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Why Do Some Advisors Succeed... While Others Always Seem To Fail? If you asked 100 people today, "What's the secret of success?" the odds are that only a few, if any, could tell you the real truth. Most of them would have an opinion... hard work... education... knowing the right people... lucky breaks... and on and on. But, most people wouldn’t even come close to the real secret. The fact that most people don’t know the real secret of success explains why relatively few people end up living the kind of life they’d like to live. Have you ever wondered why some people succeed and most don’t? Why some people seem to have the *“midas touch”* while others work harder and yet struggle to get by? Has it discouraged you to see some advisors selling the same products as you're offering and making a great living, when you can hardly find enough prospects to even talk to? As a young man, Earl Nightingale wondered the same things and he began a relentless search to find the answer. When he discovered the answer that he called “the strangest secret” - it would change his life, the lives of millions of people around the world, and create an entire industry in the process. The 'Strangest Secret' Explained: How one person with identical skills can earn hundreds of thousands more than another How some people shoot to the top of the company while others are fired Why some people live happy productive lives while people of identical upbringings and education stumble from failure to failure Why some people seem to achieve goals almost effortlessly while most can't seem to get on track Why some marriages flourish while others end early Six years after his discovery, Mr. Nightingale shared the secret with the world. His recording of “*The Strangest Secret”* became the first (and only) spoken word message to sell more than a million records. It earned him a Gold Record and the undying thanks of all who used the “secret” to change their lives. Mr. Nightingale went on to produce many more recordings that would radically alter people’s lives. His ground-breaking *'Lead the Field'* has been used in thousands of management, executive and sales training programs. Leaders in industry, education and government have called its messages “the greatest of our time.” "People with goals succeed because they know where they are going... It's as simple as that." Sit back, relax, listen and get ready to take your career to new heights as Earl Nightingale shares... "The Strangest Secret" For the next 30-days follow each of these steps every day until you have achieved your goal. 1. Write on a card what it is you want more that anything else. It may be more money. Perhaps you'd like to double your income or make a specific amount of money. It may be a beautiful home. It may be success at your job. It may be a particular position in life. It could be a more harmonious family. Write down on your card specifically what it is you want. Make sure it's a single goal and clearly defined. You needn't show it to anyone, but carry it with you so that you can look at it several times a day. Think about it in a cheerful, relaxed, positive way each morning when you get up, and immediately you have something to work for - something to get out of bed for, something to live for. Look at it every chance you get during the day and just before going to bed at night. As you look at it, remember that you must become what you think about, and since you're thinking about your goal, you realize that soon it will be yours. In fact, it's really yours the moment you write it down and begin to think about it. 2. Stop thinking about what it is you fear. Each time a fearful or negative thought comes into your mind, replace it with a mental picture of your positive and worthwhile goal. And there will come a time when you'll feel like giving up. It's easier for a human being to think negatively than positively. That's why only five percent are successful! You must begin now to place yourself in that group of successful people. Dorothea Brande said; "Act as though it were impossible to fail," No matter what your goal, if you've kept your goal before you every day, you'll wonder and marvel at this new life you've found. 3. Your success will always be measured by the quality and quantity of service you render. Most people will tell you that they want to make money, without understanding this law. The only people who make money work in a mint. The rest of us must earn money. This is what causes those who keep looking for something for nothing, or a free ride, to fail in life. Success is not the result of making money! Earning money is the result of success, and success is in direct proportion to our service. Most people have this law backwards. It's like the man who stands in front of the stove and says to it: "Give me heat and then I'll add the wood." How many men and women do you know, or do you suppose there are today, who take the same attitude toward life? There are millions. We've got to put the fuel in, before we can expect heat. Likewise, we've got to be of service first, before we can expect money. Don't concern yourself with the money. Be of service ... build ... work ... dream ... create! Do this and you'll find there is no limit to the prosperity and abundance that will come to you. Don't start your test until you've made up your mind to stick with it. If you should fail during your first 30 days - by that I mean suddenly find yourself overwhelmed by negative thoughts - simply start over again from that point and go 30 more days. Gradually, your new habit will form, until you find yourself one of that wonderful minority to whom virtually nothing is impossible. Above all ...don't worry! Worry brings fear, and fear is crippling. The only thing that can cause you to worry during your test is trying to do it all yourself. Know that all you have to do is hold your goal before you; everything else will take care of itself. Take this 30-day test, then repeat it ...then repeat it again. Each time it will become more a part of you until you'll wonder how you could have ever have lived any other way. Live this new way and the floodgates of abundance will open and pour over you more riches than you may have dreamed existed. Money? Yes, lots of it. But what's more important, you'll have peace ...you'll be in that wonderful minority who lead calm, cheerful, successful lives. _____________________________ Earl Nightingale was a motivational writer and author. As a teenager he visited his local library in Long Beach California searching for the answer to the question, “How can a person, starting from scratch, who has no particular advantage in the world, reach the goals that he feels are important to him, and by so doing, make a major contribution to others?” His career started in the Marine Corps. His volunteer work at a local radio station paid off in later years when he and his wife moved first to Phoenix then Chicago to build what was to be a very successful career in network radio. He retired from radio and bought his own insurance company where he spent many hours motivating the sales agents to greater accomplishments. Before going on an extended vacation, his sales manager convinced him to put his inspirational words on record. This resulted in the recording entitled The Strangest Secret, which became a Gold Record - it sold over a million copies. To quote Steve King: “Earl Nightingale never let a day go by that he didn’t learn something new and, in turn, pass it on to others. It was his consuming passion.” Earl Nightingale was born in 1921 and died in 1989. Lew and Jeremy Nason *'The 9 Out Of 10 Guys'* Marketing and Sales Coaches 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
Fall Savings Event Save 30% On Everything!!! (Unadvertised Special - Only For Our Loyal Readers) Extended to Friday, October 9th, 2009, use the following coupon code and you'll receive 30% off your choice of our many products and services... From our low cost Fast Start Advisor Guides, all the way up to our Live Boot Camps - 30% OFF You This Coupon Code: save30 *Not Valid For: Insurance Marketing and Sales Resource Center*
Sales Tips... Discover What Your Prospects Want! If you want to close more sales, then have a genuine conversation with your customer. You will discover what it is that they really want. The problem is that most people don't know what they want. Or they have trouble expressing it. Some people know what they want, but they're unsure how to get it. And, that's where you come in. By asking pertinent questions and paying attention (listening) to their answers, you can discover a lot about your prospect. Then, you can help guide them to getting what they want. That's the role you fill as an advisor. And that's how you keep customers coming back. Know what you can do! Unfortunately, we can't always give the customer everything they want. Sometimes they want more than we are able to give. Or, maybe their expectations are just unrealistic. Every business has a niche to fill. What is it that you do the best? Who will benefit the most from that service? Learn to "pick your battles". Choose to serve the customers who are the best fit for what you do well! And, it starts by you knowing what you do the best. “It's not the answer, it's the quality of the question!	Success Tips… The Power Of Confidence If you've ever watched an Olympic competition, you've seen the faces of champions reflect not only the hard work and preparation that has gone into the moment, but also the confidence they have going into the arena. That confidence is not just what carries them through, it's also what communicates their position even before the event starts. They can't win without this confidence. Their competitors can sense fear and insecurity, just as a customer can sense these things in a salesperson who lacks confidence. Selling with confidence all comes down to the three most powerful words in the English language: "Yes, I will." Years ago, on one of his audio programs, sales guru Earl Nightingale told this story: There was a team of six American mountain climbers at the bottom of a mountain. A psychologist doing a survey asked each of them one question: "Can you make it to the top?" Five of the climbers answered with variations of, "I've been training for this for years. I'll make the best effort possible." One climber, however, answered simply, "Yes, I will." Not only was he the first to the mountaintop, but because of bad weather, he was also the only one. There's something about the power of confidence that can move mountains. Once we understand that, 90 percent of all the obstacles vanish before we even begin to climb. "Success isn't a matter of chance! It's a matter of the choices you make!"
How To Get Off To A Fast Start Selling Insurance For Under $10 We have made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. As of August 1^st, 2009 because of the current economy, we have reduced the monthly investment from $49.95 to… Only $9.95 for all new and current members! Plus, we have made a 'major update' to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to use. And, we’ve added even more 'insider' tips, tools, training and audios from the *‘best of the very best’* in this industry. (And, we'll be adding much more in the coming months) Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come. For less than 33 cents per day isn't it worth checking it out? Click on the following link for more details… ‘Insurance Marketing and Sales Resource Center’ 30 Day Money Back Guarantee / No Long-term Commitment... You Can Cancel Any Time! "The training courses by Insurance Pro Shop are the best I have found, because of the focus on basics that will eventually make you successful in this business. Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!" Carol Pratt - CA
Prospecting Update… Send A Monthly Newsletter To Everyone You Know! "Out Of Site, Out Of Mind" is a deadly mistake for any sales person. If you want more appointments, more referrals and more sales then you must stay on touch with everyone you know - EVERYONE! RELATIVES: Aunt, Uncle, Brother, Sister, Cousins, Parents, Grand Parents, In-laws WHO IS MY: Accountant, Dentist, Lawyer, Optometrist, Pharmacist, Physician, Chiropractor, Stock Broker WHO SOLD ME MY: Appliances, Car/Tires, Clothes, Furniture, TV/Stereo, House WHO DO I DO BUSINESS WITH: Bank Teller, Carpenter, Plumber, Electrician, Notary Public, Contractor, Editor, Printer, Realtor, Secretary, Surgeon, Art Instructor, Fashion Model, Lab Technician, Music Teacher, Office Manager, Barber/Hairdresser I KNOW SOMEONE THAT: Lives Next Door, Teaches My Kids, Was my Best Man, Goes Bowling with Me, Is my Former Boss, Was My Teacher, Repaired My TV, Cuts My Grass, Painted My House, Owns My Apartment, Is in Rotary, Is in Lions, Is in My Book Club, Dry Cleans My Clothes, Hung My Wallpaper, Sells Me Gasoline, Cleans My House And Don't Forget... your existing clients, seminar attendees, people you didn't close, etc. “Acting on a good idea is better than just having a good idea.” Robert Half	Advisor Testimonials and Success Stories… "Lew, it worked again! Friday, I had a lady call for a term policy… just enough to bury her, pay off the house and send her girls to college. She also informed me that she would only need it for ten years since the daughters will be out of the house in less than 8 years. I began to go through the fact-find with her and immediately her interest began to grow. Long story short… she is coming in this evening to my office to learn about tax-free retirement. She hadn't believed that she could have a tax-free retirement since she makes too much to qualify for a Roth! Thanks again! It's working." John Stewart, FMM - GA (P&C Agency Owner), "Lew and Jeremy, thanks again for all your help with the three retiring couples that we have been working on over the past two months. It's great to know that I can always count on you to find creative, helpful solutions to assist my clients. Jeremy, you must have saved me at least a week's worth of work over the past two months with all your help. You guys are the best, and although I've told you many times before, THANK YOU!!" These three retiring couples were from the free educational workshops he has been doing for teachers, and total over two million in annuity premiums. Bryan Schurter, FMM, RFC - CA "The training courses by Insurance Pro Shop are the best I have found, because of the focus on basics that will eventually make you successful in this business. Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!" Carol Pratt - CA (1 year) “Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it.” David Star Jordan
'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!
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 '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! © 2009, 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 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 streams of new, repeat and referral business… www.insuranceproshop.com Toll Free # 877-297-4608