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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How To Get Off To A FAST START In 2009
Before we get into 'How To Get Off To A FAST START In 2009,' we'd like to wish you a 'Very Happy and Prosperous New Year!' The coming year promises to be very exciting and very rewarding for those agents, advisors and planners who understand what people are really looking for, need and want.
Today, people need and want your help more than ever!
Will you be
the person your prospects, clients, friends
Was 2008 everything you had planned and hoped it would be? Or, was it a challenging and frustrating year for you, because of all the bad publicity, the election and the struggling economy?
Would you like to turn your situation around quickly, and get off to a Fast Start in 2009? All it will take is a little bit of planning, a few simple changes, a positive attitude, and 2009 can be the year all of your dream can come true!
Here's what one frustrated agent had to say about a recent article we had on Producers Web... "How to prosper during this worsening economy."
"OK! Let have it. What do you do to get the right people to buy from you during hard economic times? Everyone is broke. How can you sell when the majority of people are out of work and reserving cash? If people are investing less by taking their money out of the market, how are you as a salesman going to get them to invest in more insurance products?"
In response to the above agent comments, this is what one positive agent wrote back...
is true. I was there. When times are reportedly tough, people become much more sensitive to safety, security, spending habits, etc. This is the perfect time to review and make sure people are getting the best value for the dollar they spend. And, since most agents don't service their clients anyway, the harvest is plentiful! People are still starting businesses, still having babies, still have debts to be settled, still love their families, still have kids to put through college, still and even more so, have to plan retirement and estate settlement issues etc. etc. Pick a specialty or two and go to work! People need you. JUST THINK ABOUT IT!"
Will you be the advisor the 90% will turn to?
Five quick tips to help you get off to a Fast Start in 2009!
Yes, it is that simple!
It's time for each of us to step-up and start making a real positive 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 and services you'll close a lot more sales and 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!
Start Right Now To Make A Real Difference
In Peoples Lives,
By Jeremy and Lew Nason, 'The 9 Out Of 10 Guys'
Advisor Success Stories
"My recent case for my college planning client made me realize the importance of something Lew has been teaching me for years. 'Clients don't want to understand, they want to be understood.' As I sat and listened to this client he told me why he wants to do business with me. The one thing that stood out in his mind was the first page of the three page plan you taught me to use, where I simply repeated back his and his wife's concerns. He was so impressed that I actually listened. And, because his ideas were important enough for me to write down, he knew that I heard him loud and clear. And, he knew that I would take into consideration all of his concerns, when making my recommendations. Using Lew's wonderful process I was able to build trust that caused this client to take massive action in a short amount of time."
Antonio Filippone, RFC,
FMM - IL (15 years in Financial Services) "Lew, I recently purchased your Advanced Fact Finding Video... I have been on two interviews so far and used the methods you described. It was surprising how the folks opened-up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were before they were asked to buy anything. In both cases the customer actually told me what they were going to buy..." Robert Dupuis, Allstate Agency Owner, TX
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".
Rick White, RFC, FMM,
BA - NC (Over 28 years in Financial Services) _____________________________________
As
Zig Ziglar says;
"You were
born to win, but to be a winner you must
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Hear Two Very Special Guest Speakers...
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Sales Tips...
What’s the most important
We’re often asked, "What’s the
most important aspect in closing a sale? Is it the plan? Is it the
way you package your recommendation? Is it your questions? Is it
your presentation? Is it your manner of speech, your manner of
dress, your punctuality? Is it your credentials?" As important as all of those things are, those hidden persuaders, the single most important factor in closing is your attitude -- your belief in what you’re selling, and your belief in the fact that most people don’t buy life insurance.
Even when they’re sold, they don’t necessarily buy it. They have to be assisted. So, it’s your attitude more than any other factor that makes the big difference in closing business that doesn’t necessarily close itself.
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Success Tips…
The biggest asset you have is
your earning capacity, and that depends entirely on your attitude.
Attitude is your first and most important factor!
You know that you must sell,
you’re not waiting for people to buy. A positive mental attitude,
more than anything else, determines your earnings. If you decide you are going to lead, and feel wonderful, strong, excited, then you have the power to move mountains!
If you want to improve
your attitude visit...
"Success isn't a matter of chance! |
One Of The Best Ways For
You To Succeed
In 2009,
________________ Special Offer From Mr. Cato...
Get '10' Famous Celebrity Endorsements... 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!
Cato Says...
"You Can Cut A greater Figure!"
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Prospecting Update…
Schedule a Minimum of Two-
One of your most important
tasks is making calls to set appointments. Whenever possible make
your phone calls in the morning while you and your prospects are
both fresh and alert. Treat your prospecting time with the same
respect you would give to any other important appointment.
This is not the time to check
your e-mails, play You must avoid the temptation to try to sell your product or service over the phone. Your objective for the call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
It's important to use a phone
script when you contact your prospect, so you don't leave out any
key information. It's a good idea to role-play your script
over the phone with your sales manager, friend or spouse until he or
she feels you sound confidence and professional.
“Acting
on a good idea is better than just having a good idea.”
Robert Half |
Real Advisor Testimonials
"I just made a large (for me)
annuity sale that would have not been possible had I not used your
website (the Insurance Marketing & Sales Resource Center™)
and your coaching
advice. I have learned to listen much, much, more than talk. The
sale is made by them not me. And most importantly I did the right
thing for the client because they will be earning much more income
and saving a bundle on taxes. So, you not only helped me, but the
client." "Oh by the way
the sale
was for $24,000 commission, not a bad day!!!
This is only step one in the
planning process, step two the life insurance review will generate
another smaller, but nice sale."
"I bought the Annuity Quick
Start plan with the hope of getting a system that will keep me in
front of the money. The first day after reading some of Lew's ideas
on presenting and closing sales, I closed 3 out of 3 appointments. I
ended up
closing 5
out of 7 appointments for $350,000 for the week
(all were one call closes). I
have to give Lew credit, I made some slight changes in my overall
approach that produced immediate results. I now feel confident that
Lew can help me when I begin to set up my marketing game plan.
Nobody will ever be any more skeptical than I was, when I ordered
this program. The very first appointment after implementing these
techniques, I paid for the plan almost 20 times over just off of
that first sale." |
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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…
You can cancel at any time and owe Nothing more! Click Here For The Complete Details We Offer A 30 Day '100%' Money Back Satisfaction Guarantee
"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
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