New Agent... Insurance Marketing, Leads, Appointment Setting and Sales... Tips, Tools & Training

Dear New Agents and Advisors,

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 insurance agents 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.

Please be aware that, contrary to what most of the recruiters, managers and companies may tell you... 86% of the people who enter insurance sales struggle, and are out of the business within 5 years! And, the average income for insurance agents, financial advisors and planners (as reported by LIMRA) is less than $50,000 per year!

But, that doesn’t have to be you!

If you want to succeed today, then you must learn what the Leading Producers know, that you don't! 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, investment returns or the hot, new sales idea. 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 sought after agent or advisor in your community.

My sons Jeremy, Will and I have been training and coaching life insurance agents for three decades. For example: As a branch manager for Met Life, from 9/1989 to 1/1994, I hired 23 brand new agents. Each of those agents started their careers by selling mortgage protection insurance. (Using Cash Value Life 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. (Our Credentials)

Remember, according to LIMRA, (Life Insurance Marketing and Research Association) the failure rate for new agents coming into this business is over 86% in the first 5 years. I was able to achieve an 80% success rate.

First, we taught them how to get off to a quick start using ‘PROVEN’ Prospecting and Appointment Setting Techniques in our Mortgage Insurance Tool Kit™. 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 life insurance sales each week by doing a complete, thorough fact-find to help their prospects to set their financial priorities, and then ‘Find the Money’ to fund those priorities. (Advanced Fact-Finding Training)

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 fundamentals! And, that means learning the basics about insurance marketing, prospecting, setting appointments, sales skills, fact-finding, product benefits 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.

Today, with the Internet it’s much easier to find Articles, Books, Videos, Audios, and Training Courses from many of 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 our private web site, the ‘Insurance Marketing and Sales Resource Center’ for only $14.95 per month. (It’s a Mini University in marketing & sales.)

• Plus, we offer insurance training audios, videos, e-books... along with specialized life insurance and annuity marketing and sales systems with personal coaching and mentoring.   Product Catalog 

• We also have a Bookstore with a list of recommended books.

• Look at the agent support web sites for the insurance companies you are contracted with. Many of them provide online basic product training and sales ideas.

• Become 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.

• 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.

• 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.