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What Does It Take For A New Agent To Succeed Today In Insurance Sales?
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Dear New and Newer Agent,
As you are reading the following information, you might want to think about the exceptional opportunities you have to be helping people today, while earning an extraordinary living in this great insurance and financial services profession. The opportunity for the "average" insurance agent to earn in excess of $250,000 per year is incredible. However, without the correct mindset and the proper approach to selling insurance, most new agents will struggle and earn incomes that will fall far short of their potential.
Contrary to what most of the recruiters, managers and companies may tell you... 90% of the people who enter insurance sales struggle, and are out of the business within 5 years! And, the average net income for insurance agents, financial advisors and planners (as reported by LIMRA) is less than $40,000 per year!
What the Leading Producers know, that you don't, is most people are looking for real help with their finances! People want to believe and know they can take back the control of their money. They want to know they can have a secure financial future. And, the best producers know that people will buy based on their set of beliefs, their energy and their enthusiasm.
If you want to succeed in insurance sales, then you must truly believe what you do really helps people! You must believe with all your heart and soul that what you do is valuable and important!
Your purpose is 'NOT' to sell products, price or investment returns. Your mission is to show people how they can take control, and stay in control of their financial lives. Until you truly believe what you do matters, and until people believe that you believe, you'll have a tough time achieving the sales success you desire!
Our Mission... is to help you to truly help families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence, so you become the most recognized and sought after advisor in your community.
What training do you need?
To start off with there are no quick ways to achieve success in this, or any business. There are no shortcuts! You have to begin with the basics! And, that means learning the basics about marketing, prospecting, setting appointments, sales skills, fact-finding, product benefits, tax laws and how to really help people.
If you are considering making a career change to insurance sales, then I highly recommend you learn everything you can about insurance marketing and sales before you leave your present job. And, then work part-time and actually make some sales before you make your change.
If you are brand new and already working in insurance sales, and you haven't learned the basics, then I recommend you get with a career company for a couple of years to learn the products... Like Mass Mutual, Northwestern Mutual, The Guardian, New York Life, Met Life or Prudential. And then read everything you can about marketing and sales. (Not just what these companies give you)
If you've been in the business for a while and you haven't mastered the basics, then start right now studying a minimum of an hour a day, each and everyday. Listen to audios in your car. Attend every industry course and training event you can find on marketing and sales. And, start focusing on really helping people, instead of products, price and investment returns.
Where do you get the training?
Today, with the Internet it's much easier to find Articles, Books, Videos, Audios, and Training Courses from the foremost experts in our industry. You can also ask the best producers in your area what books and whose newsletters they read? What tapes do they listen to? Look for the industry experts who have been successful working in your target market, and are focusing their message on really helping people…
Start by becoming a member of NAIFA… (National Association of Insurance and Financial Advisors) NAIFA offers a local membership meeting each month, with guest speakers, CE Credits and an opportunity to meet with some of the most successful agents in your area. www.naifa.org/
I highly recommend you participate in the basic Financial Services Specialist (FSS) or the LUTCF designation from the American College. (Associated with NAIFA) Their courses are designed to provide insurance professionals with high-impact sales skills and introductory-level technical knowledge to help them get their careers off to a fast start. www.theamericancollege.edu/subpage.php?pageId=249
Look at the agent support web sites for the insurance companies you are contracted with. Many of them provide online basic training for products and sales ideas.
Take a personal tax preparation course from Jackson Hewitt or H&R Block.
Visit the Million Dollar Roundtable (MDRT) web site and invest in books, tapes and videos from the recognized Top Producers and Top Trainers in our industry.
www.mdrt.org/
You should also obtain the accredited industry recognized RFC or RFA designation from the International Association of Registered Financial Consultants. (You can earn the designation through the IARFC, or by attending one of the Insurance Pro Shop's live two day training events) www.iarfc.org/
And, become a member of the our private Insurance Marketing and Sales Resource Center for only $9.95 per month. (It's a Mini Marketing and Sales University) www.insuranceproshop.com/insurancemarketing/insurancemarketing.html
Plus, we offer training audios, videos, e-books… along with specialized marketing and sales systems with personal coaching and mentoring. And, we have a Discount Bookstore with a list of recommended books.
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:
Marketing / Prospecting
Making Contacts / Setting Appointments
Qualification / Fact Finding
Expert Knowledge / Overcoming Objections
Helping People / Closing 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.
A Little About Us
My son Jeremy and I have been training and coaching life insurance agents for over two decades. For example: As a branch manager for Met Life, from 1989 to 1994, I hired 23 brand new agents. Each of those agents started their careers by selling mortgage protection insurance. Over 10 years later, 18 of those agents were still in this business and they were making well over $100,000 per year. Today, many of them are making $200,000, $300,000 and much more.
Consider, according to LIMRA, (Life Insurance Marketing and Research Association) the failure rate for new agents coming into this business is over 90% in the first 5 years. I was able to achieve an 80% success rate.
Why Are These Agents Doing So Well?
First, we taught them how to get off to a quick start using 'Cutting-Edge' Prospecting and Appointment Setting Techniques. They are in front of their IDEAL prospects everyday! They are consistently in front of the people they have the best chance of selling!
Second, they learned how to consistently close 3-5 insurance sales each week by helping their prospects to 'Find the Money' to get the insurance they need.
What follows are two of the many proven resources we offer to help new and newer agents to succeed in this business.
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New Agent Life Insurance
Prospecting, Marketing and Sales System!
There is one huge difference in our life insurance training and sales systems…
We Have '27 Years' Of 'Documented' Proven Evidence These Systems Work!
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Finally Revealed... The 'Insider Secrets' To Generating The 'Perfect' Mortgage Insurance Leads and Appointments!
In the next 30-60 days... Would you like to have more mortgage leads... Set more appointments... Skyrocket your life insurance sales... Have more fun and success than you ever dreamed possible? You can, with our proven life insurance marketing, prospecting and sales tips, ideas and training... and you focus on really helping people!
We are Life Insurance Marketing and Sales Trainers... NOT Recruiters!
One of the quickest and easiest ways for you to get started in this industry is by selling mortgage insurance. The marketing, lead generation, appointment setting and sales information, ideas, tips and strategies you are about to discover in this 'New Agent' Mortgage Insurance Lead and Sales System are NOT some magical theories we've just dreamed up, or read somewhere in a book. This is a complete system based upon proven mortgage life insurance marketing and sales success strategies that we have been training insurance agents on for almost three decades. And, they are guaranteed to get you off to a fast start and have you earning $10,000 and much more per month within just a few weeks, even in this crazy economy!
This is one of the best times in history for you to be selling mortgage life insurance, if you take the time to learn how to really help people, instead of just selling a product.
But, you have to seize the opportunity! It won't fall into your lap!
(Note: In case you're wondering. Contrary to what some agents, advisors and planners may want to believe, all of the information, success stories, and endorsements, etc. about our systems and training is Not exaggerated or hyped. It's all true. The people who are earnestly studying our materials and following our recommendations, are actually doubling and tripling their incomes within 30 to 60 days.)
It's entirely up to you!
Are you really serious about learning how to launch your insurance sales career to be among the most successful and respected producers in the industry? Then you must take a few minutes to learn more about our proven concepts, philosophies and training!
The FREE E-book below holds many of the vital keys to making your sales career a lot simpler, more enjoyable and can lead to a very substantial increase in your insurance sales!
If you are ready to invest a little of your time to learn the real 'insider secrets' to attracting the right prospects, to take your insurance sales to the top of the industry...
You too can be earning $10,000 and much more per month, within a month, just like the agents below!
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'Mortgage Insurance Tool Kit™'
Stop Chasing After New Mortgages... Instead Start Helping Families to 'Find the Money' to Pay-off Their Mortgage 5 to 15 years early, to save thousands of dollars in interest payments!
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At Last... a complete 'Quick Start' Mortgage Insurance Lead, Appointment Setting and Sales System, with Software and Coaching... Specifically Designed for Newer Agents... That Works In This Economy! You'll receive all the training and tools you need to easily produce $5,000 or more of cash value life commissions each week!
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Not sure we can help, or if our services are right for you…
Call us today to discuss your situation - 877-297-4608… (M-F, 9AM-5PM, EST)
Yours in success,
Lew & Jeremy Nason
The 9 Out Of 10 Guys...
P.S. Don't wait to get started, take action now! You'll get everything we've promised, and much, more! Go ahead and hold our feet to the fire to provide you with the strategies and life insurance sales training that really works - your satisfaction is 100% guaranteed. Just one additional sale of Equity Indexed Life, Variable Life, or Participating Whole Life will pay for the entire system many times over…
P.P.S. If you are a current member of NAIFA, GAMA, MDRT, or the IARFC give us a call for your special discount. (If you're NOT a member… You should be!)
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Endorsements From Respected Financial Leaders and Advocates
"Lew and Jeremy Nason deal with the true issues of financial planning. Issues that have been forgotten by most agents, advisors and planners. It's that missing link! If you really want to be helping people, get reconnected with your clients and grow your business, then their systems and training are absolutely essential!"
I. Jeff Eshun, Ph.D., HD, FMM, RFC - IARFC Canadian Chair,
Jeff is the President & Co-founder of Solutions 21 Financial &
DSC Lifestyle Services. Woodbridge, Ontario, Canada.
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Endorsements From Respected Financial Leaders and Advocates
"Lew Nason, RFC, FMM, is a highly respected, proven and admired practice building coach. He has been particularly effective in guiding financial services advisors to increased effectiveness and higher sales."
Edwin P. Morrow, CLU, ChFC, RFC, CEP,
CEO of the International Association of Registered Financial Consultants
Mr. Morrow appears regularly on the national programs of broker dealers and professional associations such as FPA, NAIFA, IARFC, SFSP, AICPA, CLU Institutes, the Insurance Pro Shop and five times at the MDRT.
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Endorsements From Respected Financial Leaders and Advocates
"Lew Nason hits the nail right on the head. Lew's analysis about selling Insurance (and for that matter any product - financial or otherwise) holds so true. We are ALL our own worst enemy at times. Each of us is our own worst enemy - Lew makes that case beyond any doubt. Lew's salient points are a gentle reminder to us all, to always ensure that we attain, maintain, and provide, the highest standards of personal conduct to our clientele, our peers, our staff, our communities, but most importantly to ourselves. We are ultimately answerable for our actions. Great points are made by Lew Nason and his lessons are always timely for every one of us."
George Flack, CFP, FPNA, AFAIM, RFC (USA)
"Money Management" Magazine's 1996 & 2004
"Australian Financial Planner of the Year"
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Lew Nason and Jeffrey Reeves, Author of Money for Life, meet at the Found Money Management™ Boot Camp in Dallas, GA.
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Insurance Pro Shop ®
Helping Agents and Advisors create endless streams of new, repeat and referral business...
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Here's How To Contact Us: M-F, 9 AM to 5 PM, EST
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Toll Free: 877-297-4608
Phone: 770-443-2852
Fax: 800-901-6837
Email: Click The Link Below (24/7)
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Contact Form
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Insurance Pro Shop
150 Watson Drive
Dallas, GA, 30132
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Copyright © 2010 Insurance Pro Shop® All Rights Reserved
All guest articles © their respective authors
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Disclosure… The income statements and examples on this website are not intended to represent or guarantee that everyone will achieve the same or similar results. Each individual's success will be determined by his or her desire, dedication, marketing background, products, effort and motivation to work and use the material, tips, and advice in the program. There is no guarantee you will duplicate the results stated here. You recognize any business endeavor has inherent risk for loss of capital.
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