Yours in Success,
"Success isn't a matter of chance!
It's a matter of the choices you make!"
"It's not the answer,
it's the quality of the question."
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Be Thankful!
Most of us are running so fast that we forget to appreciate and thank the people who mean the most to us. When things like love and friendship are given to us over and over, freely, without asking for anything in return, we start taking them for granted, we forget to appreciate what we receive from them each and everyday!
"Be thankful for the true blessings in your life."
Think for a second about the millions of people who are not blessed with what you have, or are simply in a worse condition than you. Realize that you could easily not have had all the things you do have.
Jeremy and I, and everyone on our staff, thank you taking the time to visit our Web site and signing up for our newsletter. We thank those of you that have called and emailed us encouraging us to continue with our mission to truly help agents to gain the knowledge needed to make a positive difference in their prospects lives. We thank everyone who has provided us with great testimonials and endorsements. We especially thank all of our customers who've made this a very exciting and rewarding year. We'd be remiss if we didn't publicly thank the following people who's ideas, help, wisdom, encouragement and support over the years has enabled us to significantly grow our business even in these difficult economic times. 'Thank You' to Wally Cato, Ed Morrow, Tony Filippone, Charlie 'Tremendous' Jones, Wendy Kennedy, Tim Smith, Kevin Smith, Kevin Murray, Bryan Schurter, Jeff Eshun, Randy Delph, and Peter Orange.
P.S. Most Advisors are doubling their income within 2 months of studying and applying the proven sales techniques that we've completely laid out and explained in our marketing and sales systems... with our coaching and support. (Lew Nason, Jeff Eshun, Wally Cato)
You have a great opportunity to succeed in this business and in these tough economic times. But, only if you decide to take action starting today! |
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Thanksgiving Special Sale... 10% Off All Our Products (Except Our Boot Camps)  From
now until Wednesday 26th, 2008 you can get
10% off all our Systems, Videos,
Private Site, etc.,
(Except Our Boot Camps)
just by typing the word
Thanks into the box marked "Coupon Code"
when you make your order on our shopping cart.
You will automatically save 10%. It's that simple!It's Our Way Of Saying Thank You! Richard Fricks, Lew Nason and Bryan Schurter at our last Boot Camp wishing you a 'Happy Thanksgiving' |
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Sales Tips...
Today, most middle-income families are
struggling financially with skyrocketing credit card debt,
increasing income taxes, soaring health insurance premiums,
inflation, rising college costs and very
These families 'ARE NOT' looking for a salesperson that wants them to spend even more money! They are looking for real help and guidance in financial matters from someone they can trust... And, that can and should be YOU!!!
Your rewards for making the transition to trusted financial advisor are... you are really helping people, you'll feel good about what you do, you'll close more sales and you'll close much larger cases. |
Success Tips… Good or bad, we are all products of our environment. What we think about and who we surround ourselves with does matter. So, be very carefully of what you read, and the people you spend time with.
You have unlimited potential once you take control of your own mind and intelligently direct it to what you want! |
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A few months ago, I attended a major broker dealer’s annual convention in Hollywood, Florida, where Colon Powell was the featured speaker. Following Powell’s talk I heard lots of agents and planner’s praising him. Those advisors didn’t know that I had asked General Powell to speak for expenses only. Instead he came in, gave his canned talk, and quickly left. Of course he grabbed an enormous speaker’s fee! I asked him to hang around long enough to pose for some pictures with various advisors who wanted to be photographed with him but he declined. I thought the advisors attending were part of the “public” that made him a celebrity and that he owed them. He did not agree. You Should Not Talk About Politics I also thought that he performed a mediocre job as Secretary of State in the disastrous Bush administration. The Bush bunch exploited fear, destroyed our foreign relations, perverted justice, lead us into a recession and at the same time they took away some of our rights and freedoms. They did this while express-serving the special interest that owned them. The Bush administration will go down in history for massive incompetence and a lack of honor. Plus they fostered excessive industry-wide corruption, allowed abusive corporate exploitation, and they even enabled self-serving CEO greed to run amuck. They did all this with great partisan bias while excessively spending and leaving all present and future tax-payers in massive debt for many years! Urgent problems were not even addressed. There has been a vacuum in the White House for the eight years in which Bush has ignored the average American citizen. Except for causing harm and damage he has been enormously ineffective. He can not even make the list of “America’s most mediocre President.” He was so inept that he makes James Buchanan look good. If I am not being clear about how I feel about this then call me and I will try to explain further. I just talked about politics in the two above paragraphs. You should never do that! You don’t talk about politics (or religion) in public or to respected famous people that you meet. There is also too much risk involved for you to express partisan thoughts on politics to your clients or prospects. You speak on the subject(s) most appropriate for an agent or planner to speak about. You are a disciplined professional with class and manners. It is too easy to veer off into controversy when the subject is political conduct regarding anything.
Not long ago I witnessed a financial planner who, upon first meeting a famous US Senator, went into a high-volume litany of complaints about tax laws, pending regulation, federal spending, the IRS, the regulatory process, corruption in government, predatory lending, and so-on. While I agreed totally with every item the planner covered, that was not the appropriate time, manner, or place to express those views. The involved planner was about to be asked to serve on an important committee, but following his initial outburst, his name was quickly deleted. The planner never knew that he had blown an important career opportunity but instead he was proud that he had given the senator an “ear-full.”
The advisors attending that Hollywood, Florida, event seemed to think that Colon Powell was just great. I was amazed that I did not meet even one advisor who knew the importance of being photographed with a respected famous person. Impulsively I even invited one near-by advisor to pose with the special guest and that advisor politely refused. Both Colon Powell, and I, had no idea why the advisor declined this photo opportunity. My guess is that the advisor had no value of the resulting picture or how to merchandise it and exploit it for his marketing benefit, all done legally and ethically, without any misrepresentation. I suspect that the advisor just didn’t know anything about this. Don’t Take Your Picture With A Porn Star “Responsibility” is the key requirement for celebrities to be in a picture with you. Certainly Colon Powerll is respected, especially for his military service. Don’t try to be photographed with Britney Spears, Paris Hilton, O. J. Simpson, Tom Delay, Madonna, Jack Abramoff, or some well-known sex and drugs nut, or hood-type rapper, porn star, or thug-type athlete like Michael Vick. Don’t even consider being photographed with a U.S. President as unpopular as George W. Bush who idiotically says he has been “misunderestimated!” America’s media and culture promotes and exalts trash as heroes and celebrities. Stay away from people like that.
Always remember that your image must always be squeaky clean. And, you should not make public political statements, as I just did above. ( I am not a financial professional so I can do this. When I meet a well-known politician I never insert any controversial political comments into our conversation.) You should not make public statements about religion or politics because some people are often true believers one-way or the other. If they do not agree with you then they may be offended. (Everyone is influenced by the images they see and perceive.) You do not want to offend a client, a prospect, or a possible source of assistance for you, or any member of “your community.” Recognize Your Valuable Photo Opportunities When you attend an event and a respected “name” is there, ask to be photographed with him or her. Be a little pushy if necessary. Possibly I should have said, “Arrange to be photographed with him or her.” Make this happen! Don’t get into a position where some jerk can tell you “no.” Have a friend use your digital camera to quickly click-off two or three shots. Instruct the person with your camera to take the pictures fast and not stand there, enjoying the moment. The respected famous name is likely to be a self-centered big-ego but is also inclined to be flattered that you asked. You need to speak-up more in this type of situation. Recognize the opportunity for you and get the picture! I’ve obtained pictures of US Presidents using only a four dollar disposable camera. And the Presidents all posed for me as I requested. Try not to stand there with your arms hanging down. Surely you can come up with a more interesting pose. Should You Remove Your Name Tag? It doesn’t really matter if you are wearing a name badge or not. Often these can be cropped out. Take off your name badge before the picture taking if you like. If your badge has ribbons (because you are a speaker, judge, panelist, special guest, etc.) and a crest on it then this adornment may even enhance your image. I often remove the badges from photo subjects but I am not really sure why I do this so frequently. I think I was taught to do this.
I once asked former New York City Mayor Ed Kotch
to “speak for cost” at a financial professional’s gathering. I also
asked him to hang around after his platform presentation and pose
for pictures with those attending who had enough sense to realize
the promotional value of the resulting pictures. He politely
declined preferring the big speaker’s fee then a fast departure.
However, he did laugh and say, “That group doesn’t know the value
of publicity or media exposure. They would never ask for pictures.
I know from experience with them.” He’s right you know! But
you will not continue to fail to see opportunity in this from now
on. Right?
You actually are unique,
special, and precious.
Your Long-Range Goal Is To Become A Respected Name One of the proven techniques for you to use that will help you to become an established and respected “name,” is for you to be photographed with various established (famous) and respected people. People have been doing this for years and years and years -- and this always helped those people establish themselves as respected “names.” You can do this with the same results now. You exploit and merchandize the picture(s) to help build your image and reputation. But you do this responsibly, without exaggeration or dishonesty. You do not make false claims or embellish. Don’t say that the respected famous person (i.e., Ralph Nader, or Tom Hanks, or George Clooney, or Zig Ziglar, etc.) in the picture with you is your best-friend, fishing buddy, joint-venture partner, endorser, or long-time associate.
Every famous name you know today has been photographed with other famous names in their past, and most continue to do this after they are well established. Why do you ignore this opportunity to promote yourself at no significant cost to you?
You remember when you were in the same room with so-and-so and you could have simply walked up to that person with your digital camera. To do this would not be a breach of protocol.
Thomas Edison (Left) and Napoleon You Can Do What Napoleon Hill Did You know who Napoleon Hill was. Dr. Hill sold over 72-million books world-wide! His Think And Grow Rich was one of the biggest selling books of all time. Napoleon Hill’s second best-known book is How To Sell Your Way Through Life. (I wrote the Introduction to that title.) Both of Napoleon Hill’s two top-sellers are still in print today. Lew Nason of the famous Insurance Pro Shop frequently recommends these volumes.
In this column you will see a picture of Thomas Edison (a “respected” name) and Napoleon Hill taken after Napoleon Hill (then on his way up) first met Thomas Edison and immediately asked if they could be photographed together. This picture has been published hundreds of times over the years. You may not be able to get that much mileage out of one photo but hopefully you are now aware of the use-and-value of such pictures for building and improving your image, awareness, and credibility in your market place. The Cato Conclusion: You should have your picture taken with a respected famous person during every opportunity you get. And you can create the opportunities. Keep your digital camera ready in your briefcase. Also be photographed with “smaller names” that are important in your sales universe.
“You can cut a greater
figure.”
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Internationally Renowned Speaker and Legendary Publicist To The Financial Services Industry who will discuss how to get free publicity... that will make you famous! Wally has made placements on 60 Minutes, 20/20, etc. He has interviewed five US Presidents in the Oval Office and ghosted books that made The New York Times top ten best-seller lists.
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Prospecting Update…
Generate A Consistent Flow Of
Would you like to have your clients tell everyone of their
co-workers, friends, family and everyone else they know about you?
“Acting on a good idea is better than just having a good idea.” Robert Half |
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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 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
Helping Insurance Agents and Financial Advisors create endless
www.insuranceproshop.com |
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About Forrest Wallace Cato: Cato is a regular speaker at the Insurance
Pro Shop. Go to
Jeffrey "Dragonfly" Reeves, MA 
Highly
Recommended...
