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Message From Jeremy Please Help! Like you, we want to grow our business, and one of the best ways is through referrals. Please click on the following link and let us know who you think could benefit from reading our weekly Moneymaking... Marketing and Sales Newsletter. http://www.insuranceproshop.com/referral/ And, please, please... take a minute to send us your Success Stories! coach@insuranceproshop.com We would like to share your success stories to let agents, advisors and planners know there is a better way... and it's working! Consider, the more focused and better the people in our industry become at "helping people to spend, save, insure, invest and plan for the future," instead of just trying to make a sale, the more consumers will respect and trust us! And, the easier it's going to be for all of us to attract prospects, set appointments, close sales and make a great living. Working together, we can make a difference!
Beating The Recession... How To Sell Life Insurance... In This Struggling Economy ...Revisited! Last year we wrote an article about... How To Sell Life Insurance... In Spite Of Our Struggling Economy! We’re happy to say that it was the most read and commented on article of ‘all time’ for ProducersWeb.com. Now, because contrary to what our elected government officials would like us to believe, the overall US economy is not seeing much, if any significant improvement. And because we’re getting more and more calls from struggling agents, advisors and planners asking for help selling cash value life insurance, we believe the ideas and tips in that previous article are worth revisiting. U.S. unemployment rate jumps to 26-year high of 9.7%! Nonfarm payrolls fall 216,000 in August 2009 - 20th consecutive monthly decline! While there is still a lot of bad news about the US economy, as the above headline clearly shows, the good news is that 90% of the US population is still employed. Many of those people are now searching for real help with their finances. They now see the reality of their situation, and are ready to listen to an advisor who can help them to reduce and eliminate their debt. They now recognize the importance of, and want to start putting money away for their future. And, they are now looking for safety and guarantees. This consumer mindset change offers an exceptional opportunity for those few agents, advisors and planners who are ready and willing to learn how to really help people, instead of pushing products, price and/or investment returns! Unfortunately, most of the agents, advisors and planners who call us are still searching for a magic cure. They want a quick and simple idea that will magically put them in front of hundreds of prospects that already want, can afford and can medically qualify for cash value life insurance. They are unwilling to take the time to read and study any system. They want overnight results. These are the same people that have (or will) spend thousands of dollars each year on Internet leads, or on a sales system that makes outrageous claims, like promising overnight success while ‘selling life insurance from home in your underwear!’ Are you one of those people? Or, are you ready to learn the real ‘insider secrets’ to selling cash value life insurance? Discover... What’s Not Working And Why If you want to learn how to be successful selling cash value life insurance, then you first need to understand what most agents are doing, and why it's not working. The vast majority of agents out there are buying Internet leads, mortgage leads, sending our sales letters, term flyers, cold calling, etc., to identify and attract those people who need life insurance. Once these agents find a prospect that needs the protection for their family, business, etc., they’ll jump right in and try to convince the prospect why they should buy cash value life insurance. They’ll tell the prospect about how much money they’ll save by purchasing cash value life insurance while they are young, and the premiums are low. They’ll talk about the merits of owning instead of renting their life insurance. They’ll explain to the prospect how they’ll get all of their premiums back, with interest, so they’ll be able to use that money to fund a college education for their children, pay-off their home 5 -10 years early, or have more money in retirement. And, how their money will grow tax deferred and how they can access their money tax free, without any IRS penalties. They’ll also try to convince the prospect that they’ll need life insurance in their retirement years, and that term insurance won’t be there when they need it most! All of the things they are telling their prospects are very true and logical reasons to own cash value life insurance. However, in the majority of the cases the agent, advisor or planner is indeed very lucky if they are able to walk out with a term insurance sale, let alone a sale for cash value life insurance. Why? Then, there are those agents that will spend $5,000 or more on an advanced cash value life insurance selling system, like the Missed Fortune, Infinite Banking, LEAP, Pension Max or one of the various college funding or equity management systems. Their objective is to find and attract people who want to hear more about these exciting new sales concepts, to set an appointment. They’ll run adds in the newspaper offering a free dinner seminar. They’ll send out their books, booklets and free reports. Once they set an appointment with someone who wants to know more, they’ll explain how great the concept is and how much better off they'll be financially. The concepts they are presenting are terrific, and they work. And, yet most agents are lucky if they are closing 10% - 20% of the people they are meeting with. Why? The reason both these groups of agents are struggling with selling life insurance is they are telling the prospect how great the product is and logically why they should buy it. What the Top Produces know that you don’t is… “Telling Is Not Selling!” If you tell your prospect they need life insurance, they may or may not believe you. Remember, like it or not, in their eyes you are just another salesperson trying to make a sale. If you want to sell more of the people your meet with, then you have to get your prospects to ‘tell themselves’ why it’s important and why they should take action, now. And, that’s about asking questions. Questions like… How much life insurance do you currently have? How did you come up with that amount? If something happened to you how long would that money last? Then, what would your family do? Etc. How long do you want to have your life insurance? If you purchase term insurance now, how old will you be when it ends? How much will you have spent for the life insurance during those years? Etc. What the Top Produces also know that you don’t is… “People Buy Based On Emotion, And Then Justify Their Decision Based On Logic!” If you want people to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions. To get people emotionally involved, you much ask questions to get them to talk about their problems. The more they talk about their problems, the more they’ll feel the pain and consequences of doing nothing. The more they feel the pain, the more they’ll want to solve their problems. You must ask questions like… If you or your wife weren’t here tomorrow, what would happen? How much income would your family lose? Could your family keep your home? How do you feel about that? Etc. Are you planning to pay for your children’s college education? What college would you like them to attend? How much do you think it will cost each year? How much have you saved so far? How do you feel about that? Etc. How much income would you like to have at retirement? What would you like to do? Where would you like to go? How many years do you think you’ll be retired? Do you think Social Security will be there when you retire? How much have you been able to save so far? How do you feel about that? Etc. What the Top Produces also know that you don’t is… “You Must Help People To Find The Money!” Would you agree that none of us has any extra money? We all are spending everything we earn. So, no matter how good your product, program or idea is; if your prospect has to sacrifice something in their life, then they are probably not going to do it! However, there are very few people who are not spending money unnecessarily, or in the wrong places, in some areas of their lives. Your job, if you want to make a sale, is to help them find that money and then help them to establish their financial priorities. Is what you are spending that money on more important than… protecting your family? …Saving for your child’s education? …Saving for your retirement? Lastly, what the Top Produces also know that you don’t is… “You Must Keep The Closing Presentation Simple and Logical!” Remember, people buy based on emotions, and then they justify their decision based on logic! If you confuse the prospect at all; give them too much technical information; ask them to make too many decisions; or try to solve all of their problems at once; you’ll have trouble closing the sale. If you use a 25 to 50-page report, you’ll generally lose more sales than you’ll close. It’s makes the decision to take action, too complicated and too confusing. People want to know what the bottom line is. If you want to sell more cash value life insurance, then use a simple two-page summary to hi-light the end results of the program you are recommending, compared to what they’ve been currently doing. Every Top Producer knows that selling life insurance, especially cash value life insurance, isn’t about you, your credentials, your products, or even the amount of money they’ll ultimately have. It’s about helping people to see and truly understand their financial problems. It’s helping them to avoid pain (or gain pleasure). It’s getting them emotionally involved in the sales process and answering their biggest question… “What In It For Me… and My Family?” It’s why the Top Producers are able to consistently attract more people, set more appointments, get more referrals, and close ‘9 out of 10’ sales calls. It’s why they are consistently earning $250,000, $500,000 and more per year selling cash value life insurance, in spite of this struggling economy! Lew and Jeremy Nason *'The 9 Out Of 10 Guys'* Marketing and Sales Coaches 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 ways? 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
We Are Doing Our Part, To Help You Do Your Part! We have made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. As of August 1^st, 2009 because of the current economy, we have reduced the monthly investment from $49.95 to… Only $9.95 for all new and current members! Plus, we have made a 'major update' to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to use. And, we’ve added even more 'insider' tips, tools, training and audios from the *‘best of the very best’* in this industry. (And, we'll be adding much more in the coming months) Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come. For less than 33 cents per day isn't it worth checking it out? Click on the following link for more details… ‘Insurance Marketing and Sales Resource Center’ 30 Day Money Back Guarantee / No Long-term Commitment... You Can Cancel Any Time! "The training courses by Insurance Pro Shop are the best I have found, because of the focus on basics that will eventually make you successful in this business. Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!" Carol Pratt - CA
Sales Tips... Overcoming The Prospect's Anxiety Numerous studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don't want to make a decision. Believe it or not, your prospects are very often looking for an excuse not to take action. The decision-making process is just too stressful for them. What does that mean for you? Your job as a sales professional is to help your prospects overcome this anxiety - their desire to avoid making a decision - and commit to satisfying their needs or wants with YOUR product or service. So how do you do it? There are two keys: 1. Asking the right questions and then listening... Most salespeople will talk instead of listen and they will lose sales because they let their focus slip. They start thinking about what they want to have happen, instead of what their prospects want to have happen. 2. Listening to your prospect's responses and then asking the right follow-up questions... You must listen carefully to your prospect so your follow-up questions keep the focus where it needs to be - on that prospect, and what he or she wants to have happen. You can't talk people into buying, but you can listen them into it. Questions are your greatest selling tool. The better you become at asking questions, the easier it will be for you to close the sale. "It's not the answer, it's the quality of the question."	Success Tips… Become An Avid Reader I know to many of you I'm beginning to sound like a broken record. And, I know most of you are thinking; "I just don't have time to read books. I'm too busy selling insurance, taking care of my family, etc." My response is... "Make time for it!" There are only two ways to learn new things. One is through your own experience. The other and more effective way is through other people's experiences. Learning things on your own through "trial and error" is very costly and time consuming. There are very few things that you will ever do that haven't already been done before. So why waste your valuable time and money *"reinventing the wheel."* Buy good books from the foremost experts in the subject areas you want to learn and start reading them. Don't just read to learn. Study them to become an expert. You may want to spend some time in the sales and marketing section of 'Executive Books' and browse for a while. I guarantee you will find some great new books to read. And they are available at steep discounts. http://www.insuranceproshop.com/bookstore.html I recommend you devote one full hour a day to reading. The benefits will be enormous. "Success isn't a matter of chance! It's a matter of the choices you make!"
Dynamite Referred Lead System™ If you want to double (or triple) your income the easy way... then you must make yourself referable and set-up a system to compel your existing clients to refer everyone they know to you!	Personalized Client Newsletters Yours For Only $59.95 per issue If you want to stop missing the easy sales, and get tons of referrals, then you must stay in front of your family, friends, neighbors, prospects, clients and everyone you know. 'Stop Missing The Easy Sales!' You can also e-mail it to keep costs down!
Discover… The 'Little Things' That Are Keeping You From Earning The Income You Want and Deserve! Get the Marketing, Lead Generation, Appointment Setting and Sales *'Insider Secrets'* you need to help you to... *Beat Today's Recession! These 15 Fast Track Advisor Guides* (E-books) are a very inexpensive, quick and easy way for you to improve your sales and income. (Immediate Download) "I've gotten your book offers before (purchased 4) and am greatly impressed by the manner in which you simplify that which I learned from a major life insurance carrier's training program - and it took a lot longer and much more of my valuable 'selling' time." (Ordered The Annuity E-Book This Time) Susan Laronge - CA
Prospecting Update… Getting Prospects To Read "He who does not read is no better off than he who cannot read!" Yes, reading is important. Reading can be on the web, in newspapers, magazines or books - anywhere knowledge is available. The fact is, if you do not read you cannot know. Reading is something I do for an hour each day. What's all this got to do with lead generation? How about a whole lot! Because before you can turn a suspect into a prospect and then into a customer, they must know something about you. At least a sufficient amount to decide they want to know more. So you must consistently get your message out there. It might be an article or an ad in magazine or newspaper. Or, your monthly newsletter. It could be literature and brochures handed out at a trade show or send via traditional mail. It could be a web site. Or a fax or E-mail marketing campaign. To be effective it should be a combination of a few of these print methods. Let's remember what a lead generation program is. It's reaching your prospective marketplace with an interesting message. The purpose is to get them to say; "Okay, I'll talk to you. Tell me what you offer and why I should do business with you." This is the primary purpose of lead generation... to get your prospect to raise their hand and identify themselves as being available to talk with you. “Acting on a good idea is better than just having a good idea.” Robert Half	Advisor Testimonials & Success Stories… "It's been some time now since I have talked with you, hope all is going well. After thinking how to respond to your request, I began to realize what a permanent impact you have had on my business. The tips and techniques that I have learned from you have become a standard in how I now work with people. I continue to use what I've learned from you because it works, plain and simple." Short Comment to Agents From Kevin… "Time tested strategies that get guaranteed results when working with Middle America, that's what I have learned from Lew and Jeremy Nason over the years. What has this done for me personally? Ultimately it has recession proofed my business. Now instead of "spray and pray" for any prospect, I hand pick who I want to work with, tailoring a true financial plan that suits their exact needs. At the end of the day, it is a win-win situation for the prospect and agent. By using Lew's and Jeremy's questioning, and presentations, I am able to get right to the problem, and bring the prospect to the solution. I know this seems elementary, but it is not. When talking with a business owner that has no time for sales pitches, you better have your game face on, and know what to say that will trigger the appointment fast. Just think of it this way… business owners are having to do more with less. If you can show them a plan that suits their needs, with no money out of pocket, what do you think your odds are now of closing the sale?" Kevin Murray, FL - Sept. 2009 “Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it.” David Star Jordan
National Association of Insurance and Financial Advisors Our mission is to advocate for a positive legislative and regulatory environment, enhance business and professional skills, and promote the ethical conduct of our members. "Connections that Count!" If you are not a member, you should be!	Visit Today... It's one of the quickest and easiest ways to get the information you need take your sales to the next level. Get the latest and best tips from 50 plus of the leading experts in our industry! www.ProducersWeb.com
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Well, that's it for this weeks Moneymaking... Marketing and Sales Tips. I hope you found the information interesting and helpful in your efforts to grow your sales and income. 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, Insurance Pro Shop^® - 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 almost three 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

‘Insurance Marketing and Sales Resource Center’ 30 Day Money Back Guarantee / No Long-term Commitment... You Can Cancel Any Time!

‘Insurance Marketing and Sales Resource Center’
30 Day Money Back Guarantee / No Long-term Commitment... You Can Cancel Any Time!