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Sales Tips…Solving Problems Too Soon! This is one of the most blatant sales mistakes that I see advisors make! The advisor hears the prospect express a need that can easily be met with their company's products and services and he/she immediately offers to meet the need. Yes, I know, it's very difficult not to respond to a burning need. However, offering solutions to problems before listening to a prospect's complete situation will have an adverse effect on any sales presentation, or prospecting call. You must listen to... ALL of the needs the prospect may have, then try to extract the ones he/she is really passionate about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want! Present your solutions and benefits later when they have the most emotional impact! “It's not the answer, it's the quality of the question!”
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Success Tips…
Thank You... Mike Wood! For the first six months of my insurance sales career, I struggled getting appointments just like everyone else. I was leading my office in sales, but was earning only about half of what I made prior to getting into this business. I was frustrated and ready to quit. Then the company decided to split up their District Sales offices into Branch offices and I now had Mike Wood as my Branch Manager. Mike was able to motivate me to do things I couldn’t seem to do on my own. He made sure that I prospected everyday without excuses. He made me track my results. He showed me how to do it. Things started to change. As a result of his coaching I not only led the Branch office, I became the leading salesperson in the Southeast Region. Do you have someone to coach you to greatness? Or, are you left all alone to try to figure this business out all by yourself? There is too much to know to try to do it alone. If you don't have a good coach, hire one! "Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill |
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Great News For The Users Of Our… ‘Found Money Management™’ Concepts! As many of you know ‘Equity Harvesting’ using Option ARM loans and depositing large amounts of home equity into Cash Value Life Insurance has undergone much scrutiny in the past year. As I stated in my article… The Wrong and Right Ways To Use Equity Harvesting! - “The problem is that most agents, advisors and planners are not being taught the right ways to use it! And, it’s now coming back to haunt them! Insurance companies are starting to receive complaints from policy owners who have been using the concept for three or more years. Many of these insurance companies have been compelled to put serious restrictions on the use of equity harvesting to avoid future law suites! Midland National won’t accept any business where ‘Equity Harvesting’ is involved. Aviva won’t accept business that involves refinancing, unless the client meets certain financial strength.”
Many of the larger Broker/Dealers are very concerned about the potential for ‘improper’ use of the ‘Equity Harvesting’ concepts. Because, based on suitability requirements advisors are not allowed to recommend that a client put their home equity into any stock market type investment. (Variable Products, Mutual Funds, Etc.) It’s just wrong to put people’s homes at risk!
The great news is that there are Broker/Dealers and Insurance Companies that are approving the use of our Found Money Management™ system, tools and live advanced training courses. Ameritas Investment Corp., one of the larger, full service Broker/Dealers has approved our ‘Living Debt Free and Truly Wealthy’ Client Booklets and our Client Seminars. And, Aviva (AmerUs Life and Indianapolis Life) is in agreement with our Found Money Management™ concepts. (Obviously, each agent still needs to send this material through their compliance department before they use it.)
Why Do Companies, IMO’s, Agencies and Industry Associations Like and Approve Our Found Money Management™ System, Tools and Training? Maybe it’s because we DO NOT advocate using ‘Option ARM’ loans with Middle Income Families? (We believe it’s just too risky for them!) Maybe it’s because we are NOT focusing on depositing large amounts of home equity into life insurance?
Our fundamental philosophy is to truly help Middle Income Families reduce and eliminate consumer debt and start saving for the future? We are helping families to properly remove home equity to lower their overall debts and ‘improve their cash flow’ (i.e. Pay-off credits cards, auto loans, or an equity line of credit, etc.) and then we use the difference in those payments to purchase life insurance and other savings vehicles. Plus, we are showing families where they may be spending their money unnecessarily and/or unwisely to further improve their cash flow and increase savings.
Found Money Management™ is about real financial planning for Middle Income Families! It’s about helping them to establish sound financial priorities! It’s… “Helping average people to learn how to spend, save, invest, insure and plan wisely for the future, to achieve financial independence!”
If you really want to help people, then take a long hard look at our Found Money Management™ system, tools and live advanced training courses. And, then align yourself with a broker/dealer and a life insurance company that recognizes the value of and supports real financial planning for Middle Income Families. (We Are Not Actively Recruiting)
If you are NASD licensed, you can contract direct to Ameritas Investment Corp. by calling 1-800-335-9858. If you would like to contract with Aviva (AmerUs Life and Indianapolis Life) you can call us and we will be happy to direct you to an IMO and/or Agency in your local area that supports the Found Money Management™ concepts. 1-877-297-4608
There is a reason why...
we have
endorsements from many of the most respected and trusted names
in insurance sales and financial planning... and our
competition doesn't!
For more information about our Found Money Management™ System, Tools and Training please visit - http://www.insuranceproshop.com/lifeinsurancemarketing/
By Lew Nason ‘The Nine Out Of Ten Guy’
©
2007, Lew Nason, RFC, FMM,
LUTC Graduate - All rights reserved “All of us do not have equal talent, but all of us should have an equal opportunity to develop our talents!” John Fitzgerald Kennedy
Get to know us before you invest your time and money in our systems, training, tools or support! www.insuranceproshop.com |
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Important Prospecting Update… Overcome Rejection! Do you remember the joke about the guy who stood on a busy street corner and every time a pretty girl walked by he would ask her for sex? One fellow observing this went up to the guy and asked if he didn't get a lot of slaps asking a question like that. The guy responded with, "Yeah, but I get a lot of sex too." Unfortunately, most advisors feel the same way about prospecting. They believe you have to get lots of slaps before you can achieve success. That’s not true, if you know what you’re doing. Most people are relatively nice to salespeople when they call, even if they are not interested in their offer. That's assuming that the advisor making the call gets right to the point and doesn't try to shove something down the prospect's throat! Rejection is almost never as often, or as bad as advisors imagine. If you don't already know this, you probably are not calling the right people or using the right prospecting scripts. "Acting on a good idea is better
than just having a good idea.”
Robert Half
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Testimonials and Success Stories…
"Thanks so much for all you
are doing with your coaching and your systems. I purchased the Found
Money Management 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."
(Over 28 years in Financial Services) “Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it.” David Star Jordan |
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Hot New Sales Opportunities… *** Special Offer August 2007*** 50% Off / Save $443.98
(Normally
$887.95) Watch as Lew Nason, Jeremy Nason, Will Nason, Phil Calandra, Wally Cato and Jenifer Lowery Reveal All The 'Cutting-Edge' Marketing, Prospecting, Appointment Setting and Sales Strategies Behind The Advisors Success with the 'Found Money Management™' concepts. Over 8 hours of the best training from our Live Boot Camps.
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Click Below For More 'August' Special Offers!
http://www.insuranceproshop.com/specialoffers/
"Success Doesn’t Come To You… You Go To It." Marva Collins
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Lew Nason Marketing and Sales Coach Creator & Founder of www.insuranceproshop.com
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!
©
2007, Lew Nason, RTIA, RFC, FMM,
LUTC Graduate - All rights reserved
Helping Insurance Agents and Financial Advisors create endless streams of new, repeat and referral business…
Toll Free # 877-297-4608
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are against unsolicited email and don't want anyone to receive our
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