There is a huge difference between the trainers who are really
recruiters in disguise and will
promise you anything and everything to get your business...
who are dedicating
their lives to helping you to succeed in this business.
We are dedicated
and sales trainers, coaches and mentors... NOT
Here’s What You
Do To Get Off To The Quickest Start Possible Selling Cash Value
There have been several exciting
and dynamic cash value life insurance selling systems that have
been introduced in the past 20 years, that
will help you to close larger cash value life insurance sales. There’s the
LEAP, Missed Fortune, Infinite Banking and
Circle of Wealth systems, along with the various
‘College Funding’, ‘Equity Management’ and
‘Mortgage Early Payoff’ sales systems, just to name a few.
All of these selling systems may be fine ways for you to learn how to
sell lots of cash value life insurance, once you are in front of a
prospect. Regrettably, the vast majority of these systems are
primarily just a sales system… and NOT a real marketing, or a
lead generation system. Yes, they’ll give you one or two ways to
generate leads that has worked for the creators of the system,
like running ads in the newspaper, sending out post cards,
buying leads or offering seminars. However, the lead generation methods they use do
not work for everyone, in every part of the country. And, they
tend to be very expensive to implement. And, no matter how good
their selling system is, if their lead generation method (s)
doesn’t put you in front of the ‘Right’ high quality
prospects everyday, the system is almost worthless.
Unfortunately, it’s the same with many of
the career and independent life insurance companies. They have
some of the best permanent life insurance products, and they provide you
with adequate training on how to sell their products.
Unfortunately, they do not have a good marketing system that
puts you in front of your ideal prospects, everyday. Their idea of
marketing is for you to do a ‘Project 100’, and try to
sell 100 or more of your family, closest friends and other
people you know. And then when you are done contacting those
people, and you’ve made a few sales, you are supposed to have a
ton of referrals to keep you going. However, it rarely works out
that way, for most people.
Now, I agree, there are a
few people who will purchase one of these sales systems, or join
a career or independent company and will have phenomenal
success. But, as we all know, 85 percent of the agents and
advisors in this industry are struggling to make a mediocre
living. But, it doesn’t have to be that way for you!
do you get off to the quickest start selling
cash value life insurance and keep it going?
Wouldn’t it be nice if
there were one, or maybe two marketing strategies (lead
generation methods) that will work for everyone, in every area
in the country? But, would you agree that everyone’s situation
is different? Some people have more money behind them for
marketing, than others. There are people who are already well
known and respected in their community, or are active members in
various civic groups. Some people are good speakers, love to
talk in front of groups, or have an outgoing personality. There
are people who are good on the phone and those that absolutely
And, there are some parts
of the country where newspaper ads or postcards work great.
There are some communities that are flooded with seminars or
educational workshops, and others that don’t have any. Some
communities are struggling financially, more than others. In
some towns, you can hold educational workshops in libraries,
other don’t allow them at all.
And, the worst part is
that what may work today… May not work tomorrow!
Are you getting the
If you want to get off to
the quickest start possible selling cash value life insurance
and keep it going, then you must have several marketing systems
available to you, with all the tips, tools and training you need
to make these systems work for you.
And, you’ll need one more
thing… A Coach!
It’s very difficult for
most people to determine and choose the best marketing method
for their situation. There are too many variables. Too many
mistakes you can make. And, what if you waste a lot of your
time, and all your money by choosing the wrong method, or doing
An experienced coach can
help you to analyze your strengths and weaknesses to help you to
determine what marketing program will work the best for you,
short and long term-based on your situation and area. And, they
can help you to fine-tune the process to minimize any costly
We can all benefit from
the outside perspective of someone watching our moves closely,
especially if that person has the skills and experience in the
activity that's being coached. A coach can provide you with the
structure and accountability you need week after week to
discover and fine-tune the best marketing methods to guarantee
Yours in success,
Will, Jeremy and Lew Nason
"The 9 Out of 10 Guys"
Not sure we can help,
or if our services are right for you... Don't
Call us Toll Free to schedule a
No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
We guarantee you'll be glad you did! 877-297-4608 (M-F, 9AM-5PM, EST)
During the past 14 years, with our affordable programs and individualized coaching,
we've helped over a thousand agents, advisers,
planners and 'MDRT' members EACH YEAR to double and triple
their incomes within 60-180 days
...in spite of this
The top advisers, we worked with last
year, earned over $1,000,000 and
many others who were earning $40,000-$60,000
per year, now earn $150,000-$350,000 per year. And with our
affordable insurance marketing and sales systems, ongoing one-on-one training and custom coaching, you can do the same.
And we’ll be by your side every step of the way.
Trusted Adviser People Want To See...
While Earning 2 Prestigious Industry Designations
Trusted Advisor Success
Insurance and Annuity Marketing, Lead
Generation, Fact-finding, Presentations and Sales Skills
Serious Financial Advisors
August 14, 15 & 16, 2013
Middle Income Families To 'Live Debt Free and Truly Wealthy'
Have Lawyers Salivating Over Your E&O
I know many of you will
think this is an idiotic piece, with absolutely no relevance to
your business, but for those of you who actually understand what
I’m about to say, take note.
For those of us who were
in the insurance business in the 1990s, and remember the days of
high interest rates, that provided us with the perfect sales
scenario for Universal Life, you will absolutely understand my
Back in those days, when
interest rates dropped from the highs, all the policies sold at
minimum premium, which projected growth at the current rate, all
of a sudden required more money from the client to keep the
contract in place. There were a lot of unhappy people, and some
legal battles ensued.
The first thing we must
all agree on is that the economy is cyclical in nature. What I
mean, is that when one area of the economy suffers, another is
flourishing. Over a period of time these economic issues change
and actually reverse their impact. Example, when the stock
market is up, interest rates are low.
I never claimed to be an
expert in IUL or Indexed annuities, but I think I have a pretty
good understanding of the basic premise of these products. I
know many of you will comment with corrections, so I’ll just throw this
out for consideration.
What happens to an IUL
product during a period of little or no gain in the index to
which it is tied? Isn’t that product safe because the company
guarantees no loss for the period? You get no gain, but there is
the secure feeling that you can’t lose your money, right?
What if there is an
extended period of no growth? Will a client simply receive no
return on their money during that period of time? For an
example, what if a client purchases an IUL today while the S&P
500 is at a certain level? Over the next 5 years the Index stays
flat or loses value, what happens to the account value of the
If a client purchases this
product based on illustrations showing tremendous returns over
the past 3 years, and realizes no growth over the next 3 years,
will they be happy with that purchase? If they aren’t happy,
aren’t they hit with surrender charges if they want to move to
something more predictable and profitable?
Please understand that I’m
not trying to say don’t sell Indexed products, but I do want to
raise awareness among my colleagues that we must be careful with
these tools right now. It is evident that recent market growth
will not be a long lasting situation. In fact I believe that
before this summer is over we will see a drop in the S&P and Dow
of somewhere between 20% to 50% easily.
I further predict that, as
a direct result of Quantitative Easing, America will see an
inflationary economy that will take interest rates back to highs
not seen since the 1980s. What will happen to your indexed
products when the cycle reverses, and how will your clients view
you and your advice?
There is a reason why we
have to hold securities licenses to sell securities. It is a
whole different world from selling fixed products. If you don’t
have a full understanding of contributing factors and their
direct and indirect impact on economic issues, you are playing
I do hope you will take
this article in the light which was intended. I just want us to
think beyond the sales rhetoric provided by the companies trying
to profit from our efforts, and realize that economics, just
like physics, is a science. For every action there is an
opposite and equal reaction.
Higher interest rates mean
lower stock market values. Lower stock market returns mean
little or no growth for your clients. Clients unhappy with the
products you sold them mean no positive referrals. No referrals
mean your personal economy suffers.
Just be careful when using
these tools, and make sure there is more protection for the
client than just “You can’t lose your principle”. I fear the
attorneys are already lining up to challenge these contracts,
and I don’t want my friends to be caught up in the litigation
I look forward to your
thoughts. You can send your thoughts to
excited about the launch of our new website for the public,
where they can find an IFLA approved financial
professional. For a short time only (or for the first 200
agents who sign up) we are offering you a chance to join IFLA
and have full access to all resources
The link to the free June membership is:
Visit our new public website at
www.myifla.com, and see the "agent only" website at
written over $270,000 of life premiums in the past two months"
"Thanks for everything.
I’ve written over $270,000 of life premiums in the past two
attending the boot camp in December... ($190,000 in
commissions) Freedom Equity
asked me to do a
teleconference to explain how I’ve accomplished this dramatic
increase in my
business. I’ll be recommending your
Found Money Management™ system
and your boot camp
(Trusted Advisor Success Training™) to everyone on the call."
RFC, LUTCF, FMM - IN, (35 years in the business)
Be Your Own Tree
by Sandy Schussel
Last week, I read an article by
Dan Waldschmidt in the publication LifeHealthPro that
inspired me to sit down and write this article of my own. The gist of
Dan’s piece was that just because some technique or strategy works for
someone else doesn’t mean that it will work for you. Not everything
works for everyone all the time, Dan expressed, and you can’t
underestimate the importance of how a strategy is being executed.
Jamie Smart, author of the
new book Clarity, refers to the same concept in this way: It’s
like taking the fruit off of someone else’s tree and trying to glue it
onto your own. It just doesn’t work that way!
Over the past fourteen years, I’ve
studied just about every strategy a professional can use to grow his or
her practice. I’ve seen countless methods that were hugely successful
for one professional that were terrible disappointments for others.
That’s because your success isn’t
necessarily going to come from any of the strategies you employ, as much
as it will come from how you employ them - or, in other words, from how
you show up in the world.
How do people - particularly
clients, prospects, and referral sources - see you? Do they see you as
someone who is there to serve them…or to sell them something? Do they
get the sense when they meet you or talk with you on the phone that you
are someone with whom they can share their most intimate secrets…or
someone around whom they have to be careful?
Conversely, do they see you as a
friend…but not as an accomplished professional? Do they understand how
you serve and support them…or do they see you as needy, pushy, and
A timid, weak, uncertain,
distracted advisor can put on an expensive suit and learn some powerful
marketing and sales strategies, but he will still be seen as timid,
weak, uncertain, and distracted. For him, the magical techniques that
worked so well for the million-dollar producer from whom he learned them
will ultimately prove to be ineffective.
Growing a business or professional
practice is about reaching people who might need your help, and then
“converting” them by getting them to engage your services. We can spend
months developing strategies to reach prospects and techniques to
convert those prospects into clients—which are both things we definitely
need to do - but in the end, our successes will depend largely on who we
are being, not on what we are doing.
If you aren’t getting the kinds of
clients you want, it’s possible there’s nothing wrong with your
strategies. The question you need to ask yourself is: “Who do I have to
be (who I’m not being) to have all the great clients I can handle?”
If you can answer that question,
be who you need to be. If you’re not sure what your answer is, let’s
talk. In the meantime, try to engage the clients you want buy branching
out to grow your very own fruit, and keep REACHING…
"$16,800 in (annuity) commissions in 2 weeks!"
"Lew’s coaching and
Sales Excellence) has helped my practice
immensely! Learning from Lew on how to ask questions the right
me close $16,800 in (annuity) commissions in 2 weeks! Thanks
Ron Fara, RFC, RIA -
IL, (9 years in business)
1.1 million in Index Annuity business in June..."
"I have been applying
some of the techniques you shared with me and have been
doing really well. I did 1.1 million in Index Annuity business
in June and have
been promoted to branch leader with my company."
Gregg Hall - FL
Industry Updates &
From Producers Web
Culturally diverse boards see competitive advantage
Officials defend new Medicare purchasing program
Feds propose state LTC ombudsman program regs
Many HR managers remain confused by PPACA: SHRM survey
SEC: Ex-Regions Morgan Keegan directors violated
Are You A Member Of ProducersWeb?
If you want the latest
information, from the foremost experts in the industry,
to take your career to the next level, then become a member.
I recommend you follow
Jeremy Nason and
IPS Home Page
Follow Us On...
Copyright 2013, Insurance Pro Shop, All
All guest articles copyright their respective authors
150 Watson Drive, Dallas, GA
(M-F, 9AM-5PM, EST)