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Sales Tips...
Build Relationships
One of the best
things about writing this newsletter every week is that
it forces me to read articles from other sales trainers.
In a recent article, I was reminded of how important it
is to build relationships with the right people and
companies regardless of their buying time. I think we
all forget this at times. If a potential client doesn't
buy from us today we drop them like a hot potato rather
than continue to nurture the relationship into fruition.
Are you guilty of doing this?
Tip 1. Have you
lost your human touch? If so, make a
phone call, send a card or take just a
few moments to send an email to see how
they are.
Tip 2. It isn't
just the first impression that counts.
It's every impression that you make. Be
consistent.
Tip 3. Be
personable. Your clients should want to
talk to you - if they don't, you might
be trying too hard to get the sale
rather than develop the relationship. If
they are dodging your calls or not
answering your emails you may want to
evaluate your approach.
Tip 4. Is your
customer here today and gone tomorrow? Start
Thinking... "A customer is for life." Are
you willing to invest what it takes to get
their business?
Give people
value, more than they expect and you have a
customer for life!
Tip 5. Be an
advisor not a salesperson. A trusted
advisor will always win more sales than
a high-pressure salesperson.
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Success Tips…
4 Quick Success Tips
No Shortcuts
- The old cliché states, “Anything worth doing is
worth doing well.” This should be your motto. If
you really want to succeed, you cannot afford to
take shortcuts. Taking shortcuts leads to
imperfection and inadequacies. Always strive for the
best, even if it requires a little more time and
effort.
Be a Good Listener
- To succeed, you need to learn how
to listen first. Pay attention to other people who
have enjoyed successes in their life, attend
seminars given by people that can motivate and
encourage, or be open to hearing that a particular
idea is not a good one. Good listening takes time to
learn but in the end, it will be your greatest tool.
Birds of a Feather -
If you have a goal of being a Top-Selling Financial
Advisor, then find friends and mentors who either
have achieved that same goal or are also pursuing a
successful sales career. It is important to surround
yourself with people that can associate with your
goal and passion, people who understand the burning
desire to succeed and can encourage you when you
meet with disappointments.
Dare to Dream -
To succeed, you need to
have dreams and aspirations. Be honest with yourself
as to what you want out of life and what you want to
give of your life. Allow your mind to dream and
think big.
Success isn't a matter of chance!
It's a matter of the choices your make!
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Found Money Management™...
Financial Planning For Middle Income Families Made Easy and
Profitable!
"What's so different about the Found Money Management™
concepts, verses the Circle of Wealth, Missed fortune, Infinite
Banking and LEAP concepts?"
Found Money Management™
is much more than a selling system.
It's a complete financial
philosophy for helping Middle Income Families to "Live Debt and
Truly Wealthy," without them spending any additional money, or
changing their current life style! It's about helping people to
understand and face the serious financial challenges we are all
encountering right now, and then helping them to reposition their
money and spending to achieve financial security and independence
for the future. As the late Loren Dunton, the creator and founder of
Financial Planning, said:
"It's about helping average
people to learn how to spend, save, invest, insure and plan wisely
for the future, to achieve financial independence."
Found Money
Management™
incorporates many of the best
financial concepts presented in the
Circle of Wealth, Missed Fortune, Infinite Banking and
LEAP
systems... And, these concepts are NOT New! They are
the proven, 'timeless' financial concepts that most of the wealthiest people
in the world have used for centuries to accumulate their wealth. And,
they are the same concepts that have been used by many of the top producers in
the financial services industry for decades. We've been using and
training agents on how to adapt and use these sound financial
concepts for the past 26
years.
Below are just some of the major differences between Missed Fortune,
Infinite Banking, LEAP, Circle of Wealth... and Found Money Management™.
The First Major Difference is that the Missed Fortune, Infinite
Banking and LEAP systems are designed primarily to be used with the
more affluent prospects. For example: The underlying premise behind
each of these sales concepts is that you get your prospects to put
as much of their money as they possibly can, as quickly as they can,
into a cash value life insurance policy! In many cases, they just
expect prospects to magically come up with the money from their
current income. And/Or, they must come up with the money for the
increased mortgage payments.
Would you agree that very few people, except the
wealthy, have any extra money?
Using the Found Money Management™
concepts you'll discover how to help your middle income prospects
to… 'Find The Money', so they can take advantage of
these concepts without spending any additional money, or changing
their current life style!
The Second Major Difference is that working with more
affluent prospects (the wealthy) puts you in direct competition with
all the other advisors out there. Doesn't that make it much more
difficult to set appointments and to close sales? Using the Found
Money Management™ strategies, you'll learn how to tap
into the virtually untapped Middle Income Family market and avoid
all that competition! And, you'll close more sales!!!
The Third Major Difference is the Circle of Wealth, Missed
Fortune, Infinite Banking and LEAP systems are primarily just sales
systems. They don't have a solid marketing, prospecting and
appointment setting program that is transferable and puts you
in front of your 'Ideal Prospects' on a daily basis. Would you agree
that it doesn't matter how good a sales system is, if you don't have
a continuous stream of people to see? Using the Found Money
Management™ philosophies you'll soon be attracting
a steady stream of the 'Right' highly qualified prospects. You'll have More Leads, More Appointments and More Sales!
Other Major
Differences include:
™
is 'NOT'
about 'Harvesting Home Equity' (refinancing) to put large
amounts of money into cash value life insurance. In fact,
many of the cases do not involve refinancing at all!
When refinancing is appropriate for the clients
situation, we 'DO NOT' recommend using an Option ARM
to remove home equity! In fact, in my 26 years using these
concepts I have never recommended, or used an Option ARM with my
clients!
You'll
learn the 'Proper' ways to use home equity!
All of their systems are very complicated. Found Money Management™
is a much simpler, common sense approach to helping people
You don't have
the exorbitant cost of their systems and their training! Their
systems are $4,000 and more upfront, with annual re-licensing fees!
You are generally forced to sign up with one
of their primary companies and take lower commissions to get
the ongoing training and support you need with their systems!
Finally, we charge considerably less for our system,
with ongoing training! And, we
are not recruiters!
The Found Money Management™
Marketing Difference
The
Basic Premise
We believe that
Middle Income Families are a virtually untapped market. And, you
won't have the competition with all the other advisors. Many Middle
Income Families are struggling financially and are looking for real
help, which makes them much easier to see.
Consider, until now, most Middle Income Families have been at a
distinct disadvantage when it comes to managing money and
accumulating wealth. Most of the financial information being passed
on by the major publications and many of the self-proclaimed
financial experts is really geared towards people who are already
wealthy. These are the people who can afford to take risks with
their money.
These wealthy people live in a different world. They are not
concerned about qualifying for college financial aid, so their
children can afford to go to college. They are not concerned about
eliminating debt to improve their cash flow, so they can afford
health insurance, or put braces on Samantha's teeth. They don't have
to worry about whether there will be food on the table or a roof
over their family's head, if something happens to them.
Our objective is to show you how to truly help Middle Income
Families by using the little known, unconventional strategies
that the wealthy have used for decades to accumulate and hold on to
their money. The reason most Middle Income families continue to
struggle today is because the conventional financial wisdom that has
been passed on from generation to generation doesn't work to
accumulate wealth. This conventional wisdom is what our grandparents
learned they had to do to survive during the tough economic times,
such as the great depression.
The
Basic Concepts
We've developed a unique educational financial presentation,
to help people see and understand the financial problems they are
facing today. Then we help them see there are simple solutions, based
on many of the concepts found in the Missed Fortune, Circle of
Wealth, Infinite Banking and LEAP. We've tailored
these concepts to help you to correctly and ethically help Middle Income
families to:
-
Reduce
Or Eliminate Consumer Debt! - Families need real help to
'Find the Money' to break the chains of debt.
-
Maximize The Amount They Can Invest From Current Income!
-
Families need your help to Find The Money to put
into savings.
-
Guarantee The Safety Of Their Investment Principal
- With the recent losses in the stock market, most Middle
American families recognize they can't afford to lose any more
of their hard earned money.
-
Minimize Income Taxes
- Is there any question that income
taxes can significantly reduce the amount of money available for
savings!
-
Position Their Money To Provide Current Liquidity
- Families
need to have access to their money, without penalties, prior to
age 65, for college, emergencies and other family expenses.
-
Maximize Investment Income -
It's not how much money you've
accumulated. It's how much income you have to spend. Tax Free
provides more spendable retirement income than Tax Deferred!
We'll show you how to make a real difference
in peoples lives!
What's
In Our
Found Money
Management™
System?
In our 'Turnkey'
Found Money Management™ marketing and sales system,
you'll learn how to:
-
Be in front of '40' of the Right
Qualified Prospects every month, using proven lead
generation techniques, including low-cost client
educational workshops, joint ventures, endorsements, dinner
seminars and more...
-
Set Appointments With 9 Out of 10 of Your Ideal
Prospects…
-
Close 9 Out of 10 of Your Sales...
-
Earn an Average Commission of $5,000 - $12,000 per Household…and
you'll be earning $20,000 to $90,000 per month, every month!
-
Become the Respected Financial Advisor Middle American Families… Want
To See!
If you
really want to help your family, friends, clients and
prospects to "Live Debt Free and Truly Wealthy" and make
a solid, high six figure income, then it's time to find
out more about us and our Proven, 'Turnkey'
Found Money Management™ system.
And, It
Doesn't Matter What Life Insurance
Sales System You Are
Currently Using...
Whether you are using the LEAP, Missed Fortune, Infinite
Banking, Circle of Wealth, or one of the various 'College
Funding', 'Equity Management' or 'Mortgage Early Payoff'
sales systems. Our twelve (12) breakthrough marketing strategies, with
our personal coaching will put you in front of more of the
'RIGHT' life insurance prospects in one month, than most
agents will see in an entire year. And, when you really
learn how to help your prospects to 'find the money' to fund
the strategies in those systems, you'll consistently close
more sales.
There simply isn't a better, easier and more cost
effective way for you to learn how to help families and sell
large cash value life insurance policies!
Not
sure we can help, or if our services are right for you…
Please call
us today, toll free at 877-297-4608… (M-F, 9AM-5PM EST)
Lew and Jeremy Nason
Marketing and Sales Coach
'The 9 Out Of 10
Guys'
________________________________
Endorsements From Respected Financial Leaders and Advocates
 "Lew
Nason, RFC, LUTC Graduate, is a highly respected, proven and
admired practice building coach. He has been particularly effective
in guiding financial services advisors to increased effectiveness
and higher sales."
Edwin P.
Morrow, CLU,
ChFC, CFP, RFC, CEP,
Chairman & CEO of the IARFC
/ Publisher
The IARFC Register®
More Endorsements
(Jeremy Nason,
Ed Morrow and Lew Nason) |
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Prospecting Update…
"What's in it for
me?"
Do you want
more people to respond to your Ads and Sales Letters? Then remember
as your prospect reads your ad the question they are seeking an
answer to is; "What's in it for
me?" Make sure that you give
them plenty of answers. Appeal to their desire for recognition,
wealth, better health, and security - yes they are all those nice
things on Maslow's Hierarchy of Needs - all the way up to
self-actualization.
(Check out a Psychology 101 text book if you are not familiar with
Maslow - you'll be glad you did.)
But, most of all
do not forget to appeal to their FEAR of pain and loss!
Field
research has shown that people are more responsive to loss than
gain. Be sure to show them what they would LOSE if they don't get
your product.
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Testimonials
& Success
Stories…
"Thanks so much for all you
are doing with your coaching and your systems. I purchased the
Found Money Management™ (Advanced Life Insurance
Sales) system a couple years ago, but like many of us, didn't get
rolling on it until last fall. It was really a big mistake to put
off starting in! I began to earnestly study your questioning
techniques and began to apply them to my practice. I saw increasing
results as I began to become more proficient and more confident.
The
first 3 months of this year have been more successful than most of
my past "YEARS". In
fact, I am about to do another Found Money Management™
seminar and had to add a 4th day as we are over 185 reservations
with about 15 on a wait list. My advice to all the other planners is
to jump in, do the work, and the results will surely follow."
Rick
White, RFC, FMM, BA - NC,
(Over 28 years in Financial Services)
American Planning Group,
Inc. - March 2007
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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.
Join them now
and earn the accredited, industry
recognized and
highly sought... 'RFC' Designation.
www.IARFC.org
Lew Nason, FMM, RFC, LUTC Graduate; Will Nason, FMM,
RFA; Ed Morrow, CLU, ChFC, CFP, RFC, CEP - Chairman &
CEO of the IARFC and Jeremy Nason, FMM, RFC at the
Insurance Pro Shop's
'Found Money Management™'
Financial Advisor Boot Camp
in Dallas,
Georgia.
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Well, that's it for another 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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"Thanks
for everything. I've written over
$270,000 of
life premiums in the past two months
since attending the (Found Money Management™ ) 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." 
