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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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Five Killer
Life Insurance And Annuity
Prospecting And Sales Strategies
How are the Top Producers in this
industry able to continue to attract more prospects then they can
handle during these tough economic times? Why are they still
able to... close 9 out of 10 people they meet with and
consistently earn high six, and even seven figure incomes?
What simple changes are agents making
today that is enabling them to go from making a mediocre income...
to consistently earn $20,000 - $90,000
per
month? Where are they finding the prospects?
Do they have some special secret
knowledge? Have they found some new, exciting and magical
marketing or sales idea, concept or strategy that has people
flocking to their doors?
Do these agents have a special new competitive product they are
selling, or special market they are working in? The answer
is... No!
So,
What Are These Successful Agents Doing That You Aren't?
Contrary to what your companies, recruiting organizations, marketing
and sales trainers, etc. want you to believe... to be successful
today isn't about you finding and implementing a new and exciting
competitive product, sales idea or marketing strategy. Aren't
they telling you those things just to get you to sign-up with them,
or get you to buy their sales system? The simple truth as to
why these agents are successful, and continue to be successful, in
the good times and in the bad, is they are practicing the basics.
When
are you going to stop listening to all the hype out there and get
back to the basics?
Here are the Five
Killer Life Insurance And Annuity Prospecting And Sales Strategies
we eluded to, that are actually just just getting back to and
practicing the basics. If you implement these five basics
right now, you can immediately increase your prospects, appointments
and sales just like the following agents! It's easy!
"...my finest
personal production year ever"
"I am
finishing my finest personal production year ever, and that is
directly attributable to the change in marketing efforts I have
instituted since meeting Lew and Jeremy. (7/2008)
After 25-years
in this business I guess I have proven that you can teach new tricks
to an "old dog."
Tony Brazeal, RFC,
RFP, FMM, MDRT - TX (25 years in business)
President, Pathfinder Group, LLC a national brokerage agency.
Identify Your Ideal Prospects…
If you want to
make your life insurance and annuity prospecting, appointment
setting and sales process much easier and much more profitable?
Then identify the prospects you have the best chance of selling! Hint:
Your ideal prospects are people that are most like the best
customers you have right now.
Take
the time right now to review your current client database to
determine whom your best customers are, and what they have in
common.
What
makes them your ideal prospects... Are they married? Do
they have children at home? Are they homeowners? What’s
their income range, profession, ages, etc! What do they have in
common with you?
Now, tailor all your marketing messages (using the next tip) to
attract those people to you.
Solve A Problem Your Ideal Prospects Have…
If you want to make it much easier to attract people to you, set an
appointment, and close the sales, then give your ideal prospects a
compelling reason to meet with you. What problem (s) do they
have that you can you solve for them? How can you help them
to... eliminate debt, pay-off the mortgage early, save for
retirement, fund a college education, have the retirement income
they need, insure they don't outlive their money, and protect the
people they love! Aren't
these
the real problems people are facing today in this economy, and the
problems they need your help with?
If you are not solving a problem people currently have, then why
should they waste their time meeting with you?
To put it another way, how will they benefit right now from
meeting with you
right
now?
What’s in it for them?
“If I
could show you how to…______________, without taking any additional
money out of your pocket or changing your current life style, would
it be worth a 20 minutes of your time to talk about it?”
I have
submitted over $30,000 of life business…. IN JUST ONE MONTH!
 "After
doing my first workshop at the end of September, (2008) and after
getting back in touch with my current clients (through your
newsletters)
I
have submitted over $30,000 of life business…. IN JUST ONE MONTH!
Although the additional income is nice, without a doubt, the best
part of your whole system is the simplicity in helping clients. I
finally feel that I am offering clients more than just retirement
planning. I know that my clients will be better off after meeting
with me than they were before. Your system is so easy to
understand, to explain to clients, and to implement, that it's
almost ridiculous. I am so glad I found you when I did, so
early in my career. I look forward to many years of working with
the two of you! Thanks Again!"
Bryan Schurter,
FMM, RFC - CA (4 years in business)
Create A Sense Of Urgency…
No one likes to
make hasty decisions concerning long-term commitments. We all
want to think it over so we can make the best decision possible.
The problem is that if we don’t make a decision today, we will
probably just continue to put it off.
If you want your prospect to buy now, then you must create a sense
of urgency!
Examples:
Ask questions like... If the stock market declines tomorrow,
how much more money are you willing to lose? If you are not
here tomorrow could your family keep their home? How much
longer are you willing to wait before you start to save for your
retirement?
And,
include a lower price offer if they buy before a certain date (e.g.
age change date for life insurance). Or, a bonus on their annuity if
they take action today!
"In just
one month I've made over half of what I made in previous years."
 "Following
the advice of your competitors, for my first seminar I spent $16,000
and made $22,000. The second seminar I spent $6,000 and made
$1,300. Then a few weeks ago I found you.
For my
third seminar I spent $2,800 and so far I've made $55,000.
(Commissions) I'll give you credit for 90% of the success I've had
with this seminar. I just followed the advice in your system, for
my seminar, the initial interview and the closing appointment and
I'm making serious money.
In just one
month I've made over half of what I made in previous years.
I'm certainly glad I found you. Thanks,"
Peter
Orange - WA,
(only 4 months selling annuities)
Make The Buying Decision Easy…
Make the buying
decision easy for potential customers and you’ll close more sales.
For example: Keep It
Simple! Use a simple two-page presentation summary that
compares the prospect's current situation and to your recommendation
to improve their situation.
Consider,
a 20-40 plus page financial plan is impressive, but doesn't it tend
to confuse people. If they don’t understand the plan, then why
should they buy?
We’ve helped a lot of agents go from closing '1 out of 10' sales,
when using a 20-40 page financial plan… to closing '9 out of 10'
sales, by adding a simple 2 page summary.
Make it easy for prospect to see and understand the benefits of your
recommendations and you’ll close more sales!
Stay In Touch…
Selling is not
a one step process. 'People buy when they are ready
to buy, not when you are ready to sell.'
Most people do not buy something the first time they see or hear
about it. You can sell many of these potential customers with
an effective follow-up system.
According to the National Sales Executive Association, you’ll
increase your sales by 80% when you follow up! Here's why:
-
2% of sales are made on the 1st contact,
-
3% of sales are made on the 2nd contact,
-
5% of sales are made on the 3rd contact,
-
10% of sales are made on the 4th contact, and
-
80% of sales are made on the 5th-12th contact!
Your follow-up can be as simple as contacting these people
periodically with a new offer. Or, better yet, follow up
periodically with some useful information ...and don't charge
them for it - like a client newsletter! You'll build a
supportive relationship that gains their trust.
Each of these basic strategies provides
you with a simple way to quickly increase your sales and your
profits. They are simple to use, highly effective and require
very little if any new expense.
By Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
Message
to Financial Advisors…
Why do you keep putting it off? You have a great opportunity to
really help your prospects to weather this last financial storm.
They need and want your help to achieve the financial security
they’ve been dreaming about and deserve. Aren’t life insurance
and
annuities a way for us to give these middle income families the
safety, guarantees and growth they are looking for? When
are you going to get back to the basics and start actually helping
people, instead of just trying to make a sale?
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Time Is Running Out...
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You Can Be 'In Front' of More of
Your 'Perfect' Prospects Each Month, than Most Agents,
Advisors and Planners Will See In a 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 'Perfect' prospects
each month, than most agents will see in an entire year.
Want More 'Perfect' Life Insurance Prospects...
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(We are trainers, NOT recruiters!)
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Sales Tips...
You Are
Sitting On
Acres Of
Diamonds!
According to Peter
Drucker (world's most influential business guru), you have a:
• 1:14 chance of
selling to a new prospect
• 1:4 chance of selling to someone who has bought from you in the
past
• 1:2 chance of selling to a current customer.
Before you go out and
bombard your current customers with sales calls, keep one key thing
in mind: even existing customers aren’t necessarily qualified
prospects for an additional purchase. Your current customers must
still:
1. Have a need for an
additional product/service and be aware of it.
2. Have the legitimate authority and ability to buy the additional
product/service.
3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Be willing listen to what you have to say.
In other words, you are
sitting on acres of diamonds…but you’ve got to know where to dig!
If you want to improve
your attitude, sales and income in 2009 visit our
Discount Bookstore
And Read One Hour
Each Day!
"It's not the answer,
it's the quality of the question."
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Success Tips…
You
Have The Choice!
When you're in sales, you
have the choice to be successful or unsuccessful. You're the only
one who sets the limits on your income and your success! Your career
in sales is a series of constant challenges. You must use those
challenges to motivate and excite you! You must meet and beat those
challenges to be successful in sales!
There
are five basic challenges you face:
Most agents spend the
majority of their time learning how to meet and beat one or two of
the above challenges, and neglect the others. You will become a top
salesperson - only if you continuously work on all five of the above
challenges.
The choice is yours!
Sales is a constant learning experience, always presenting new and
exciting challenges. When you stop learning you stop growing!
If you want to improve
your attitude, sales and income in 2009 visit our
Discount Bookstore
And Read One Hour
Each Day!
"Success isn't a matter of chance!
It's a matter of the choices you make!"
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Earn the Accredited,
FINRA and Industry Recognized
'RFC'
Designation from the...
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Consultants'
Hear Three Very
Special Guest Speakers...
Forrest
Wallace Cato,
RFMA, RFC, CRR, CPC,
Wally is an Internationally Renowned Speaker and Legendary
Publicist to the Financial Services Industry who will discuss how to
get free publicity... that will make you famous! Wally has
made placements on 60 Minutes, 20/20, etc. He has interviewed five
US Presidents in the Oval Office and has co-authored or ghost
written seven books appearing on the New York Times
best-seller list.
Edwin
P. Morrow, CLU, ChFC,
CFP®, CEP, RFC®,
Ed is Chairman & CEO of the
IARFC - International Association of Registered Financial
Consultants / Publisher of The IARFC Register®
A pioneer in financial
planning and insurance, Morrow has developed courses and provided
training for thousands of advisors in 19-countries.
Jennifer
Lowery,
Senior
Marketing Consultant,
Response Mail Express, (RME) who will discuss how to
consistently fill your seminars
and workshops with 100 or more the right high quality
prospects every month.
(With a special offer for attendees)
Course Details /
Course Agenda
/
Future Dates
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Prospecting Update…
14 NO COST Ways
To Attract Prospects
AGENT
QUESTION: I could use some help in other marketing areas. I use
the phone a lot. I'm on a very limited budget right now and am very
frustrated. I love my work, but I'm not doing what I need to do, to
be successful. Can you help me?
OUR ANSWER: There are a lot of 'NO COST' or very low cost
things you can do to help you find more prospects. You can:
1. Call all your existing clients and ask for referrals...
2. Call all your existing clients and offer them a client workshop.
Have them bring a friend... ( tax law up-dates, Medicare & Medicaid
up dates, increase returns with no risk, reduce or eliminate income
taxes, etc.)
3. Call all people in your local area and use the survey approach...
4. Use some of the articles from our client newsletters (rewrite
them a little) to get yourself published in your local newspaper,
associations etc. ... Make sure you have a byline with all your
contact information and offer a free report...
5. Set up a Joint Venture with a P&C agency, attorney, accountant,
doctor, chiropractor, dentist, optician, beautician, auto dealers,
etc....
6. Call all the prospects you didn't sell, and do a survey...
7. Put up a flyer offering a free report, or workshop - in grocery
stores, car washes, and oil change places. Or, put it on cars in
doctor's parking lots, etc.…
8. Put a free report in a nice, 'clear front' binder, with all your
contact information, into waiting rooms...
9. Make a list of everyone you do business with... Ask for their
help... Have them hand out a flyer to every one of their clients...
offering a free report or workshop...
10. Offer a information workshop for churches, women's groups,
senior groups and other associations... Starting with your local
Church or Synagogue...
11. Make a list of every person you, your parents, friends and
relatives know, and then offer them a free educational workshop or
report...
12. Offer a free workshop to your local library…
13. Offer an adult education class at a high school or college...
(They might even pay you.)
14. Offer to be a guest on a local radio, or TV Show...
These are just a few ideas... What else can you think of? Be
creative...
If you want to improve
your attitude, sales and income in 2009 visit our
Discount Bookstore
And Read One Hour
Each Day!
“Acting
on a good idea is better
than just having a good idea.”
Robert Half
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Real Advisor Testimonials
&
Success Stories…
Advisor
Evaluations... About
Our Live
Training Events
"I've never been to a class
like it. It was original. It gave me a whole new outlook on how to
approach people." "The small size of the class allowed much
appreciated one on one attention."
"Lew Nason's training provides
unconventional wisdom that could make a huge difference in your
career." "The questioning techniques actually gets clients actively
involved in the sales process!"
"I recommend anyone who wants
to grow their business to attend. Lew breaks down the process into
it's simplest form, from opening the discussion to closing the
sale."
"By far the most beneficial
part of the Found Money Management™ Boot Camp was exposure to
'Lew Live' which probably never can be reduced to ink on paper
in a manual. Hearing the spontaneous flow of question asking - - the
progressive sequencing of one question right after another - -
guiding the client to discover/identify their own pain, to have
them state it, not me, is invaluable!"
"I can tell you, without
hesitation, that if you are sincerely interested in helping people,
getting reconnected with your clients and growing your business,
then Lew's systems and training are absolutely essential!"
"The simple illustrations (5
minute presentations) of the financial concepts were very powerful!"
"I think everything in your
class will be extremely helpful, from the 5 minute presentations, to
the great information on using the products!"
"I think that the Fact Finding
training will help me the most because it will allow me to get more
into what my client really wants."
"The information on the life
insurance products and the 5 minute presentations will help me to
easily convey the information in terms they will understand and
allow me to do the best thing for them!"
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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!
© 2009, 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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