Four Simple Secrets To Selling Large
Amounts Of Cash Value Life Insurance!
Would you like to know how and why the best producers are
able to sell large amounts of cash value life insurance? If you knew their
secrets could you sell large amounts of cash value life insurance, just like
they do? We’re talking about you earning $500,000 or more in first year
commissions each year!
Some of you may be thinking; “Yah, that would be great!
But, the reason those producers are able to sell so much life insurance, is they
have the technical knowledge, for a very specialized life insurance niche
market. They are working with 412i plans, Estate Conservation, Premium
Financing, Charitable Giving or some other specialty market.”
While it’s true that some of the best producers do have the
technical knowledge, and work in one of these very specialized advanced markets,
it isn’t how and why they are able to sell large amounts of cash value life
insurance.
It may surprise you to know that every one of these ‘life
insurance sales leaders’ has the same basic problems you do! In fact, in most
cases, the people who work in those very specialized, advanced markets have much
worse problems, because of the small size of their market, competition, bad
publicity and the large amounts of money they work with. However, they are
successful because they know four simple secrets that you don’t!
The simple secrets these
top-producers know that you don’t are; No matter what market you work in, every
one faces the same four basic challenges:
- Finding a niche market
you understand and have a passion for!
- Identifying and
attracting the right prospects for your market!
- Helping your prospects
to recognize they have a problem!
- Getting prospects to
take action on the solution you offer!
The reason most agents and advisors struggle selling life
insurance is they don’t feel good about what they are doing. They look at
themselves as just a salesperson, instead of seeing themselves as helping people
to solve their financial problems.
Whether you want to join the ranks of the top-producers,
or you just want to make your career a whole lot easier, more fun and much more
rewarding, you must have a passion for what you do!
Finding a market you
understand and have a passion for
Enthusiasm sells! So, find something that turns you on. Your
specialty doesn’t have to be a technical, advanced niche market. The great thing
is that you can turn almost anything into a specialty. You could specialize in
working with one armed, golfers, with high blood pressure. Or, maybe you could
specialize in working with people who hunt deer, drive a jeep, are married, live
in a mobile home and have a child in college.
I know of a top-producing agent who works exclusively with
young families who have a newborn baby. Another, who works with widowed, retired
women of color! And, yet another agent who works exclusively with divorcees,
with children! Each of these advisors became the specialist in that market,
because they identified themselves with that market and they already knew
something about that market. They invested their time to learn everything they
could about the people in those markets and the problems they face. And then,
they learned the best ways to use their products to help those people to solve
their problems.
What do you have a passion for in your life? Has
something happened in your life that has impacted, made a difference, or changed
you? What problems have you, your family, parents, friends and relatives faced?
What group of people do you identify the most with, and
feel good with? Do you hunt, play golf, play tennis, bowl etc.? What civic
and religious groups do you belong to? What past jobs have you worked in? What
did your parents do for a living?
Every top-producer (or successful business person) I know
has a burning passion for what they do! For
them, it’s NOT just about making a sale! It’s about really helping people!
Identifying and
attracting the right prospects for your market!
Once you have decided on your specialty, once you have found
something you have a real passion for, then you’ll want to determine what’s the
most pressing problem your products and services can solve for these people.
If you’re working with young families with newborns, maybe
their most pressing concern is saving for college, or making sure the money is
there for college, if something happens to one of the parents. With widowed,
retired women of color, maybe the dominant concern is learning how to manage
their money with safety and guarantees, and then making sure they pass all of
their money onto their children. For divorcees with children, maybe it’s
eliminating debt, making sure the child support doesn’t stop at the death of
their former spouse, or qualifying for college financial aid.
Now, you’ll want to determine who you have the best
chance of selling within your specialty? Who is your ultimate, best
prospect within that group? What are their ages, income, social status,
education, occupation and marital status? Do they own a home? Do they have
school age children?
Where do you find these people? Where do they live?
What newspapers and section of the paper do these people read? What
newsletters and magazines do these people get? What business do they use? What
professionals do they use… doctors, accountants, P&C agencies, attorneys, etc.
Finally, how do you attract these people to you?
What’s the best way to attract the ‘Right’ people to you? Do you send out
sales letters to a targeted list? Offer free reports? Form a Joint Venture?
Offer a dinner seminar or a free educational workshop? Send out newsletters? Run
ads in the newspaper? Get articles published? Write a book? Or, how about
working your existing book of business? Or, letting your family, friends,
relatives and everyone know about your specialty?
What every top-producer will tell you is… “All of
these marketing methods work once you have a specialty, you determine who your
ideal prospects are, and you send a message to them that clearly states how they
will benefit by meeting with you!
All the top-producers know exactly who their best prospects are, and how to
attract them… ‘The Right Message, To The Right People, At The Right Time’
Helping your prospects
to recognize they have a problem!
We all have financial problems. It doesn’t matter if you are rich or
poor. The problems can be paying too much in income taxes, transferring wealth,
losses in the stock market, saving for retirement, saving for college, a low
income, too much debt, protecting the people they love, etc.! Unfortunately,
most people do not want to think about money, let alone talk about their
situation and admit they have a financial problem! In this fast paced society,
most of us are so busy with our day-to-day activities and problems to worry
about our money problems… until the problems need immediate attention!
Consider, you’ve studied and developed your specialty.
You’ve attracted the right prospect to you. But, until your prospect recognizes,
understands and makes solving their problem a priority, you have little chance
of setting an appointment or making a sale!
Your job is to know the ‘right’ questions to ask
that will get your prospect to talk about what they really need and want. You’ve
got to get them thinking about how their problem is affecting their current
situation? If they don’t correct the problem right now, how will it affect their
future and future of their family?
If you want to sell more and larger life insurance
policies, you must help your prospects to recognize that they have a problem!
And, more importantly you must ask the ‘right’ questions to help them to make
solving their problem a priority!
Getting prospects to
take action on the solution you offer!
You’ve found your specialty, something you have a passion for! You’re
sending, ‘The Right Message, to The Right People, at The Right Time!’ You’re
asking the ‘right’ questions! Your prospect recognizes they have a problem and
they agree that solving their problem is a priority. Now, how do you get them to
take action today on your offer?
If you want your prospects to take action today, then you
must help them to see where they are today and where they’ll be in the future
with and without your solutions.
There is a cost to everything we do. Where will they
‘find the money?’ What will your prospect have to sacrifice in order to
implement your plan? Do the future benefits of your plan outweigh the cost of
implementing the plan today? As the late, legendary Ben Feldman said,
“There is a cost of doing nothing and a cost of doing something. Generally, the
cost of doing nothing is much more than the cost of doing something!”
There you have it, Four Simple Secrets To Selling Large
Amounts Of Cash Value Life Insurance! So, now what will you do from here? Is
there one idea you got from this article that you can start using today? How
about a second, or third idea?
If you do nothing else, find something you have a passion
for! Life is too short to be struggling all of the time!
Whether you want to join the ranks of the top-producers,
or you just want to make your career a whole lot easier, more fun and much more
rewarding, it all starts with having a passion for what you do!
By Lew Nason
‘The Nine Out Of Ten Guy’
© 2007 Lew Nason,
RFC, FMM, LUTC Graduate - All
rights reserved
Lew Nason, with his sons Jeremy
Nason, RFC, FMM and Will Nason, RFA, FMM 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 toll free @ 877-297-4608. |
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