Sales Tips…

The problem most agents have is that they 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 buy the right drill bit 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 not the answer,

it's the quality of the question.”

Success Tips… 

If you listen to tapes or read books by Zig Ziglar, Anthony Robins, Napoleon Hill, Joel Weldon or any of the top sales training and motivational experts, they all agree that if you want to succeed you must...

Maintain A Positive Expectant Attitude

“If you believe you can, or you believe you can’t, you are right”

There is nothing as important as having the right attitude. Napoleon Hill author of ‘Think and Grow Rich’ says all you have to do is really believe in something and it will become a reality.  If you want to be successful, picture yourself as already being successful.

What we think about is what we get.  If we expect bad things to happen, then they will happen. So, change your attitude and you’ll change your life.

"Whatever the mind of man can conceive and believe, it can achieve."

Napoleon Hill

Get to know us before you invest your time and money in any of our systems, training or support! www.insuranceproshop.com

Discover… What Most Agents, Advisors and Planners Don’t Know!

Does this sound familiar to you? When you first entered sales, for the financial services industry, your main focus was just on finding prospects. If you didn’t have a prospect, you couldn’t set an appointment, or close a sale. Initially, you looked for anyone and everyone that breathed and was willing to sit down with you. You contacted your friends, family and everyone you knew. You asked everyone for referrals. You made cold calls. You bought leads and you sent out sales letters. Or, maybe you were lucky enough to be with a company that had a few orphan policyholders that you could call on. You were constantly told that, if you talked to enough people, you’d always find a few people who needed what you are offering, and they would buy your product or services. You learned your sales script and you closed a sale with almost everyone that sat down with you. You didn’t have a problem making a sale once you were in front of a prospect! You just needed more prospects!

A year or so later, you were working very hard and struggling to earn the living that you wanted and were promised. You had approached everyone you could think of! You were frustrated with cold calling. You were getting a few referrals. The sales letters you were sending out every month were getting you a few new prospects. The leads you were buying were generating a few appointments. You were selling everyone you met with. But, you still didn’t have enough sales. You knew that if you could just be in front of just a few more prospects or better prospects, you could be making a much better living.

You decided that you needed to find a better source of leads, or a better lead system. You searched the Internet and industry publications. You asked your associates and managers, who they recommended. You found there were hundreds of companies that professed to have the best leads, or the best lead generation system on the market. Some of these companies offered automatic phone dialers that would put you in contact with thousands of people every month. One company had a system for fax blasting to businesses. Another company offered you preset appointments. There were several direct mail companies that guaranteed, that they’d have 150 people per month attend your free dinner seminars. Another company told you, that if you offered people a free report you’d have hundreds of people calling you and begging for an appointment. So, you tried one, two or more of these companies. You now have a lot more prospects, but not enough actual appointments. You are still closing a sale with almost everyone you actually meet with. You don’t have a problem making sales. You just need better prospects!

So, now you decide to try some of the other lead companies out there.

Does this story sound all too familiar to you? It’s a very common story that we’ve heard time and time again from hundreds of agents, advisors and planners. They all believe they only have a prospecting problem. Unfortunately, the majority of these agents… “Don’t Know, What They Don’t Know!”

What you don’t know is… If you are contacting enough people you will always make some sales, no matter how inept you are at closing sales. To put it another way… Even if you are the worst salesperson in the world, you will close a few sales, if you talk to enough people. Are you getting the message? Most agents want to believe they are good at making sales, when the truth is that they are only making sales because they just happen to stumble on an easy sale every once in a while.

The majority of the companies who sell leads and lead systems, and most recruiters are willing to take full advantage of your situation. They know that they can attract agents and make a ton of money, just by helping them to get what they want - more prospects. Even though most of these companies know that it’s not what these agents really need! These companies aren’t concerned about your long-term success. They are only concerned about their success and their profits.

If you want to really succeed in this business, then burn this into your memory…

“It doesn’t matter how many leads you get, if you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!”

Fortunately, there are a few good lead companies, recruiters and trainers who are willing to spend the time to help you learn and master the sales skills needed to insure your long-term success in the financial services industry. They are hard to find and because they offer very specialized personal training, they tend to be more expensive. 

The best lead companies, recruiters and trainers will show you how to take your lead generation to a new level by specializing and focusing prospecting efforts on finding your ideal prospects. However, they don’t stop there!

You’ll also learn the critical sales skills needed to turn each of your sales leads into a solid sales appointment. You’ll learn how to set sales appointments by focusing on identifying and solving the prospect’s immediate problems… not by focusing on your products, price, investment returns or your credentials. You’ll learn how to ask the right questions that helps your prospects to convince themselves why they should meet with you.

Plus, you’ll learn how to conduct a thorough, emotion-based, fact-finding interview that will get your prospects to tell themselves what they really need and want. And, you’ll learn how to use that information to close nine out of ten cases.

Yes, it all starts with finding a prospect! But, just as important for your long-term success, you must learn and master the skills needed to set appointments and close sales. 

Remember… “It doesn’t matter how many leads you get, if you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!”

Yours in Success,

Lew Nason

‘The Nine Out Of Ten Guy’

Trainer, Coach and Mentor…

P.S. We’re trying to make this very critical personalized training available and affordable to every agent, advisor and planner. In each of our systems you find many of the same lead generation techniques available from the other lead companies. Plus, we will help you to learn and master the sales skills needed to set appointments and close sales with nine out of ten of your sales leads!

“All of us do not have equal talent,

but all of us have an equal opportunity to develop our talents.”

Get to know us before you invest your time and money in our systems, training, tools or support! www.insuranceproshop.com

Important Prospecting Update… 

Your long-term success in the insurance and financial services industry is dependent on your ability to get referrals. Your goal should be to have every one of your clients feel so comfortable with you, that they will gladly give you the names and telephone numbers of all their friends, family and acquaintances. Better yet, you'd like them to call these people for you, 'known as Referred Leads', which makes it even easier for you to approach them.

A few things to keep in mind when approaching your clients for referrals…

Let them know that all you need is a few minutes of their time. Ask your clients, and others that you have interviewed previously, how they feel about the way you have conducted yourself. Ask for suggestions that might help you to do a better job, and then thank them. Let them know that you will take their comments very seriously. Is the company or products I represent all that they expected. Satisfied clients will be easier to get referrals from.

You must have a well prepared plan. A series of questions that will lead to the right information, and keep you from straying, is very important.

For example:

What could you suggest I do to improve the way I've done business with you?

Did I present myself clearly, or did I confuse you in any way?

How do you feel about the work we've done together?

Was the service prompt and efficient?

Do you feel that what I have done will greatly improve and benefit you and your loved ones over the years?

I thank you for your honesty. Do you have in mind others who I might be able to help in a way similar to yours?

Before we talk about specific individuals, let me describe the type of person to whom I am typically able to be of most service, and might see me because you recommended me.

• Owns a home

• Has a good job

• Between the ages of __ and __

• Can benefit from saving money and minimizing taxes

Approach the referrals, immediately mentioning who referred them, and have what you are going to say memorized.

When approaching referrals, perhaps the simplest way is to call them on the phone, using a phone script. However, it is best to use both the pre approach letter and telephone calling.
 

"Acting on a good idea is better 

than just having a good idea.”

Robert Half

Testimonials and Success Stories…

Will 2007 Be Your Best Year?

I must say that as a Financial Consultant with a securities license, I admit I was a bit apprehensive in getting your material. But I did purchase the Advanced Fact Finding Techniques Video, which in turn convinced me to get involved with your personal coaching and the members only site. For the amount of money I spent, for the amount of such useful information, it is just incredible. I have logged hours, upon hours, of reading of such priceless, quality and helpful material on just about every aspect of the business imaginable. I have done Annuity Seminars for about a year now with marginal results. After applying what I have learned from you in just a few short weeks, I not only improved the quality of my existing seminar, but the appointments I have made from the seminars have become much stronger. Potential clients come into my office, ready for me to help them. Gone was the skeptical attitude of, ok, what can you do for me? Replaced by, do you think you could help me too? Plus, they brought in all their statements, 1040 forms, old annuities, life insurance policies and long term care policies as well. Also, after just a few of your coaching sessions, which I highly recommend, has helped me put all of this together very quickly. Your smooth and simple, yet thorough approach to your Advanced Questioning Techniques, have not only helped me improve my questioning, but makes interviews exciting as well as rewarding.

Thank You."
John Guntkowski, RFC, CSA - FL,

February 2007 (20 years in business)
 

"I started with Lew roughly two years ago. He has helped me tremendously with his phone coaching. I was able to give him information about my prospects and clients, so that he would give me the CORRECT questions to ask them, to lead them to the sale… my business has grown significantly because of his help with the right questions as well as helping me put together some simple marketing techniques that go a long way. Lew truly helps you have that slight edge."
Joseph F. - NJ, July 2006

(with a National Bank)

"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!" 

Rhona C. Porter, RFC, MSM, FMM  - CA, December 2006

 “Wisdom is knowing what to do next, skill is knowing how to do it,

and virtue is doing it.” 

David Star Jordan

Get to know us before you invest your time and money in any of our systems, training or support! www.insuranceproshop.com

Hot New Sales Opportunities…

Get Off To A Fast Start In 2007...

and You'll Make It Your Best Year Ever!

If you want to close a higher percentage of your sales calls and increase the size of each case, then gathering the ‘Facts’ alone is not enough. You also need to ask the emotional based questions to uncover the prospect's attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help them ‘want’ to buy your product or service. People don’t buy based on their needs, they buy based on their wants. The ability to conduct a good, thorough emotion based Fact Find is... The Missing Ingredient!

Details & Agenda

"Success Doesn’t Come To You… You Go To It."

Marva Collins

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 Nason
The 9 Out Of 10 Guy

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 by Lew Nason, RFC, FMM, LUTC Graduate, All rights reserved
Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.

Helping Insurance Agents and Advisors create endless streams of new, repeat and referral business…

www.insuranceproshop.com

Insurance Pro Shop, 150 Watson Drive, Dallas, GA, 30132

Toll Free # 877-297-4608

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