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Sales Tips... Establishing TrustEstablishing trust is the most important element of successful sales. If you cannot be trusted, then nothing that you offer has any real value. That is a powerful statement, and an important realization. If you cannot be trusted, then your promises cannot be believed. Your promises may be in the form of commitments, pamphlets, brochures, presentations, and marketing materials. Therefore, it is critical for you to establish credibility and authenticity in your marketing message as a basis for any and all of your marketing materials. |
Success Tips… Most people think there is no correlation between complaining and success when in fact there is a huge connection. When you are spending time complaining about the obstacles you are facing, you are wasting so much time being negative that you are actually loosing chances to move forward. Instead of thinking of challenges as problems, think of them as opportunities.
Success isn't a matter of chance! |
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Are You Still Searching Over the years, we’ve spoken to thousands of agents who'll tell us they have a problem. They are not making enough sales or money. They want to find more leads, or they want to get into a better market. However, as we discuss their situation in detail, in most cases, it turns out the problem is not what they think it is. Let me give you an example. A few days ago an agent called. He wanted to know how to generate leads for the mortgage insurance market. He told me he was struggling and needed to make some quick sales. I asked him how long he had been it the business. He told me 10 years. In the past, he had sold Medicare supplements and LTCI, but that had dried up. So, he moved into the annuity market doing seminars, unfortunately without much success. A few months ago, he started selling mortgage insurance, using purchased leads. He is not making enough money from these leads, so he wants more leads, so he can make more sales. This is typical of what we hear from agents almost everyday. Most agents think that they need to see more people, or that they need to move into an easier or better market. The grass is always greener… However, what most agents really need is to become better at helping their prospects! They need a better sales process. They need to learn how to set more appointments from the leads they are getting, and then close a higher percentage of their appointments. The main problem is that most agents view selling, as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it... There is an old story that puts this into perspective... A customer walks into a hardware store and tells the salesperson he’s looking for a ¼” drill bit. What is it that the customer wants? It’s a ¼” hole! If the salesperson is smart. If he really wants to make a sale. And, if he wants to keep the customer coming back to buy more, then he is going to ask the customer some questions. He is going to help the customer to buy the right drill bit for the job. (And, whatever else he needs for the job.) He’ll ask; “How many quarter inch holes do you want?” “In what material?” “What kind of drill are you using?” etc. It’s the same if you are selling Medicare supplements, LTCI, annuities or life insurance. If you want to set more appointments, close more sales and make a six-figure income, then you must learn to ask better questions. You must help your customer to buy the right product for their situation. There is no easier product to sell. And, you don’t need 20 new prospects each week. To make a six-figure income selling insurance, you generally only need to be closing 3 prospects per week. That’s assuming you are helping the prospect to buy the right product for their situation. To make 3 sales per week, even if you only have a 50% closing ratio, means you only need 6 appointments per week. Which is less than 20 hours of work per week… And, as a side benefit, if you are really helping people, you’ll start getting lots of great referrals. Take the time to learn to ask better questions. It will pay big dividends... Lew and Jeremy Nason ________________________________ 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."More Endorsements (Jeremy Nason, Ed Morrow and Lew Nason) |
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Prospecting Update…
One of the greatest sources
for building a warm market list is the people you spend money
with... people like your real estate agent, car dealer, banker, long
distance carrier, printer, other vendors, etc. |
Testimonials & Success Stories…
"Lew is one of the most
genuinely kind and interested person in truly helping people I have
met. He is making a real difference in the lives of his clients and
associates in the industry by teaching them to get down to the
basics of human communications and needs selling." |
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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 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
Helping
Insurance Agents and Financial Advisors create endless
www.insuranceproshop.com |
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"Thanks
for everything. I've written over
$270,000 of
life premiums in the past two months
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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." 
