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How Are Agents Still Prospering In This Struggling Economy Using The...
Found Money Management™ Principles?

Many agents have recently asked us: "With the values of homes dramatically decreased in some areas of the country, and mortgage being more difficult to get, how are agents still able to consistently close sales using the Found Money Management™ concepts?" 

To begin with the principles behind Found Money Management™ involve much more than using home equity.  In fact, many of the sales being made today (and in the past) do not involve using any of the built-up equity in people's homes.  However, the reason for these agents continued success with Found Money Management™ goes much deeper than that.  The agents who are following the Found Money Management™ philosophies have learned that first and foremost...  If you want to attract people to you, set an appointment and close a sale, then you must first help people to see and understand the financial problems they are facing right now!  And, you must show them that you understand their situation and have some ideas that will help them to solve their financial problems.

If people do not see they have a problem, or that you can help them to solve their problem, is there any reason for them to contact you, let alone set an appointment, or buy from you!  To put it another way, if people see you as just another sales person, who just wants them to spend more of their hard earned money, aren't they always going to tell you; "I'm not interested."

However, if they envision you as a knowledgeable and caring financial professional, who can and will help them, won’t they want to meet with you and do business with you? 

Isn't one of the primary financial worries people want to solve today, is to reduce and eliminate their consumer debts?  How much of their current income is going towards the payments of credit cards and automobile loans?  How much unnecessary interest are they paying out every month?  What ideas do you have that would help them to 'Find The Money' to quickly pay off those debts, to improve their current cash flow?  Can you show them where they can reduce their expenses and save money, without changing their current lifestyle?  Do you have some ideas about where and how they can reposition they current spending to free-up money every month by making needed changes to their income taxes, insurance policies, credit cards and more?

Do these people have money in CDs, 401ks, IRAs, Cash Value Life Insurance, etc. that may be earning 2% - 8%?  If they are paying 11% -25% on they credit cards, where is that money better spent?  What's the higher priority? 

If you could show them how to quickly pay off their debts, how much money would that free up every month?  Wouldn’t that free up $500, $1,000 or more?  Is that money they could use to get the insurance protection they need for their family; create an emergency fund; fund a college education; and start saving for retirement?  How much have you helped these people?  Have you just made a sale?  How valuable have you now become to these people?  Will they now refer you to other people they know?

Isn't your function as a financial advisor to help people to see and understand the problems they are facing, to help them establish 'their' financial priorities?  Isn’t that what financial planning is all about:  “Helping average people to learn how to spend, save, invest, insure and plan wisely for the future, to achieve financial independence?”   And, that is what Found Money Management™ is all about!

Yours in Success,
Lew and Jeremy Nason
'The 9 Out Of 10 Guys'

P.S.  When we decided to offer the Found Money Management™ system nationally, (and now, internationally) we had a choice. We could put together a system like everyone else, with just one or two easy ways to generate quick leads and sales that would appeal to the ‘Get Rich Quick’ 'Live for Today' mentality of agents and consumers.  A system that works best in a prosperous economy, and has serious problems in a down economy!  Or, we could make sure that every agent would have ALL of the marketing tools, information and training they needed to guarantee the program would work for them, no matter what the economy was doing.  And, it would have everything the agent needed, so it could work no matter what the agent’s skill level, experience, or financial circumstances.  Obviously, we decided to put everything we could into this system.  Our Found Money Management™ system is the only truly complete ‘marketing’ and ‘sales’ system available on the market today.

The only agents who will fail with our system are those agents who are looking for a quick fix, and will not take the time to go through the entire system, and then call us for personal coaching. 

P.P.S.  In spite of this struggling economy, many of the agents, advisors and planners who have recently purchased our systems and are calling us for personal coaching are already having banner months and they are doubling, tripling and quadrupling their monthly sales.  People like Eric Byrd, S. Carolina; Terry Bialek, Canada; Bryan Schurter, California; Richard Stucky, Utah; Joe Casey, Tennessee; and many others are regularly submitting cases for $450 a month and more of life insurance premiums.  Agents and Advisors like Tony Filipone, Rick White, Brian Gibbs and Kevin Murray who have been using our systems for a year or more are having one of their best years ever.  IMO's, FMO's and Agencies like American Financial Marketing, LLC., MN; Solutions 21 Financial & DSC Lifestyle Services, Canada; and Index Marketing Group, FL are seeing significantly increased life insurance and annuity sales from many of their agents who are using our systems.
 

Want More Life Insurance Prospects...
 More And Larger Life Insurance Sales...

Learn a Much Simpler and More Effective Way, to attract a consistent flow of the 'RIGHT' prospects, while using many of the same powerful 'Cutting Edge' concepts found in the LEAP, Missed Fortune, Infinite Banking, Circle of Wealth, Retirement Supplement or College Funding systems.

Found Money Management™
'Advanced' Life Insurance Sales Tool Kit

"Helping Families To Live Debt Free And Truly Wealthy!"
 

Sales Tips...

The Difference Between...
Price And Value
 

I would hope that most agents and advisors know the difference between price and value. The challenge you  face is how to ‘Sell The Value’ to your prospects. If you can't do this and your sales strategy is based only on 'sell based on price' you will set yourself up for failure, over the long term.  When you sell by price, you'll lose sales by price. There is always going to be someone out there that has a lower price than you.

Regardless of whether you are new to sales or are a  veteran, if you want to succeed long term, then you must incorporate value added selling into your sales toolkit. To do this, a good starting point is to look at the two key principles behind every value added sales strategy.

Look At Value From The Customer's Perspective

This is the most important principle because you can't apply the other principles if you don't or can't identify a particular customer's values, what's important to them. Remember, a product or service has value only when the customer perceives it to be so. This may sound like common sense, but surprisingly, it is not common practice.
 

What are the key skills needed to implement this value added principle? Quite simply, it's the  ability to ask good emotional, open ended questions. It's the who, what, where, when, how and why questions. They are essential, as the first step in your value selling strategy. It's asking the right questions so the prospect tell you what they need and want.  It's asking questions so that the prospect tells themselves why it's important to them.

It's questions like:
 

"Why do you say that?" 
"When would you like to retire?"
"What would you like to do when you retire?" "Where would you like to go?" 
 

Quantify your value proposition

Your next step is to ask questions to communicate your ‘value proposition’ as persuasively, as possible.
 

The way you do that is to use specific, quantifiable ‘benefits’ that the customer will appreciate, such as reduced taxes, elimination of debts, tax free income for retirement, and so on.

An example… Which of these is most persuasive?

“We can show you how to be out of debt within 6 months.” 

“How much better off would you be if you were able to pay off all your debts within the next 6 months, and then put that money away for your retirement?”

Success Tips…
 

Time Wasters Salespeople
Can and Should Avoid

In spite of technological advancements such as email and cell phones, most advisors today have less contact time with clients and prospects than they did ten or twenty years ago. This means less time to build relationships with current clients and less time to develop new business with prospects. Wouldn't it be nice if you could free up more time to spend on productive activities such as customer contact?

Time wasters don't just happen. Other people can cause time wasters. However, many of the common time wasters are self-imposed. It is easy to rationalize time wasters and accept them as inevitable. However, keep in mind the one important trait that
differentiates successful sales professionals:  

The best salespeople manage time well.
Average salespeople let time manage them.

What are the most frequent time wasters for sales people? We have identified over thirty common sales time wasters. Here are what we feel are the four most common time wasters:

#1. Spending time on clerical tasks. Most agents and advisors are wasting time doing too many clerical tasks, such as doing paperwork, sending marketing letters, answering the phone, and the list goes on. You can’t make $100 per hour doing an $8 per jour job.
You need to hire a clerical assistant, as soon as possible, if you want to eliminate this time waster.

#2: Inefficient use of email and voice mail. Unfortunately, sorting through junk emails and answering email and voice mail messages has become a major time waster. Most agents and advisors let their email and voice mail interrupt their business… Schedule specific times to read and answer email and voice mail messages. There are also many effective ways to presort your email and voice mail messages to free up your time, so that it can be spent more productively elsewhere.

#3: Spending too much time with the wrong prospects. Obviously, if a sales person spends too much time with the wrong prospects, he or she is not spending enough time with the right customers. You can eliminate this time waster by specializing in a specific market and determining who the best prospects are for that market.

#4: Not working in your immediate area. This is a killer. Agents and advisors are wasting a lot of time driving to client’s homes and businesses in areas away from their local area. Some agents and advisors may believe that the prospects in one area are better than
their area. Some just believe they must take any prospect that comes along, no matter where they are. If you want to eliminate this ‘killer’ time waster you need to make the effort and take the time to get known and build your business in your local area.

Prospecting Update…
 

Courtship And The
Sales Process

Most agents and advisors don’t understand or appreciate that the sales process involves establishing a relationship that is very much like courtship.
 

If you’re selling low premium term insurance, then maybe it’s not so important. But, if you want your clients to buy from you again and again, or you want them to pay you an annual management fee for years to come, then it’s critically important. Consider, for
most professionals, such as doctors, dentists, lawyers and accountants, the relationship they have with their clients is everything. And, it’s a major reason why they get so many referrals.

Consider, when a man is courting the ‘right’ girl, he doesn’t expect the girl to jump into bed with him on the first date. The first time he meets a girl that he is really interested in, even holding hands or the first kiss is an important step that is postponed until an understanding of mutual attraction and trust is established. Obviously, proposing marriage on their first date would be a huge mistake. There must be an investment of time and a series of steps to build a relationship leading to a proposal of marriage.

Yet, most agents just expect their prospects to make a long-term commitment based on their first meeting.

A good marketing system is designed to have prospects go through a series of ‘Steps’ before personally meeting with the agent. By following these series of steps it predisposes the prospect to doing business, because the prospect is coming to the agent or advisor to solve a problem or need. In the prospect’s eyes, they are initiating the action.
 

The agent or advisor becomes a ‘welcome guest’ instead of an ‘unwelcome pest.’ The prospect responds to a lead generation advertisement. He or she receives some information and is invited to take another action… like a free report. A series of follow
up letters are sent. Each step should provide more information and lead the customer further along the ownership/relationship path.

Take the time to understand your prospect’s problems and needs. Nurture your relationships with them. Be patient, and you’ll develop clients for life. And, clients for life are your most valuable business assets. They are the foundation of a successful sales career.

"Acting on a good idea is better than just
having a good idea." Robert Half
 

Real Advisor Testimonials &
Success Stories…

"I love their Found Money Management™ system and their fact finding process. It has helped me in my business. My frustration and my ongoing concerns are the same as yours. It is an American based system and to translate to a Canadian version is somewhat difficult. I don't think I am getting as much of an impact as an American agent would get, but it is still worth while. I have attended one boot camp and I'm going to go back for more and I have ordered several CD/DVD sets. They are excellent training tools."
Terry Bialek, A.I.I.C., C.R.M., Canada
 

"By far the most beneficial part of the Found Money Management™ Boot Camp was exposure to 'Lew Live' which probably never can be reduced to ink on paper in a manual. Hearing the spontaneous flow of question asking - - the progressive sequencing of one question right after another - - guiding the client to discover/identify their own pain, to have them state it, not me, is invaluable!"
Rhona C. Porter, MSM, RFC, FMM, CA

"We work with agents and I do recommend resources to them. I purchased the Found Money Management™ system from you guys about 2 years ago and love it."
Rusty Carlson, Life Sales Consultant,
American Financial Marketing, LLC., MN

"My partner, my staff and I regularly attend Lew Nason's live training events and we have been using his Found Money Management™ System for almost two years. I can tell you, without hesitation, that if you are sincerely interested in helping people, getting reconnected with your clients and growing your business, then Lew's systems and training are absolutely essential!"   
I. Jeff Eshun, Ph.D., HD, RFC, FMM
IARFC Canadian Chair - Jeff is the President &
Co-founder of Solutions 21 Financial & DSC Lifestyle Services, Ontario, Canada

"Lew is one of the most genuinely kind and interested person in truly helping people I have met. He is making a real difference in the lives of his clients and associates in the industry by teaching them to get down to the basics of human communications and needs selling."
Brian Gibbs, FMM
(Missed Fortune TEAM Member), CA

If You Invest In Just One Program All Year, This is the One You Want!  It's A Mini-University in Insurance Marketing, Prospecting and Sales!

Insurance Marketing and Sales Resource Center

Become The Most Recognized and Sought After Financial Advisor In Your Community!

   Forrest Wallace Cato is a  speaker at the Insurance Pro Shop, where he lectures on How To Become Famous.  Cato received a Hollywood Walk-of-Fame Star for his speaking skills.  Cato is former Editor-In-Chief of Financial Planning magazine and former Editor-In-Chief of Trusts & Estates: The Journal of Wealth Management.  He wrote the introduction to the newly revised version of the classic book How To Sell Your Way Through Life by Napoleon Hill.  Cato is also International Editor of Advisor magazine in China.  Cato is the legendary 'Image Branding' specialist for financial professionals... www.catomakesyoufamous.com/
 

Founded in 1984, the IARFC is the fastest growing professional association in the financial services industry, with over 8,000 members. The IARFC is a non-profit professional association dedicated to educate, train, support and advance the professionalism of financial advisors who are helping people spend, save, insure, invest and plan for the future.

www.IARFC.org
 

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Call us today to order... 877-297-4608

Well, that's it for this weeks Insurance Marketing and Sales Tips Mastery Newsletter. I hope you found the information interesting and helpful in your efforts to grow your business.

Lew and Jeremy 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 or better yet, forward this newsletter to them. They'll thank you!

© 2008, Lew Nason, RTIA, RFC, LUTC Graduate - 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 System… The most endorsed and successful Life Insurance prospecting 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 over two 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 www.insuranceproshop.com or call him @ 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