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Life Sales Tools, Tips & Systems
Annuity Sales Tools, Tips & Systems
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Sales Tips...
The Five Easiest Sales
Is there any question that
referrals,
people you just sold, your current and your former
customers are 4 of the easiest sales. Many of you have
asked if there are any others. First, realize that the
cost of constantly advertising, buying leads and using
direct mail looking for new customers can be
prohibitive. Also, the time required to constantly
prospect and/or cold call for new prospects is
prohibitive for Sales Pros. So, here is the of the 5th
Easiest Sale - Other Salespeople!
Lets face it . . . we Salespeople LOVE to be sold.
However, don't call me if you're an amateur because
I'll eat you for lunch and probably ruin your day. But,
if you're a Pro, I'll buy almost anything. We love it
when you qualify us in a professional manner to
determine our needs. We're thankful when you tailor your
presentation to fit our needs, wants and desires.
And yes, we absolutely go bonkers when you close us with
anything other than; "So what do ya think?"
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Success Tips…
The
Power of Visualization
You've probably heard of many great stories and examples of the
power of Visualization, including the POW who played 18 holes
in his head everyday for his 8 years of imprisonment and then shot
par his first day back on the Golf Course. When you learn to
visualize the end result of your efforts, it dramatically increases
the odds for a successful outcome.
If you're planning on buying a different car within the next year,
go to the Dealership today and take a camera. Have a friend or the
Salesperson snap your picture sitting in the exact model that you
want and have your local Photo Store or Drug Store blow it up into a
Poster. Then, look at it many times each day, as you are reading your
written Goal out loud and be prepared for some amazing results.
Success isn't a matter of chance!
It's a matter of the choices your make!
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You Can Have More Prospects
Than You Can Possibly Handle!
For the past 9 years, ever since
we introduced the Insurance Pro Shop in November of 1999,
we've been telling agents across the country... "You can be in front of more of the 'RIGHT
PROSPECTS' in one month than most agents will see in an entire year."
We've been helping agents to recognize that prospecting doesn't have to be hard
or frustrating, if you learn the 'Insider Secrets' of how to properly
and effectively market your services.
And, effective marketing is all about you delivering... The 'Right
Message', to the 'Right People', at the 'Right Time'!
Some agents have immediately
grasped our message, applied the techniques we recommended, and in a matter of only a month
or so they've been able to double and triple their
commissions and/or fees to $20,000 - $50,000 per month. For other agents,
it's taken six months, to a year, to double and triple their monthly
income. And, unfortunately there are many agents who are still
struggling, because they don't seem to get the message at all.
Each and everyone of you can have
more prospects than you can possibly handle, within the next six
months, if you'll recognize
that this, or any business you're involved in, is about your ability
to consistently attract the 'RIGHT' people to you. Your success in business
is ultimately determined by your ability and willingness to market
yourself and your services to your ideal prospects.
So, let's get down to some critical issues...
If you want to have more prospects than you can possibly handle,
then you'll want to be attracting the people you have the best
chance of setting an appointment with and selling. And, it's
actually incredibly easy, if you
follow three critical steps... avoid two common mistakes... and
learn one simple truth!
It starts with these critical
three steps...
The 'Right Message',
to the 'Right People', at the 'Right Time'!
Step One... The 'Right
Message' is really about you deciding what specific problem you are
going to specialize in solving for people, to attract them to you.
If your prospect doesn't see they have a problem, and understand how
you can help them, is there any reason for them to take
their precious time to meet with you, let alone buy from you? (And,
it's not about your hot new products, having the lowest premiums,
investment returns, a slick new sales idea, the companies you represent,
or your credentials!)
Step Two...
The 'Right People' is about you deciding who the best prospects
are for the specific problem you are solving. What specific group of
people need and will benefit
the most from your services; can be
seen on a favorable basis; and have the ability to pay for your
services?
Step Three...
The 'Right Time' is making sure people see your message when they
are ready and able to take action. People buy when they are ready to buy, not
when you are ready to sell. So, if you want to sell them you must be
constantly in touch with your best prospects, so you are there when they are ready to buy.
Avoid These Two Common Mistakes
Most agents want to believe that marketing is something you can do
every once in a while when you decide you need more prospects. They
believe it's like a water facet that you can just turn on whenever
you need water. Consider, the only reason you can get water
immediately from your facet, is all the behind the scenes hard work the water
department does 'everyday' to keep the water running fresh
and clear. Your marketing, attracting the right prospects to you,
requires the same daily attention, if you want to keep a steady flow
of the 'Right' prospects.
Second, contrary to what most
agents are being taught today, effective prospecting is NOT a
numbers game. The 'old fashioned' prospecting approach most agents
learn is that if you contact enough people, (buy enough leads, cold
call enough people, run enough Ads, or send out enough sales
letters) you'll eventually find enough prospects, to set enough
appointments, to close enough sales, to make the income you want.
This 'Numbers Game' approach to prospecting can work to some extent,
if you work with large numbers of people, and you do it
consistently. However, even when you do work with large
numbers, and do it consistently, the results can be very sporadic.
You never know who will read your Ad or sales letter and then respond. The
main problem is that you are generally following-up the responses to
try to set
appointments with people who have never heard of you before.
One
Simple Truth
People always prefer to work with someone they already
know and can trust. The more good things people hear about you and
the work that you do, the easier it's going to be to get them to
respond to your offers, set appointments, and buy from you.
So, what
does all this mean...
What it all means, is that if you want to have more prospects
than you can possibly handle; If you want to be in front of more of the 'RIGHT
PROSPECTS' in one month than most agents will see in an entire year;
then you must have a 'complete' marketing plan that you work
on everyday!
The more time you spend on
developing a well rounded marketing plan, tailored for your unique
situation, the easier and more profitable your financial services
career becomes!
Lew and Jeremy Nason
Marketing and Sales Coach
'The 9 Out Of 10
Guys'
________________________________
Endorsements From Respected Financial Leaders and Advocates
 "Many
of our industry super-achievers owe a large part of their success to
Lew Nason."
Mehdi Fakharzadeh,
"The most
successful living and active insurance sales agent
in the United States."
Leader's Magazine
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Prospecting Update…
Work
With People Who Already Know You!
If you want to make it easier to
set appointments and close sales, then why not work with the people
who already know and trust you. Now, I'm not saying for you to
approach everyone of your friends, family, business associates,
church members, etc. and make an absolute pest of yourself.
What I am suggesting is you find a
non-threatening way to let everyone know what you do, and how you
can help them and their family.
You could send them a monthly
newsletter, or an article you think they may find interesting. Or,
write articles and get them published in the local newspaper, in a
free newspaper, or the church newsletter. Or, you could be a guest
speaker on the local radio show, or at a local association meeting.
Remember, always offer a free
report or free educational workshop to give people an easy way to
find out more about you, the services you offer and how you can help
them.
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Advisor Testimonials
& Success
Stories…
 "Thanks
for everything. I've written over
$270,000 of
life premiums in the past two months
since attending the boot camp in December. Freedom Equity Group has
asked me to do a teleconference to explain how I've accomplished
this dramatic increase in my business.
I'll be recommending your (Found
Money Management™ ) system and your boot camp to everyone
on the call."
Randy Delph, RFC, LUTCF, FMM
- IN,
Freedom Equity Group (35 yrs)
 "It
has been quite busy and I am looking forward to a slow down. This
week we have our final two seminars for the year. We have been very
focused on the senior market via the seminar and our weekly radio
program.
We wrote $2.7M
(Annuity Premiums) for October
and were #7 for the month in production with American Equity. I
think last week I cleared the requirements for 'MDRT' Top of Table.
Thank you for all your help and guidance."
Phil Calandra, RFC, FMM - GA,
(Phil has been averaging over $500,000 of income annually
with less than 4 years in this business)
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Only One More This Year...
Found Money Management™
Financial Advisor Boot Camp
December
3 &
4, 2008
"Uncover the Breakthrough Secrets to... 'Turnkey' Appointment
Generation,
Giving You More QUALIFIED Life Appointments than Sand in the Desert"
"Something
Which Took 26 Years to Perfect"
It's LEAP,
Missed Fortune, Infinite Banking, Circle of Wealth, Retirement
Planning
& College Funding
Made Much Easier
Learn How To
Become Famous In Your Local Market...
Guest Speaker...
Forrest Wallace Cato,
RFMA,
RFC
Plus, earn the accredited, industry recognized
'RFC' designation from the…
'International Association of Registered Financial Consultants'
(IARFC)
Take advantage
of this special live training today,
by calling us toll free at...
877-297-4608
Or, register
today by
visiting the following page...
Found Money Management™
Financial Advisor Boot Camp
Your
Investment Is Only...
$1,295
$250
Deposit - Remainder Billed 14 Days Prior to the Event
Seating is
limited to only 20 attendees, to provide individualized training.
So You Must Register Today, To Guarantee Your Seat At This Important
Event!
(Starting in 2009 it will be $1,695!)
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Don't
Forget To Reserve Your Seat Before they Are All Gone For The Live
Training...
'Advanced Fact-Finding Techniques'
October
22 & 23, 2008
One Time
Special Offer - Save 30%
Early
Bird Registration Expires September 30, 2008
Only a $250 Deposit
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FREE
- 15
World-Class Marketing Experts Share Their Best Referral
Strategies...
The
Referral Expo starts September 22nd and runs through
October 10th
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Personal Image Branding
Establishes You As The Recognized
Leader In Your Local Market!
If You Want To
Make It Much Easier To Attract More Prospects,
Set More Appointments and Close More Sales...
Then People Must Know Who You Are...
And How You Can Help Them!
Forrest Wallace Cato autographs book for
recent attendees at the
'Found Money Management™'
Financial Advisor Boot Camp
in Dallas, Georgia.
Shown
here are John Doyle, Joe Casey,
Terry Bialek, Dick Dorrough and Jeremy Nason.
If you would like to
know more about Forrest Wallace Cato, and how
he can
help you to improve your image in your local area,
to attract more prospects
and close more sales, then call him at
770-516-9395 or
visit his web site at....
www.catomakesyoufamous.com/
Or, you can meet
Mr. Cato in person at the Insurance Pro Shop's Live
Training Events!
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Founded in
1984, the IARFC is the fastest growing professional
association
in the financial services industry, with over 8,000 members.
The IARFC is a non-profit professional association dedicated
to educate, train,
support and advance the professionalism of financial advisors who
are
helping people spend, save, insure, invest and plan for the future.
www.IARFC.org
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Well, that's it for this weeks Insurance Marketing and Sales
Tips Mastery Newsletter. I hope you found
the information interesting and helpful in your efforts to grow your
business.
Lew and Jeremy Nason
'The 9 Out Of 10
Guys'
Marketing and Sales
Coaches
P.S.
Do you have a friend or associate who
needs help? Why not tell them about our web site or better yet,
forward this newsletter to them. They'll thank you!
©
2008, Lew Nason, RTIA, RFC, LUTC Graduate - 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 over two 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
www.insuranceproshop.com
or call him @
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
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