The Most Affordable Marketing and Sales Training For Insurance Professionals...
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Sales Tips…It's The 'Little Things!'
Most agents are being led to believe that in order to make big money in this industry, they must make big changes. They are being told to stop what they are doing, completely change their market, and focus their efforts on the big money in the advanced markets!
And, it's easy to convince most agents to change. They want to believe there is an easier way. 'The grass is always greener on the other side of the fence.'
However, the truth is that in most cases there is no better market than the one you are in right now. If you look at industry leaders such as the MDRT, Top Of the Table qualifiers, the vast majority of them are not in the advanced markets. They may run into one of the advanced cases every now and then, but their main focus is on a 'Bread and Butter' market where they consistently generate sales.
Top Producers know that it is the 'little things' that make the difference. 'It's about continuous learning and continuous improvement. It's learning how to: ask better questions, close more sales, get more referrals, make larger sales and make repeat sales!
“It's not the answer, it's the quality of the question!” |
Success Tips…'Little Things!' Like Enthusiasm
After all, selling, at its heart, is nothing more than a transferal of feeling. Successful sales professionals are able to get their prospect to have the same feeling about their product, the same product conviction, and the same kind of enthusiasm about the product as they themselves do. So, nurture your excitement. Show your enthusiasm. Learn everything that you can to boost your own belief and conviction. After all, if you're not enthusiastic about your product, who will be? Action Step: Think about how your product or service helps to enrich people lives. Write it down. Look at it daily. And, you’ll begin to nurture sincere enthusiasm about your product, your company, and your presentation. And, let your excitement show. "Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill |
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How To Make 2008 Your Most Profitable Year Ever!
Now, for many of you this may sound very basic. And, as you read this you’ll probably say; “I’ve heard it all before!”
The problem is… “Not one in a hundred agents are doing it!”
Why aren’t more agents doing it? It’s because they believe it’s too complicated, it takes too much work, they don't have the time and they don’t know where to start!
So, let’s make it very easy and we’ll help you get started…
What am I talking about? I’m talking about creating a simple and very effective business plan!
If you really want to grow your business in 2008, then you must have a plan!
Have you ever used or heard the following?
“People Don’t Plan To Fail, They Just Fail to Plan”
It’s something we all tell our prospects to help them to see the value of establishing a financial plan... And, it certainly applies to your business!
To formulate a simple business plan, you first need to look at the key activity areas within your business… the areas that actually make you money. Here’s a good place to start… Take a few minutes to answer these questions. If you don’t have all the answers, then do a little research. Estimate if you have to. It’s not that hard and it will pay big dividends in your results for 2008!
Now, the big question is: “Are you spending the majority of your time on these activities?” If you answered: “No!” Then that’s the first place you should start your business plan… What are you going to do to insure that you focus and work on the activities that actually make you money? You can’t make a $100 per hour doing a $10 clerical job! Let’s look at your key activity areas… What’s working and what’s not working? Which of these areas needs the most improvement? Now, write down what you are going to do to improve the results in those key areas. That’s it. You’ve just created your simple and very effective business plan for 2008… Now there’s just on more step… You must follow it! Which means you must keep it in your face and look at it every day! Hang it on your bathroom mirror, put it everywhere where you’ll be sure to see it everyday! Two key money making areas… Here are two key money making areas that most agents are completely overlooking - their current clients and referrals! You'll want to add them to your business plan. Establish a client-nurturing program. Would you like to make easy sales? Then, here is what you need to do:
Establish a referral program to maximize your word of mouth sales. It doesn't need to be fancy. There are a number of ways you can increase referrals including:
Develop a simple business plan today and you’ll guarantee that 2008 will be… Your Most Profitable Year Ever! 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… Send A Monthly Newsletter To Everyone You Know!
"Out Of Site, Out Of Mind"
is a deadly mistake for any sales person. If you want more
appointments, more referrals and more sales then you must stay on
touch with everyone you know - EVERYONE!
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Testimonials and 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. You will not be disappointed.”
“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.”
"I'm a newcomer to your coaching
service, but have been in the industry for over 15 years. I am so
impressed with how much you have been able help me and our
organization. Through your coaching, you have introduced an entire
new approach and therefore profit center for our organization. You
are a God send. All the best,"
“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… New ‘Low Cost’ Tools To Help You…
Generate More Sales Leads!
For the past six months, we’ve been producing a ‘New’ series of ‘Extremely Low Cost’ E-books to help you to learn the "Little Secrets' to quickly increase your sales leads, sales appointments and your sales. They are our Fast Track: Agent Guides! These new E-books are 30-50 pages of detailed information revealing the ‘little secrets’ known among the Top Producers for Generating Sales The Right Sales Leads… Setting Quality Sales Appointments… and Closing Larger Sales! These are the ‘little secrets’ that most insurance agents, financial advisors and financial planners will never learn on their own…
And, now you can have these ‘little secrets’ for only... $16.95 each! And, you can download them immediately!
Here is a list of what we’ve published so far…
Advisors'
Guide To: 'Asking The Right Questions'
Advisors' Guide To: 'Lead Generation Success'
Advisors' Guide To: 'Growing Your Business'
Advisors' Guide To: 'Overcoming Objections'
FREE
Advisors' Guide To: 'Found Money Management™'
Advisors Guide To: ‘10 Deadly Mistakes’
Advisors Guide To: Real Financial Planning
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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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