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IPS Home Page Special Offer's Newsletter Archive Product Catalog Life Sales Tools & Systems Annuity Sales Tools & Systems |
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Wishing You The Best In Success, Coach and Trainer P.S. There is NO better time in history to sell Life insurance and annuities! If you want to sell your share give us a call today! 877-297-4608 |
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Regardless of whether or not we like or agree with the recent criticism of our insurance sales industry, we are getting a lot of bad press. We’ve been getting it for years. And, it’s likely to get even worse, before it gets better. Some of the criticism we’re getting is just sensationalistic journalism. Controversy increases ratings and sells advertising space! Some of it’s from well meaning people who have no idea of the genuine value of the products and services we provide. Some of it’s coming from the conflicting advice being given from people within our own industry. Much of the criticism of our industry is coming from our competition. Unfortunately, whether all of the criticism is justified or not, it’s going to make setting appointments and closing sales a lot harder. And, coupled with a struggling economy, it’s likely to force a lot of agents out of the business. The sad truth is that most of the bad publicity our industry receives is highly deserved! There are a lot of less than ethical tactics being taught and used out there to market and sell insurance and annuities products. One of the reasons for our problems is the less than ethical sales practices of a few of the financial services companies: Investment Houses, Insurance Companies, Brokerage Firms, Banks, etc. who are primarily concerned about making the quickest and largest profits they can today. They are developing products that suit their best interests first. These products are designed to make them huge profits with a multitude of hidden fees, tiered payouts, smoke and mirrors, and bait and switch tactics. However, the main problem we have today is… Poorly Trained Insurance Agents, Financial Advisors and Financial Planners. For the past 30 years, there has been a very serious breakdown of the training provided by our insurance companies and the agent support organizations. The insurance industry, as a whole, is doing a very poor job of training Insurance Agents, Financial Advisors and Financial Planners. Insurance companies and recruiting organizations are no longer willing to spend their time or money teaching agents how to ethically market their services, generate sales and really help people. And, they aren’t actively promoting the long established and recognized industry leading support organizations, associations and training groups as they have in the past. This lack of training has resulted in a lot of agents who are absolutely desperate to make money, just to keep a roof over their heads and food on the table. When people are desperate enough, they’ll say and do almost anything to close a sale to make money. Unfortunately, where there is desperation, there are always going to be a few people who will take full advantage of the situation to make a quick dollar. The desperation of the agents in our industry has created a sub culture of so called agent support companies who are catering to and promoting the “Get Rich Quick Mentality!” They are getting away with it because desperate agents are willing to believe and do almost anything just to survive. And, once these agents see that these unethical marketing and sales tactics work, they are willing to believe that it is what they must do to make sales to succeed in this business. This get rich quick mentality is promoting most of the unethical practices that are being used today and they are causing many of the problems we see in our industry. How Will You Survive?
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