What Does It Take Today, For You To Become A Successful Producer
In The Insurance And Financial Services Industry?

There is a lot of confusion, as to what it really takes to succeed today in the insurance and financial services industry. Almost everyone in the industry is telling you that you can become a top producer if you'll just follow their program. However, contrary to what you're being told, the facts are that 90% of the people who enter insurance sales struggle, and are out of the business within 5 years!  And, for the 10% who do manage to survive past 5 years, the average net income (as reported by LIMRA - Life Insurance Marketing and Research Association) is less than $40,000 per year!

So, what does it really take for you to become a successful producer?

Imagine for a moment that you wanted to become a doctor.  In simple terms... First, you would go to college to learn the fundamentals, and then go to medical school for the technical knowledge.  Next, you would serve an internship to learn how to use and apply that knowledge and determine your specialty.  After completing your internship, you would buy all of the equipment and tools you need to set-up your practice.  Finally, you would need to keep up to date with all the changes and new advances in medicine.

No matter what profession or business you are in, if you want to succeed long-term, you must follow this proven process. Skipping just one step, in this process, means almost certain failure!

Getting the Fundamentals and Technical Knowledge
To start off with there are no quick ways to achieve success in this, or any business or profession.  There are no shortcuts!  You have to begin with the fundamentals!  And, in the insurance and financial services industry that means, learning the basics about marketing, prospecting, setting appointments, fact-finding, sales skills, product benefits, and most of all, how to really help people.

The problem is that while most of the insurance companies, broker/dealers and marketing organizations out there are doing a fairly good job of providing the technical knowledge you need for their products and services, (or, their hot new sales idea)... they are providing very little training or support on the above critical fundamentals.

So, Where Do You Get These Critical Fundamentals?
Today, with the Internet, it's much easier to find Articles, Books, Videos, Audios, and Training Courses from the foremost experts in our industry and our industry associations.  And, you can also ask the best producers in your area what books, and whose newsletters they read?  What tapes do they listen to? 

However, the problem is that most of the people entering this business don't really understand what they must know, in order to succeed in this business. They just don't know what training they need to look for.  Consequently they end up missing many of the critical fundamentals, and they struggle on for years trying to identify and find what they're missing.

That's why we created the Insurance Marketing and Sales Resource Center.  It's a Mini University in Marketing and Sales. What we've done is collected the latest and very best marketing, prospecting, appointment setting, fact-finding and sales skills training, tips and ideas and from the very best producers and trainers in the insurance and financial services industry.  Then we created step-by-step lessons to give you all the critical fundamentals you need to quickly grow your business, and position yourself for long-term success. www.insuranceproshop.com/insurancemarketing/insurancemarketing.html

And, that's just the beginning of our training, services and support...

Learning How Apply Your Knowledge and Determine Your Specialty
Once you have learned the fundamentals, then you need to learn how to apply that knowledge and determine your specialty. 

Like a doctor you can have all of the medical knowledge in the world.  But, if you don't know how to apply that knowledge to properly diagnose your patients health problems, then that knowledge is almost worthless.  As an example; If you don't ask enough questions to get your patients to fully explain their symptoms and/or you don't examine them, then you'll have little hope of properly diagnosing their condition and curing their ills.

That's what's in the first part of our Specialized Marketing and Sales Tool Kits.

First we identify the most common, serious problems people are facing today, and then we give you detailed explanations of how to help them to solve those problems, using your products and services. 

Next is determining your specialty... Who are you going to help?  What problems are you going to solve for them?  What are the best solutions for those problems?

Plus, you'll have all the questions and scripts you need to get your prospects emotionally involved in the entire sales process, so they'll want to take action. (all the questions and scripts for setting appointments, fact-finding, presentations, etc.)

Finally, we show you the simple ways, and the templates to use, to present the solution, that will get your prospects to want to take immediate action.

Getting The Tools You Need To Set-up Your Practice
The second part of our Specialized Marketing and Sales Tool Kits, is about determining who are the 'RIGHT' prospects for your specialty, and how you can consistently attract those people to you.

You'll learn 12 of the very best and most cost effective marketing and lead generation strategies, to attract the people you have the best chance of selling.  And, more importantly you'll have all the 'insider secrets' and 'trick of the trade' to making those proven marketing and lead generation strategies almost foolproof.  Including all the tools you need... scripted PowerPoint presentations, invitations, flyers, sales letters, information reports, articles, telephone scripts and much more. 

Plus, you'll learn how to 'stand out' from every other advisor in your local area, to become the trusted advisor people want to see.

Fine Tuning Your Marketing And Sales Skills
One of the most important services we offer is the Trusted Advisor Success Training.  It’s a 2 day event, giving you the finer points of the proven marketing, prospecting, appointment setting and sales skills strategies, which have taken us over 28 years to uncover, refine and perfect. These are the 'Insider Secrets' shared by the true industry legends... Ben Feldman, John Savage, Mehdi Fakharzadeh, Frank Bettger, Thomas J. Wolff and others.  

Just like a doctor who must serve an internship to learn the finer points of diagnosing and treating medical conditions from other experienced doctors, you need to learn the finer points of marketing, prospecting, setting appointments, fact-finding, sales skills, product benefits, and how to really help people, from the experts in the field.   

Keeping Up To Date With All The Changes and New Advances In The Industry
One of the best parts about the training and services we offer is the ongoing support we provide, to keep you up to date with the changes and new advances that are happening in this industry.

Our Insurance Marketing and Sales Resource Center is updated every month, and you can use the 'agent forum' to ask questions, to get help from us and the hundreds of other members.

Each of our Specialized Marketing and Sales Tool Kits are constantly being updated to make sure you receive all the latest and best training, tools and ideas. (Life Insurance, Mortgage Insurance, Long Term Care Insurance and Annuity) And, each of our tool kits comes with 3 hours of personal, one-on-one, coaching. 

Once you come to the Trusted Advisor Success Training, you can attend as many times as you want, for just $100. (the cost of the food)  Plus, we've taken videos of best training from these events and created our 'Boot Camp In A Box' and our 'Advanced Fact-Finding' DVDs.

And, we have many e-books, videos and audios to further your mastery of the fundamentals, and to help you to fine tune your marketing, lead generation and sales skills.

You Have The Choice To Be Successful Or Unsuccessful
You're the only one who sets the limits on your income and your success!  Your career in insurance sales is a series of constant challenges.  You must use those challenges to motivate and excite you!  You must meet and beat those challenges to be successful in sales!

There are five basic challenges you face in insurance sales:

• Marketing / Prospecting

• Making Contacts / Setting Appointments

• Qualification / Fact Finding

• Sales Skills / Overcoming Objections

• Helping People / Closing Sales

Most agents spend the majority of their time learning how to meet and beat one or two of the above challenges, and neglect the others.  You will become a top salesperson - only if you continuously work on all five of the above challenges. 

Important Note: Learning about the latest, hot, new sales idea or product may excite you, but beating all five of the above challenges is what will consistently put money in your pocket, and give you the long-term success you've been searching for.

A Little About Us
My son Jeremy and I have been training and coaching life insurance agents for almost three decades.  For example: As a branch manager for Met Life, from 1989 to 1994, I hired 23 brand new agents.  Over 10 years later, 18 of those agents were still in this business and they were making well over $100,000 per year.  Today, many of them are making $200,000, $300,000 and much more.

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.

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?

"Lew's and Jeremy's ability to bring clarity and fundamental principles to the table is phenomenal. The two page presentation exemplifies the insight into this industry."
Mike Carolus, NE, (32 years in this business)

"A while back I found the Insurance Pro Shop and signed up for their (FREE) weekly newsletters and started applying some of their techniques, and they worked.  So, nine months ago, I decided to visit with them to meet Lew and Jeremy.  After meeting them, I decided to purchase their Found Money Management System and their Fact Finding DVDs.  However, with the holidays and running my P&C business, I didn't get to begin to earnestly study their materials until a few months ago, and then I attended their Found Money Management Boot Camp.  In the past three months, I've sold more life insurance premiums, than I did in the previous 8 years.  I've placed 12 policies with annual premiums ranging from $800 - $30,000.  Their systems and training work. And, now I'm here at their Advanced Fact-Finding Techniques Sales Skills Boot Camp to learn as much as I can from them. Lew Nason has the marvelous ability to make the complicated, simple. He gives small practical helps that can only help to make your agency grow.  What a mentor!"
John Stewart, FMM - GA (P&C Agency Owner), (16 years)
 

"Apply yourself.  Get all the education you can, but then, by God, do something.  Don't just stand there, make something happen."
Lee Iacocca