Forrest
Wallace Cato,
RFMA, RFC,
CRR, CPC,
is the
legendary media advocate for the financial services industry. He has
served as editor of Financial Planning, Trusts & Estates, Financial
Services Advisor, and Fraternal Monitor magazines. He is an editor
at Advisor magazine in China. He has co-authored or ghost written
seven books appearing on the The New York Times best-seller list.
Cato has achieved the placement of over 3,500 articles by or about
financial advisors and famous motivational trainers (i.e., Zig
Ziglar, Norman Vincent Peale, Napoleon Hill, Robert Schuller, Norman
G. Levine, Edwin P. Morrow, etc.). He has spoken before the National
Press Club, the Publicity Club of New York, The American Bankers
Association and other groups. 
Edwin
P. Morrow, CLU, ChFC,
CFP®, CEP, RFC®, Chairman & CEO of IARFC, is a frequent
speaker and writer on practice management and technology for such
organizations as the FPA, MDRT, NAIFA, SFSP, and IARFC. He has
published over 500 professional articles and three books:
Computerizing your Financial Planning Practice, The
Complete Millennium Preparation Guide and Personal
Coaching for Financial Advisors. He has lectured on
financial planning, practice management and marketing in Britain,
Canada, Australia, Malaysia, Hong Kong, China, Taiwan, Thailand,
Indonesia and Philippines, and has been responsible for getting the
many financial planning courses established in Asian countries.
"It's not the answer,
it's the quality of the question."
The Most Affordable Marketing and Sales Training For Financial Professionals...
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IPS Home Page Special Offer's Newsletter Archive Product Catalog |
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What’s Preventing You From Earning... $100,000, $200,000 or More Per Year?
Is that your problem? Is that what you are looking for?
You probably don’t want to hear this…
If there were such a program or system that generated a consistent flow of prospects that all have the money and are ready to buy right now, wouldn't every Financial Services Company in America (and the world) be using it. Consider, if there were such a program or system, companies wouldn’t need to be paying out the high commissions and fees to agents, advisors and planners. All they would need is a salaried employee to take and process the order. Every one of these companies would get rid of you in a heartbeat, if they could. And, they've been trying to get rid of you for years.
Finding, attracting and selling prospects, is your job. It's why companies are forced into paying you those high commissions and fees. (Seen here searching for just the 'right' prospects is John Michael Sternbeck)
If you want to earn $100,000, $200,000 or more per year... then you must become a specialist in solving a specific problem, for a specific group of people. You'll need to establish a marketing and sales system that is going to help you to find and attract those people to you. Then it’s your job, as a salesperson, to help those people to see that you understand their situation, and have a solution to their problem, so they will want to set an appointment with you. And, it's your job to help those people to find and reposition the money, so they'll want to buy from you right now.
A good marketing and sales program… is going to provide you with multiple methods to help you to find and attract prospects with a specific problem to you. However, most people aren't ready to buy, when you're ready to sell. So, you'll need to implement multiple systems, to stay if front of those prospects, until they are ready to buy. That's why monthly newsletters, seasonal greeting cards, articles in the newspaper, being a guest on a radio show, etc. are so important. It's the only way for you to generate a consistent flow of prospects!
And, a truly great marketing and sales program… is also going to provide you with all the tools and training you need to convert those prospects into a sales appointment and then into a sale. Plus, you’ll learn how to build your image to gain the trust and respect of prospects. You’ll become a trusted advisor, instead of just a sales person.
Learning how to properly market your services isn't an option... if you want to earn $100,000, $200,000 or more per year.
Yours in Success,
You have a great opportunity to succeed in this business during these tough economic times... But, only if you decide to take action starting today!
Seen here are Jeremy and Lew Nason helping advisors from across the USA and Canada to become the best marketers they can be at the Found Money Management™ Financial Advisor Boot Camp in Dallas, GA.
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Sales Tips...
If you want to close more sales and make more money, then wouldn’t it be easier and more cost effective to improve your closing ratio with your current prospects?
As we talk further, I’ll ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don't know where they're going, what they're doing, or where they've been when it comes to sales calls. And, more importantly they are not making an emotional connection with their prospects.
The reason most agents, advisors and planners aren’t closing 90% of their sales calls is they are winging it during their initial sales interview. They don’t have a set procedure for the sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money… than to admit they aren’t as good at selling as they should be.
If you want to close 90% of your sales calls;
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Success Tips… • Read to energize yourself. Read yourself full, think
yourself clear, set yourself on fire and they will love to watch you
burn. • Learn to communicate. Communication skills are crucial. Books are the foremost tool for teaching you how to get your point
across no matter what the situation. • Educate your team. Incorporate books and reading -- use
books about motivation and communication skills along with your
company's technical training. • Recognize and reward. Use special books as awards for
recognized achievements. People will not only be rewarded for their
efforts but they will learn from their reward. Send a book to a
client to recognize an achievement. • Promote your business. Make your favorite book, labeled
with your name and company, your new calling card for very important
prospects. It's a calling card that's never thrown away! • Be remembered. Never miss an opportunity to say thank
you to a client for a favor or referral with a gift of a book. Any
opportunity to send a greeting card to an important client is an
excellent opportunity to bring your name to their mind with a book. If they read the book, the ideas that may result will be associated
to your credit as much as, or more than, the author's. *Excerpt from an article in the August/September 2008 issue of Success Magazine distributed at a memorial service for Charlie Tremendous Jones.
"Success isn't a matter of chance! |
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No matter who's hot, new, exciting and revolutionary sales concept and product you are using, our '12' breakthrough marketing strategies, with our personal coaching will put you in front of more of the 'Perfect' prospects each month, than most agents will see in an entire year.
And, it doesn't stop at marketing. You'll also learn how to get prospects emotionally involved in the sales process and help them to get what they need and want to solve their financial problems. Now, you'll find it's much easier to consistently close more and larger sales.
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Prospecting Update…
According to marketing guru Dan Kennedy, "What others say
about you and your product, service or business is at least 1000%
more convincing than what you say, even if you are 1000% more
eloquent."
The reason is obvious. Customers doubt what we say about ourselves,
but believe other customers. And the more customers who say good
things about us, the more prospective customers will believe them. Is this a new idea? Frank Bettger discussed the power of testimonials in Chapter 18 of How I Raised Myself From Failure To Success In Selling, published in 1949. And, there are many other examples.
And, always include testimonials in your advertisements. In some
cases, an entire advertising campaign can be built around a series
of testimonials. “Acting on a good idea is better than just having a good idea.” Robert Half |
Real Advisor Testimonials
"Thanks so much for all you
are doing with your coaching and your systems. I purchased the
Found Money Management™ system a couple years ago, but
like many of us, didn't get rolling on it until last fall. It was
really a big mistake to put off starting in! I began to earnestly
study your questioning techniques and began to apply them to my
practice. I saw increasing results as I began to become more
proficient and more confident.
The first 3
months of this year have been more successful than most of my past
"years!"
In fact, I am about to do another Found Money Management™
seminar and had to add a 4th day as we are over 185 reservations
with about 15 on a wait list. My advice to all the other planners is
to jump in, do the work, and the results will surely follow."
"Lew and
Jeremy, Again....thank you for everything.... I feel so much
better informed, educated, and knowledgeable than ever before. I am
also excited about
reaching my goal of
submitting a minimum of $30,000/mo. each month in 2009!
Thanks to you guys, I
know it's going to happen. Have a great day!"
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Special Offer From Mr. Cato...
Get Endorsements From '10' Famous Celebrities... If you knew how, what and where to write to get a well known celebrity to endorse you, it would cost from $2,000 to $5,000 for just one endorsement. Mr. Cato, during his 45 years as an editor, writer, media consultant and image branding specialist, has helped many actors, singers, authors, speakers and financial professionals to become famous celebrities.
Because of his associations and connections... He can get you '10 Celebrity Endorsements' for $1,000!
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It's A Mini-University in Insurance Marketing, Prospecting and Sales!
It's Our 'Members Only' Private Agent Support Web Site…
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"Agents today have no real training, no mentors, and by offering this type of service
Roger Craig,
LUTCF, Licensed Agent since 1965 |
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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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