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Discover... Your 'Acres of Diamonds'

As we get ready to finish 2009 and start a New Year with a still very uncertain economy, I am reminded of an excerpt from Earl Nightingale’s Lead the Field.  Earl's message is so timeless and inspirational, I thought I would pass it along to you.  You'll find the full recording after this brief introduction.

In 1843, a man was born who was to have a profound effect upon the lives of millions of people.  His name was Russell Herman Conwell.  He became a lawyer, then a newspaper editor and finally, a clergyman.  During his church career, an incident occurred that was to change his life and the life of countless others. 

One day, a group of young people came to Dr. Conwell at his church and asked him if he would be willing to instruct them in college courses.  They all wanted a college education but lacked the money to pay for it.  He told them to let him think about it and to come back in a few days. 

After they left, an idea began to form in Dr. Conwell’s mind.  He asked himself, “Why couldn’t there be a fine college for poor but deserving young people?”  Before long, the idea consumed him.  Why not, indeed?  It was a project worthy of 100 percent dedication - complete commitment. 

Almost single-handedly, Dr. Conwell raised several million dollars with which he founded Temple University, today one of the country’s leading schools.  He raised the money by giving more than 6,000 lectures all over the country, and in each one of them, he told a story called “Acres of Diamonds.” 

The story is the true account of an African farmer who had heard tales about other farmers who had made millions by discovering diamond mines.  These tales so excited the farmer that he could hardly wait to sell his farm and go prospecting for diamonds himself.  So he sold his farm and spent the rest of his life wandering the African continent searching unsuccessfully for the gleaming gems that brought such high prices on the markets of the world.  Finally, the story goes, worn-out and in a fit of despondency, he threw himself into a river and drowned. 

Meanwhile, back at the farm, the man who had bought the farm happened to be crossing the small stream on the property.  Suddenly, there was a bright flash of blue and red light from the stream’s bottom.  He bent down, picked up the stone - it was a good-sized stone - and, admiring it, later put it on his fireplace mantel, as an interesting curiosity. 

Several weeks later, a visitor to his home picked up the stone, looked at it, hefted it in his hand and nearly fainted.  He asked the farmer if he knew what he’d found.  When the farmer said no, that he’d thought it was a piece of crystal, the visitor told him he’d found one of the largest diamonds ever discovered.  The farmer had trouble believing that.  He told the man that his creek was full of such stones, not as large perhaps, as the one on the mantel, but they were sprinkled generously throughout the creek bottom. 

Needless to say, the farm that the first farmer had sold so that he might find a diamond mine turned out to be the most productive diamond mine on the entire African continent.  The first farmer had owned, free and clear, acres of diamonds, but he sold them for practically nothing in order to look for them elsewhere.  

The moral is clear:  If only the first farmer had taken the time to study and prepare himself to learn what diamonds looked like in their rough state and, since he had already owned a piece of the African continent, to thoroughly explore the property he had before looking elsewhere, all of his wildest dreams would have come true. 

Each of us, at this moment, is standing in the middle of his or her own acres of diamonds.  If only we will have the wisdom and patience to intelligently and effectively explore the work in which we are now engaged, to explore ourselves, we’ll usually find the riches we seek.

Sit back, relax, listen and get ready to take your career to new heights as Earl Nightingale shares... "Acres of Diamonds."  You'll discover the opportunities that are all around you, and how you can take advantage of these opportunities, as he shares 12 steps, that when followed, will bring you more success and riches than you ever imagined!

http://aamt-audio.s3.amazonaws.com/EN-AcresOfDiamonds.mp3

________________________

Earl Nightingale's 'Lead the Field'  has often been referred to as the "Program of Presidents" because so many top executives have incorporated Earl's guidance and wisdom into their management philosophies.  Lead the Field has arguably changed more lives and created more millionaires than any other program ever produced.

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

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!)

“If you will spend an extra hour each day of study in your chosen field,
you will be a national expert in that field in five years or less.”
Earl Nightingale

You'll learn a much simpler and more effective way, to properly (and ethically) market and use the same powerful 'Cutting Edge' financial concepts found in the 'Money for Life', 'LEAP', 'Missed Fortune', 'Infinite Banking', 'Circle of Wealth', plus the various 'Retirement Supplement' and 'College Funding' systems... to actually help people!

Found Money Management™ Advanced Life Insurance Sales Tool Kit

You'll learn to attract the 'Right' annuity prospects... Using the most comprehensive and effective Annuity Marketing, Lead Generation, Seminar, Appointment Setting and Sales System available today!  It's everything you need to attract a steady stream of your IDEAL annuity prospects.  Learn how to help people to get what they want, and you'll collect 'One Million' of annuity premiums each and every month!
 

Sales Tips…

Focus on why they should buy, not their objections!

The idea here is to sell them on how they and the people they love will benefit from using your products or services.  The more you build up the benefits associated with using your product or service, the more you are will be minimizing their resistance to it. 

By focusing on what you know the prospect likes, you are building up the importance of the positive and reducing the importance of the negatives.
 

However, before you  focus on what you know the prospects likes, you have to find out what the prospects likes.  And, the only way to do that is to ask questions and get them to talk about it.

“It's not the answer,
it's the quality of the question!”

Success Tips…
No matter how much you know, you can always learn more. 

"Whatever the mind of man can conceive and believe it can achieve." Napoleon Hill

Important Prospecting Update…
 

Help People To Convince Themselves That They Need
To Meet With You

Obviously, the first step in selling is to get in the prospects door under favorable circumstances.  Since people seldom will call you to ask for life insurance, long term care insurance or even annuities, you are the one who will have to create the favorable circumstances.  Simply put, you have to be able to get in front of people who are expecting you and who have been given a good reason to be interested in your product and services. 

However, finding people who are open minded and willing to listen is not enough.  You have to be addressing a problem they currently have and want to solve.  Many people, if you can get hold of them, will agree to sit and listen to an exciting new idea, but will politely turn you away no matter how many different closing strategies you use.  Very few prospects will be swayed by your new and exciting products or ideas, especially in this economy.

You'll have to find a unique problem that you can solve for your prospects to get them to agree to see you?  You need to find the best ways to deliver your unique message to help people to convince themselves that they want what you have and they need to meet with you.

"Acting On A Good Idea Is Better
Than Just Having A Good Idea."

Testimonials and Success Stories…

"Many "experts" claim to have the answers on how to grow your insurance business.  It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.  I have attended his boot camps and purchased his training kits and it was the best investment I could have made in my practice!
Kevin Davis, NY (18 years w/Northwestern Mutual) October 2009

"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,"
C.C. Koo, Marketing Director, World Financial Group, Canada, October 2009 (7 years)
 

 “Wisdom is knowing what to do next,
skill is knowing how to do it,
and virtue is doing it.” 
David Star Jordan

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