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IPS Home Page Special Offer's Newsletter Archive Product Catalog
Life Sales Tools, Tips & Systems Annuity Sales Tools, Tips & Systems
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 A
Special Message From Lew Nason... At our
Found Money
Management™ Financial Advisor Boot Camp last week,
our attendees had the unique opportunity to meet personally with
Jeffrey 'Dr
Agon Fly'
Reeves, the author of Money
For Life, to discuss the
'forgotten' benefits of cash value life insurance.
Mr. Reeves, Jeremy and I are in complete agreement as to how and
why to use permanent cash value
life insurance as the foundation of your client's financial house.
Here is a recently published white paper
by Mr. Reeves
expounding on the valuable
benefits of cash value life insurance and creating your own bank.
The
Dazzling Dozen:
A White Paper, Pt. 1
By Jeffrey
Reeves, Financial Author, Speaker and Guide
BeYourOwnBank.com
For the past three decades or
so, the number of companies offering participating cash value life
insurance contracts has declined. The decline didn't occur
because it's a bad product or because the companies selling it are
bad companies. In fact, quite the opposite is true.
Ultimately, the most respected companies in the insurance business
-- even in today's economic climate -- are the mutual companies that
sell highly effective participating cash value life insurance
policies:
-
Northwestern Mutual
-
Massachusetts Mutual
-
New York
Life
-
The
Guardian Life Insurance Company
-
Numerous
other companies that offer participating policies and properly
funded interest-sensitive whole life, indexed universal life and
other variable life insurance contracts.
The decline
was not the result of these companies' failure to promote these
products to their representatives; nor did it result from the
failure of other mutual companies (Metropolitan, Prudential, John
Hancock and The Principal Financial Group, for example) to survive
the onslaught of the EF Hutton universal life attack on the
insurance industry and the A.L. Williams rape of mutual policies to
extract their cash values to fund failed strategies. The E.F.
Hutton and A.L. Williams misadventures, however, contributed to the
problem, leading to the complete destruction of companies like
Mutual Benefit Life -- one of the oldest and most respected among
the old-line mutuals -- and others that failed or fell to
acquisition.
No, the decline occurred because the mutual life insurance industry
adopted the thinking of Wall Street in lieu of the reality of Main
Street; it failed to protect its deserved and revered position as
the source of advice and products that Americans could rely on as a
foundation for their financial security, the bedrock of their peace
of mind and the framework for their futures.
It's time to reinstate what remains of the mutual life insurance
industry -- and perhaps motivate the formation of other
consumer-driven insurance companies -- as the leading voice for
America's financial thinking. It's time to resurrect the use of
participating cash value life insurance as an essential part of
every American's financial structure. It's time to drag
Americans -- kicking and screaming, if necessary -- out of the
uncharted financial swamp created by the failures of the universal
life experiments of the '80s and '90s and back onto the solid ground
that only participating cash value life insurance provides.
This white-paper series addresses twelve compelling reasons why you
should place participating cash value life insurance at the
foundation of your client's financial house.
I will outline both the practices such policies support and the
benefits of following those practices. Do not let some shibboleth
that participating cash value life insurance is a bad place to put
money hold you back from seeing and understanding the truth. There
is no other financial product that is as powerful or as flexible as
participating cash value life insurance. Denying this product and
its capabilities to your clients is irresponsible at best.
Reason No. 1 why you should choose
to build a "money for life" economy (with cash value life insurance
at its core) that lets your clients be their own bank -- a bank that
lasts in good times and bad:
Your clients can get to the money in their "bank"
whenever they want or need it -- no penalties, no waiting, no taxes.
Most financial
products are designed by behemoths that want to build their own
portfolio of "money under management." Their reasons are easy to
understand. The behemoths want to hoard as much money as possible in
their own coffers; that way they can earn commissions on
transactions, charge fees and hang on to profits in excess of the
expected returns. Because of this, the products they sell tend to
place significant restraints on a client's ability to access his or
her own money without incurring penalties or waiting for some
arbitrary date to arrive.
Additionally, some financial products either are or can be
incorporated into "qualified" plans. That usually means your client
can take a tax deduction when they put money into the plan. It also
means that they can't get their money out of the plan without paying
huge penalties and taxes.
Everyone experiences events in life that demand immediate access to
money. For many, the money they have in qualified plans is the only
money available when these events happen. The result? Penalties,
taxes, and starting all over again.
There is a better way...
Money held in a participating cash value life insurance contract --
the "bank" -- is easily accessible. It usually takes just a phone
call to the insurance company to get a check written and in the mail
-- no penalties, no waiting, no taxes. Fees are not normally
associated with the transaction, and clients can usually replace the
money they take out without penalty and without compromising the
integrity of their policy.
Here's an example from my own experience. My daughter turned 16
(guess where this is going) and got her driver's license. A few
months later she was allowed to drive my brand-new Oldsmobile to
school for the first time. A ditch, two fences and a concrete
birdbath later, I was staring at more than $7,000 in damage, a
$1,000 deductible and a $1,230 per-year insurance premium increase.
Thank goodness I had cash value life insurance from which I could
borrow the money quickly to solve that part of the problem.
Reason No. 2
The government,
employers, or any other outsiders have nothing to say about how
someone operates their "bank."
When you put
your money in a commercial bank, it's subject to the whims of your
bank, regulation by federal and state banking agencies, and income
taxation by the federal government and probably by the state, county
and local governments. Your money is secured only by a highly
touted, but quite limited, guarantee. If you put your money in a
certificate of deposit or some other banking instrument, you subject
yourself to penalties and withdrawal limitations. If you wish to
access your money, you have to relinquish its earning potential.
Mutual funds, stocks and bonds and other securities are regulated by
the SEC. The registered reps who sell these investments are subject
to further regulation by FINRA (formerly the NASD). These
regulations determine what investments you can present to clients
and even the words you can use when discussing these offerings.
Gains from these investments are subject to a complex set of tax
rules that keep attorneys and accountants in spending money. Turning
an investment into money is not always an easy or pleasant task,
especially when the investment is worth less than you paid for it.
Taxation, regulation, limited access to your money -- it's a mess.
State insurance departments regulate and control how cash value life
insurance policies are issued and how agents are licensed. The
federal government and other regulators do not have any
jurisdiction. This decentralized regulation allows for local
oversight and better control; therefore, the money your client
deposits into a traditional cash value life insurance policy is not
subject to the same limitations or cumbersome regulations as
investments. Moreover, it is often better protected by state
insurance funds than money in the bank or in an investment.
The growth within a traditional cash value life insurance policy is
not taxed. Dividends from participating policies are paid into the
policy tax free, and once paid into the policy become a permanent
part of the policy. In addition, the money put in to a traditional
cash value life insurance policy, including any dividends that are
paid in, continues to grow tax free as long as it remains in the
policy.
Finally, your client -- and your client alone -- decides when and
how they want to take money out of the policy and the terms upon
which they wish to redeposit that money. Once a policy is issued,
not even the insurance company that issues a traditional cash
value life insurance policy can tell the owner how to manage it
beyond the terms spelled out in the policy.
Reason No. 3
Your client's "bank" is protected
from creditors and lawsuits.
Every asset your
client owns is at risk in a lawsuit -- especially a lawsuit that
involves creditors. Some assets may not be directly at risk, but if
they are unable to protect all of their assets, the ones they can
protect end up having to work a lot harder to support their needs
and wants.
One of the fundamental tenets of good planning is to make certain
that your client's money structures can handle the planned and the
unexpected events in his or her life. If he or she became disabled
or were involved in an accident that they caused, he or she might
find everything they own at risk.
Having a substantial amount of money in cash value life insurance
offers a level of protection that cannot be found elsewhere.
Having said that, it is imperative to involve competent legal and
accounting advisors in the financial decision-making process; not
because they are expert in helping you choose insurance or
investment products -- they typically are not -- but to assure your
clients that they are taking maximum advantage of the available
legal and tax protections.
It's important to note that the best-practice guidelines for each
professional specialty clearly delineate the roles of the advisor in
that specialty; attorneys deal in law, accountants in taxation,
registered reps in investments and insurance professionals in risk
management.
Stay tuned for Part 2 of this white-paper series for more
compelling reasons why you should place participating cash value
life insurance at the foundation of your client's financial house.
 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!
Advisors Sharpen Their Skills With Jeffery Reeves
at the
Found Money
Management™
Boot Camp...
Seen here are six
of the leading advisors in our industry, with two of our guest
speakers. Each is a long time advocate of the Insurance Pro Shop...
Terry Bialeck, Roy Sargent, Ron Mathews, Peter Lampert, Jeffery
Reeves, Wally Cato, Paul Belcher & Tim Hamm.
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Sales Tips...
The Power To... Make A
Difference
This business is about challenging caring people to do
the right thing for themselves and their families. Most
people know the right thing to do. The hard part is doing it, and
that’s where you come in. Left to their own timetable when it comes
to insurance and financial planning, most people will procrastinate.
People dream dreams. You can help them dream bigger
dreams. Their dreams include their families. Your role is
to help them convert their dreams to reality. You help them keep
their dreams alive. If they don’t have enough life insurance, their
dreams will probably die when they do. You help convert dreams to
results.
To help people to convert their dreams to reality is about
getting them to discuss what they really want for their family and
themselves. And, that is all about asking them questions.
What would you like to do? Where would you like to be 5 or 10 years
from now? Why is that important to you? How much do you
really want it?
Take pride in the work you do. You have the power to make a
difference. Life is about helping others. It is not about you.
Success is about making a difference -- not just about
making money.
You
have a choice. You can make what you do a job -- a career -- or a
mission. Why not make it a mission?
"It's not the answer,
it's the quality of the question."
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Success Tips…
The
Power Of Confidence
If you've ever watched an Olympic competition, you've seen the faces
of champions reflect not only the hard work and preparation that has
gone into the moment, but also the confidence they have going into
the arena. That confidence is not just what carries them through,
it's also what communicates their position even before the event
starts. They can't win without this confidence. Their competitors
can sense fear and insecurity, just as a customer can sense these
things in a salesperson who lacks confidence.
Selling with confidence
all comes down to the three most powerful words in the English
language: "Yes, I will." Years ago, on one of his audio programs,
sales guru Earl Nightingale told this story: There was a team of six
American mountain climbers at the bottom of a mountain. A
psychologist doing a survey asked each of them one question: "Can
you make it to the top?" Five of the climbers answered with
variations of, "I've been training for this for years. I'll make the
best effort possible." One climber, however, answered simply, "Yes,
I will." Not only was he the first to the mountaintop, but because
of bad weather, he was also the only one.
There's something about
the power of confidence that can move mountains. Once we understand
that, 90 percent of all the obstacles in selling vanish before we
even begin to climb.
"Success isn't a matter of chance!
It's a matter of the choices you make!"
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"Agents today have no real training, no mentors, and by offering this type of service
you are doing them a real favor.
Anyone who does not take advantage of your
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Roger Craig,
LUTCF, Licensed Agent since 1965
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Prospecting Update…
Why You
Should Offer A Free Educational Workshop?
Would you agree no one wants
to meet with a sales person face to face! The beauty of an
educational workshop is that for the prospects there is safety in
numbers. People feel much safer coming to a workshop, than meeting
one-on-one with a sales person. It's a non-threatening way for them
to get to know you, see the type of work you do and the help you
provide.
The beauty of the educational workshop for you is that you can offer
them in large or small groups. They cost very little to hold.
Because they are considered a public service you can hold them
almost anywhere - in your local library, association rooms,
conference rooms, etc.
You can get people to attend your educational workshop just by
calling them and inviting them to a special educational event. The
main thing is to tell them that this is not a sales event. This is
strictly educational. And, you must keep it strictly educational.
If people like the information you provide and you connect
emotionally with them, they will want to set an appointment with
you.
“Acting
on a good idea is better than just having a good idea.”
Robert Half
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Real Advisor Testimonials
&
Success Stories…
"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,
"Thanks for
everything.
I've
written over $270,000 of life premiums in the past two months since
attending the boot camp in December...
($190,000 in commissions) Freedom Equity Group has asked me
to do a teleconference to explain how I've accomplished this
dramatic increase in my business. I'll be recommending your Found
Money Management™ system and your boot camp to
everyone on the call."
Randy Delph,
RFC, LUTCF, FMM
"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
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One Of The
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Forrest Wallace Cato is a
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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...
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www.catomakesyoufamous.com/
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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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Highly
Recommended...
'Money For Life'
How to
Thrive in the 21st Century!
$29.95
plus shipping
"We
highly recommend this great new book for you and all of your
clients, if you want to sell more Cash Value Life Insurance! It's
much easier for your clients to read and understand than any
of the others! It's a great match for our Found Money Management
Strategies"
Lew & Jeremy Nason
Call
us today to order...
877-297-4608
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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
'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
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