The Most Affordable Marketing and Sales Training For Insurance Professionals...
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Sales Tips…You Are Sitting On Acres Of Diamonds! According to Peter Drucker (world's most influential business guru), you have a: • 1:14 chance of selling to a new
prospect Before you go out and bombard your current customers with sales calls, keep one key thing in mind: even existing customers aren’t necessarily qualified prospects for an additional purchase. Your current customers must still: 1. Have a need for an additional
product/service and be aware of it. In other words, you are sitting on acres of diamonds…but you’ve got to know where to dig! “It's not the answer, it's the quality of the question!” |
Success Tips…You Have The Choice!
When you're in sales, you have the choice to be successful or unsuccessful. You're the only one who sets the limits on your income and your success! Your career in sales is a series of constant challenges. You must use those challenges to motivate and excite you! You must meet and beat those challenges to be successful in sales!
There are five basic challenges you face in sales:
Most agents spend the majority of their time learning how to meet and beat one or two of the above challenges, and neglect the others. You will become a top salesperson - only if you continuously work on all five of the above challenges.
The choice is yours! Sales is a constant learning experience, always presenting new and exciting challenges. When you stop learning you stop growing! "Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill |
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Will You Be One Of Them
“In my last forty-five years as a life insurance salesman, financial planner, mentor, and teacher, I’ve witnessed tremendous changes in our profession. The most shocking is that fewer and fewer of us are surviving! Even less are thriving! Statistically, it is a proven fact that out of every one hundred sales representatives hired today, only one will be with us in four years! Will you be one of them?”
The above statement was written by I. David Cohen, CLU, ChFC, LUTCF, RFC, of the Financial Services Institute, LTD, in Columbus, Ohio, and appears in the new IARFC (International Association of Registered Financial Consultants) student textbook titled Client Acquisition: A Success Guide for Financial Service Professionals. This is part of the RFC course materials.
We are proud to announce that Jeremy Nason, RFC, and Will Nason, RFA, of the Insurance Pro Shop were among the faculty members who worked to help create and evaluate the IARFC (International Association of Registered Financial Consultants) course materials, under the direction of James L. Lifter, Jr., MBA, RFC, and the IARFC Director of Education.
Jeremy and Will Nason were chosen to help the IARFC with their new course because of the phenomenal success the Insurance Pro Shop is experiencing with their Found Money Management™ Marketing and Sales System and their live, two-day training events for Found Money Management™ and Advanced Fact-Finding Techniques. These highly acclaimed courses along with the new IARFC course are designed to help Insurance Agents, Financial Advisors, Financial Planners, Attorneys, CPAs and Mortgage Brokers to discover the ‘missing ingredients’ to surviving and building a thriving practice in the financial services industry.
During the past twenty or so years, many of the associations previously responsible for training new and experienced financial services professionals have lost their focus. Their training consists of a collection of academic courses, with no activity in practice management, marketing and plan writing. They seem more concerned about building their staff of employees, fancy offices, and holding conferences that are very exhibitor and sponsor oriented. These associations no longer focus on member benefits that contribute to the survival and prosperity of their membership.
The IARFC and the Insurance Pro Shop are two of the very few organizations that are developing an educational curriculum that is both academic and practice management oriented. Their programs are based on the process of financial planning, and the enrollees receive the tools for marketing, prospecting, setting appointments, and implementing those plans with products.
If you want to survive and thrive today in the financial services industry, then perhaps you should consider attending the courses offered by the IARFC (Fee Based) and the Insurance Pro Shop (Commissions Based). Remember, the hockey great, Wayne Gretzky said, “the secret is skating to where the puck is going to be!” If you want to be a leader in your profession, you have to go where the leaders are headed.
By Forrest Wallace Cato
Forrest Wallace Cato, RFMA, FMM, RFC, provides media based image branding for financial planners. Financial Record called Cato, “The leader in image branding for financial professionals.” Long-time financial industry sales trainer, Jack Kinder, proclaimed, “Cato’s impact is enormous.” During the annual IARFC Forum Convention he presents The Cato Award for “Published writing that promotes greater understanding for and acceptance of financial planning.” Cato is former editor of Financial Planning Magazine and Trusts & Estates: The Journal of Wealth Management. Today Cato is Editor-In-Chief of The Inspirator International Magazine, presently circulated in all of the Pacific-Rim countries. Contact: Intergroup II/Atlanta, Inc., 770-516-9395 (Phone), wcato7@juno.com (e-mail), 770-366-8441 (Cell) or www.CatoMakesYouFamous.com (Web Site) or 770-516-9396 (FAX).
“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… 14 NO COST Ways To Find Prospects
Here is an email
I received and my answer… “Acting on a good idea is better than just having a good idea.”
Robert Half
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Testimonials and Success Stories…
Advisor Comments About Our Found Money Management System and Our Live Training Events
"I've never been to a class like it. It was original. It gave me a whole new outlook on how to approach people." "The small size of the class allowed much appreciated one on one attention."
"Lew Nason's training provides unconventional wisdom that could make a huge difference in your career." "The questioning techniques actually gets clients actively involved in the sales process!"
"I recommend anyone who wants to grow their business to attend. Lew breaks down the process into it's simplest form, from opening the discussion to closing the sale."
"By far the most beneficial part of the Found Money Management™ Boot Camp was exposure to 'Lew Live' which probably never can be reduced to ink on paper in a manual. Hearing the spontaneous flow of question asking - - the progressive sequencing of one question right after another - - guiding the client to discover/identify their own pain, to have them state it, not me, is invaluable!"
"I can tell you, without hesitation, that if you are sincerely interested in helping people, getting reconnected with your clients and growing your business, then Lew's systems and training are absolutely essential!"
"The simple illustrations (5 minute presentations) of the financial concepts were very powerful!"
"I think everything in your class will be extremely helpful, from the 5 minute presentations, to the great information on using the products!"
"I think that the Fact Finding training will help me the most because it will allow me to get more into what my client really wants."
"The information on the life insurance products and the 5 minute presentations will help me to easily convey the information in terms they will understand and allow me to do the best thing for them!"
“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…
If you like the ideas touted in the LEAP, Missed Fortune, Infinite Banking and the Circle of Wealth sales systems, then you'll want to take a long hard look at the...
Advanced Life Insurance Sales Tools Kit
Found Money Management™ contains the same cutting-edge sales concepts found in those other sales systems... only we've made it a lot easier and a lot less expensive to get in front of the right prospects! And, a lot easier to close sales!
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Listen, over the years, you're going to spend thousands of dollars of your money and time building your insurance sales and services business. Why not learn how to do it the most cost effective, money-making way? Why not learn the 'Insider' life insurance and annuity marketing, prospecting, appointment setting and sales secrets, tips and ideas that the leading agents, advisors and planners on the planet use? It just makes good sense!
"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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