|
|
|||
|---|---|---|---|
|
IPS
Home Page
Life Sales Tools & Systems
Annuity Sales Tools & Systems Special Offer's Newsletter Archive Product Catalog Fast Track Advisor Guides |
|||
|
Dear [first name], Wishing You The Best In Success, |
|||
|
Life means growth. Growth means change. Without change there can be no life or growth. Life also means change. All of this goes on-and-on, -- if you are advancing. And Lew Nason, LUTC Graduate, RFC, founder of the famous Insurance Pro Shop, located in the Atlanta suburb of Dallas, Georgia, is a brilliant talent who continues to make changes in traditional financial sales methods and related marketing practices. Lew Nason’s changes enable production results to grow-and-grow for the advisors who work with him! As these results increase, so grows Nason’s reputation in our industry. Jack Gargan, RFC, founder of the International Association of Registered Financial Consultants recently came from his home in Thailand to visit Nason and his son Jeremy Nason, RFC. Unlike most financial sales trainers, Nason has a fast-growing list of super sales achievers who credit him for their outstanding success. Al Altmann, FIC, LUTCF, RFC, also recently came from Dubai in the United Arab Emirate for some eye-to-eye time with Lew Nason and other participants in the organization’s classes. The last time I visited Lew Nason he had, in his busy office, a hugely successful senior financial professional, (the planner had built a personal wealth of over twelve million dollars!), who talked about how effective a press kit can be for promoting your practice and stimulating your bottom-line. Over the years, I have been asked to speak about 'Press Kits' for financial advisors - more than on any other subject. I’ve written thirty-one published articles on Press Kits for financial professionals since 1981. Today, our leading financial advisors within the USA all have Press Kits. You should be using and benefiting from a Press Kit! Your Press Kit is an important tool for you. Your Press Kit works for you!” Your Press Kit Is Your Identity! Your Identity Is Your Destiny! Hal Chorney, RFC, the financial professional who went to prison because he had ethics and ‘stood-up’ to protect his client’s privacy, even has a Press Kit! You might wonder why – This is because Hal Chorney is being invited to speak quite often, and organizations want to know more about him, for their articles and for their conference flyers. When speakers or authors are considered, their Press Kits are examined first. Editors and program producers want to know more about Chorney and his experiences. Hal Chorney explains, “When I got out of prison, Lew Nason told me to create and use a Press Kit. I did and I now get lots of speaking engagements for conventions, sales meetings, company training sessions, and other gatherings in the USA, plus internationally, and on ships-at-sea. Also, editors and reporters use my Press Kit when they write articles about my experience as a financial professional. Radio and TV producers review my Press Kit and then invite me to appear on their programs. My Press Kit may be the best small investment I ever made.” As a financial advisor you must be prepared to attract local, regional, and national journalists. Anyone of importance has a Press Kit! You are important. You are an achiever. You are advancing your career. You are changing, growing, etc. It’s time you started building and using your own Press Kit!!”
This positioning enables your prevailing identity. Your identity becomes your desired reality. This reality becomes your destiny.” Forrest Wallace Cato Lew Nason asks; “Are you considered a ‘name?’ Are you well-known for your specialty discipline?” Outstanding leaders in every profession have long-used Press Kits. Baseball players and all other professional athletes have Press Kits. You get the idea! Either you are a “name” or you are not a “name!” You can certainly become a name in your market area! If you are a “name” then you are “someone” who is recognized, established, known, and the leader in your market! This status helps pre-sell you, your products and your services. Either you are important, or you are not too important! Either you have a Press Kit or you do not have a Press Kit. If you do not have a Press Kit, then you do not have a Press Kit working for you! It’s a given, you can benefit from a Press Kit. At this point in your life, career, and profession, you should be well aware that you need a Press Kit. You should understand the use and purpose of your Press Kit. You use your Press Kit to:
Since the goal of most of our readers is to become ever more successful and help many more clients, you should listen to the proven sales-master Lew Nason who he urges, “Start to assemble your Press Kit immediately, not soon, but now! Your Press Kit is the same as a Fact File, or Information Folder, or Media Record. You need this now.”
Your Press Kit Reveals what is... Your Press Kit works for you by helping establish you in your market area and in the financial services industry! If you do not have a Press Kit, then the leader among your competition will use his or her Press Kit to “out-position” you. You “stuff” or “insert” (possibly I should say “add” or “copy”) items into your Press Kit according to what you are going to use your Press Kit for, i.e., how you desire to be positioned to the person(s) receiving your Press Kit. Formerly your Press Kit was created by placing items inside a paper folder that has pockets! Of course, you can still do this. But, as Lew Nason suggests you can also be more state-of-the-art by placing your Press Kits on CDs. Your Press Kit should contain any items that convey:
This Press kit will contain anything positive and impressive about you and your work! Your Press Kit should reveal what is unique and special about you … because your Press Kit is both your identity and your destiny! Ten Items Your Press Kit Should Contain 1. Your B&W and/or color photo(s). Size 5x7 is most often used. But in a digital world the key is high resolution, not size. One advantage of a CD Press Kit is that you can offer a number of high quality photos of you in a variety of business settings, informally posed and in a working situation, such as speaking, lecturing or visiting with clients. 2. Your lengthy biographical sketch. This contains “everything” about you as a professional, but should not include “puffery,” - lies, embellished, misleading data, or exaggeration. This should include all your designations and degrees. Don’t call your book a “best-seller”unless it made The New York Times top-ten list. Financial clowns have Press Kits full of untruths. Never stretch the truth. Always be specific and precise. Never say you have been published in leading financial magazines. Indicate precisely which journals you were published in. 3. Your short bio-sketch (a condensed version) limited only to the most important credits you have. Always be specific and precise. 4. A copy of your Speaker’s Introduction that is used by those who introduce you when you are at a speaker’s platform. This also implies that you are frequently introduced to audiences. When you are introduced have the person doing the honors read the sheet several time in advance. Usually that person fails to do this and merely “wings it” and in the process the introduction is bungled. You have witnessed this many-many times. Of course your intro copy should be specific and precise. 5. Copies of any print media exposures you have received, especially a cover of a magazine or large-space feature articles. These reprint “inserts” separate the “men from the boys.” These are considered the important “proof” that enable important decisions to be made in your favor. 6. Print proof of anything else that is impressive or enhances your credibility, such as proclamations, awards, honors, recognition certificates, etc. 7. Optional is a list of your memberships and the leadership positions you hold or have held. Rotary Club, BBB, etc., especially professional associations like the IARFC. 8. Letters of recommendation or letters of praise from satisfied clients. 9. Try to include an audio, or video, or CD, or DVD of you in “action.” 10. Your Press Kit should also include your business card. During the last 27-years, I have been executing plans for financial professionals that include accomplishing projects that involve getting... Hollywood Walk of Fame Stars; names in lights on Times Square; their legitimate books written, published, reviewed, listed in syndicates and catalogues; noticed by the media; local, regional, national and international speaking engagements; appointments to City, State and Federal Government Commissions; mutual projects with the Commerce Department (or other federal agencies); meetings with and endorsement from world-famous VIP types; various types of official awards and formal honors; articles published in newspapers, magazines and so-on. These projects are how you gain local, regional and national attention, recognition and respect. They are how you “out-position” your competition. And it all stems from building and using a Press Kit. I’ll be giving you more details on how to build and use your Press Kit to enhance your reputation, in future issues of this newsletter. Forrest Wallace Cato, RFMA, RFC, arranges for financial planners to serve on the boards of corporations, associations, foundations, and other organizations. He is Director of Information for the Financial Advisors Legal Association (FALA). He is former Communications Director of the IAFP, now FPA. Cato is former Editor-in-Chief of Trusts & Estates: The Journal of Wealth Management and Financial Planner magazine. He is International Editor of Advisor magazine in China. Cato is a senior fellow in Financial Planning Media Advocacy at the Al-Habtoor School of Business in Dubai (United Arab Emirates). He presents The Cato Award during the annual International IARFC Forum Convention. Cato is an award-winning author, op-ed writer, critic, essayist, biographer, scholar, speech writer, and financial sales researcher. Cato wrote the Introduction to the classic book How To Sell Your Way Through Life by Napoleon Hill. Hill wrote the all-time best-selling motivational volume, Think And Grow Rich. Public Relations Quarterly called Cato, “The ultimate media insider for financial professionals.” He works for planners and agents, helping them create, establish, and maintain their desired images (positions as the leaders in their target market areas). Cato is credentialed as a recognized member of the media authorized to cover the U.S. Congress, U.S. Senate, and White House, in Washington, DC. He has interviewed five Presidents of the United States.
Contact 770-516-0305 (Phone),
ForrestCato-01@BellSouth.net (e-mail), or go to
www.CatoMakesYouFamous.com
(web site)
|
|||
|
At some time or another, just about every Agent and Broker thinks about building their own agency. If others have done it, “Why Can’t I?” OK, let’s see what you NEED… There are five things that are absolutely necessary before you even think about beginning to build an agency. Those five things are; 1. GOOD COMPANIES 2. GOOD PRODUCTS 3. GOOD COMMISSIONS 4. A PROVEN SALES SYSTEM that is transferable **AND THE NUMBER ONE THING** 5. A LEAD GENERATION PROGRAM THAT WORKS. We see many FMO’s today that advertise all five things, and frankly they all pretty much represent the same companies, with the same products, and they pay out the same commissions. Where they differ is many of them… most of them… advertise a Lead Program. But, very few of these Lead Programs have any validity. Most are just a rehash of something that was tried in the past and didn’t work, but sure sounded good. I was very fortunate when building my agency many years ago because I had developed a Lead Program that became known as “The Murray Marketing System” throughout the industry. It met the number one requirement… it was simple. We took an advertising brochure and put it in the local Newspaper and people bought. As long as you knew which paper, when to put it in and when not, which were the best and worse months, and some other things that were absolutely necessary to make your ad campaign successful ... then you made money. We knew all those things and we learned them through plain trial and error. Every one, out of the 13,000 agents, came to us because of our Lead System. The old saying, “Build a better mousetrap and the world will beat a path to your door”, is absolutely true. It was true for me and it has been true for the hundreds of agents I have had the privilege to mentor in building their own agencies. My newest ‘LEAD’ Generation program is titled...
"Sell
100 Extra Life Insurance Policies This Year... If you are looking for a quick, easy way to generate a consistent flow of 'GOOD' leads, then visit my site www.wepay130percentcomp.com, and give me a call.... (877) 250-4428
Randy Murray P.S. Having a consistent flow of good leads is the first thing you need. However, you also need to be able to turn those leads into an a sale. You must have a sales system that is transferable. I highly recommend you look at the Insurance Pro Shop's... 'Mortgage Insurance Tool Kit™' Lead Generation and Sales System... --------------------------------------------------- Randy Murray's program is already being spoken of across the country as another marketing system that will possibly change the face of how life insurance is sold, just as his affordable life program did twenty years ago. www.wepay130percentcomp.com Randy Murray’s mission is to primarily help that agent that
has given up on ever finding a better way to find new clients. The struggling
agent… that agent that is thinking about changing occupations, but just doesn’t
know how to do anything else. |
|||
|
|||
|
new, repeat and referral business…
www.insuranceproshop.com If you have received
this mailing in error, or if you no longer
wish to receive e-mail from The Insurance Pro Shop, please
send a blank e-mail with the subject line "unsubscribe" to
lewnason@ips-tips.com |
