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Because of the current economy, we are getting more and more calls from established advisors (4 or more years in the business) who were successful in what they were doing, but now they are having trouble. They are in a sales slump. They were buying leads, or their agency was supplying leads, and those leads have dried up! Their direct mail campaign and dinner seminars have stopped working! Or, the quality of their leads just isn’t there any more! And, they want to know: “What’s the quickest way to generate more leads, to get in front of more prospects, to increase my sales?” It’s something everyone goes through from time to time, in every business. And, unfortunately with the current troubled economy, it is a fact of life for most advisors today.
What's The Quickest Way To Increase Your Leads, Your Appointments and Your Sales? If you want to increase your sales quickly, then stop looking for a quick fix, or a hot, new, magical sales idea. It's time for you to get back to the basics. People today are looking for real help with their finances. The people in your local community are looking for someone they can trust to help them. So, if you want to attract those people to you, then look at your primary market and determine what’s the biggest, most overwhelming problem you can solve for those people right now?
Consider, if they don't have or see a problem, then is there any reason why they should meet with you? People buy based on emotions. They want to either reduce their pain or increase their pleasure. The bigger the problem they have, the more pain they'll feel and the quicker they'll want to solve the problem. So, if you can identify a big, overwhelming problem you can solve for your primary market, then the easier it’s going to be to attract them to you, set an appointment and make a sale.
What Problems Can You Solve Today For People In Your Primary Market? If you are primarily dealing with young families or small businesses, then maybe the biggest problem they have today is too much debt. Do you have some ideas that could help them reduce their debts? How about reviewing their current health insurance, auto insurance, life insurance, disability insurance, etc. to see if there are some changes they can make to decrease the costs and free up money to reduce their debts. Can they change their deductibles, remove unnecessary riders or change to a less expensive company? (Make sure it is in their best interest) What other things can you do to free up money to help them reduce or eliminate their debts?
Your message is how you can help them to... "Live Debt Free And Truly Wealthy Without Taking Any Additional Money Out Of Their Pockets Or Changing Their Current Lifestyle!"
If you are working with more affluent people and business, aren’t some of their biggest problems income taxes, and stock market losses? Do you have some ideas that could help them reduce their taxes and prevent further losses in the market?
The message for these people
maybe... "How
to accumulate 'Tax Free' dollars?" Or, "How to grow
your retirement savings by participating in the up-side of the stock
market, without the risk of the down-side-and both your
principal and interest is one hundred percent guaranteed."
How about getting your message out to them about... "How to avoid being taxed on your hard-earned Social Security benefits to make your money last a lifetime!"
These are just a few examples of the problems you can solve for people in your primary market. Now the question is…
How Do You Generate Leads and Set Appointments With These People? As I said earlier, if you can identify a big, overwhelming problem you can solve for people, the easier it’s going to be to set an appointment and make a sale. So, what do you do to get these people to set an appointment with you?
How about offering your current clients, friends, relatives, acquaintances and prospects an educational workshop on: ‘Living Debt Free and Truly Wealthy’, ‘Reducing Consumer Debt’, ‘Tax Saving Ideas For Businesses’ or ‘Overcoming The Five Financial Challenges During Retirement’?
Why An Educational Workshop? Would you agree no one wants to meet with a sales person! The beauty of an educational workshop is that for the prospects there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a salesperson. It’s a non-threatening way for them to get to know you, see the type of work you do and the help you provide.
The beauty of the educational workshop for you is that you can offer them in large or very small groups. They cost very little to hold. Because they are considered a public service you can hold them almost anywhere - in your local library, association rooms, conference rooms, etc.
You can get people to attend your special educational workshop just by calling them, sending a press release to the local newspaper, forming a joint venture, or working with religous and civic organizations. The main thing is to tell them that this is not a sales event. This is strictly educational. And, you must keep it strictly educational.
If people like the information you provide at the educational workshop, they will want to set an appointment with you. And, the best part is you can do it right now. (For probably less than $100)
Once you meet with them and help them to solve their primary problem, you’ll gain their confidence, trust and respect. Now, you can help them to identify other problem areas where your products and / or services are the solution.
It’s the quickest way to increase your leads, your appointments and your sales!
Lew and Jeremy Nason
Message to Financial Advisors... What have you done in the last sixty days to increase your sales? Is there any question that during the year, you're going to spend thousands of dollars in time, money and effort bringing in new clients to your business? Then wouldn't it make sense to do it the most cost effective, money-making ways? 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 and Lew Nason
P.S. If you are a current member of NAIFA, GAMA, MDRT, or the IARFC give us a call for your special discount. (If you're NOT a member… You should be!) |
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$325 per month) _______________________________ "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) July 2009 |
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Sales Tips…
Gain Your
Prospects
Do you want to gain a competitive advantage, earn more money and obtain valuable expertise? Do you want to stand out from the crowd of Financial Professionals?
The Registered Financial Consultant (RFC) designation is the undisputed, accredited professional credential for persons in the field of financial planning. The designation is awarded by the International Association of Registered Financial Consultants (IARFC) to those financial advisors who can meet the high standards of education, experience and integrity.
The IARFC,
founded in 1984, is a
non-profit professional credentialing organization
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
“It's not the answer, |
Success Tips…
The More You Learn,
Are You a Member of NAIFA? You Should be!
Founded in 1890, (as NALU - National Association of Life Underwriters) the National Association of Insurance and Financial Advisors, (NAIFA) is a nonprofit organization representing the interests of more than 62,000 insurance and financial advisors nationwide, with over 770 state and local associations. www.naifa.org
NAIFA's local associations offer a membership meeting each month, with guest speakers, CE Credits and an opportunity to meet with some of the most successful agents and advisors in your area. Plus, they offer special events throughout the year, a special Quality Award and the opportunity to join the prestigious 'Million Dollar Round Table' (MDRT), if you qualify.
As a member of NAIFA you also have access to some of the best training videos, audios, and courses from the leading producers, trainers and coaches in our industry.
We highly recommend you participate in the Financial Services Specialist (FSS) designation from The American College. This program is designed to provide you with high-impact sales skills and introductory-level technical knowledge to help you get your careers off to a fast start. http://www.naifa.org/benefits/
"Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill |
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_____________________________
"Sometimes the change we seek
is right under our nose. Where it's hardest to see.
Hidden from view because our success can fool us into thinking we
"already know". Like how to listen. R-e-a-l-l-y
listen. Not to be confused with the absence of talking!
That and
Lew's
mastery of the art of question asking are an indispensable part of
unearthing a client's real needs and wants.
Go there! Get connected to the INSURANCE PRO SHOP and
revitalize your business and yourself."
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Important Prospecting Update… Why Do So Many Advisors Struggle with Prospecting?
The primary reason agents, advisors and planners struggle with prospecting is they don't have a niche market. They aren't specializing in solving a specific problem for a specific group of people. They are focusing on finding high quantities of prospects, instead of finding HIGH QUALITY prospects. So they end up chasing prospects who have no real interest in what they are offering.
When I first started in this business, my specialty was helping families to qualify for college financial aide. That was my niche market and how I attracted people to me. Then, once I was in the door we I was able to do a full fact-find on these families.
Not only I was showing them how to qualify for college financial aide, but also how to reposition their assets to... reduce income taxes, eliminate debt and achieve financial security. I became the advisor people wanted to see!
"Acting On A Good Idea Is Better |
Testimonials and Success Stories…
"the information we got out of it is life changing"
"Thank you very much for
the eye-opening and the best training boot camp I have attended
so far. And also thank you very much for your hospitality.
The boot camp is worth more than what we paid for and
the
information we got out of
it is
life changing.
After attending, I now have no doubts about you and your system.
You guys are the most honest and truthful people I have met.
I wish I had attended the boot camp when I first bought your
system about a year ago. From now on I will discard all
the other so-called "systems" out there and just follow your
system and ingrain it into me so that it becomes a part of who I
am and what I represent..."helping people to live debt free and
truly wealthy". Thank you very much and hope to see you
soon. Yours sincerely,"
“Wisdom is knowing what to do next, |
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'Advanced Fact-Find Training' DVDs
Discover... How To Close '9 Out Of 10' Sales Calls! |
Personalized Client Newsletters Yours For Only $59.95 per issue  If you want to stop missing the easy sales, and get tons of referrals, then you must stay in front of your family, friends, neighbors, prospects, clients and everyone you know. 'Stop Missing The Easy Sales!' You can also e-mail it to keep costs down! |
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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.
Lew and Jeremy Nason
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!
© 2009,
Insurance Pro Shop®
- All rights reserved 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 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
www.insuranceproshop.com |
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“What’s
The Quickest Way To Generate 
Learn
a Much Simpler and More Effective Way, to Properly (and ethically)
market and use the same powerful 'Cutting Edge' concepts found in
the 'Money for Life', 'LEAP', 'Missed Fortune',
'Infinite Banking', 'Circle of Wealth', plus the
various 'Retirement Supplement' and 'College Funding'
systems...
in spite of the economy
