfortunately, what most of them don’t realize is that trying to see more people is doing it the hard way.

Consider, if you are only closing 25% of your sales calls, then to make one additional sale you have to see four more people; to make two additional sales you have to see eight more people; etc. That’s a lot of additional time, effort and expense.

If you want to make more money, then wouldn't it be much, much easier to improve your closing ratio with your current prospects. 

When we ask agents if they would like to be closing 50%, 60% or even 90% of the people they meet with, most of them tell us they don’t believe it’s possible. They'll explain that many of their prospects are just lookers, or shopping for the best price (or investment returns) or they don’t have any money. There is no way they could close 50% or more of the people they are currently seeing.

As we talk further, we'll ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don't know where they're going, what they're doing, or where they've been when it comes to sales calls.  

Most Agents Are Winging It
The reason most agents aren’t closing a high percentage of their sales calls is because they are winging it during their initial sales interview. They don’t have a set procedure for the sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money... than to admit they aren’t as good at selling as they should be.  

The good news is that most of your competition falls into this category.  

Unfortunately, the bad news is that you are probably doing the same thing.

The problem is that the vast majority of agents and advisors still believe the purpose of a sales interview is to show off how smart they are and to convince the client that they have the best products or price!  

I’ve said it before, and I’ll say it again: Prospects don’t care how smart you are, or if you offer the best products, service or the lowest price!  

The real purpose of the sales interview is to turn the prospect into a client. What your prospects want to know is: “What’s In It For ME?"  “How can you help me better my situation?” 

Your goal is to help your prospects to see you as 'their savior.' Then and only then will you start closing a high percentage of your sales calls. 

You Can Close 90% Of Your Sales Calls.
I know this because I did it when I was full time in sales, and many of the agents we are currently working with are doing it. These are agents who came to us closing 25% to 40% of their sales calls and within just a few weeks they are closing 70% to 90%. These are agents and advisors who were earning $3,000 to $10,000 per month and are now earning $20,000 to $60,000 per month.  

Not only are they closing more sales, they are now closing much larger sales. 

And, No, these agents and advisors did not change how they were prospecting! They aren’t seeing more prospects! They haven’t gone to a more affluent market. And, No, they aren’t offering a new product or service.

So, what made the big difference?
These agents and advisors now have a set procedure for the initial interview. They have a series of questions they ask each prospect. They are prepared. And, they are well rehearsed! 

In the initial interview they are:  

• Focused on Asking Questions to Help the Prospect Identify Their Problems!

• Asking Questions to Help Them Understand What the Prospects Really Wants!

• Listening to What the Prospect Is Really Saying!

They now understand that the ‘Initial Interview’ is where the sale is really made.  

The reality is that by asking questions and really listening to your prospects, you are ultimately selling them on why they should do business with you.  

They are buying you as someone who really cares about them and can really help them.   

Until you internalize these concepts and stop winging it, you will find it very difficult to consistently close a high percentage of your sales. 

Lastly, please remember that nobody sells everybody. There was only one perfect man who walked this earth. All you can do is improve to the point where you become a ... "90% Closer!" 

“Whether You Think You Can, or You Think You Can’t... You Are Right!” 

Are you thinking: “OK.” “So, where do I go from here?” “Is there a script for the initial interview?” “What are the questions I should be asking?”

You can learn to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach!  Or, you can invest in our Advanced Fact-Finding Training videos and audios and join our members only, private site. 

Or, you could choose to live with a 25%-40% closing ratio…  The choice is YOURS!

Lew and Jeremy Nason
'The 9 Out Of 10 Guys!'

"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)

"Lew, I recently purchased your Advanced Fact Finding Video... I have been on two interviews so far and used the methods you described. It was surprising how the folks opened-up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were before they were asked to buy anything. In both cases the customer actually told me what they were going to buy... By the way, I am going to recommend that you contact Allstate's Financial Specialist Manger, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name."
Robert Dupuis, Allstate Agency Owner, TX