The Most Affordable Marketing and Sales Training For Insurance Professionals...
|
|
|||
Sales Tips…Rated Cases Could Be Your Goldmine "Why is it that some agents get depressed when they find that one of their cases will be rated and others, especially the ones that worked with me over the years, were quite pleased?"
Well, the reason could be that some
agents know how to easily place a rated case and others have no
clue.
Here is what we did. When completing an application, you can usually tell if anything will cause your case to be rated. So, you put under the remarks section this sentence....."Please issue two policies, only one to be placed. One policy as applied for and a second policy with the same premium as applied for, but a reduced face amount."
You will get two policies, and now
you can give the client a choice....a policy with the same
premium and a smaller face amount, or a policy with the face
amount applied for and a higher premium.
Over a 15 year period on some
90,000 rated policies, we were able to place some 83,400 of our
rated cases... This works and you should try it.
Good luck,
Randy Murray,
"Mr. Life Insurance" 877 250 4428 Mr. Murray's newest marketing program is titled... "Sell 100 Extra Life Insurance Policies This Year... And Sell Them Over The Telephone" His program is already being spoken of across the country as another marketing system that will possibly change the face of how life insurance is sold, just as his affordable life program did twenty years ago. www.wepay130percentcomp.com
|
Success Tips…
The Honest Way Did you know... you can get everything you want in life as long as you give others enough of what they want? If you give nothing of value... you'll get nothing of value. Your method of exchange determines your wealth. The type of exchange you use determines your financial success. Nothing else you do has a greater impact on your income. The best type of exchange is not common, but could be called 'exchange in abundance.' Here one does not give two for one, or free service, but instead gives something more valuable than what the client actually paid for, or expects. "This principle as stated above is almost unknown in business. Yet it is the key to howling success and expansion." L. Ron Hubbard As an example: We generally turn every phone call we get from our prospects and clients into a coaching call. We don't just answer their questions. Instead we try to see where they are and what problems they have and help them to come up with their own solutions. Individuals and businesses who use this method of exchange flourish when others are in trouble. Businesses that 'exchange in abundance' get more referrals than anyone. Customer loyalty is guaranteed. At first, giving more than expected seems unfair. You give extra effort without recognition. You add value to your work or products without anyone noticing. Yet eventually, you rise to the top. People like working with you above others. Your company is selected above the competition. You earn a reputation of being more than fair. Instead of trying to get more, work on giving more as your method of operation... and see what happens! "Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill
|
||
|
Start a Mastermind Group Barbara Glanz
© Barbara Glanz Communications, Inc. 2007. All Rights Reserved.
_______________________________________________________________
We received an email from an old friend with a link to this short movie, The Simple Truths Of Service. It was so inspiring, Rosemary and I wanted to share it with you.
I hope you enjoy it as much as we did! _______________________________________________________________
John Fitzgerald Kennedy
Get to know us before you invest your time and money in our systems, training, tools or support! |
|||
|
Important Prospecting Update… Schedule a Minimum of One-Hour a Day for Phone Calling. Obviously, setting 5 -10 sales appointments each week is a priority. Prospecting is a priority and you must treat it as a priority. You'll want to set a schedule to make your calls, and mark it as a priority appointment on your calendar.
Your appointment
for prospecting is... Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates. Your assistants need to know they are not allowed to remove this mandatory appointment from your calendar, or move it to another part of the week. Your calendar should be completely booked for the next 12 months with your prospecting time. I began every morning at 10 AM, by putting together everyone I intend to call. And, then I prioritized the calls. First, I would call the people who called me. Next, I called my clients for annual reviews. Then, I called referrals and possible Joint Venture partners. Finally, I called all my other prospects. Don't try and
sell your product or service over the phone. Your objective
for every phone call is to make an appointment. If your
prospect asks you a question, get in the habit of going for
an appointment, rather than giving a quick response. “Acting on a good idea is better than just having a good idea.”
Robert Half |
Testimonials and Success Stories…
"My recent case for my college planning client made me realize the importance of something Lew has been teaching me for years. 'Clients don't want to understand, they want to be understood.' As I sat and listened to this client he told me why he wants to do business with me. The one thing that stood out in his mind was the first page of the three page plan you taught me to use, where I simply repeated back his and his wife's concerns. He was so impressed that I actually listened. And, because his ideas were important enough for me to write down, he knew that I heard him loud and clear. And, he knew that I would take into consideration all of his concerns, when making my recommendations. Using Lew's wonderful process I was able to build trust that caused this client to take massive action in a short amount of time. In fact this client had to go home and think about it all, but he called me back to move forward. What a difference in the way I now transact business thanks to all of you at the Insurance Pro Shop." "One last thing, Jeremy thank you for setting a fine example of how to treat a client. I really appreciate the way you prepare spreadsheets for me. I know how much work that takes. And, the most amazing part, that sets you apart from all of the rest, is that you guys never seem all that concerned weather I put the business with you or not. I know you would like my business, but you put my needs first and help me regardless of where this one case might land. You have truly earned my complete trust. I have told my wife if anything every happens to me that she should call you to know what to do with the money, so she can continue taking care of my family without me. I wouldn't trust any other advisors or GA's to do that. Thank you guys, (All of you) for helping me hang in this sometimes tough business. I really appreciate you all. Thank you." Antonio Filippone, RFC, FMM - IL - January, 2008
|
||
|
Hot New Sales Opportunities…
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
|
|||
|
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!
©
2008, 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
We
are against unsolicited email and don't want anyone to receive our
mailings who doesn't wish to receive them. This is a professional
communications sent to financial services professionals in an effort
to help them better understand and grow their business. If you have
received this mailing in error, or if you no longer wish to receive
e-mail from the Insurance Pro Shop, please send a blank e-mail with
the subject line "unsubscribe" to
lewnason@ips-tips.com. |
|||
