What Do The Top Life Producers Know That You Don’t…

“There Are Three (3) Ways, and Only Three (3) Ways To Increase Your Life Insurance Sales and Commissions!”

What have you done in the past six months to increase your life insurance sales and commissions?

Are you stuck in a rut, doing the same things over and over again?

If you want to quickly increase your life insurance sales, there are only 3 basic ways to accomplish what you want, and it’s relatively easy! Plus, if you’ll use all three ways you can save a lot of time and money!

You can…

  1. Find and attract new clients. (Which is the most expensive and time consuming way.)

  2. Learn how to consistently close more and larger sales.

  3. Help your clients to make additional purchases. (Repeat Sales)

However, if you want to substantially grow your business you MUST incorporate all three.

Find and Attract New Clients.

When you are new to the business, and just getting started, you have no choice but to work on finding and attracting new prospects. The problem is, finding and attracting new prospect is the most expensive and time consuming way to build your business short-term and long-term.

The problem is that most agents and advisor are always looking for an easy way to find leads and set appointments. So, they buy expensive leads or use some expensive lead generating system that puts them in front of people who have never heard of them. Accordingly, they are lucky if they are able to close one out of ten of those leads. And, that is why they are consistently struggling to earn a decent living and quit within five years.

As we’ve discussed previously you can make your business much easier and close more sales by contacting and staying in touch with the people you already know. Plus, by working to get well known in your local community. Generally, working with people you already know will dramatically increase your chances for setting an appointment and closing a sale.

But, if you want to make your business even easier, and much more profitable, how about if you learned how to consistently…

Close More and Larger Sales.

If you want to close more and larger sales, then it all starts with you learning how to conduct a good fact-find, so your clients want to set better priorities and take action on your recommendations.

Imagine what would happen if you could close 2 out of 10 prospects instead of the typical 1 out of 10. Wouldn’t you double your commissions? How about if your could close 2, 3, 4, or 5 out of 10? How much easier would your career be? And, now what if you could close larger sales?

If you want to make a sale to almost everyone you meet with, and close larger sales, then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you and take immediate action on your recommendations. And, that is about you improving your questioning, fact-finding and presentation skills.

Consider, you can have hundreds of qualified prospects, but if you can’t get them to meet with you, or get them to take immediate action on your recommendations, what good are they?

If you want to make your business highly profitable and extremely rewarding, then…

Help Your Clients To Make Additional Purchases.

Imagine for a moment that you just opened a restaurant. You work hard and spend lots of advertising money to get a crowd of people to come in for your grand opening. Then on the day of the grand opening, in order to make a quick sale and quick money, you serve everyone the same meal. You never find what they want or how they want it. How many of those people would come back? How long would you stay in business?

Is there any business out there that doesn’t count on repeat business and referrals?

How long would any restaurant stay in business if they didn’t have their customers coming back over and over again? How would their business grow, if no one ever heard about them and they didn’t get referrals? How long would a Doctor, Accountant, Attorney, jewelry store or car wash stay in business without repeat business or referrals?

Every business, to survive, must have repeat customers. To grow, they must be constantly visible to their prospects and they must get referrals.

And, it’s the same for your business!

The Power of Annual Reviews

Annual Reviews are the most overlooked and yet the most profitable of all prospecting activities. Annual Reviews with your existing clients, will cement relationships, retain business, create repeat sales and generate high quality referred leads. While I was full time in sales, annual reviews accounted for 40% to 50% of my new sales income every year, and that isn’t counting the sales income I got from referral leads.

If you aren’t scheduling regular annual reviews, you are missing a great sales opportunity. Situations do change. People change jobs, lose benefits, have children, inherit money. And, their priorities do change…

The best parts is, if you conduct annual reviews regularly, these people will begin to trust you and give you all their business (LTC, Life Insurance, Investments and more) These people will be your clients for life and refer everyone the know to you.

Starting today establish an automatic system of seeing you’re clients at least once a year, and doing a complete fact-find every time.

Yours In Success,
Jeremy Nason

Marketing and Sales Coach

Message to Financial Advisors…
The Legendary Ben Feldman said: “Be dissatisfied. People who are satisfied with the way they are living and doing their job, are in a rut. If they have no driving urge to be a better person or to accomplish more in their job, then they are standing still. And, as any successful financial advisor will tell you, this is the same as going backwards. One of the greatest traits is the inability to be completely satisfied with your own work. The feeling of having successfully completed a job is rewarding, but the feeling of having done it perfectly is fatal.

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Jeremy Nason, RFC, CFMM, CFLA Trainer, Coach, Mentor

What Do The Top Life Producers Know That You Don’t…

You Must Give Your Prospects A Good Reason To Set An Appointment With You!

Are you having a problem setting appointments, and then keeping them from postponing or canceling? Then consider the following…

How many salespeople are calling you every week? Do you have the time to meet with every salesperson that calls you, on the off chance they may have something that you want or need?

You don’t and your prospects don’t!

When a salesperson calls us, we don’t have the time to talk to them on the phone, let alone take 40 minutes or more out of our day to meet with them, unless that person can give us a real good reason… WIIFM (What In It For Me!)

When most agents call, they will introduce themselves and tell the prospect that they would like to meet with them to review their policies, give them a second opinion and save them some money. Or, they have a great idea they would like to share with them. Or, they have some fabulous new investment that will make them more money. I don’t know about you, but meeting with a salesperson, on the off chance that may be able to save me $10 or for me to spend money on some new investment that I can’t afford, is a waste of my very precious time.

However, if a salesperson calls me, introduces themselves, gives me a quick idea of what they do and asks permission to ask me some questions, then I might give them a few seconds of my time… Then, if I agree it’s really important, I will meet with them.

Examples:

“Mr. Smith, this is Lew Nason of Retirement Resource Management of Paulding County. The reason I’m calling is we specialize in showing Paulding County residents how to save for the retirement of their dreams, without sacrificing their current life style. And, if I may, I’d like to ask you a few questions?

If I may ask, are you satisfied with what you are currently saving for retirement?

How do you feel about that?

When would you like to retire?

What would you like to do when you retire?

Where would you like to go?”

The more questions you ask to get them talking about what they want, the better. You want to have a real conversation with them and really listen to what they say. Then to set the appointment your could ask …

“If I could show you how to save more money for retirement without you taking additional money out of your pockets or changing your currant life style, would it be worth 40 minutes of your time to sit down and talk about it?”

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“Mr. Smith, this is Lew Nason of Retirement Resource Management of Paulding County. The reason I’m calling is we are offering a new mortgage protection plan for Paulding County families. And, if I may, I’d like to ask you a few  questions?

If I may ask, do you currently have a mortgage on your home?

Do you have insurance to pay-off your home for your family if something would happen to you?

How do you feel about that?

If something were to happen to you tomorrow and your family lost your income what would happen?

What would they have to do?”

The more questions you ask to get them talking about what they want, the better. You want to have a real conversation with them and really listen to what they say. Then to set the appointment your could ask …

“If I could show you how to get the insurance you need to protect your family without you taking additional money out of your pockets or changing your currant life style, would it be worth 40 minutes of your time to sit down and talk about it?”

If you want to make rock solid appointments, then be very specific on how the prospect will benefit by meeting with you right now. And always remember, to get lots of appointments, you must be calling the “IDEAL” prospects for that product or service. Plus, to make it much easier you want to be talking to the people in your local community that already know you, or have at least heard of you.

Important Note: Our 30 plus years of experience in this insurance industry, has shown us that these questioning and listening sales skills are far more important than any other skills — even insurance marketing and prospecting. Consider, you can have hundreds of insurance prospects, but if you can’t get them to set an appointment with you, or take action on your recommendations, what good are they?

Jeremy Nason
Marketing and Sales Coach

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What Do The Top Life Producers Know That You Don’t…

“If You’ve Been In The Insurance Business For At Least Six Months, Then You Should Be Getting Most Of Your New Clients Through Referrals.”

Everyday we rely on the personal referrals and testimonials from people we know, to help us make buying decisions. Numerous studies report that most people say they rely on their friends for information on a variety of issues. These issues range from what movies to watch, to selecting a new car and deciding which financial products to buy. Fewer prospects depend on editorial articles and advertising for information. What this shows is that most people rely on ‘word of mouth’ because it is based on their existing relationships and the credibility of the person passing the word along. It increases their sense of comfort with the decisions they make. For these reasons, the recommendations of others are helpful to everyone who is involved in selection and purchasing decisions.

Studies in various industries show that 80% of all buying decisions are based on a recommendation from others. The simple fact is that a positive mention of your name brings an increased level of confidence and convenience to your prospects, thereby giving you greater access to them.

Regardless of how you may perceive yourself as an advisor, it’s the perception of the prospect that ultimately determines your success within a market. From my own experience over the years, I have discovered that three referrals typically result in one immediate sale. More sales will usually result over a period of time, if you stay in touch with them and you invite them to your free educational workshops.

The more referrals you acquire, the easier it is to become well known in your local community and build the quality relationships necessary to earn the right to present your products and services. And, more importantly, the less time and money you’ll spend on prospecting!!!

How to acquire referrals:
Recognize that everyone benefits from referrals.

People give referrals because it is a way for them to help their friends, colleagues, and others to acquire the quality goods and services that you offer. As an example, there’s a young man who has built a successful residential lawn care business in Florida. Asking him how he built this business, he said, “Through word of mouth. I take pride in my work, so people stop and ask my customers who does their lawns. My customers then refer them to me because they like to help each other out so they have more time to play golf together.”

Let people know why you need referrals.
It’s very important for your customers, centers of influence, and prospects to realize that your goal is to reach and work with more people like them. It makes it easier for them to refer you to people they know. Tell them that you want to continue to specialize, that you enjoy working with them, and that their personal referrals will give you an opportunity to serve other people in their industry, social group, occupation, interest group, etc. This lets them know that your motives are to serve and sell other individuals in your niche in the same professional way that you’ve serviced them. It will also make it easier for you to ask because you are focused more on them and less on yourself.

Learn a referral talk.
You should have a well-honed referral-gathering presentation for use with every customer, center of influence, and prospect. This will increase your comfort, confidence, and competence. It also makes it easy for them to understand what your needs and motives are. Practice your referral talk with your family, friends, and colleagues. Sharpen your talk so that it sounds natural and comes forth easily. As an example, you could say, “If you feel that I’ve been helpful and professional, I would like you to tell people that you are my client. This will allow me to help those people just as I helped you.”

Make it easy for referrals to be delivered.
Use a membership list or directory of the people in your targeted niche market. It’s not always easy for someone to think up some names of people they know in your niche without help. I found that it’s much easier to prompt and stimulate the individual to give you referrals by giving them the names of 10 or 15 people in the market that you are going to be calling on. The way to use this list is simply to show them the list and say, “These are individuals in your industry that I will be calling on. Which ones know you on a first-name basis?” Usually, they will select several names from the list. Then ask, “Who have I left off this list?” This way you will acquire names from several more people right on the spot. By using membership lists from your niche market clubs, associations, special interests groups, and other targeted networks, you are sure to work deeper into your market. If a membership list is not available, you could use prospect lists you compiled from your market research.

Charlie Jone Quotes

To get quality referrals, ask clients to verbalize how they feel you helped them.
It’s occasionally difficult for customers to think of a referral because they’ve never really thought out loud about how you’ve helped them. An effective way to solve that problem is to ask questions such as, “How do you feel my services have helped you?” Ask open-ended questions germane to your products and services. Be sure to ask in a way that stimulates your customers to think about your value to them, then ask for their referrals. Have your client write a quick note on the front of your agent brochure about
how you’ve helped them. Send the brochure, with the note, to the people they refer you to.

Always ask for referrals even if your prospects don’t buy now.
Sometimes prospects will tell you they’re not ready to buy now. That being the case, ask for referrals from them even though they haven’t bought yet. Let them know that the reason you’re asking is to be able to build a quality relationship with more people like them.

Ask for referrals and testimonials consistently and constantly.
There is much confusion as to when and how often you should ask for a referral. Some presume that you ask once, either at the beginning of the sale or the conclusion of the transaction. In reality, you should ask for referrals several times. By asking more than once, you create a cumulative effect and greater results. Here are several places to ask for referrals and testimonials:

  • Ask at the very first appointment, whether it’s with a prospect, a previous customer, or a center of influence. People do not have to buy something to refer you. They simply need to feel confident about you and your product or service.

Ask early and set the stage.

  • Ask at the time of the sale. Ask for referrals before you get all the paperwork completed. Otherwise, people are rushed, wanting to move along to the next issue in their lives. So, bring forth your referral talk again while you’re completing the paperwork.

  • Ask for referrals at the time you deliver the financial instrument. People are usually euphoric at that time and it is an excellent time to leverage yourself into your niche.

  • Ask for referrals when you send a thank-you note for the business. Of course, if you’ve already gained referrals during the sales process or at the time of delivery, you wouldn’t normally ask again immediately in the thank-you letter but it doesn’t hurt and often helps you as it shows your desire to serve others like them.

  • Ask for referrals and testimonials in your follow-up service calls. Calling to follow up and find out how your product is working for them or how their needs have changed is an ideal time to ask for referrals.

And, Ask For Referrals From People Who Say NO
One idea that works, despite many agents fear of using it, is asking for referrals from people who say NO. Yes, I’m serious. This works. This is an idea from Bill Bishop’s Gold Calling system, which I can’t seem to find for sale anymore. When someone says they don’t want to see you, say: “Okay, thank you. Before I let you go, I have one question:
When you think of people you respect, who do you know that may be interested in [benefit statement]?”

[benefit statement] = saving money on taxes, saving money on insurance, receiving tax free retirement income, or whatever you want to say that details an owner benefit of what you sell. Be creative and find your comfort zone and this will result is many rejections turning into appointments because most people’s interest is piqued.

Of course, there are some really mean and evil spirited people out there, so just thank them for helping you make more money than they do, and move on. I’m jesting, but sincerely thank them! Remember Every NO = $ in your pocket, because you MUST endure them to get to the ones that say YES.

Insider Secret – Use Testimonials To Get More Referrals and Make More Sales. Keep a notebook where you have all your clients write a note about how you have helped them. Keep it with you at all times. Show it to all your prospects. It will help you to get more referrals. You can also provide prospects and referrals with client testimonials on all your marketing materials, to get more appointments and sales. (with the clients permission)

Jeremy Nason
Marketing and Sales Coach

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What Do The Top Life Producers Know That You Don’t…

“Joint venture marketing is the ultimate ‘insider secret’ to generating thousands of new prospects, in your local area, rapidly and with the utmost credibility.”

Over the past 16 years, we have been spending a great deal of time talking to agents about Joint Venture Partnerships. (strategic alliances) There is no question that ‘IT IS ONE OF THE VERY BEST WAYS TO GROW YOUR BUSINESS, AND YOUR SALES.’

Why? Because, when done right, with the right partner, it’s the most inexpensive and most effective way to generate a constant stream of high quality leads.

Compare Joint Venture Partners To Other Prospecting Methods…

With Joint Ventures there is very little expense up front. There is no financial outlay to finding a joint venture partner. All it takes is a little bit of your time…

You are only paying for results. It’s not like buying leads or doing a large mailing where you’ll have to spend hundreds of dollars every week before you make any money. With joint venture partners you only spend money after you make the sale.

However, that’s only a small part of it.

If you select a joint venture partner who is working with your ideal prospect… And, they are respected by their clients… You are getting the best referred leads you can possibly get…

Plus, in most cases it gets you past the “NO CALL” list…

Why Aren’t More Agents Forming Joint Venture Partnerships?

The reason agents aren’t forming joint ventures (strategic alliances) is they are too busy working in their business, instead of on it! Most agents are working very hard just to make a living. They don’t want to take the time, or feel they can’t afford to take the time, to find the right joint venture partner. It’s easier to keep on doing what they’ve always done.

They are not convinced forming a joint venture will work. Maybe they haven’t had a lot of success with referrals in the past. Or, they’ve tried to set up referral system with someone who could have been a joint venture partner and it didn’t work. So, they don’t believe forming a Joint Venture Partnership will work.

Do Joint Venture Partnerships Work?

Lew can tell you they do work! When he first came into this business, over 32 years ago, most of the biggest producers he met had built their businesses by forming joint ventures partnerships. (strategic alliances) He used them, very effectively, himself when he was in personal production. We talk to agents almost every day who are currently using joint venture partners. And, we are using it right now to grow our business…

We started this business from scratch 16 years ago… And, today we are one of the largest, and most successful agent services and support organizations in the insurance industry.

Consider, 90% of the new agents coming into the insurance business do not make it 5 years. And, it’s the same for anyone starting a new business… 90% of them fail!

I can tell you we wouldn’t be where we are, if it wasn’t for forming joint venture partnerships… I’ll go one step further and say we wouldn’t have survived our first year two years if it wasn’t for our joint ventures partnerships. And, today 40% or more of our business comes from our joint venture partners.

What Are The Keys To Forming Great Joint Venture Partnerships?

Just finding any business to form a joint venture with doesn’t work; it has to be the right business. And, you have to be the right business for their clients.

You must be a specialist. You must be able to offer their clients something unique… Some unique benefits… Why should their clients want to meet with you?

  • You must be a professional, creditable, trustworthy and respected.

  • You must determine who your ideal prospects are for your products or services.

  • You must find joint venture partners who have your ideal prospects as their clients.

  • You must find joint venture partners who are professional, creditable, trustworthy and respected.

  • Your joint venture partners must see how their clients will benefit by your services.

  • Your joint venture partners must see how they will personally profit by partnering with you.

If you haven’t started forming joint venture partnerships yet, I recommend you read everything you can about “Joint Venture Marketing“. Don’t put it off… IT IS ONE OF THE VERY BEST WAYS TO GROW YOUR BUSINESS AND YOUR SALES.

Possible Joint Venture Partners

How about Attorneys, Accountants, Doctors, Dentists, Chiropractors, Tax Preparers, P&C Agencies, Jewelers, Senior Associations, Mortgage Brokers, Real Estate Brokers, Banks and Investment Brokers…

Or, maybe Lawn Care Services, Plumbers, Carpenters, Electricians, Auto Repair Facilities, Auto Dealers and anyone else who caters to seniors… The list is endless!!!

Joint venture marketing (strategic alliance) is the ultimate ‘insider secret’ to generating literally thousands of new prospects, in your area, rapidly and with the utmost credibility. Unfortunately most agents are going about it all wrong! Most agents are just setting up a passive referral system where the business will refer people to them only if someone asks for information, or a referral. To make a joint venture work you must set up an active contact system that gets people to call you looking for help, more information, or gets them to come to your free educational workshop.

You’ll find all the information and tools you need to quickly and easily form joint ventures, (strategic alliances) by becoming a member of our Insurance Marketing and Sales Resource Center.

Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It’s entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?

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Jeremy Nason, RFC, CFMM, CFLA Trainer, Coach, Mentor

What Do The Top Life Producers Know That You Don’t… “People Do Not Want To Meet With A Salesperson!”

If you have been in the life insurance business for any length of time, you’ve probably spent a lot of money buying prospect lists, sending out sales letters, postcards and /or running ads in the newspaper to generate qualified leads. Then you’ve followed up with those leads by calling them, sending them your newsletter, special reports, information booklets, product brochures, etc. And, for many of those leads nothing is happening. For whatever reason, these people still have not agreed to an appointment with you. Why?

Is it because they don’t know you and/or how they’ll benefit from seeing you?

How about if there was a non-threatening for you to get more appointments from your current leads?

What if there was a way for those people to meet you, get to know you and see the type of work that you do?

Wouldn’t they be more receptive to meeting with you?

One of the most overlooked, most affordable and most profitable ways to increase your Life Insurance appointments and sales is to offer people an opportunity to attend a free educational workshop!

Consider:

  • Does anyone really want to meet face to face with a sales person?

  • Wouldn’t most people feel safer meeting a sales person in a neutral, group setting?

  • By attending a free educational workshop, doesn’t it give prospects a non- threatening way to check you out?

  • Once they attend an educational workshop, get to meet you and see the work you do, isn’t it going to be easier to set an appointment?

Now Consider:

  • Can’t the workshop be as small or large a group as you feel comfortable with?

  • Can’t the education workshop be held almost anywhere?

  • In most cases can’t you hold an education workshop for under $100, even with a meal?

The Critical Points To A Successful Free Educational Workshop Are:

  • The invitation, you must give them a good reason to attend. How will they benefit? How about: ‘Improving Your Current Cash Flow‘, ‘Reducing Consumer Debt‘, ‘Tax Saving Ideas For Businesses‘, ‘Paying Off your Mortgage 5 to 10 Years Early‘ or ‘How to Live Debt Free and Truly Wealthy‘?

  • You must have an educational presentation that is not sales oriented. You can’t talk about products, or give a sales pitch. It should be about the problems they are facing now and in the future.

  • During the workshop you must ask questions to get your attendees emotionally involved. You must ask questions to get them to see how the information you are giving them relates to their situation.

  • After the workshop you must be able to convert the attendees into qualified sales appointments. So, never ask for an appointment. Give your prospects an opportunity to meet with you.

The agents who are using educational workshops and following our systems are:

  • Setting Appointments with 70% – 90% of the Workshop Attendees…

  • Closing 70% – 90% of Their Sales Appointments…

  • Earning $20,000 or more per month…

If you would like an affordable, highly profitable way to increase your Life Insurance sales, then I strongly urge you to start offering everyone you know a free educational workshop.

In your sales system you’ll find all the information, videos and tools you need to quickly and easily get people to come to your free educational workshop.

The beauty of the educational workshop for you is that you can offer them in small groups… 10-15 people. They cost very little to hold, at generally less than $200 per event. And, because they are considered a public service you can hold them almost anywhere – in your local library, association rooms, conference rooms, etc.

And don’t forget to set out a press release before and after your event. Get your event list on your town’s community calendar. The more people see your name and how your are helping people, the more credibility you’ll have.

Yours in success,
Jeremy Nason

Marketing and Sales Coach

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What Do The Top Life Producers Know That You Don’t… ‘Our Of Sight, Our Of Mind, Is A Deadly Mistake!’

Is there anyone more important to the health of your insurance agency than your current and potential customers, along with your friends and family? Savvy insurance agents and financial advisors make sure they clearly and regularly communicate just how valuable these people are to them. And when you put it in writing, you make the meaning come alive.

A monthly newsletter clearly demonstrates your commitment to the customer relationship and makes it more real in ways the spoken word can’t. Only newsletters give you a simple, practical, affordable way to keep that vital link open and alive, to make these important people in your business life feel welcome, valued, and cared about.

Caring that’s always visible, always welcome
Newsletters show your concern when you can’t be there in person. Even if can’t see a customer on a regular basis, newsletters help answer their basic wants and needs… and they show you care. Your customers will help you with word-of-mouth referrals, and loyalty your competitors can’t buy.

Teach, recite, reinforce
Newsletters let you teach readers key ideas in a receptive environment, then consistently reinforce them over time.

Become their “personal expert”
A newsletter’s ability to combine messages from the same source gives your written voice a tone of authority. Readers will increasingly rely on this, making you their personal expert in your field and a trustworthy friend.

Cut through the clutter
Newsletters let you address many concerns at once, in an environment exclusively yours–no other messages to confuse readers. It gives you the time and space to show how your product and services work together.

Perpetual qualification
Newsletters help your customers qualify themselves, long before they call or visit. By reading comparative, in-depth coverage of products or services in a newsletter, a they can determine if it applies to them–on their own time, in their own homes. They will appreciate your respect, and you’ll help reduce time and expense of qualifying.

Narrow or wide: you get to decide
Newsletters let you send a focused message to as small or large a group as you want. You choose who gets it–not the radio or TV station, newspaper, or magazine. “One-to-one marketing” is an important method of reaching and keeping your customers. By communicating directly to them, with information you know concerns them, you have created a direct bond that is difficult to achieve through other mass marketing methods.

Partner with a marketing pro
This power doesn’t come automatically. You have to know the secrets that make some newsletters work… and avoid pitfalls that make others fail.

The Insurance Pro Shop has over 15 years of experience showing agents how to create life insurance marketing programs that set and meet clear objectives, and match other communication efforts. Our commitment to your satisfaction assures that our newsletter program will please everyone in your decision-making process.

Remember…

“People buy when they are ready to buy, not when you’re ready to sell! So, if you want to sell them, you must be in front of them when they are ready to buy!”

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Did you know that you can get a f-r-e-e monthly client newsletter
as a member of the
Insurance Marketing & Sales Resource Center?

Stop Missing The Easy Sales

Consider, everyday your friends, neighbors, relatives and even some of your clients are buying the same products and services you’re selling. But, they’re not buying them from you. Oooouch!

Why are these people buying from your competition?

Is it because they don’t know you’re in the business? Or, if you’re still in the business?

Is it because they never hear from you? Maybe the agent just happened to call them at the right time. Or, maybe they called the agent with a question.

By sending a newsletter to your friends, family, neighbors, clients and prospects, you are constantly reminding them of what you do (or in some cases who you are) in a very non-threatening way. It’s non-threatening, because there’s no pressure to buy anything.

Jeremy Nason
Marketing and Sales Coach

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What Do The Top Life Producers Know That You Don’t… The Real Money Is In Serving Middle Income Families!

John Jacob Aster, one of the richest man in the world in his time, said…

“Serve the classes, live with the masses.
Serve the masses, live with the classes.”

During the past 30 years, most of the major insurance companies, independent marketing organizations (IMOs), insurance agencies, sales trainers, sales system providers, industry support organizations and it seems that practically everyone in the financial services industry has shifted their focus away from serving Middle America. They are now focusing the majority of their marketing efforts and training, on attracting and serving prospects in the more affluent markets. They’ll tell you that they believe that’s where agents and advisors can make the most money, quickly and with the least amount of effort and expense. Everyone seems to want to believe that, because these people have more money and they have more discretionary dollars, they are an easier sale. If only it were true and that easy!

The Reality Of Their Decision…

To begin with, is there any question that there are a lot less prospects in the more affluent market segments? When we talk to most advisors they believe that we are talking about the top 5% to10% of the U.S. population, which if it were true, would give them an abundance of prospects to see.

However, the reality of the situation is that, only 1 in 125 Americans have more than $1 million in financial assets such as stocks, bonds, bank accounts, real estate and businesses they own. That’s based on a study published by Capgemini and Merrill Lynch & Co 2005. Only about 2.5 million Americans, or less than 1 percent of the population over age 15 are millionaires. The report did not factor in the value of people’s primary residences, which obviously would increase the number of millionaires. And, because many of these millionaires have their assets tied up in their businesses and real estate, there are even less of these people who have liquid assets to invest in or purchase your products.

Think about it…

With all the insurance agents and financial advisors moving into the more affluent markets and chasing the top 0.5% – 1% of the population, is it any wonder that most of these agents, advisors and planners are struggling to make a decent living? It has gotten extremely competitive in the affluent markets. You just need to take a look in your local newspaper, on a Sunday, to get an idea of how many financial services professionals are currently offering annuity and investment seminars every month to the affluent markets! And, then to compound the problem, isn’t it where you will find the most competition from banks, attorneys, accountants, investment brokers and all the get rich quick scam artists?

Now consider…

When Tom Stanley and William Danko, the authors of The Millionaire Next Door, decided to investigate how people get wealthy, they found something extremely odd. They found that many of the people who live in the upscale neighborhoods and drive luxurious cars do not have extreme wealth. They are not millionaires. Most of them are living well above their means. They are spending more money than they are making in order to maintain the appearance of being wealthy. The truth is that, like most people today, these people are struggling every month just to make ends meet.

The Capgemini/Merrill Lynch report also broke out how these very rich people allocated their assets. These millionaires put 34 percent in equities; 27 percent in fixed-income investments; 13 percent in real estate investments; 14 percent in alternative investments like hedge funds, foreign currency and commodities; and kept 12 percent in cash or deposits.

The Spectrum Group survey found that more than 35 percent of the affluent are retired and 36 percent are business owners. The overwhelming majority, 86 percent are married, and the mean age is just under 56.

According to a report from the Economic Policy Institute, The State of Working America… “64 percent of American households have stock holdings worth $5,000 or less, or own no stock at all.”


So, Where Can You Find and Make The Most Money?

If you want to find and make more money, you’ll want to serve Middle America. We are talking about the top 50% or more of the US population, that is 50 to 100 times the amount of prospects available in the affluent markets. Obviously, that means there are a lot more prospects for you to see. And, there is a lot less competition from the other financial services professionals.

The only problem with servicing Middle America is that in order to find the money it requires you do a lot more work with the prospect. Many, if not most of these people are living above their means and they are drowning in consumer debt.

At first glance it would appear, that the majority of these people do not have any discretionary money. But, in most of the cases appearances are deceiving. They do have discretionary money! You just have to learn how to help them find it! It’s about helping Middle America to understand the problems they face today and then helping them to prioritize where they spend their money.

In most cases, you can help them to find the money ($3,000 to $12,000 per year) if you know where to look. And, you can do it all without taking additional money out of their pockets or changing their current life style. It’s simply a matter of helping them to re-allocate where they are spending their money unnecessarily.

Middle America Needs Your Help

Studies on the problems facing Middle America…

US Savings Lag – 64% of full-time U.S. workers are either behind in their retirement savings, or haven’t yet started. Widows in particular are likely to be behind – 70% are living “paycheck to paycheck.” MetLife Employee Benefits Trend Study

Americans Gripped By Fear – 95% of Americans have some financial-related concerns when it comes to retirement. 42% expressed fears related to retirement income: either that they will run out of money prematurely, or that they will have to downgrade their lifestyle in retirement.
NAVA Financial Retirement Fears Study

Americans Have Wrong priorities – 70% of Americans are most concerned with short and midterm financial spending, while placing retirement savings at a distant third priority.
Prudential Financial “Roadblocks to Retirement” Study

LIMRA Study and Comments

LIMRA 2013 Study… Life Insurance Ownership Remains Low – Less than half of middle market consumers ages 25 to 64 have individual life insurance coverage. Forty-four percent of those without life coverage say they need it, and 3 in 10 think they might buy in the next year. Generation Y consumers are the most likely to purchase life insurance.

A message from Bob Kerzner, President and CEO of LIMRA International.

“Retirement is more than simply income planning. People must also prepare for the potentially ‘dangerous highway ahead’ that may include outliving one’s assets, health risks and long-term care needs, inflation and other pitfalls. Most Americans have not saved enough to retire as comfortably as they would like to.”

“We need to respond to their failure to save. To point out, especially to younger consumers, that the way to a great retirement is through systematic savings, not hot investments that boom today and bust tomorrow. Companies should do more to educate consumers about retirement. They need to know the risks they face or they will not be able to create that retirement paycheck, plan for long life, or rely on their personal savings for retirement.”

“ I believe those companies that start looking more at the totality of retirement are the ones that will do better. People want a lifestyle, a great retirement, not a specific product. They will buy a product only if they see how it will get them the retirement they envision.”

“Serve the classes, live with the masses.
Serve the masses, live with the classes.”

John Jacob Astor

The more you learn, the more you’ll earn!

Do you remember your Mom and Dad telling you; “Study hard and you will earn more!” It’s one of those irrefutable facts of life!

Is it possible that a few simple changes in your marketing could make a big difference in your livelihood?

Special Message to Financial Advisors…

If I were forced to start over from scratch, no matter what product I was offering, whether it was investments, health insurance, P&C insurance, LTCI, DI, annuities or life insurance, I would do some research and determine how I could best help the people in my local community. What’s the biggest problem I could solve for them? Then, I would do everything I could do to position myself as the expert in that area.

Here Are The Top 5 Ways I Would Use To Generate High Quality Leads…

  1. I would start by asking my friends and family for their help. Would they allow me to practice on them and give me an honest opinion/feedback of the service I am offering?

  2. I would invite everyone I know to a Free Seminar or Educational Workshop. People feel better about coming to seminars than meeting with a salesperson face to face.

  3. I would establish a Joint Venture with a local business that caters to my ideal prospects and get them to endorse my services to their best clients.

  4. I would ask everyone I know and meet for referrals.

  5. I would send a monthly newsletter to everyone I know and meet. People buy when they are ready to buy, not when you’re ready to sell! So, if you want to sell them, you must be in front of them when they are ready to buy!

Do these lead generation strategies work?

The answer is yes! During the past decade, have helped more than a thousand insurance agents and financial advisors each year to double and triple their incomes …even in this recession?

In fact, the top producers, we work are earning over $1,000,000 and many others who were earning $40,000-$60,000 per year, now earn $150,000-$350,000 per year. And with our life insurance  marketing, branding, leads, appointment setting and sales systems, you can do the same.

And we’ll be by your side every step of the way.

Jeremy Nason
Marketing and Sales Coach

Important Message… While most insurance companies, IMOs, agencies and brokerage firms do have the products, tools and training you need to make some quick insurance sales, once you’re in front of a qualified life insurance or annuity prospect, what they don’t have are proven, transferable life insurance marketing and lead systems. Plus, they don’t offer marketing, branding and lead generation programs to help you attract a steady stream of the right, high quality insurance prospects, who want and can afford what you are offering right now!

Instead, they want you to give them a list of 100 or more of your closest friends, relatives and acquaintances. And, when you’re done meeting with them and the few referrals you may get, then it’s ‘Dialing For Dollars’ time. Or, you’re forced into purchasing high cost, low quality insurance and annuity leads and using expensive, inconsistent direct mail campaigns.

So, if you really want to succeed today, then isn’t it up to you to get the life insurance marketing, prospecting, appointment setting and sales systems, tools, tips and training, with personal coaching you need to consistently attract a steady stream of your ‘IDEAL’ prospects to you?

_______________


 Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors

What Do The Top Life Producers Know That You Don’t… You Must Constantly Remind Your Friends, Family & Clients, That You Are More Than Just A Salesperson!

Would you agree that most of your friends, family and clients know that you you sell insurance and/or investment products? However, how many of them know that you can help them find the money to spend, save, invest, insure and plan wisely for the future, to “Live Debt Free & Truly Wealthy“?

Do you want your friends, family and clients to call you when they have a problem, need your help or want financial advice? Or, do you want them to call your competition down the street?

Who is going to take better care of them, you or a stranger?

Why would your friends, family and clients call you, if they don’t know what you do, or how you can help them?

What if you had a simple, quick, non-threatening way to let these people know about what you do and the services you provide?

How about sending them a simple, one page, ‘Heart Felt Letter!‘ NOT a sales letter!

Send them a letter that tells them that you are in the financial services business, what your specialties are, and how you are helping families to improve their financial lives. The letter says to call you, if they need help, have questions or want a second opinion.

Here is a quick example…

Dear Chris:

A while ago, one of my dear friends got very upset with me because I had never let them know that I was available and could help him and his family with all of their insurance and financial matters. It dawned upon me, at that moment, that I had failed to let the people I care about most, to know about the work I do, and the services I provide.

Accordingly, here are a few ideas that many of my clients have found of value:

  • How you can reap the upside potential of the stock market, without the downside risk!

  • How to maximize your tax-free retirement income – with NO government limits on how much you can contribute right now.

  • How to pay-off your home 5-10 years early, without taking any additional money out of your pockets.

  • The secret to maximizing your retirement benefits. What your accountant isn’t telling you!

I want you to know, that if you have any questions, want a second opinion, or I can be of assistance to you in any way, please do not hesitate to give me a call.

Yours truly,

P.S. With your permission, I will be sending you my monthly ‘Living Debt Free & Truly Wealthy’ newsletter.

___________________________________

You’ll notice this is not a sales letter. It does not say you are going to call them for a free consultation, or you are going to invite them to your upcoming free educational workshop. It does not ask them to do anything. It just tells them a little about what you do, and that you are there if they need or want your help.

Now the key is to ‘Remind’ them you are there to help them!

You have to keep reminding them that you are there, what you do and how you can help them.

One of the best ways to do that is with your monthly newsletter.

“Lew convinced me to use newsletters only three months into my career. I fought him every month for six months, until he had me look at their actual results. After only six months I was getting new clients from referrals. Two cases I thought I had lost, called me back to follow through on my recommendations. And, many of the people I knew, that I didn’t feel comfortable approaching initially (friends, family and church members), were calling me to find out more about what I was doing.”

Starting right now, send everyone you know a ‘Heart Felt Letter‘, and then follow-up with your newsletter to your friends, family and clients. It’s an important key to your short-term success. But, what’s even more important, it’s a critical key to your long-term success.

You’ll be amazed at the results!

Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It’s entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales? Isn’t it time to learn and master the marketing, prospecting, appointment setting and sales strategies that the leading agents, advisors and planners on the planet use?

_________________

 Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors

What Do The Top Life Producers Know That You Don’t… Agents Struggle Because They Are Taking Short-Cuts!


There is a lot of confusion, as to what it really takes to succeed today in the life insurance industry. Almost everyone in the industry is telling you that you can become a top producer if you’ll just follow their program. However, contrary to what you’re being told, the facts are that 80% of the people who enter life insurance sales struggle, and are out of the business within 5 years! And, for the 20% who do manage to survive past 5 years, the average net income (as reported by LIMRA – Life Insurance Marketing and Research Association) is less than $40,000 per year!

So, what does it really take for you to become a successful producer?

Imagine for a moment that you wanted to become a doctor. In simple terms…

  • First, you would go to college to learn the fundamentals. Typically focus on biology and chemistry, with plenty of physics, math and English courses to prepare a student to apply to med school.

  • Second, after learning the fundamentals, you would go to medical school for the technical knowledge and training. The first two years involve pre-clinical courses that cover anatomy, disease, diagnostics, and patient care. During the last two years, students engage in supervised clinical experiences with patients. Clinical training introduces students to the many specialties of medicine, including pediatrics, surgery, and family practice medicine.

  • Third, you would serve an internship to learn how to use and apply that knowledge and determine your specialty.

  • Fourth, after completing your internship, you would buy all of the equipment and tools you need to set-up your practice.

  • Finally, you would need to keep up to date with all the changes and new advances in medicine.

No matter what profession or business you are in, if you want to be at the top of your profession and achieve long-term succeed, then you must follow the above proven process. Skipping just one of these 5 steps in the process, means almost certain failure!

Getting the Fundamentals and Technical Knowledge
To start off with there are no quick ways to achieve success in this, or any business or profession. There are no shortcuts! You have to begin with the fundamentals! And, in the insurance and financial services industry that means, learning the basics about marketing, prospecting, setting appointments, fact-finding, sales skills, product benefits, and most of all, how to really help people.

The problem is that while most of the insurance companies, broker/dealers and marketing organizations out there are doing a fairly good job of providing the technical knowledge you need for their products and services, (and/or, their hot new sales idea)… they are providing very little training or support on the above critical fundamentals.

So, Where Do You Get These Critical Fundamentals?
Today, with the Internet, it’s much easier to find Articles, Books, Videos, Audios, and Training Courses from the foremost experts in our industry and our industry associations. And, you can also ask the best producers in your area what books, and whose newsletters they read? What tapes do they listen to?

However, the problem is that most of the people entering this business don’t really understand what they must know, in order to succeed in this business. They just don’t know what training they need to look for or who is really giving them the right information. Consequently they end up missing many of the critical fundamentals, and they struggle on for years trying to identify and find what they’re missing.

How We Can Help You

Because there are so many people struggling and leaving this business, we created the Insurance Marketing and Sales Resource Center. It’s a Mini University in the fundamentals of insurance sales.

What we’ve done is collected the latest and very best marketing, prospecting, appointment setting, fact-finding and sales skills training, tips and ideas and from the very best producers and trainers in the insurance and financial services industry. Then we created step-by-step lessons to give you all the critical fundamentals you need to quickly grow your business, and position yourself for long-term success.

And, that’s just the beginning of our training, services and support…

Learning How Apply Your Knowledge and Determine Your Specialty
Once you have learned the fundamentals, then you need to learn how to apply that knowledge and determine your specialty.

Like a doctor you can have all of the medical knowledge in the world. But, if you don’t know how to apply that knowledge to properly diagnose your patients health problems, then that knowledge is almost worthless. As an example; If you don’t ask enough questions to get your patients to fully explain their symptoms and/or you don’t physically examine them, then you’ll have little hope of properly diagnosing their condition and curing their ills.

That’s what’s in the first part of our Specialized Marketing and Sales Tool Kits.

First we identify the most common, serious problems people are facing today, and then we give you detailed explanations of how to help them to solve those problems, using your products and services.

Next is determining your specialty… Who are you going to help? What problems are you going to solve for them? What are the best solutions for those problems?

Plus, you’ll have all the questions and scripts you need to get your prospects emotionally involved in the entire sales process, so they’ll want to take action. (all the questions and scripts for setting appointments, fact-finding, presentations, etc.)

Finally, we show you the simple ways, and the templates to use, to present the solution, that will get your prospects to want to take immediate action.

Getting The Tools You Need To Set-up Your Practice
The second part of our Specialized Marketing and Sales Tool Kits, is about determining who are the ‘RIGHT’ prospects for your specialty, and how you can consistently attract those people to you.

You’ll learn 12 of the very best and most cost effective insurance marketing and lead generation strategies, to attract the people you have the best chance of selling. And, more importantly you’ll have all the ‘insider secrets‘ and ‘trick of the trade‘ to making those proven marketing and lead generation strategies almost foolproof. Including all the tools you need… scripted PowerPoint presentations, invitations, flyers, sales letters, information reports, articles, telephone scripts and much more.

Plus, you’ll learn how to ‘stand out’ from every other advisor in your local area, to become the trusted advisor people want to see.

Fine Tuning Your Insurance Marketing And Sales Skills
One of the most important services we offer is the Trusted Advisor Success Training. It’s a 2 day event, giving you the finer points of the proven marketing, prospecting, appointment setting and sales skills strategies, which have taken us over 28 years to uncover, refine and perfect. These are the ‘Insider Secrets’ shared by the true industry legends… Ben Feldman, John Savage, Mehdi Fakharzadeh, Frank Bettger, Thomas J. Wolff and others.

The super achievers we work with... Mehdi Fakharzadeh, Edwin Morrow, Jack Gargon, Forrest Wallace Cato, Sandy Schussell

Just like a doctor who must serve an internship to learn the finer points of diagnosing and treating medical conditions from other experienced doctors, you need to learn the finer points of marketing, prospecting, setting appointments, fact-finding, sales skills, product benefits, and how to really help people, from the experts in the field.

Keeping Up To Date With All The Changes and New Advances In The Industry
One of the best parts about the training and services we offer is the ongoing support we provide, to keep you up to date with the changes and new advances that are happening in this industry.

Our Insurance Marketing and Sales Resource Center is updated every month, and you can call us anytime to ask questions, to learn more and get help.

Each of our Specialized Marketing and Sales Tool Kits are constantly being updated to make sure you receive all the latest and best training, tools and ideas. (Life Insurance, Mortgage Insurance,  and Annuity)

Once you come to the Trusted Advisor Success Training, you can attend as many times as you want, for just $200. (the cost of the food)

Plus, we’ve taken videos of best training from these events and created our ‘Boot Camp In A Box’ which is now part of our Insurance Marketing and Sales Resource Center.

And, we have now included all our e-books, videos and audios in our Insurance Marketing and Sales Resource Center, to further your mastery of the fundamentals, and to help you to fine tune your marketing, lead generation and sales skills.

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

Sales Skills / 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.

Important Note: Learning about the latest, hot, new sales idea or product may excite you, but mastering all five of the above challenges is what will consistently put money in your pocket, and give you the long-term success you’ve been searching for.

Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It’s entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?

______________________

What Do The Top Life Producers Know That You Don’t… Agents Don’t Know, What They Don’t Know!


Does this sound familiar to you?

When you first entered sales, for the insurance industry, your main focus was just on finding prospects. If you didn’t have a prospect, you couldn’t set an appointment, or close a sale. Initially, you looked for anyone and everyone that breathed and was willing to sit down with you. You contacted your friends, family and everyone you knew. You asked everyone for referrals. You made cold calls. You bought leads and you sent out sales letters. Or, maybe you were lucky enough to be with a company that had a few orphan policyholders that you could call on. You were constantly told that, if you talked to enough people, you’d always find a few people who needed what you are offering, and they would buy your product or services. You learned your sales script and you closed a sale with almost everyone that sat down with you. You didn’t have a problem making a sale once you were in front of a prospect! You just needed more prospects!

A year or so later, you were working very hard and struggling to earn the living that you wanted and were promised. You had approached everyone you could think of! You were frustrated with cold calling. You were only getting a few referrals. The sales letters you were sending out every month were getting you a few good new prospects. The leads you were buying were generating a few appointments. You were selling everyone you met with. But, you still didn’t have enough sales. You knew that if you could be in front of just a few more prospects or better prospects, you could be making a much better living.

So, you decided that you needed to find a better source of leads, or a better lead system. You searched the Internet and industry publications. You asked your associates and managers, who they recommended. You found there were hundreds of companies that professed to have the best leads or the best lead generation system on the market. Some of these companies offered automatic phone dialers that would put you in contact with thousands of people every month. One company had a system for fax blasting to businesses. Another company offered you preset appointments. There were several direct mail companies that guaranteed they’d have 150 people per month attend your free dinner seminars. Another company told you, that if you offered people a free report you’d have hundreds of people calling you and begging for an appointment. So, you tried one, two or more of these companies. You now have a lot more prospects, but not enough actual appointments. You are still closing a sale with almost everyone you actually meet with. You don’t have a problem making sales. You just need better prospects!

So, now you decide to try some of the other lead companies and systems out there.

Does this story sound all too familiar to you?

It’s a very common story we’ve heard time and time again from thousands of agents, advisors and planners across the country. They all believe they have a prospecting problem. Unfortunately, the majority of these…

“Agents Don’t Know… What They Don’t Know!”

What you don’t know is… If you are contacting enough people you will always make a few sales, no matter how good or bad you are at closing sales.

To put it another way…

‘Even if you are the worst salesperson in the world,
you will close a few sales, if you talk to enough people!’

I’m sorry for being so blunt! But, we are here to really help you to succeed and not just tell you what you want to hear! The fact is that most agents, advisor and planners want to believe they are good at making sales, when the truth is that they are only making sales because they just happen to stumble on the ‘Ideal Insurance Prospects’ once in a while.

As the old saying goes…

“Even a blind hog will find an acorn now and then!”

Unfortunately, the majority of the companies who sell leads and lead systems, and most recruiters are willing to take full advantage of your situation. They know that they can make a ton of money, just by giving you what you want – more prospects. Even though they know that it’s not really what you really need! The majority of these companies aren’t concerned about your long-term success. They are not going to spend their money to train you on how to sell. They are only concerned about their success, and their profits.

If you want to really succeed in this business, then burn this into your memory…

‘It doesn’t matter how many leads you get, if they aren’t the ‘Ideal Insurance Prospects’, and you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!’

Fortunately, there are a few good recruiters and trainers who are willing to spend the time to help you learn and master the questioning and sales skills needed to insure your long-term success in the financial services industry. However, they are hard to find, and because they offer very specialized, personal training, they tend to be expensive!

The best recruiters and trainers will show you how to quickly take your lead generation to a new level by specializing and then focusing your prospecting efforts on finding your ‘Ideal Insurance Prospects’ for that specialty. However, they don’t stop there!

You’ll also learn the critical questioning and sales skills needed to turn each of your ‘Ideal Insurance Prospects’ into a solid sales appointment. You’ll learn how to set sales appointments by focusing on asking question to identify and then solving the prospect’s immediate problems… not by focusing on your products, price, investment returns, a hot new sales idea or your credentials. You’ll learn how to ask the right questions to help your ‘Ideal Insurance Prospects’ to convince themselves why they should meet with you.

Plus, you’ll learn how to conduct a thorough, emotionally based, fact-finding interview that will get your prospects to tell themselves what they really need and want. And, you’ll learn how to use that information to close ‘9 out of 10’ sales appointments.

Yes, it all starts with finding the ‘Ideal Insurance Prospects!’ But, just as important (or more important) for your success, you must learn and master the skills needed to set appointments and close sales.

Again Remember… It doesn’t matter how many leads you get, if they aren’t the right leads and you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!

To Have The Success You Have Been Dreaming About…

You Must Take The Time To Learn How To Set Appointments With ‘9 Out 10’ People You Talk To! If you want to set an appointment, you must learn what Top Producers know. It’s all about asking the right questions to help people recognize and understand the problems they are facing now and in the future! If your prospect does not see they have a problem, then why should they waste their time meeting with you?

And, You Must Take The Time To Learn How To Close ‘9 Out 10’ People You Meet With! If you want to close a higher percentage of your sales appointments and increase the size of each case, then gathering the ‘Facts’ alone is not enough. You also need to ask the emotionally based questions to uncover the prospect’s attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help your prospects to want to take action today! People don’t buy based on their needs! They buy based on their wants! Asking questions is how you establish trust and confidence with your prospects to build strong and lasting relationships!

One of the main reasons the top producing agents, advisors and planners are consistently earning $20,000, $50,000 and much more per month… Is they’ve learned how to make the transition from being viewed as just a salesperson, to becoming the respected and trusted advisor people want to see!

And, it’s because…

  • They’ve learned how to attract their ‘Ideal Insurance Prospects!’

  • Plus, they’ve learned how to set appointments with almost everyone they talk to!

  • And, they’ve learned to ask the ‘Right Questions’ during the initial sales interview… to help the prospect to sell themselves!

_________________

Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors