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Make A Difference…
And Watch Your Sales Grow!

During the past two decades, many of the major insurance companies have been moving to and focusing on the more affluent markets.  They want to believe they can make more and larger sales in those markets.  Thus, they'll need less agents, which means they'll spend much less money on recruiting and training and they'll make huge profits.  They appear to have forgotten whom they served for the past 100 plus years, and what made them the mega companies they are today.  According to LIMRA (Life Insurance Marketing and Research Association) the Middle Income marketplace is wide open.  And, in our opinion this provides an exceptional opportunity for those few insurance agents, financial advisors and financial planners who will make the effort to learn how to truly help Middle Income Families to solve their financial problems.

Understanding Their Problems
This change in focus of the insurance companies is one of the main reasons why so many Middle Income Families are struggling with too much debt and a lack of savings.  It's because these families no longer have anyone helping them to identify and establish their financial priorities.  Consider, everything they see on the TV, read in the newspaper, or get in the mail wants them to spend more money, to get what they want right now, instead of what they actually need!  Studies show the average consumer is exposed to more than 3,000 marketing messages every day.  In the last decade, solicitations jumped from 1.52 billion annually to 4.29 billion.  

And it not just the insurance companies, who've changed their focus.  Banks and other financial institutions that used to encourage savings are now pushing the use of credit cards, because it's where they make the largest profits.  They've made it extremely easy to qualify for credit, so you can whatever you want right now. 

Consider These Staggering Statistics...

• The average consumer debt per household in the U.S., not counting mortgage debt, is about $14,500 - especially noteworthy because before the 1930s, most middle income people had NO major debts.
   

• At an average interest rate of only 15%, consumers are paying over $2,000 in interest each year.
   

• Credit card debt in America has tripled, from $238 million in 1990 to over $850 billion today.
   

• The personal savings rate in the United States has dropped from 10-11% in the 1970s to just under 2% since 2000 and in 2005 it dropped to a  – 1%.
   

• Some 1.6 million U.S. households -- 1 of every 35 -- filed for bankruptcy in 2007.

"With personal savings rates at one of its lowest rates ever, not only are secure retirements in jeopardy but also many Americans are one medical emergency or layoff away from financial disaster."
*Many ways to boost U.S. personal savings, By Dar Haddix, 4/1/2005
 

 "There are currently as many as 22 million U.S. families that lack a basic checking or savings account and who are often forced to cash checks through such services as check cashers, which charge high fees." *Many ways to boost U.S. personal savings, By Dar Haddix, 4/1/2005

Solving Their Problems

As an industry, we need to get back to helping Middle Income Families.  We need to help families to look at and talk about the financial problems they are facing now and in the future.  It 's about helping them to re-think and establish their financial priorities.  Deciding what's really important to them now... and in the future!  

A Change In Philosophy
Unfortunately, most agents and advisors are being taught to tell people they need to invest in (or buy) ‘this or that’ by taking additional money out of their current budget.  The problem is that many Middle Income Families are only one or two paychecks away from going bankrupt… They don’t have any savings or even an emergency fund… (Except for their credit cards)  We need to change our focus and start helping Middle Income Families 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 Your Eligibility To Qualify For College Financial Aid

• Minimize Their Income Taxes

• Position Their Money To Provide More Current Liquidity

• Maximize Their Investment Returns, (with less risk and tax deferral)

And, in many cases, we can help them do it all without taking additional money out of their budget or changing their current lifestyle! 

Start Helping Middle Income Families

Is there any question that most Middle Income Families are spending their money in the wrong places?  With all of the advertising messages they receive today, they are being focused on living for today.  And, many of them are sacrificing theirs and their children's future.  Over the years our industry has added to their problems.  The push by most financial institutions is just to make money.  They'll train you about their products, but not how to market your services to attract the 'right' prospects to you, to make it easier for you to close sales. 
 

Consequently, in order to survive most agents, advisors and planners have been selling policies with low deductibles and all sorts of unneeded expensive riders… along with supplemental policies that aren’t really needed.  They are telling people to put their safe money in the stock market because it's an easier sale.  They aren’t telling their prospects and clients about quantity discounts and price breaks.  They’re not helping people to properly use the new types of home mortgages.  Their clients are losing money in the stock market, disqualifying themselves for the free money available for college financial aid and are paying more income taxes than necessary.  This is keeping many families from saving money and building a secure financial foundation… and in fact is pushing many families into bankruptcy.  Is it any wonder that people are suing us?

Note to Insurance Companies, Financial Institutions, Marketing Organizations and All Agencies...
If you want to solve your compliance and regulatory issues, then start training agents, advisors and planners on how to actually help people.  And, start supporting and promoting the industry organizations, like NAIFA and the IARFC.  The cost will be a lot less than the cost of being sued.  It's the right thing to do, and you'll make a lot more profits!

Make A Difference and Watch Your Sales Grow

It's time for each of us to step-up and start making a difference in our clients' lives ... instead of just making a sale.  The truly amazing part is that if you learn how to actually help people instead of just pushing your products you'll make a lot more money.  People today are looking for real help and not just another sales person who wants them to spend money they don't have! 

Yours in Success,
Jeremy and Lew Nason
'The 9 Out Of 10 Guys'
 

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!

Special Financing Plan...

Be 'In Front' of More of the 'RIGHT' Prospects Each Month, than Most Agents, Advisors and Planners Will See In an Entire Year!

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 'RIGHT' 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.
 
Want More Life Insurance Prospects...

Learn a Much Simpler and More Effective Way, to Properly (and Ethically) market and use many of the same powerful 'Cutting Edge' concepts found in the 'LEAP', 'Missed Fortune', 'Infinite Banking', 'Circle of Wealth',  plus the various 'Retirement Supplement' and 'College Funding' systems. (We are trainers, NOT recruiters!)

Found Money Management™
'Advanced' Life Insurance Sales Tool Kit
 

Want More Annuity Prospects...

Learn How to Attract Tons of Annuity Prospects, using the most comprehensive and endorsed Annuity Marketing, Lead, Seminar and Sales System available today! It's everything you need to attract a steady stream of your IDEAL annuity prospects, and collect 'One Million' of annuity premiums every month!
(We are trainers, NOT recruiters!)

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Special Financing Plan...

Obviously, an investment of only $887.95 is a small price to pay for a proven life insurance,
or an annuity sales success system that in the past 26 years has helped over 2,000 agents, planners and advisors to grow their commissions by a minimum $100,000 per year.  However, finding the $887.95 out of current earnings may be difficult for some people.  Accordingly, we are willing to spread the investment over a three month period (with a small handling fee)

The first payment of $306 is due at purchase. (plus shipping) The second and third payments are $306 each. These payments will be due 30 and 60 days from the original purchase date. The total investment equals only $918. (plus shipping)

Sales Tips...

Become Their Trusted Advisor!
 

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 little saved for their retirement. And, now with a struggling economy the are in desperate need of your help!

These families 'ARE NOT' looking for a salesperson that wants them to spend even more of their money, that they don't have!  They are looking for real help and guidance in their financial matters from someone they respect and trust...

And, that person can and should be YOU!!!

The transition from a salesperson to a trusted financial advisor is not that difficult.  All it requires is that you conduct a good, thorough 'fact finding interview' with 'everyone' you meet with.  Really listen to their problems and concerns!  And, then help them to tailor a financial plan to give them what they want and need.

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. 

And, people will refer everyone they know to you!

Success Tips…

Make A Difference!
 

If you want to truly succeed in this business, then it's time to focus on making a difference in your clients' lives! You can make a difference by using all that you are, all you have learned and all you have experienced to help your clients to better their lives. You can be better and you can make the lives of your clients better.

Develop a passion for what you do! Insurance sales is more than closing sales and making money. It's about learning how to enrich your clients' lives, which will ultimately enrich your life. It's about believing in and feeling good about what you do.

Develop a passion for learning! Knowledge Is Power. The more you learn, the more you'll grow and the more you'll be able to help your clients. Seek out training opportunities that involve more than just learning about products and investment returns. Learn how to market yourself to the right prospects and learn how to get your prospects involved in finding solutions for their problems.

Develop a passion for being the best that you can be! Live from the heart! Break down the barriers that prevent passion from flowing into your life. Rely on yourself and your passion to turn your plans, hopes and dreams into reality!

"Success isn't a matter of chance!
It's a matter of the choices you make!"

Prospecting Update…

Generate A Consistent Flow Of
The 'Right' Prospects!
 
To attract the right prospects it is absolutely critical that you specialize in solving a specific problem they have.  People are not looking for a sales person who is just trying to sell them another product or service that they can't afford.  People are looking for expert advice and help from someone they respect and can trust.  And that person can and should be you.

Your goal, if you want long term success, is to get your name out there as often as possible, so that prospects feel they know you.  Then when you send out a sales letter, or run ads they feel comfortable calling you.

To get your name out there you must get articles published, with your byline, in your local newspapers and newsletters, get newsworthy public service events published in your local news, write comments to the editor, be active in local associations, be interviewed on a local talk radio station, be listed on local websites and offer free educational workshops at colleges and libraries.  Why should anyone call you or set an appointment with you, if the have never heard of you.

“Acting on a good idea is better than just having a good idea.” Robert Half

Real Advisor Testimonials
& Success Stories…

"Lew's coaching and (Found Money Management™ ) system has helped my practice immensely! Learning from Lew on how to ask questions the right way, helped me close $16,800 in commissions in 2 weeks! Thanks Lew!"
Ron Fara, RFC, RIA

"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!"
Bryan Schurter, FMM, RFC,

One Of The Best Ways For You To Succeed,
In Spite Of This Struggling Economy Is To... Become The Most Recognized and Sought After Financial Advisor In Your Community!

Forrest Wallace Cato is a featured speaker at the Insurance Pro Shop's live events, where he lectures on How To Become Famous. His list of clients are some of the most recognized names in our industry. Cato is former Editor-In-Chief of Financial Planning magazine and former Editor-In-Chief of Trusts & Estates: The Journal of Wealth Management. He wrote the introduction to the newly revised version of the classic book How To Sell Your Way Through Life by Napoleon Hill. Cato is also International Editor of Advisor magazine in China. Cato is the legendary 'Image Branding' specialist for financial professionals...

Cato Says... "You Can Cut A greater Figure!"
www.catomakesyoufamous.com/
 

Founded in 1984, the IARFC is the fastest growing professional association in the financial services industry, with over 8,000 members. The IARFC is a non-profit professional association dedicated to educate, train, support and advance the professionalism of financial advisors who are helping people spend, save, insure, invest and plan for the future.

www.IARFC.org

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Call us today to order... 877-297-4608

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
'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 or better yet, forward this newsletter to them. They'll thank you!

© 2008, Lew Nason, RTIA, RFC, LUTC Graduate - 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 over two 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