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Make Your Life Insurance
Sales Soar In 2010!

During the past three decades, many of the major insurance companies, investment houses, banks, marketing companies, agencies, agents and advisors appear to have forgotten what made the financial services industry ultra successful over the past century.  They've gotten away from serving middle-income families and are now focused on chasing after the more affluent prospects.  Just look at the new and hottest sales ideas, sales systems and products.  They all revolve around finding people that already have large amounts of money, and then trying to convince those people to invest in cash value insurance, annuities or in the stock market. 

The problem is that 90% of the financial services industry is chasing after 18% of the population!  So, there is a lot of competition.     

"The lack of widespread life insurance coverage among Americans is in large part due to the traditional agency system’s shift of emphasis to selling to the affluent market, where policies and commissions are bigger.  Agents' focus on wealthier customers has resulted in a substantial decline in aggregate agent sales and sales productivity per agent.  Indeed, most of experienced agents’ new business comes from their existing affluent clients, not new clients.  As a result, income-segments other than the affluent, namely, the lower and middle-income markets, are ignored or neglected."

The RAD Story: Providing “Insurance Coverage for All”™  RAD Insurance Holdings, Inc., Foxboro, MA

An advisor trying to increase their sales would be wise to put him/herself in the middle of the middle-income market...

If you talk to the leading life insurance producers like Mehdi Fakharzadeh, Million Dollar Round Table (MDRT) hero; Van Mueller, MDRT Court of the Table for the past 16 years; Lewie Wood, member of the MDRT Hall of Fame; and most of 'Top 1% of Life Producers' in the insurance and financial services industry, they'll tell you that to be successful in life insurance sales is about building a 'Bread and Butter' market.  It's about serving average people, to bring in consistent sales.  They'll tell you that's how they built their business, and it's why they are consistently at the very top of the industry.     

Here's just a few of the reasons why you want to be working in the middle-income market...

According to LIMRA International studies, only 41 percent of families own individual life insurance, and only 61 percent have any type of life insurance. (Group, etc.)

LIMRA, in its report titled Purchase Preferences of the Middle Market: Life Insurance, reveals that most middle-market consumers “prefer to purchase life insurance through someone they meet in person.”  However, the report also says that “almost two-thirds report they do not have someone they consider to be their personal life insurance agent.” 

LIMRA also reports, 56% of married parents believe their current life insurance coverage is inadequate.  To complicate matters, half of the parents surveyed don't know how much insurance to buy, and 39% worry about making the wrong decision.

Most financial services companies define the middle-income market as households with an annual income between $25,000 and $99,000.  According to 2006 data from the U.S. Census Bureau, 56.8 percent of Americans fall in this range.  About one quarter of households (25.3 percent) have an annual income of less than $25,000, while 17.9 percent - the so-called mass affluent - have an annual income greater than $100,000.

Based on these LIMRA findings, it's clear that the advisors who do go after the middle-income market will likely be received with open arms, and reap the benefits of their efforts... 

However, these middle-income families are not looking for just another sales person who wants them to spend more of their hard earned money.

If you want to be successful and earn the income you are capable of, then you must find a way to differentiate yourself from ALL the other agents, advisors and planners out there.  Your prospects must see you as more than just another salesperson.  You must find a way to start building strong relationships, credibility and trust.  You must become the most recognized 'Trusted Financial Advisor' in your local community!

And, that's all about how you market your services.  How you deliver your story. 
 

Help middle-income families to solve their financial problems... 

If you want to build strong relationships, credibility and trust... and attract a steady stream of the right prospects... then help middle-income families to solve their problems.  Help them to find the money to:

• Reduce Or Eliminate Their Consumer Debt

• Maximize The Amount They Can Invest From Current Income

• Reap the Upside Of the Market, While Guaranteeing The Safety Of Their Investment Principal

• Position Their Assets To Increase Their Eligibility To Qualify For College Financial Aid

• Minimize Their Income Taxes

• Position Their Money To Provide More Current Liquidity

• Maximize Their Investment Returns

And, help them to do it all without taking additional money out of their budget, or changing their current lifestyle!

Unfortunately, in order for agents to make money, most middle-income families have been sold policies with low deductibles and all sorts of unneeded expensive riders... They’ve been sold supplemental policies that aren’t really needed, or are a low priority.  And, in too many cases, they are being told to put their safe money in the wrong places.  They are losing money in the stock market, disqualifying themselves for the free money available for college financial aid and paying more income taxes than necessary.  This keeps many families from saving money and building the secure financial foundation they want and deserve.

Make Your Life Insurance Sales Soar In 2010!

Our Found Money Management™ strategies are about working with and helping middle-income families to solve their financial problems.  Over the past 10 years, the hundreds of agents, advisors and planners who have taken the time to really study our system and get coaching from us have seen remarkable results, within 30-60 days. 

These agents have become the trusted advisor people want to see, and are now:

• In front of 20 to 30 qualified prospects every month...

• Earning an average commission of $3,000 to $5,000 per case...

• Earning $25,000 to $50,000 per month. (Every month)...

...Even it this troubled economy!

And, you can do it too!

Jeremy and Lew 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!)

Must Read E-Books... IF You Really Want To Take Your Sales To The Next Level!

“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