What Everyone Ought To Know... About Annuity Seminar Attendance

Sales Tips...
What’s The Quickest Way To Increase Your Sales?

If you want to quickly increase your life insurance sales, then stop selling products. Instead help people to solve their financial problems. Consider, everyone you talk to has a financial problem. It doesn’t matter if they are rich, poor, retired, married or single. Their problem may be the fear of not having enough money to pay for their children’s college education. It may be the not having enough money to retire. Maybe it’s the fear of running out of money during their retirement. Protecting their loved ones. Protecting what they have from predators, opportunists and lawsuits. Paying too much in income taxes. Or, having too much debt.

The first step to quickly increasing your sales, is to look at your primary market and determine what’s the biggest, most overwhelming problem (s) you can solve for these people? Remember, if there is no problem, then there is no reason why they should meet with you! People buy based on emotions. They want to either reduce their pain or increase their pleasure. The bigger the problem they have, the more pain they feel and the quicker they want to solve the problem. So, if you can identify a big, overwhelming problem (s) you can solve for your primary market, then the easier it’s going to be to set an appointment and make a sale.

The quickest way for you to set an appointment and make a sale is to ask people questions to get them to talk about their problems and concerns.

"It's not the answer,
it's the quality of the question."


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"Steepest Six Month Drop in Individual Life Insurance Sales In Almost 70 Years..." The above headline is taken directly from a recent 2009 U.S. Individual Life Insurance Sales report from LIMRA, which follows later. This timely LIMRA report clearly shows that in the past year, because of the overall US economy, there has been a dramatic decrease in life insurance sales for our insurance industry as a whole. Couple that information with the fact that there has been a 49-year decline in household ownership of individual life insurance coverage, and you can begin to see why so many agents, advisors and planners are constantly struggling to make enough money just to pay their bills. And, why so many of them are giving up and leaving this great profession. Note: In a 2004 LIMRA Survey only 50 percent of the households surveyed owned some individual life insurance, the same as in the survey in 1998, but that is far less than the 72 percent recorded in 1960. That is a whopping 44 percent fewer households that owned individual life insurance in 2004, verses in 1960. However, you don't have to struggle with selling life insurance, if you get back to the real marketing and sales basics. And, you learn how to consistently attract and be in front of the ‘right’ prospects... Help those prospects to identify and establish their financial priorities... And then help them to find the money to fund those priorities. Here is what John Stewart, a 16-year veteran of the insurance industry, wrote in an email to us on 9/16/09. "Hey guys, Just a note to tell you that my sales are up! I now have 10 life sales in the hopper (underwriting). I have one more sale to do this week as well as 2 more first appointments. I'm looking forward to getting paid on some of these! Yesterday, I had a first time appointment with a couple that wanted a small term life sale. They have already committed to a $287.00 month UL now, and another one in six months! If you can't tell, I'm pumped! Thanks again for all your help. John Stewart P.S. ...go get em!" _____________________________ Steepest Six Month Drop in Individual Life Insurance Sales In Almost 70 Years, But Results Improve Slightly from First Quarter WINDSOR, Conn., Aug. 31, 2009 - After a 26 percent dive in the first quarter, individual life insurance annualized premium dropped 20 percent in the second quarter, according to LIMRA's U.S. Individual Life Insurance Sales report. Overall, premium sales fell 23 percent for the year so far, and no product line was spared. "Despite recording the steepest six month decline since the second half of 1942, the second quarter gave us reasons to be hopeful," said Ashley Durham, senior analyst, LIMRA product research. "Forty percent of companies were able to increase their total individual life sales over the second quarter of 2008 (this compared to less than 30 percent in Q1)." Variable sales (with the strongest ties to the market) continue to suffer the most, down about 50 percent for the second quarter and 55 percent for the first half of the year. Universal life (UL) sales were down 29 percent for the quarter and 27 percent for the first six months of 2009. This is the fourth consecutive quarter of double-digit declines. In addition to the poor economy, another likely factor affecting UL premium is a decline in sales to senior buyers, which tend to be higher face amounts and represented more than half of annualized premium sales in 2008. Whole life and term continue to be the most resilient. Whole life fell three percent in the second quarter and four percent at the mid-year mark; while term dipped only three percent for both the quarter and year so far. Both products have maintained their 28 percent market share of new premiums issued. Overall, policy count continued to drop in the second quarter, down four percent, six percent YTD. Every product except UL, which increased eight percent, experienced declines in the second quarter. On average, companies sold slightly smaller policies during the first half of 2009 than they did this time last year. The average amount of coverage purchased for most products remained steady; however, new UL policies tended to be smaller, 18 percent lower than those purchased during the first six months of 2008. LIMRA is a worldwide research, consulting and professional development organization that helps more than 850 insurance and financial services companies in 73 countries increase their marketing and distribution effectiveness. ___________________________________ Here is another recent success story, from a financial advisor who has gotten back to the basics during this past summer. "Lew, we have put together our 2 most successful months in a row! I took your advice and focused solely on the things that would bring revenue into my business and cut all of the things that were distracting me from that core focus. For me, that effort is primarily speaking to groups of people. We have put together back to back 30k months (commissions) and are speaking to 2-4 audiences per month. The beautiful thing is the more people we help, the more referrals and momentum we build. I'm on track to finish the year two months ahead of my personal goals." Beau Henderson, RFC - GA, Sept. 2009 While there is no question consumers across the US are on a tighter budget, life insurance still remains the foundation of most financial plans. Without adequate life insurance, an unexpected death can create a financial disaster for the average household. Life insurance is still the only effective way to provide the financial safety net all families need to get from point A to point B. It's up to you. You can continue to believe and follow the typical, misleading and outdated 'quick fix' marketing and sales hype that has resulted in a 49-year decline in individual life insurance ownership. Or, you can get back to the real basics and become a full time student of marketing and sales. Get the tools and training you need to truly make a positive difference in peoples lives, instead of just making a sale. And you can turn your life insurance sales around starting right now. Nothing is going to change until you do. 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
Stop Listening To All The Hype! Quit Trying To Find A 'Miracle Cure' To Selling Life Insurance! Discover The Incredible Power of Found Money Management™… To Consistently Attract the RIGHT Prospects To You EVERYDAY! It's the most effective and used life insurance marketing, lead generation and appointment setting system for the Money for Life, LEAP, Missed Fortune, Infinite Banking, Circle of Wealth, and the various Equity Management, College Funding and Retirement Supplement concepts. Using our '12' breakthrough life insurance lead generation strategies and tools, with our coaching, in the next 30-60 days you'll be in front of more of the 'Perfect' life insurance prospects each month, than most agents will see in an entire year. Then when you learn how to help your prospects to 'Find The Money' to fund those life insurance sales concepts, you'll find it's much easier to consistently sell more and larger permanent cash value life insurance policies. Found Money Management™ Advanced Life Insurance Sales Tool Kit Save $250 - Only... $997.95 - 20% Discount Offer Ends Midnight Sept 28, 2009 (Normally $1,247.95) And, Now You Can Spread It... Over 4 Months! ($262.50 per month) We offer a 90 Day, 100% Money Back Guarantee
Sales Tips... What’s The Quickest Way To Increase Your Sales? If you want to quickly increase your life insurance sales, then stop selling products. Instead help people to solve their financial problems. Consider, everyone you talk to has a financial problem. It doesn’t matter if they are rich, poor, retired, married or single. Their problem may be the fear of not having enough money to pay for their children’s college education. It may be the not having enough money to retire. Maybe it’s the fear of running out of money during their retirement. Protecting their loved ones. Protecting what they have from predators, opportunists and lawsuits. Paying too much in income taxes. Or, having too much debt. The first step to quickly increasing your sales, is to look at your primary market and determine what’s the biggest, most overwhelming problem (s) you can solve for these people? Remember, if there is no problem, then there is no reason why they should meet with you! People buy based on emotions. They want to either reduce their pain or increase their pleasure. The bigger the problem they have, the more pain they feel and the quicker they want to solve the problem. So, if you can identify a big, overwhelming problem (s) you can solve for your primary market, then the easier it’s going to be to set an appointment and make a sale. The quickest way for you to set an appointment and make a sale is to ask people questions to get them to talk about their problems and concerns. "It's not the answer, it's the quality of the question."	Success Tips… The TOTAL Success Formula If you want to make good money and succeed long term in this business, you must follow the success formula that has been working for decades… But, has been updated for the problems that people face today. You must specialize. You must be recognized as the expert in a specific segment of the market. Look at the Top Producers, they all have a specialty that they are known for. They are the recognized experts in their specialty. They sell everything, but they bring in clients based on their specialty. Once you determine your specialty, then everything you do must communicate your expertise in that area. Then, it's identifying the right prospects for that specialty and setting up 3 or 4 marketing systems to consistently attract those prospects to you. Then, it is learning what to say and the questions to ask to set appointments with those prospects. Finally, it's learning how to do a thorough fact-find to help those prospects to identify their problems and concerns, and then providing them with a solution that is tailored to their unique situation… There Are 'NO' Shortcuts If all this sounds like a lot of hard work… It Is Initially! But, tell me where you can make a consistent six-figure income, year-in and year-out, without hard work! "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!
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
Prospecting Update… Generate More Leads and Set More Appointments As I said earlier, if you can identify a big, overwhelming problem (s) you can solve for people, then the easier it’s going to be to set appointments and close sales. So, what do you do to get people to set an appointment with you? How about offering your current clients, friends, relatives, acquaintances and prospects a free educational workshop on: Improving Your Current Cash Flow, Reducing Consumer Debt, Tax Saving Ideas For Small Businesses, or Stretching Your Income During Retirement? Why An Educational Workshop? Would you agree no one wants to meet with a salesperson? The beauty of an educational workshop is that for the prospects there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a sales person. It’s a very non-threatening way for them to get to know you, see the type of work you do and the help you provide. The beauty of the educational workshop for you is that you can offer them in large or very small groups. They cost very little to hold. (Usually Under $100) And, because they are considered a public service you can hold them almost anywhere - in your local library, association rooms, conference rooms, etc. Best of all you can do it in only a few days from now. “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
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!
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

Steepest Six Month Drop in Individual Life Insurance Sales In Almost 70 Years, But Results Improve Slightly from First Quarter

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

Steepest Six Month Drop in Individual Life Insurance Sales In Almost 70 Years,
But Results Improve Slightly from First Quarter

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