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New Agent... Marketing, Lead Generation
and Sales Tips, Tools and Training
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What Does It Take For A New or Newer Agent
To Succeed Today In Insurance Sales?
Dear New and Newer Agents,
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 $50,000 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 insurance 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 $12.95 per month. (It's a Mini Marketing and Sales University) www.insuranceproshop.com/insurancemarketing/insurancemarketing.html
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. (see below) 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 insurance 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 insurance 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 almost three 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 set their financial priorities, and then 'Find the Money' to fund those priorities.
What follows are some of the many proven training resources we offer to help new and newer insurance agents to get off to a quick start in this business.
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If you're looking for the ultimate insurance and annuity marketing, lead generation, appointment setting and sales solutions, with long lasting results, then you must learn the basics and 'Insider Secrets' you are missing!
Download this 38 page...
FREE E-book
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We will NOT sell, trade, rent or give your email address away for any reason. Privacy
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Not sure we can help, or if our services are right for you...
Then 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! Your satisfaction is 100% guaranteed. One additional sale will pay for the entire program many times over...
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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In just 30-60 days, you too can quickly turn your insurance and annuity sales around and become the winner you were born to be, just like these advisors...
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"...Holy @&*/?* Batman? Unbelievable!"
"I know I am not the first person to say or think this, but I wish I would have met Lew and Jeremy Nason when I started in the business 4 yrs ago. 'Where have you guys been?' The Mortgage Protection Toolkit is absolutely one of the most amazing, 'for real' products I have ever used. And, just when I thought it I couldn't be blown away anymore, I picked up the Fact Finding DVDs. Holy @&*/?* Batman? Unbelievable!
Interestingly enough, I started by implementing the system with my existing clients on annual reviews. However, instead of doing the talking, I started doing the listening and questioning. I noticed I didn't have to deal with objections like price and affordability. It is amazing how these techniques work in such a simple fashion and it allows me to help the client get what they want by helping them find the money they need to do it. Now, that I have passed the 'Wow, this really works!' phase - the future seems brighter than ever. Again, I can't thank you guys enough."
Paul Leonard, CA, (4 Years in business) March 2010
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"Time tested strategies that get guaranteed results…"
"Time tested strategies that get guaranteed results when working with Middle America, that's what I have learned from Lew and Jeremy Nason over the years. What has this done for me personally? Ultimately it has recession proofed my business. Now instead of "spray and pray" for any prospect, I hand pick who I want to work with, tailoring a true financial plan that suits their exact needs. At the end of the day, it is a win-win situation for the prospect and agent. By using Lew's and Jeremy's questioning, and presentations, I am able to get right to the problem, and bring the prospect to the solution. I know this seems elementary, but it is not. When talking with a business owner that has no time for sales pitches, you better have your game face on, and know what to say that will trigger the appointment fast. Just think of it this way… business owners are having to do more with less. If you can show them a plan that suits their needs, with no money out of pocket, what do you think your odds are now of closing the sale?"
Kevin Murray, FL - Sept. 2009
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Insurance Pro Shop ®
Helping Agents to become the 'Trusted Advisor' people want to see...
to 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 every financial advisor 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, advice and training in these programs. There is no guarantee you will duplicate the results stated here. You recognize any business endeavor has an inherent risk for loss of capital.
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