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Don't Invest One Cent Of
Your Hard-Earned Money
Until You Check Out This Guide...
You're new to financial sales. Or, maybe you've been selling
financial products and services for five, ten or more years. You're looking for
the best marketing and sales systems and training programs to help you get started, or to take
your sales to a six-figure income and well beyond. You search the Internet, look
in industry publications, talk to your manager, talk to your associates and you
ask successful agents... "What's the Best Sales System Out There?" "Who Do They
Recommend?"
You find there are hundreds of companies offering marketing and
sales systems and/or sales training. So, you decide to contact a few of these
companies. After reading their materials and/or listening to them, you are
totally confused and uncertain whom to choose? Because, each one of these
companies tells you that they are unique and the very best.
So, how do you make
an intelligent decision?
I empathize with you. I have a similar problem. How do I prove to you, that
we have one of the best sales systems and training programs in the financial
services industry? It's a difficult problem.
Like many of my competitors, I
could make outrageous claims that appeal to the insecurity, fears and greedy
human nature of most sales people... "Guaranteed Overnight Success!" "One
Thousand New Prospects In Six Weeks!" "Get High Quality Prospects To Call You
And Beg For An Appointment!" "Work From Home In Your Underwear!" or "Make A
Million Dollars In Six Months, Working Part Time!" But, I hope you are too
intelligent to fall for any of those... 'In-Your-Face' advertisements! The vast
majority of the people that use these 'In-Your-Face' advertisements tend to be
hucksters and scam artists! They know that most financial professionals are like
most other people, in that they all want and are looking for instant
gratification and immediate success.
The truth is that none of us can 'absolutely' guarantee that you will succeed
using our programs.
There is no marketing, prospecting and sales program that
will work for everyone, in every area of the country. There are just to many
variables. We don't know you, your talents, your financial situation, your
weaknesses, your strengths, your education, your experience or how hard you are
willing to work! We don't know the people who live in your area of the country.
We don't know their attitudes, likes, dislikes or demographics! And, we don't
know whom you are competing against, the amount of negative publicity in your
immediate area, how competitive your products are, or the overall demand for
your products and services in your area?
So, how do you select the best system and sales training organization for your
situation and area?
You have to do your homework!
Here are
the major points we look for, before we'll invest our time and money in any of
the systems and sales training programs available today...
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Does the company give you their full contact information?
Do they provide you with the name of the owner, key people, their company
address, telephone numbers and an email contact form? If they don't list all
of this information, you must ask yourself why they don't! Shouldn't you be
able to call them and actually talk to a real person to find out more about
their program and support to see if it is right for you, your situation and
area? If they don't provide their names, how can you verify their
credentials? What does this tell you about them?
-
Have these people ever actually sold any products or services in the
financial services industry? Is what they offer
just information they've learned from a book or they've used in some other
sales situation? Do they have any actual experience selling intangible
financial products and services?
-
How successful were they in personal sales? Are
they just telling you they were successful, or do they have actual
documented evidence? In the financial services industry, every company that
I know gives out plaques, trophies and other physical awards to the top
10-20% of their producers.
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How long were they in sales as a personal producer?
There are many people who were successful for a year or two,
but are now out of personal sales because what did eventually backfired and
stopped working. They made a good living for a year or two... but they were
the typical pushy salesperson, didn't tell the whole truth, tricked people
into buying, or were just selling to friends and family. They were forced to
leave personal sales because they had a high lapse rate, were unable to get
referrals and find new prospects, etc. Are these the people that you want to
help you, with your career?
-
Do
these people have any actual experience training new and/or experienced
sales people? And, for how long? Just because a
system worked for them doesn't mean they know how to train others on how to
be successful using it! Or, that the system they used is transferable to
others?
-
Do
they work fulltime training agents and supporting their systems?
Or, are they still working fulltime in personal sales? If
they are working full time in sales, how much time will they be able to
spend helping you? How hard will it be to contact them?
-
Do
they have testimonials from satisfied customers?
Unfortunately, it's easy for people to fake written testimonials. Video
testimonials are harder to fake. Do they have satisfied customers that you
can call?
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Do
they have endorsements from financial industry leaders and associations?
In general, these endorsements are not easily
obtained, because successful people and associations are not willing risk
their reputation by endorsing something that doesn't work! And, these
endorsements are not easily faked, because it is very easy to verify if the
endorsements are real! How many endorsements do they have? Do they just have
one or two endorsements from their friends?
-
Do
they offer a detailed list of what's in their courses and systems?
Is it primarily just a sales system, or just a marketing system? For any
system and training to really help you, it must provide detailed information
about marketing, prospecting, appointment setting and sales? It can be the
best sales idea in the world, but if it doesn't help you to consistently be
in front of the "Right" prospects, then it's almost worthless!
-
Are they upfront with the actual cost of the training and materials?
Why aren't they willing to disclose the cost of their
materials and training up front? Are they trying to force you into
contacting one of their sales people? Are they just interested in getting
all of your contact information, so they can continually send you things to
buy?
-
Do
they offer personalized training and coaching? Or,
is it all group training sessions? Will you get help tailored to your
personal situation?
-
Do
they offer a... 90 Day, No Questions Asked, Money Back Guarantee?
Fortunately for you, most of the lesser programs cannot afford to offer a
'Money Back Guarantee!' Or, they require you go through a time consuming
process to qualify for a partial refund. This makes it a little easier to
determine if they are a successful and reputable company.
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Are they members (in good standing) of one or more consumer protection
agencies, such the 'Better Business Bureau'? Most
of the companies, with lesser programs, are not members of any consumer
protection companies, because they get too many complaints. It's easy to
check with consumer protection agencies to verify that they are members in
good standing.
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What's their overall reputation? With today's Internet it's very easy to
check out any company or individual! If they can't be found on the Internet
what does that tell you about their credibility, along with their marketing
and sales ability?
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Are they just recruiters in disguise? Unfortunately, the vast majority
of recruiters will do or say whatever they believe will get you to sign up
with them. They'll offer you... 'Free Leads', 'Free Systems' and 'Free
Training' just to get you to contract with them. Before you contract with
them, ask to talk to their five newest agents. (Agents contracted within the
last 6 months) If they can't or won't do that, then what does that tell you
about them?
If you
want to find the best systems and sales training for your particular situation,
then you must take the time to do your homework. Do not fall prey to the
'In-Your-Face advertising. By using all the 15 points outlined above you will
give yourself a much better opportunity of 'Selecting The Best Systems and Sales
Training' for your situation.
However, don't stop there! Always ask to speak to one of the key people in their
organization! Ask them to help you to determine if their system and training is
right for you! Ask to contact people who are using their systems and training.
Jeremy
& Lew Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches
Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It's entirely up
to you! You can sit back, do nothing and hope that things will change. Or, you
can take action right now to make things change! 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 & Lew Nason
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Lead Generation Tip
Using Mortgage
Protection is one of the very best
"DOOR OPENERS!"
Is there is any question that most families
have NOT purchased an adequate amount of life and/or disability insurance to
protect their family? Offering mortgage protection and
having the opportunity to speak with someone that has a mortgage is a quick and
easy way to set an appointment, make a sale and make them a client!
Plus, selling mortgage insurance is one of the best ways to build a database of
prospects and sales for the future. Not only will you make some sales and make
money, but more important is that you are building yourself a database for 'term
conversions', along with an opportunity to offer your other
products and services.
Remember to keep communicating with those prospects and your new clients and you will see
more sales results.
Don't be timid... Go
for it while other agents are moaning!
“Acting on a good
idea is better
than just having a good idea.”
Robert Half |
Sales Skills Tip
To Sell More... Ask Short
Questions!
If you want to sell more, then learn to talk less and listen more.
If you want to learn more about what your prospects really want,
then you'll need to ask questions that truly engage the customer.
However, this doesn't mean you need to develop complex questions.
The best sales tactic is to ask
shorter questions. Long questions tend to result in short answers,
usually a YES or a NO. While short questions will generally result
in long answers. An example of a great short question is, "Why?" or
"How?" There isn't a better follow-up question you can ask after the
prospect has shared some information with you. Consider how your
prospects would respond to other short examples, like... "How do you
feel about that?" or "Could you explain it to me?" These shorter
questions tend to get a more detailed responses and isn't that what
you want? On the other hand, asking a long complex question often
tends to confuse customers. Because they are not sure what you are
looking for or how you want them to respond.
“It's
not the answer,
it's the quality of the question.” |
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Well, that's it for this weeks 'Moneymaking... Marketing and Sales
Tips' Newsletter. I hope you found the information interesting
and helpful in your efforts to grow your sales and income.
Jeremy & Lew Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches
P.S. Do you have a friend or associate who is struggling in
this business and needs help? Why not tell them about our Web site and
forward this newsletter to them. They'll thank you!
Copyright 2010, Insurance Pro Shop - All rights reserved
Lew Nason, with his sons Jeremy Nason and Will Nason
are the founders of the Insurance Pro Shop and the creators of
the
Found Money Management™ Advanced Life Insurance Sales Toolkit the
most endorsed and successful Life Insurance lead generation and sales
system available for today’s insurance professional! Lew has been
helping agents and advisors to achieve long-term success in financial
services industry for almost three decades. His unique perspective, on
how to truly help clients, has enabled scores of agents and advisors
reach the top levels of their profession. Visit his web site at
http://www.insuranceproshop.com/ or call 877-297-4608.
"Helping Insurance Agents and Financial Advisors create endless
streams of new, repeat and referral business..."
www.insuranceproshop.com
Toll Free #
877-297-4608
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