Discover... The Quickest Way To Increase Your Income, Even In This
Struggling Economy!
(And, In Spite Of All The Bad
Publicity)
How quickly would
your income increase, if you could:
-
Immediately gain the trust and
respect of each prospect you meet with?
-
Help your prospects identify and
solve their complex financial issues?
-
Apply your product and industry
knowledge ethically and responsibly?
-
Guide '9 out of 10' of your
prospects to a satisfactory sales solution?
-
Earn the right to receive
tons of referrals from every client?
-
Work with fewer prospects and
consistently close larger sales?
...Then,
it's time for
you to learn and practice the art of Consultative Selling!
Unfortunately,
Consultative Selling
has been one of the
least taught sales skills over the past two decades. And, it's one of the main reasons
why so many agents and advisors are struggling in this crazy
economy, and why they are seeing their incomes rapidly declining.
People are tired of sales people. They
are looking for and want real
help with their finances! People want to believe they can take back
the control of their money. They want to know they can have a secure
financial future for their family!
If you
want to see your practice grow and increase your income, then help
people to identify their own problems and help them to find a
solution that solves those problems. It's what people are really
looking for today, especially in this struggling economy! It's what
people want and expect from their financial adviser!
Consultative Selling is not really about selling.
Consultative Selling is about your ability to conduct a good,
thorough fact-finding interview. It going far beyond asking a few simple questions to identify
the prospects pertinent
facts and concerns, so that you can make a quick sale. It's asking
the tough emotional questions to guide your prospect to
self-discovery of their own financial concerns and problems. It's
helping your prospects to get emotionally involved in the entire
sales process. It's helping them feel the real pain of their current
situation, so they want to do something about it, 'right now,' to
alleviate that pain.
"Consultative Selling is the ability to see the customer's problems
from the customer's own viewpoint!"
Charles Francis, 1917
Consider, people don't always do or buy what they need. Logically, we
may know we need to lose weight, quit smoking, save for retirement
or pay off our credit cards. But, do we do it? NO! We put it off
until we have no other choice, because it's causing us unbearable
pain. Only when the pain becomes too great to live with, will we
decide we want to do something about it.
"Top
producers realize that their primary responsibility is to help
clients identify, define and achieve their goals. They
actively try to help clients get what the client wants and needs. "
Steve Drozdeck, The 2% Differential - The Difference That
Makes The Difference
However, Consultative Selling goes far beyond asking questions to
guide people to self-discovery of their own financial concerns,
there's an even deeper reason. Consultative Selling is
being genuinely engaged in asking - and listening beyond a sales
motive - to take the conversation, and the relationship, to
another place. You become their partner in solving their
financial problems,
because you cared enough to ask questions beyond the obvious. You
cared enough to ask, and did not assume that financial
security means the same for everyone. You cared enough to ask
what's really important to them. Rather than do what
everybody does - push product. Consultative Selling helps you
build rapport and trust, which enables you to close more sales,
close larger sales, generate repeat sales and gather referrals.
"Long-term
sales success is no longer about communicating the value of a
product or service! (Features and Benefits) It's about
your ability to provide value added service for your clients!"
Consultative
selling starts with the first 'face to face' meeting. And, it
doesn't matter how or why you got the appointment. It could be for
something as simple as discussing mortgage insurance, Medicare
supplements, or final expense policies. Or, maybe they agreed to
meet with you after they've attended one of your seminars. No matter
why they agreed to see you… You must conduct a good, thorough
fact-finding interview, if you want to close '9 out of 10' people you
meet with and earn the income you want and deserve!
"Consultative Selling Is A Non-manipulative process that focuses on
clearly defining a client's needs and objectives and securing
agreement that they should be addressed.
In traditional selling, on
the other hand, the emphasis is on the product."
John E. Graziano and
Patrick Flanagan... Explore the Art of Consultative
Selling
Summary
Consultative
Selling, the ability to conduct a good, thorough fact-finding
interview, is what enables the Top Producers to consistently
earn $250,000, $500,000 or more each year, even in this struggling
economy, and in spite of all the bad publicity. It's why they are
still able
to consistently… Close '9 Out Of 10 Prospects' They Meet With. It's why
they are able to close larger sales and get more repeat business.
It's why they get more referrals and spend less time and money
prospecting! And, it's why they
are able to work with fewer prospects and earn a much higher income.
Is Consultative Selling easy? No!
Is it more
work? Yes!
Can you learn how to conduct a good, thorough fact-finding
interview? Yes!
In every one of our systems, our live training events, our private
'Members Only' site and the one-on-one coaching, we focus a lot of
time and effort on helping agents to get better at conducting a
good, thorough fact-finding interview. It's why new agents such as
Phil Calandra and many others are able to consistently earn $25,000
- $90,000 per month, within a few months of entering this business. It's the reason why
established agents such as Randy Delph (35 years in the
business) and many others are able to
generate $270,000 of life insurance premiums within a few months of
investing in our systems and attending
our Boot Camps. It's why even 'MDRT' Top of the Table Producers like
Lewie Wood and others are
purchasing our marketing and sales systems and coming to our
live training events.
Lew and Jeremy Nason
Marketing and Sales Coach
'The 9 Out Of 10
Guys'
P.S. Earning the income you
want doesn't have to be hard or frustrating, if you have a system.
It's your choice. You can go it alone using the trial and error
approach. Or, you can invest in a proven system, with coaching, that has
it all laid out for you! What sets our sales systems apart, from those of
our competition, is they have a strong foundation in marketing, so
you are consistently attracting, and are in front of the 'RIGHT'
prospects. Then you'll learn the
Consultative Selling
skills needed to consistently... close 9 out of 10 prospects you
meet with, and you'll begin to earn the income you want and deserve!
Please take a few minutes to look at our...
Found Money Management™
Advanced Life Insurance Sales System
and/or our
Annuity Sales Excellence™
Advanced Lead, Seminar and Sales System
________________________________
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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Sales Tips...
Telling Isn't Selling
Most agents tend to tell their prospects what
their problem is, and what to do to solve the problem,
instead of asking questions to help the prospects to
discover the problem and solution for themselves.
Does anyone like to be told they have a problem and
what they should do about it?
If someone tells
you that you have a problem, do you immediately believe them? However, if
someone helps you to discover for yourself the problem
you face,
will you believe yourself?
The most successful salespeople have learned the
exception value of asking questions. They know that a
good sales question is their single most powerful sales
tool. The skillful use of good sales questions results
in: better relationships with clients, and deeper
knowledge and understanding of the clients true needs and wants.
The ultimate results are shorter sales cycles, larger
cases, more sales, repeat sales, more referrals and
increased earnings!
It's Not The
Answer,
It's The Quality Of The Question!
|
Success Tips…
Persistence
"The difference between a successful person and others is not a lack
of strength, not a lack of knowledge, but rather a lack of will."
Vince Lombardi
Most
of us are good “starters” but poor “finishers” of everything we
begin. Moreover, people are prone to give up at the first signs of
defeat. There is no substitute for persistence. The person, who makes
persistence his watchword, discovers that “Old Man Failure” finally
becomes tired, and makes his departure. Failure cannot cope with
persistence.
"The price of success is hard work, dedication
to the job at hand, and the determination that whether we win or
lose, we have applied the best of ourselves to the task at hand."
Vince Lombardi
"The measure of who we are is what we do with
what we have." Vince Lombardi
Success isn't a matter of chance!
It's a matter of the choices you make!
|
|
Early
Bird Registration Ends Today!
'Advanced Fact-Finding Techniques'
October
22 & 23, 2008
One Time
Special Offer - Save 30%
Early
Bird Registration, Expires Today September 30, 2008
Only a $250 Deposit
"Lew Nason's Fact
Finding approach to selling life insurance, eliminating debt, and
accumulating wealth is exactly what I've been looking for to help my
clients. Whether you have been in the life insurance business for
five (5) days, or fifty (50) years, I would strongly suggest
everyone spend some time with Lew and Jeremy Nason to advance
their talents, increase their earnings, and provide a better
lifestyle."
Terry Bialek, Canada, (30 years in the business)
"Lew, I recently purchased your Advanced Fact Finding
Video... I have been on two interviews so far and used the
methods you described. It was surprising how the folks opened-up.
Not only were their defenses totally down, but they actually stated
that they liked the low-pressure approach and questioning process to
find out what their needs/concerns were before they were asked to
buy anything. In both cases the customer actually told me what they
were going to buy... By the way, I am going to recommend that you
contact Allstate's Financial Specialist Manger, so you can help them
with their sales efforts.
They have
spent a ton of money on similar programs, but in my humble opinion,
what you offer is much better.
Feel free to drop my name.
Robert Dupuis, Allstate Agency Owner,
TX
|
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Prospecting Update…
Can I Trust You?
I’ve had hundreds of sales people cold call me on the phone ...and
that's only this month. Who are these people? Why should I trust any
of them?
Why should I take the chance?
Nothing overcomes my fear like a good set of references,
testimonials, referrals and endorsements. They impart credibility to
give me comfort that you might be OK.
When was the last time you asked for a testimonial from your
existing clients? Do you have reference from local business owners?
How about endorsements from local celebrities?
Are you including these references, testimonials and endorsements
with all your sales letters, free reports and information booklets?
Do you have them listed on your web site?
When you get a referral from someone do you have them call the
referral and send them a quick note?
There is nothing like a good set of references, testimonials,
referrals and endorsements to gain almost immediate credibility and
trust. |
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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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
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!
©
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
|
Highly
Recommended...
