The
Most Affordable Marketing and Sales Training For Insurance Professionals...
|
|
||
|
IPS
Home Page
Special Offer's
Newsletter Archive
Product Catalog |
||
|
Sales Tips...
Prospects won't buy anything from you -
Including insurance - Until you help them identify a
problem they have, and then demonstrate how you can
solve that problem for them.
This is where your firm belief in, and knowledge of, your product's benefits come into play. How can you convince others they want what you have if you don't really believe in or understand it yourself? Your knowledge about the benefits your products
provide should be so extensive that your mind
immediately matches the prospects needs and wants with
product benefits that meet those needs and wants. |
Success Tips…
I was reading an article the other day that said; It reminded me that success in sales (as in life) comes by doing the same things over and over again, and always learning from your mistakes, so you can do it a little better the next time. Every successful person I know has struggled numerous times and made countless mistakes. The reason they are successful today, is they never gave up.
The biggest mistake you can make... Is To Quit Trying! |
|
|
It seems that most agents, advisors and planners are always looking for and willing to believe that there is some hot, new, exciting, revolutionary sales concept, or product that is instantly going to attract tons of high quality prospects to them everyday, who will be begging to buy. In the past 30 years, we've seen many hot, new, exciting and revolutionary sales concepts and products being touted as the best thing since sliced bread... concepts and products like: "Minimum Deposit Term", "Accelerated Payment Plans", "Three Pay Life", "412I Plans (Using Cash Value Life Insurance)", "Viaticle Settlements", "Single Premium Life", "Universal Life", "Variable Life", "Variable Annuities", "Pension Max", "Executive Bonus", "Real Estate Investment Trusts", "Split Annuity", and more. And, today we have: "Premium Financing", "Accounts Receivable Financing", "Infinite Banking", "Missed Fortune", "Money Merge Accounts", "Bonus Annuities", "Index Life", "Index Annuities", "IRA Transfers", "Stretch IRAs", and many more. Over the years, how many of these hot, new, exciting and revolutionary sales concepts and products have you tried? Did they have you sending out 5,000 post cards every month, faxing blasting, or running ads in your local newspaper? Were they having you make outrageous claims in your sales material, to try to get people to request more information? How much success did you have? How long did it last? What did it do for your reputation? Have you ever heard the old saying; "Build a better mousetrap and the world will beat a path to your door." That's the premise most insurance companies, IMOs, recruiters and sellers of sales systems want you to believe about prospecting. They want you to believe that if you have a superior sales concept or product, the world will beat a path to your door. Unfortunately, it is a lie! First, the only people who will even consider buying your "better mousetrap" are the people who have a problem with mice. Second, they'll only buy your mousetrap if they know about it, and are convinced that it is better than the one they have. Finally, they'll only buy your mousetrap if they have the money, and/or they can justify the price they have to pay! Most of these hot, new, exciting and revolutionary sales concepts and products were, and are very solid sales ideas. And, when you are able to find and attract the 'Right' prospects for those concepts or products, it can lead to an easy sale. But, the problem is, and always will be, finding the 'Right' prospects. What most agents, advisors and planners fail to realize is that to find and attract the 'Right' prospects requires proper marketing. The 'Right' prospects are NOT going to beat a path to your door just because you have something new and exciting.
Marketing Is Not An Option Take Microsoft, for instance. Despite their PR, Microsoft doesn’t have a better mousetrap. Microsoft isn’t an innovator. They’re more like the Borg from Star Trek, The Next Generation. · They assimilate. · They buy technology from other companies. · They find creative ways to eliminate the competition. · Most of all, they market very, very well.
Want another example? What’s the best sports insole? Most people will answer Dr. Scholl’s because that brand is the market leader. However, there’s a little known company called Spenco that produces the insole podiatrists tend to recommend. Spenco doesn’t do a lot of marketing, Dr. Scholl’s does.
Marketing Is More Than
I know you're busy and it's hard for you to find the time just to take care of the things we have to do in this business. Everyday, we must call prospects, serve current customers, learn new products, prepare for sales appointments, go on sales calls, pay bills and take care of the seemingly endless stream of paperwork. All of these things are important and require constant attention.
And, the fact is that marketing can easily be put off. If you've haven't made a sale this week, it's easy to forget about attending that networking meeting or sending out your monthly client newsletter.
That's why so many agents, advisors and planners are willing to believe that these exciting new and hot sales concepts or products are going to be an easy way to attract a ton of new prospects. They're hoping that the simple marketing programs provided with these concepts and products will always bring in enough prospects, with little or no effort or expense on their part.
But frankly, that's why so many agents, advisors and planners struggle to survive.
Let's face it: The only way you'll stay in business is to make sales. And, the key to sales is ongoing marketing. The truth is that effective marketing is a combination of maintaining constant contact with current clients, referral programs, networking and advertising. Effective and continuous marketing will save you a lot of time and expense in the short and long term.
Do you want to spend less time and money prospecting? Do you want to make it much easier for you to set appointments and close more sales? Then you must properly market your services, to be seen as the unquestioned leader and expert in your local area.
I know it's tough, but you've got to make the commitment to effective and consistent marketing as a critical component of your business, if you want to succeed.
By Lew and
Jeremy Nason
P.S. If you are ready to make a commitment to consistent effective marketing, then take a hard look at our advanced marketing and sales systems. We've made it much easier for you. In each of these systems you'll find a complete, detailed explanation of all the most effective and proven marketing strategies, with all of the marketing tools. And, the best part is you can use these advanced marketing strategies and tools to attract the 'Right' prospects for the hot, new, exciting and revolutionary sales concepts and products. ________________________________ Endorsements From Respected Financial Leaders and Advocates |
||
|
Prospecting Update…
Everyday we get calls and emails from agents who are having problems finding enough prospects to see. It's always the biggest concern we hear.
And yet, when we talk to most of the long term successful agents they'll tell us they have more prospects then they can possibly handle. What do these successful producers know that you don't?
There's five things they know about successful prospecting that most agents don't know...
You can have all the prospects you can possibly handle, and you don't have to spend thousands of dollars each month to attract them to you...
Once You Learn How To Implement ALL Five Of The Above Principles!
|
Testimonials & Success Stories…
"Personally, I have been in
the financial services industry for about 13 years and I have only
been receiving coaching from Lew in the last 3... Some of Lew's
coaching may at times come across as, "oh I knew that", or "yeah,
yeah I could do that, but that's not what I want to do." Do not
dismiss what this man has to say. He knows from years of experience
what he is talking about.
He can lead
you to the easiest and least expensive way to literally explode your
production. Listen,
Listen, Listen and shorten your learning curve. If Lew tells
you to do something, at least try it. If you don't get the results
you were expecting call him, tweak it and try it some more. |
|
|
Be 'In Front' of More of the 'RIGHT' Prospects Each Month, than Most Agents, Advisors and Planners Will See In an Entire Year! No matter who's hot, new, exciting and revolutionary sales concept and product you are using, our '12' breakthrough marketing strategies, with our personal coaching will put you in front of more of the 'RIGHT' prospects each month, than most agents will see in an entire year. And, it doesn't
stop at marketing. You'll also learn how to get prospects
emotionally involved in the sales process and help them to get
what they need and want to solve their financial problems. Now, you'll find it's much easier to consistently close more and
larger sales. Want More Life Insurance Prospects...
Learn a
Much Simpler and More Effective Way, 'Advanced' Life Insurance Sales Tool Kit
Want More Annuity Prospects...
Learn How to Attract Tons of Annuity Prospects, using the most comprehensive and endorsed Annuity Marketing, Lead, Seminar and Sales System available today! It's everything you need to attract a steady stream of your IDEAL annuity prospects, and collect 'One Million' of annuity premiums every month! (We are trainers, NOT recruiters!)
Annuity
Sales Excellence™
Obviously,
an investment of only $887.95 is a small price to pay for a proven
life insurance, We will immediately send
you the complete marketing and sales system upon receipt of the
initial investment of $306, (plus shipping) and a signed agreement form.
|
||
|
||
|
Well, that's it for this month’s Insurance Marketing and Sales 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 |
||
