Are You Missing These
Two Crucial Success Strategies?

Everyday we get calls from new and experienced agents, advisors and planners who tell us how they have found a great new revolutionary product, that.........!  Or, how they have learned about a fantastic new sales idea, that........!  All they need now is to get in front of the right prospects, so they can tell them about it... and it will practically sell itself!

We hear the same stories over and over again from people who have just attended the latest product training class from their company, IMO, FMO or B/D... Or, from the people who have spent thousands of their hard earned money to learn the hottest new sales ideas such as Missed Fortune, Infinite Banking, CASH, LEAP, Circle of Wealth, Stretch IRAs, Roth IRA Conversions, Wealth Transfer, Premium Financing or something similar.

So, if these agents, advisors and planners have the best products and the latest sales ideas, why are they calling us and looking for help? 

It's because they are missing two crucial success strategies and are struggling to close sales.

No matter who's revolutionary new products you are selling, or who's new fantastic sales concepts you are using, if you want to succeed today, you must master... 

1. 1.  How to be in front of the 'Right' prospects!

2. 2.  How to get those prospects to take action!  

It may come as a shock to you, as it does to most salespeople, but the fact is most people out there don’t care about the products and services you are trying to sell.  Unfortunately, people tend to distrust most salespeople.  They don't care about your products, or your great sales ideas.  They don't care about you.  They don't want to know about your company.  They don't want to listen to you talk about your products or services.  People want a solution to their problems.  They want to know how you can help them improve their situation.  

Only when you accept this fact, and you adjust your message accordingly, will you be able to capture the attention of the people in your community.  If you really want to succeed in this business, then you need to become much better at marketing your services.  You'll want to find an immediate problem you can solve for a specific group of people.  And, then you'll want to consistently deliver a message, to those people, that shows them you understand their problems, and that you can help them.  If the people in your community don't see and understand the problems they are facing right now, and how they'll benefit from meeting with you, is there any reason for them to contact you, let alone set an appointment with you, or buy from you?

What sociologists, psychologists, and cognitive scientists tell us, along with biologists and anthropologists... Self-interest is hard-wired into the brain.  That doesn't mean people aren't capable of thinking of others... but let's face it, when your prospects make a list of the people they care most about, you're not in the top ten.

How can you be in front of the 'Right' prospects?
Being in front of the 'RIGHT' prospects is easy, if you... First identify a specific immediate problem where your new revolutionary product, or your fantastic new sales idea may be the solution.  Then you identify a specific group of people who would benefit the most from your services.  Now it's about you consistently delivering your special message to that group of people.  You want to be known in your community as the advisor they must see if they want help to solve their financial problems.

How about getting your message out there by you being a guest speaker on a local TV or radio show; publishing a monthly newsletter; writing articles for your local newspaper; offering a free report; offering a free educational workshop; being a guest speaker for local civic groups, associations and churches; or, conducting an adult education class at the high school or local college.  Make sure you let everyone in your community know what you are doing, by sending out a press release.

The more people hear about you, and the work you are doing to help others, the easier it's going to be to get them to respond to your sales letters and invitations. 

How can you get your prospects to take action?
The reality of your situation is you can have all the best products, the best sales ideas and the best prospects, but if you can't get those prospects to meet with you and then take action, you can't succeed.  Setting appointments and closing sales is about getting people emotionally involved in solving their immediate problems, so they want to take action right now. 

Unfortunately, it's very difficult to convince most people that they need your products or services.  If you want to set more appointments and close a high percentage of the people you meet with, then you have to help them to convince themselves that what you want to talk about is important to them and their family, business, etc.  You do that by asking them questions to get them to tell themselves they have a problem.  The more you get them to talk about their problems, the more emotionally involved they'll become and the more they'll want to take action!  People buy based on emotions and justify their decision based on logic.

Truly effective salesmanship is all about asking the prospect the right questions and demonstrating that you can help them solve a particular problem or issue.  That means you need to direct ALL of your attention on their situation and resist the opportunity to talk about your company or your offering.

Many of the agents, advisors and planners who have studied the information in our Insurance Marketing and Sales Resource Center, invested in our specialized systems, received personal coaching and have come to our Boot Camps... have mastered these two crucial success strategies.  They are the ones who, within a year, have more prospects than they can handle, are getting most of their new business from referrals, are working less than 40 hours per week, and are earning significant six-figure annual incomes, even in this struggling economy.

Message to Financial Advisors…

What have you done in the last sixty days to increase your sales?  Is there any question that during the year, you're going to spend thousands of dollars in time, money and effort bringing in new clients to your business?  Then wouldn't it make sense to do it the most cost effective, money-making way?  Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?  Jeremy and Lew Nason