The Most Affordable Marketing and Sales Training For Financial Professionals...
Make Your Life
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:
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:
...Even it this troubled economy!
And, you can do it too!
Jeremy and Lew Nason
Message to Financial Advisors...
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!
Track Advisors' Guide To:
Selling Life Insurance
In A Recession
'Insider Secrets' To Successfully Selling Life Insurance...
In the Current Recession!
Track Advisors' Guide To:|
Asking The Right Questions
You'll set more appointments and get prospects to sell themselves, by asking the right questions!
Earn the Right to Help Your Prospects With a Solution
It is well known that people buy
for their own reasons, not for the seller's. In fact, their
motivation to buy may have very little to do with the reasons
why the seller thinks they should buy. When it comes down to
it, people buy something to meet their needs, or to resolve the
problems they are facing.
Counterintuitive as it sounds, the top salespeople are the ones that ask the most who, what, where, when, why and how questions. And, not just any questions, but smart questions posed in a systematic way. Then armed with the answers to their questions, they have gained better insights into the buyer's world and will have earned the right to help them with a solution.
“It's not the answer,
Shift Your Perspective To Overcome Your Fears
It seems that,
even though each of us knows we need to "sell" our products and
services, many of us feel fearful, or anxious about actually
doing so. Most often, our fears of selling come in several
forms. Either we worry about not being liked; or being
perceived as pushy; we (secretly) worry that our product or
service might not perform as we say; or we struggle with the
idea of rejection.
Knowing the source of your fear (sometimes it can be a combination) is an important part of overcoming your fear of selling.
One way to overcome fear is to shift your perspective. How would it feel to think of yourself as "sharing information" about what you do? Or "helping people", "showing benefits" or "sharing your passion?" If you feel uncomfortable or anxious about "selling," find a way to shift your perspective to one of sharing information rather than "convincing someone to buy."
"Whatever the mind of man can conceive and believe it can achieve." Napoleon Hill
Discover... The Marketing and Sales
Take advantage of the holidays, to get off to a quick start in 2010!
“If you will spend an extra hour each day of study
in your chosen field,
Take Your Life Insurance Sales To The Next Level!
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'
to actually help people!
Take Your Annuity Sales To The Next Level!
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!
And, Now You Can Pay For It... Over 4 Months!
$325 per month)
We are NOT offering
you a 'magical fix!' To succeed with these comprehensive
systems requires, reading, studying and dedication to learn the
material. You'll want to study the material a couple of hours per
day for at least a week, and then call us for coaching to help you
determine what the best ways are for you to get started, based on
your unique situation.
Help People To Convince Themselves That They Want To Meet With You.
Obviously, the first step in selling insurance and annuities is to get in the prospects door under favorable circumstances. Since people seldom will call you to ask for something like 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 then 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.
What unique problem are your going to solve for your prospects to get them to agree to see you? You need to develop your own unique ways of helping people to convince themselves that they want what you have and need to meet with you.
"Acting On A Good Idea Is Better
Testimonials And Success Stories…
"Lew is one of the most
genuinely kind and interested person in truly helping people I
have ever met. He is making a real difference in the lives
of his clients and associates in the industry by teaching them
to get down to the basics of human communications and needs
"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!"
Pratt - CA
“Wisdom is knowing what to do next,
If you are a current member of
NAIFA, GAMA, MDRT, the IARFC or a graduate of
The American College give us a call today for your
special discount on our products and services!
If you are not a member of one or more of these industry associations... you should be!
Insurance and Financial Advisors
They Work For You!
NAIFA's mission is to advocate for a positive legislative and regulatory environment, enhance business and professional skills, and promote the ethical conduct of our members.
"Connections that Count!"
If you are not a member, you should be!
Founded in 1984, the IARFC is a non-profit professional association dedicated to educate, train and support financial advisors and planners who are helping people spend, save, insure, invest and plan for the future.
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-Regulators toughen stance on TARP banks
-Survey: Social networking use low among agents, brokers
-Bank closures reach 133
-Citigroup to raise $17B to repay government
-401(k) participation higher in larger companies
-Companies to match 401(k)s again
-VA assets increase for 1st time in five quarters
-Suitability in Annuity Transactions Model Regulation
-U.S. trade deficit narrows unexpectedly
-What is your OCR?
-Do you own an annuity with an income rider?
-Demystifying Roth IRA conversion calculators
-Eleven keys to choosing the right training/coaching program
-Career development for financial advisors, Pt. 4: moving from sustainability to significance
-Personal property appraisals
-It's easy to overlook these six estate planning basics
-When was the last time you had a salesperson...
-Critical illness insurance: Get in on the ground floor of this new opportunity
-Can Americans no longer afford insurance?
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.
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 and forward this newsletter to them. They'll thank you!
© 2009, Insurance Pro Shop® - All rights
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