Are You Missing This Huge 'Insider Secret' To Earning A Significant Six-Figure Income? 

In the 80's, I was very active in the Boy Scouts of America with my two sons Jeremy and Will.  I was an active member on the board of trustees for the Methodist Church.  Plus, I was moderating weekly LUTC classes, providing training in the Regional Metropolitan Branch Offices and constantly attending the Advanced Sales Training classes offered by Met Life.  Even though I was working less than 20 hour per week on my sales and was taking most of the summer off each year, (Boy Scout Summer Camp) I was still able to consistently earn a significant six-figure income.

How was I able to do all these things and still maintain my sales?

The secret to my success was that within just 18 months of entering this business, I was getting the majority of my new sales from client referrals.  And, I wasn't asking for them!

That's the huge 'Insider Secret' most agents are missing!  If you want to succeed long term in this business, consistently earn a significant six figure-income, have more fun and be working less, then you must find a way to stop prospecting.  Isn't prospecting the most time consuming and frustrating part of your business?  If all you had to do is to meet with qualified and motivated prospects, how many hours would you need to work each week?

How do you you get people to refer their friends and family to you?

If you want people to refer you to their friends and family, without you asking them for a referral, then you must make yourself referable!  There are several critical parts to making yourself referable and they are actually easy to implement! 

• You must solve a real, immediate problem people have!  
  You must get known for solving a specific problem for people and become known as the expert.  Consider, salesmen are the people who chase after us, hungry for a sale; experts are people we actively seek out, money in hand.  In my case, I became the recognized expert for helping families to qualify for college financial aide.

• You must be doing a good through fact-find with everyone! 
  Help people to define and understand the problems they want to solve.  Many people only have a vague idea of the problems they are facing and can get lost in what they are trying to solve, so that  no solution seems to fit.  You must help your prospects to get emotionally involved and show them you are more concerned about helping them to solve their problems, than you are about making a sale.

• You must under promise and over deliver! 
  Why do people buy from you?  Would you agree one of the major reasons is they trust you.  They believe what you say is what you mean.  So, to become referable exceed your customers' expectations by giving them more than what you promise.  Little things like answering your emails everyday, having a live person answering the phone when it rings, showing up to meetings on time and delivering when you say you will, can make your refer-ability skyrocket.

• You must follow-up on every part of the sales process!  
  Make it easy for your clients to do business with you.  Every part of a sales process from the initial contact, to personally delivering the policy, are all equally important.  Following up makes your clients feel important.  Following up shows that you care.

• You must keep in touch with your clients! 
  In order to increase customer loyalty, get repeat sales and get referrals, the client needs to remember your name and need to know how to find you.  The more you stay in contact with your customers, the stronger your relationship with them becomes.  The stronger the relationship, the more business and referrals you can expect from them.  So stay in touch, Always.

• You must become the recognized 'NAME' in your local community! 
  You don’t have to be rock-star famous before you are recognized as an authority in your field.  You just have to begin to get the word out.  Your goal is to be the person that people think of whenever your field is mentioned.  Offer a workshop at your office, church or community center.  Get it in the community calendars, from newspapers to cable television.  Call up your local news stations and offer yourself as the subject of an interview.  One listing or call at a time, and you’ll begin to make a name for yourself. 
  
  Plus, contribute to public discussions.  Write letters to the editors of newspapers and magazines whenever they cover stories in your field.  You may offer an alternate viewpoint or simply compliment them on a well-written article.  The more people see your name in connection with your subject, the more they’ll recognize you as an authority in your field.

Can you make yourself referable and be earning a significant six figure income?  
Stop putting your emphasis on making a sale and instead, shift your efforts towards helping people and providing better service.  Start building impeccable relationships with your clients so that they become long-term repeat buyers.  Focus on your service and become the recognized name in your local community, and you will soon become incredibly referable as satisfied clients start to tell all their friends and family about how you have helped them.

Choosing between what pays well and what is right for the client is not an option.  Just believe in what you do, be there for them and you will be rewarded!

Yours In Success,
Lew and Jeremy Nason
'The 9 Out Of 10 Guys'

"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, CA, October 2008 (4 years in business)

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Message to Financial Advisors…

You have a great opportunity to really help your prospects to weather this last financial storm and help them to enjoy a rich life now and in the future.  People 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?  Jeremy and Lew Nason