Most People Are Making This Business Too Complicated!

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

Most People Are Making This Business Too Complicated!


Can you believe over 1/3 of the year has already gone by? Are you having the year you hoped for? If not, then you might want to consider the following…

I think we can all agree that there are two basic parts of this business.

  1. Marketing and prospecting… Finding the people who need and want what you are offering.

  2. Appointment setting and making sales… Helping people to get what they need and want.

The problem for most agents, advisors and planners is they are making this business way too complicated, because they are jumping into this business, before learning the simple, proven strategies they need to be successful.

They start by contacting anyone that is breathing. And, they will set an appointment with anyone who agrees to meet with them. Instead of deciding who the best prospects are for what they are offering.

Then, when they do get in front of someone, they present what they think the person needs, instead of finding out what problems the client has and wants to solve.

Let’s break this business down to the core success principles and make your career real simple. 

These are the core strategies we have identified and studied during the past 30 plus years, working with the foremost experts in this industry.

Consider these basic philosophies…

Are you focused on just making a sale, or do you want to be really helping people?

Do you want to be known as just a salesperson? Or, do you want to be known as the expert advisor who is helping people solve their problems?

Do people want to meet with a salesperson? Or, would they prefer to meet with someone who can help them solve the problems they are dealing with?

Do people prefer to meet with someone who is a recognized expert?

Do people want to meet with a stranger? Or, would they prefer to meet with someone they already know?

Do you want to be traveling all over your city, county and state? Or, would you rather be working with people in your local community?

Do you want to set an appointment with 1 of 10 people you talk to? Or, would you like to set an appointment with almost everyone you talk to?

Do you want to be struggling to set 10 to 15 new appointments per week? Or, would it be easier for you to set 3-5 appointments?

Do you want to close only 1 out of 5 people you meet with? Or, do you want to close a sale with almost everyone you meet with.

The reason most agents, advisors and planners are struggling to make a decent income, is they are doing it the hard way. They are missing most of these simple, proven, basic strategies that would make their lives much easier and their business much more profitable.

The first basic strategy is that you must decide on what problems you are going to focus on solving for your clients, to attract qualified prospects to you.  

The second basic strategyis getting a message out to everyone you already know… about how you are helping people to solve their problems.

Do you honestly feel and believe that you are really helping people? Are you focused on making a ’positive difference’ in people’s lives… instead of just making a quick sale?

Then who are the first people you should be helping?

Do you want your friends, family, and clients to call you when they have a problem, need your help or 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, or clients call you, if they don’t know what you do, or how you can help them? 

The third basic strategy is getting that message out to everyone in your local community.

Again, if you honestly feel and believe that you are really helping people? And you are focused on making a ’positive difference’ in people’s life… instead of just making a quick sale?

Then why wouldn’t you let everyone in your local community know what you are doing to help people?

Do you want your neighbors to call you when they have a problem, need your help or 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 neighbors call you, if they don’t know what you do, or how you can help them?

The fourth basic strategy is learning what to say, and what questions to ask, to set an appointment with almost everyone you talk to.

If you search hard enough and long enough you will always find a few people who need and want what you are offering… and are ready to buy right now! As the old saying goes; “Even a blind hog finds an acorn now and then!”

However, if you want to make your life much easier and your insurance career much more profitable? If you want to set appointments with almost everyone you talk to? 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, that is about you improving your questioning skills.

Consider, there literally thousands of qualified life insurance and annuity prospects right in your local community who need and want what you are offering. But, if you don’t know what to say, or what questions to ask to get them to meet with you, what good are they?  

The fifth basic strategy is leaning how to do an emotion based fact-find to get you clients to want to set better priorities, so they want to take action on your recommendations.

Marketing and prospecting / Appointment setting and making sales doesn’t have to be hard, time consuming or expensive, if you have a system. It’s your choice. You can try to go it alone using the trial and error approach. Or, you can get one of our proven systems, with coaching, that has it all laid out for you! What sets our sales systems apart, from everyone else, is our systems help you to understand and implement the simple basic strategies that make this business much easier and much more profitable.

Lew and Jeremy Nason
Marketing and Sales Coaches
‘The 9 Out Of 10 Guys’

P.S. The agents and advisors who have invested in one of our systems and are regularly calling us for coaching, are seeing a dramatic improvement in their sales and incomes. Here are 2 testimonials we received just this month…

 ”I thank God for Lew’s vision, and how he has groomed his son’s for a family legacy. The Insurance Pro Shop (IPS) is a game changer for anyone who wants to do this business correctly, and help families achieve their financial goals and dreams. IPS empowered me with the tools and resources, and my younger cousin’s life, family, and finances have been changed forever! God’s blessing is on the guidance you teach and the wisdom you give. Thank You, Lew and Jeremy!”
Andrew L. Brown
– IL – May 2015

“Jeremy, I just wanted to let you know how much of a difference Insurance Pro Shop has made in my career. I used to be final expense agent working 10 to 12 hours a day. I didn’t think there was anything else out there. When I heard about what your program was about and what you were teaching I decided to take a chance. I was skeptical at first, but after a few weeks of mulling it over I decided to take the plunge. It was one of the wisest decision I have ever made. Now with the support of Insurance Pro Shop I am only working a few days a week and earning the same income. The extra time that you have afforded me has given me the time to really study my craft and truly make a difference in my community, thank you so much.” Sam Chand – NJ – May 2015

Quick Question For Producers

What strategies, techniques and what advice would you give a new agent just getting started in this business?

Your responses will be may featured in a upcoming article by the Insurance Pro Shop. Please comment, this is easy way to get published and recognized by over 50k insurance agents!

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It Is Easy To Get Prospects To Come To You!

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

It Is Easy To Get Prospects To Come To You!

A huge mistake most insurance agents, advisors and planners make is trying to sell themselves and/or their products directly, in every contact they make.

When meeting people for the first time, they will blab on until the cows come home about what they do, their great products and/or their hot new sales idea!

And, when sending out information, they will send packages that make shipping crates look like a joke!

Is it any wonder people run the other way when you tell them you are an insurance agent, financial advisor or planner!

There is a better way. If you offer a specific product or service that caters to a specific target market, then you can find ways to make your prospects come to you, with a minimal effort (or expense ) on your part. This is called ‘Lead Generation Marketing.’ The best way to do this is to offer a freebie. Being in the information age, the “Free Educational Workshop” or “Free Report” are our favorites. The workshop or report should NOT be product or service-specific. And it doesn’t have to be industry-specific or benefit-specific. As long as it targets an audience that logically fits within your demographics, you’re ahead of the game.


Let’s say you’re a financial advisor. Your product involves services centered around mutual funds, stocks, and retirement savings plans. Rather than place an ad that directly markets your services, you could advertise using a small classified ad promoting a free course, seminar, or report on helping people to ‘Live Debt Free And Truly Wealthy. Learn how you can eliminate debt with no additional out of pocket expense, and without sacrificing your current life style!’

The idea is to have people come to you rather than you to them. Remember, the incentive you offer doesn’t have to relate directly to what you do. As long as it logically appeals to the same target market, you’re on your way.

Now let’s turn your answering machine into a 24-hour salesperson for you.

How about offering a free report to everyone who calls and gets your answering machine.

Example: You’ve reached John Smith, ‘The Financial Freedom Planner’. I’m currently showing homeowners how to pay off their mortgage 5 to 10 years early and save thousands of dollars in interest payments. If you wish to leave a message, or you would like to receive my free report ‘Living Debt Free and Truly Wealthy’, please leave your name, address, and telephone number, after the tone. Thank you for your interest in ‘The Financial Freedom Planner!”)

Here is a link to some of the information booklets you can be offering the people in your local community. These booklets will people to get to know you and the services you offer. And get them  to call you.

In essence, look at lead generation marketing or advertising as a form of job search.

People often send bulky résumés to potential employers in an attempt to sell themselves as much as possible, when very often their attempts get filed away – into file #13 that is!

Successful career consultants stress the importance of summarizing a résumé as much as possible, include one’s past accomplishments and bottom-line results (not one’s duties and responsibilities from previous jobs), and putting it all on one single page. Why? Because, simply put, the résumé is not meant to land a job, but to land an interview.

Lead generation should be regarded in the same way. It must be small, contain a concise message, stress an immediate benefit, (solve a problem) and cause the prospect to want to know more. And this can be applied in all markets and all types of products or services.

What can you offer your prospects to arouse their curiosity and interest?

What can you give away for free to entice them to get more?

If you’re giving something away, something that’s somehow tied to what you do, you’ll realize that what you’re really doing is not giving away free stuff, but generating better prospects. And, the cost of giving away free stuff can be far less than the cost of mass marketing!

Lew and Jeremy Nason
Marketing and Sales Coaches
‘The 9 Out Of 10 Guys’

P.S. Marketing doesn’t have to be hard, time consuming or expensive, if you have a system. It’s your choice. You can go it alone using the trial and error approach. Or, you can get a proven system, with coaching, that has it all laid out for you! What sets our marketing and sales systems apart, from those of our competition, is they have a strong foundation in cost effective marketing. 

Isn’t it about time that your financial/insurance practice got easier?

Wouldn’t it be great if you couldStandingpic2-142x300

 cold calling
STOP spending hundreds of dollars on mailings that don’t work
STOP getting ‘garbage’ referrals

And START having the practice you envisioned when you started this career?

We’ve put together the BEST TRAINING IN REFERRALS on the market, at a price that even a new producer can afford. No matter what level of experience you have in this industry,  getting quality referrals who are easily converted to new clients is always an issue.

Beginning on Tuesday, June 16th at 2pm Eastern, our friend and colleague, Sandy Schussel, will be hosting a 6-week Referral Mastery Webinar Series  that will result in instant growth in your production.

Sandy is a member of our IPS faculty.  He has contributed many articles on prospecting and sales to our newsletter and has appeared as a guest speaker at our workshops. He is widely recognized as a foremost authority on referrals.  In his fifteen years as a sales trainer and coach, he has developed a referral system that not only works, but makes getting great introductions easy.

Sandy was the National Sales Training Director for a broker-dealer and insurance company, has contributed articles to Producer’s Web and other online publications, and has sold thousands of books and audio programs on sales, building  confidence and, of course,  referrals.

The 6-week Referral Mastery Webinar Series includes 6 live webinars that will be recorded for your future use and review, access to all of Sandy’s online books and recordings,  a FaceBook discussion forum, daily email tips, a bonus role play session and one private telephone coaching conversation with Sandy.  The nominal tuition fee of $297 can be paid in 3 installments of $99.

There’s only one catch:  Sandy has limited the number of phone lines and the program is likely to fill up quickly.  Click here to make sure you’re one of the producers who no longer struggles with referrals.

Yours in success,
Jeremy and Lew Nason
‘The 9 Out Of 10 Guys’



An Easy, Extremely Effective, Low Cost Method For Setting Appointments

Jeff, one of our members, just called me to thank me for a coaching session we had two weeks ago.

During that session, we had discussed why he should start listening to the free motivational videos on YouTube. I had also suggested that he might want to listen to my favorite motivational speaker Earl Nightingale. He thanked me and said; “Listening to Earl Nightingale has turned my attitude and enthusiasm around 180 degrees!”

He also told me that he had just completed the ‘Living Debt Free and Truly Wealthy’ educational workshop, at his local library that we had discussed during his last coaching session. He had six attendees, and one was the head librarian. Every one of the attendees said they wanted to meet with him. The librarian was so thrilled with his presentation that she told him she is going to tell everyone at the court house that they need to attend his next workshop in two weeks. She stated; “Your workshop is really what everyone needs to know. It is not the typical investment seminar that everyone else does.”

Jeff’s comments are very typical to the comments we get from other advisors. Our ‘Living Debt Free and Truly Wealthy’ educational workshops are about how things have dramatically changed during the last 30 or 40 years, and how the conventional financial wisdom we have received from our parents and grandparents doesn’t work today.

Because these workshops are about the financial problems people are facing today, agents are able to set appointments with almost everyone who attends these ‘Living Debt Free and Truly Wealthy’ educational workshops. Note: During our coaching sessions, I routinely tell another success story, about another advisor who had 22 people signup for his ‘Living Debt Free and Truly Wealthy’ educational workshop. He had 14 people show up and he set appointments with all 14. And one of the people was an Allstate agent.

Educational workshops, based on helping people to see and understand the financial problems they are facing today and in the future, have proven to be an easy, extremely effective, low cost method for setting appointments with those people who are initially reluctant to meet one-on-one with an insurance agent.

If you want to set more appointments with your prospects, then consider offering an educational workshop. You can get the specific tools, tips and training for educational workshops by investing in one of our proven turnkey systems.

Yours in success,
Lew Nason
‘The 9 Out Of 10 Guys’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

Lew Nason Quote

It Is Easier To Sell Life Insurance To People Who Don’t Want It!

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

It Is Easier To Sell Life Insurance
To People Who Don’t Want It!

I just finished a call with an agent that was referred to us by his IMO. (Who believes in our training and support.) I reviewed his situation with him. (Completed a fact-find) The agent told me he and his partner had been in the business 27 years. They are securities licensed, selling investments, Medicare supplements and few annuities. They are grossing about $200,000 a year, and after expenses are netting about $50,000 each. Most of their new business is currently coming from referrals.

The agent wanted to know what we had that would generate a constant flow of new annuity prospects for him and his partner. I started to explain to him what was in our Annuity Sales Excellence™ System and how it worked. He cut me off. He told me that he had bought other annuity systems before and they didn’t work for him, because he didn’t have the dedication or will power needed to read and follow a system. All he wanted was an Ad, or Ads, that they could run in the newspaper to constantly generate annuity prospects.

This is very typical what we hear all the time from agents, advisors and planners. What they want is to find a quick, easy way, that requires very little effort on their part, that is going to get prospects to contact them. Basically they want the people who are already interested and are considering an annuity. People that are ready and want to take action right now!

If all it took to generate annuity prospects were running a few Ads in the newspaper, wouldn’t everyone be running Ads in the newspaper and be making a million dollars.

Unfortunately, running Ads in the newspaper (even with a great ad) is only going to find the few people that have already decided they need to make some changes, and they want to do it now!


Albert Gray, in ‘The Common Denominator of Success’ put it this way…

“Any successful life insurance (Or Annuity) salesman will tell you that it is easier to sell life insurance (Or an Annuity) to people who don’t want it, than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance (Or an Annuity) and therein lies the one and only real reason for lack of prospects.”

Remember, with all the controversy, very few people actually want to buy life insurance or an annuity.

But, there a lot of people who need what those products can do for them and their family! Your job, if you want to make more than an average income, is to find and attract those people to you, and then help them to want to take action.

Remember, all of us, including our clients, have problems that we need to solve. But, until the problem gets large enough, important enough or painful enough, we put off solving it.

You can take the quick and easy way out, and just find the few people who have a need and are ready and want to take action now… and be satisfied with earning an average income.

Or, if you want to finally make the six-figure income you’ve been dreaming about, you can learn how to find and attract all of the people who have a need, and then learn how to help them to want to take action right now.

Yours in success,
Lew Nason
‘The 9 Out Of 10 Guy’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

Lew Nason Quote

They Know Our Services Are The Most ‘Effective’ and ‘Affordable’ In The Financial Services Industry!

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

They Know Our Services Are The Most ‘Effective’ and ‘Affordable’ In The Financial Services Industry!

‘Cost-Effective Savings Summary’

A Special Note from Your Associate, Lew Nason, Director, Insurance Pro Shop®

Do you agree that a few years ago you wouldn’t have paid more than $3 for a box of brand-name cereal, or $3 for a Sunday newspaper? You wouldn’t have believed that a college education could top $30,000 each year, or your two tickets to a lousy movie could run you over $20.00. Times have certainly changed. Seems to me that we are over-exploited today at almost every turn! Do you now pay more and get less in everything from a candy bar (deceptive packaging) to a insurance sales improvement package (that is seriously incomplete)! No wonder the economy is terrible. And we grow more suspicious every day.


I are very proud to report that at the Insurance Pro Shop® we are often told that we provide the best values still available for agents, advisers and planners. Our regular prices for you are still approximately one fourth of what the most of the other providers of life insurance and annuity sales-help programs charge. Those who checked have told us repeatedly that our programs are far more complete, more up-to-date and much more effective. We are the most affordable. And, we are determined to remain the most affordable.

Charles 'Tremendous' Jones quote

Your yearly cable TV bill may be hundreds of dollars, or even over a thousand dollars per year, but our award-winning ‘You Can Make The Difference’ newsletter is still free for you. And, our members only, Mini University, the Insurance Marketing and Sales Resource Center is still less than a dollar per day. We serve a small market segment, and approximately 85% of those (agents, advisers and planners) never invest anything to improve their knowledge of insurance marketing, prospecting and sales skills. Your clients and prospects are suffering financially and are more skeptical. This makes your job more difficult, more demanding, and possibly more stressful.

Our ongoing research, operating expenses, and production costs, continue to creep up, but so far we have managed to keep our prices as low as possible (and stay in business) while serving a limited but special few. Since about 85% of the agents, advisers and planners today don’t bother to try to do better, you should have a distinct advantage over the competition in your area, when you do invest in yourself.

Remember, we are one of the few organizations in your industry, (serving you) that has an active board of expert advisers helping us to help you. This is essential because of the fast changes taking place in your market area today.

Lew Nason quote

I am pleased that we can still offer these super affordable bargains, with 3 months of personal coaching, because this is your best chance ever to obtain some valuable and priceless help at the lowest possible cost to you. We are not certain how long we can keep our prices at one fourth of everyone else, and still provide you with 3 months of personal coaching. So please take advantage of this opportunity as quickly as you can. You are one of the special few to us.

Yours in success,
Lew Nason
‘The 9 Out Of 10 Guy’

P.S. Please take a moment and check us out. There is a reason why we have… Over 250 Advisor Testimonials and Over 40 Industry Leader Endorsements. And, read these Industry Leader Endorsements.

“I began by selling financial services and I can assure you that Lew Nason is
one of our greatest authorities on improving financial sales!”
Brian Tracy - 
International Sales Trainer, Speaker and Author

Many of our industry super-achievers owe a large part of their success to Lew Nason.”
- Mehdi Fakharzadeh  
“The most successful living and active insurance sales agent in the United States.” Leader’s Magazine

“Lew Nason, RFC, LUTCF, CFLA 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.” 
Edward P. Morrow, CLU, ChFC, RFC, CEP - CEO of the
‘International Association of Registered Financial Consultants’

“I only endorse people and companies I truly believe in. The Insurance Pro Shop, with Lew Nason and his sons Will and Jeremy are the ONLY insurance marketing and sales training organization we recommend.” 
Rodney Ballance Jr.
, FIC, CCIA, RFC, CFLA - Speaker, Author and
Founder of the ‘International Financial Leadership Association’

How To Generate $60,000 of Life and/or Annuity Commissions In The Next 60 Days or Less!

How To Generate $60,000 of Life and/or Annuity Commissions In The Next 60 Days or Less!

During the past 15 years, since starting the Insurance Pro Shop in 1999, we’ve helped thousands of new and experienced agents, advisors and planners to quickly go from producing a mediocre $40,000 to $60,000 of commissions and/or fees per year, to earning more than $250,000 per year.

Today, we are going to reveal the exact six steps these people took to become top producers within just 60 days.

Here’s what ten, of the thousands of people we’ve helped, had to say…

“After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of (life) business…. IN JUST ONE MONTH!”

“The first 3 months of this year have been more successful than most of my past YEARS.”

“I’ve written over $270,000 of life premiums in the past two months since attending the (Found Money Management™ ) boot camp in December.”

“So far I’ve made $55,000… In just one month I’ve made over half of what I made in previous years.”

“I got the CD package on or around May 1st. Today is May 24th and I have set a total of 5 appointments by loosely following the word track on the appointment setting CD. Of those 5 appointments, I have already had 3 of them, and we have started the underwriting process on all 3 totaling $67,000 in annual life premiums.”

“I’m way ahead of last year. I have over $150,000 in commissions so far this year.”

“I am finishing my finest personal production year ever, and that is directly attributable to the change in marketing efforts I have instituted since meeting Lew and Jeremy Nason.”

“As I told you over the phone, I purchased the Annuity sales program for $xxx and a month later I sold $370,000 in annuities.”

“I did 1.1 million in Index Annuity business in June and have been promoted to branch leader
with my company.”

“…helped me to close over $40,000 of additional annuity commissions this month.”

“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Albert Gray

Here are the exact ’6 Steps’ the above ten advisors, and thousands of others, have taken to significantly improve their sales within just 60 days.success

Step #1 – You must be in front of the people you have the best chance of selling right now!
People prefer to work with an advisor they already know and trust, or an advisor who is recommended to them by someone they know and trust. Accordingly, the people you have the best chance of selling, in the next sixty days, are your current clients, friends, family, relatives, client referrals, prospects who have already met you, members of church groups and associations you belong to, people you do business with and referrals from joint venture partners.

Step #2 – You must address and be able to solve a specific IMMEDIATE PROBLEM these people have right now! In today’s troubled economy, if you want to make it much easier to attract people to you, set an appointment, and close sales, then you must give people a compelling reason for them to meet with you right now! What problem (s) do they have that you can you solve for them today? How can you help them to… eliminate debt, pay-off their mortgage early, save for retirement, fund a college education, stop their stock market losses, recoup stock market losses, reduce income taxes, have the retirement income they need, ensure they don’t outlive their money, and protect the people they love! Aren’t these the real problems people are facing today in this economy, and the problems they really need your help with? Most people are not going to spend money today unless it’s absolutely necessary. Most people are looking for real help and immediate solutions to their current financial problems!

“We will receive not what we idly wish for but what we justly earn. Our rewards will always be in exact proportion to our service.”
Earl Nightingale

Step #3 – You must make it as non-threatening and easy as possible for these people to meet you and see how you can help them! Would most people prefer to meet one-on-one with a sales person? Or, would it be less threatening and much easier to get them to come to a… Free Educational Workshop? At the workshop, it’s all about creating curiosity and gaining their trust! The best parts of offering free educational workshops is you can be in front of 10 to 20 couples within a week, for under $100. And, you can offer an educational workshop every week if you need to.

Step #4 - You must have an educational presentation that shows people you understand them, their problems, and how you can help them! If you want people to set an appointment with you, then you need to show them you really do understand their situation and can help them… without them making any huge sacrifices! If people don’t see and understand the problems they are facing today, and how you can help them, is there any reason for them to set an appointment with you, let alone buy from you? You must learn a scientifically designed, scripted PowerPoint presentation, with all the questions the Top Advisors use to consistently set an appointment with each couple, right at your educational workshop!

Step #5 – You must do a complete and thorough fact-find! If you want people to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain, or gaining pleasure, which are emotions. To get people emotionally involved, you must ask the who, what, where, when, why and how questions, so they will see and understand the immediate problems they are facing. The more emotionally involved they are in solving their own problems, to eliminate their pain or gain pleasure, the more likely they are to take action! You need to help them to talk about the financial problems they are facing now and in the future. It’s about you helping them to re-think and establish their financial priorities. Deciding what’s really important to them right now! If you help people to understand and establish their financial priorities, then they’ll want to take action.

These advisors reaped the rewards of our Trusted Advisor Success Training

Trusted Advisor Success Training with the Insurance Pro Shop, in Dallas, GA.

Step #6 – You must find the easiest and most pressing problem you can solve from them right now to make them a client! ‘You Must Keep The Closing Presentation Simple and Logical!’ Remember, people buy based on emotion, and then they justify their decision based on logic! If you confuse the prospect at all; give them too much technical information; ask them to make too many decisions; try to solve all of their problems at once; you’ll have trouble closing the sale. If you use a 25 to 50-page report, you’ll generally lose more sales than you’ll close. It’s generally too complicated and too confusing. People want to know what the bottom line is. If you want to sell more life insurance and annuities, find the easiest and most pressing problem you can solve for them right now to make them a client, and then use a two-page summary to hi-light the end result of the program you are recommending, compared to what they’ve been currently doing.

Top Producers know that selling life insurance and annuities, isn’t about you, your credentials, your products, or even the amount of money they’ll ultimately have. It’s about helping people to see and truly understand their financial problems. It’s helping them to avoid pain. It’s getting them emotionally involved in the sales process and answering their biggest question… “What In It For Me and My Family?”

It’s why the producers we work with are able to consistently be in front of more people, set more appointments, get more referrals, and close ‘9 out of 10’ sales calls. It’s why these people have gone from producing a mediocre $40,000 to $60,000 of commissions per year, to earning $250,000 or more per year. It’s why they were able to dramatically improve their sales within 60 days!

Where will you be 60 days from today?

Yours In Success,
Lew and Jeremy Nason
‘The 9 Out Of 10 Guys’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

Agents Are Overlooking The Quickest & Simplest Way To Find Life Insurance Leads, Set Appointments & Make Sales!


Most of the agents and advisors today are making this business much too complicated. They are looking for a hot, new sales idea that is going to magically attract a ton of new prospects to them. Unfortunately, they are overlooking one of the absolute easiest and best ways to have all the life insurance sales leads they can possibly handle, starting today!

Would you agree that if you want to sell more life insurance, then you have to find people who recognize they need life insurance?

And, if you want to sell a life insurance policy today, then you must find the people who have a strong immediate need right now? The stronger the need, the quicker people will want to take action.

Understanding Peoples Needs

According to Abraham Maslow, father of humanistic psychology, there are certain basic needs that take precedence over others. (Maslow’s Hierarchy of Needs)

First, there are the physiological needs. These are biological needs. They consist of the needs for food, water, shelter and clothing. They are the strongest needs, because if a person were deprived of all needs, the physiological ones would come first in the person’s search for satisfaction.

Second, come the safety and security needs. After the ‘physiological needs’ are met, then people become increasingly interested in finding safe circumstances… family security and protection. In the ordinary American adult, this set of needs manifest themselves in the form of our urges to have a home in a safe neighborhood, a little job security, a nest egg, a good retirement plan and a bit of insurance, and so on.

Third, are the needs of love, affection and belonging. Only after the ‘physiological needs’ and ‘safety and security needs’ are met, will people seek belonging, friendship, and love. This involves both giving and receiving love, affection and the sense of belonging.

Fourth, are the needs for esteem. People need to be a respected individual. When these needs are satisfied, people feel self-confident and valuable as a person in the world. When these needs are frustrated, the person feels inferior, weak, helpless and worthless.

Fifth, are the needs for self-actualization. People need to feel complete and valid in all aspects of self, to feel confident in being oneself. Maslow describes self-actualization as a person’s need to be and do that which the person was “born to do.” “A musician must make music, an artist must paint, and a poet must write.”

Only when the preceding classes of needs are satisfied, will the next set of needs become important and dominate! People do not feel the second need until the demands of the first have been satisfied, nor the third until the second has been satisfied, and so on.

Accordingly, if you want to find people who need to take action right now, then you must address one of their strongest immediate ‘physiological needs’… (Food, water, shelter and clothing.) And, then by helping them to get the insurance they need and want, you are also satisfying one or more of their ‘safety and security needs!

The Quickest & Simplest Way To Find Life Insurance Leads, Set Appointments & Make Sales!

One of the primary ‘physiological needs’ that fits here; is the need for shelter, a roof over our heads, a home.

Do you have a mortgage on your home? If you (or your spouse) weren’t there tomorrow, or you lost your income, what would happen to your family? What would they do?

Selling mortgage insurance is a great way to find people who have an immediate need. It quickly opens doors and will get you into people’s homes.

Consider, the homeownership rate is about 68%. according to HUD. So it’s a wide open market.

Today, there are very few homeowners who don’t have a large mortgage on their home. It’s generally the largest monthly expense families have, and typically consumes 30% to 50% of a family’s net monthly income. The ability to pay off the home mortgage, in the event of the death or disability of a breadwinner, is a need that most people easily recognize and would like to cover.

That is great news for you. There are an abundance of great prospects for you to talk to, right in your local area. People want to protect their primary needs for themselves and their family. And, if you are passionate about what you do, then it becomes very easy to become emotionally connected with a prospect, so they will open their hearts to you. All you need to do is have confidence in yourself and let your passion and caring nature shine through.

I’ll give you an example of what I mean. As you know, I do phone coaching sessions with financial advisors everyday. And, during those coaching sessions, we always get into role-playing the questioning techniques you must use to get your prospects emotionally involved, so they recognize the need and want to set an appointment with you.

Here’s one example…

I’ll say: “If I may ask, do you currently have a mortgage on your home?”

Advisor as Prospect: “Yes, I Do.”

I’ll ask: “And, if I may ask, do you have insurance to pay off your home for your family if something were to happen to you?”

Advisor as Prospect: “No I Don’t”

I’ll say: “How do you feel about that?”

Advisor as Prospect: “I never thought about it. And, I don’t feel good about it. But unfortunately, I can’t do anything right now. I just can’t afford it.”

I’ll say: “I understand. None of has any extra money. But, you do feel it’s important to have the home paid-off for your family if you weren’t there tomorrow?”

Advisor as Prospect: “Yes, I do.”

I’ll say: “Well, if I could show you how to get the insurance you need to protect your family, without taking any additional money out of your pocket, would you like to know how?”

Advisor as Prospect: “Yes, I would.”

The whole idea is to set an appointment with these people and then once you are in front of them you do a complete fact-find. The strategies involve getting in front of people who have had a mortgage for two or more years. Then helping them to buy cash value life insurance to protect their family, and pay off their home 5-15 years early… without taking any additional money out of their pocket.

Do our strategies work?

Proven 80% Success Rate…
I‘ve been training and coaching life insurance agents for almost three decades. For example: As a branch manager for Met Life, from 1989 to 1993, I hired 23 brand new agents. Each of these agents started their careers using mortgage insurance as a door opener! Over 10 years later, 18 of these agents are still selling life insurance and they are making well over $100,000 per year. Today, many of them are making $200,000, $300,000 and much more. (They are mostly selling cash value life insurance!)

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!

If you want to have one of the quickest and simplest ways to find life insurance leads, set appointments, make sales and be earning a six-figure plus income, then you need to take a look at our ‘New Agent Mortgage Insurance Tool Kit™’… Today!!!

When you get your hands on this powerful information, you’ll find these state-of-the-art marketing, prospecting and sales strategies are organized into a step-by-step procedure.

How much longer are you willing to struggle to make a mediocre income?

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 and advisors on the planet use?


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

Are You Missing The Boat!!!

Most of the agents, advisor and planners who read this won’t want to hear what I’m about to say…

Linken in blog pic_l

But they are missing the boat, big time! Most of these people want to believe there is a ‘Quick Solution’ to being successful in sales. They want to believe there are lead  sources, or lead systems that will have people begging for an appointment and begging to be sold. They want to believe that if they have the best product, price and/or investment returns, then all they have to do is show up and they’ll make a ‘Bazillion Dollars!’

However, the actual evidence is… 86% of the people who enter insurance sales are out of the industry within four years. And, the few agents and advisors who do manage to survive four years are making an average income of only $45,000 per year!

“According to the American Council for Life Insurance, the number of life insurance agents has shrunk by nearly 100,000 in recent years. For every 1,000 agents recruited, only 14% survive the first four (4) years. Surviving agents only produce an average of $45,000 of earnings in their fourth (4th) contract year.”

I know that almost every recruiter, agency head and lead company is telling you that they have a great turnkey lead and sales system. And, if you follow their system, they’ll guarantee you’ll make a ‘Bazillion Dollars!’

But, the actual facts state something entirely different.

Only ‘One Out of Six’ agents are surviving past 4 years. And, only ‘One Out of Ten’ of the surviving agents are earning $100,000 or more per year. If you do the math, that means that out of 1000 agents hired this year, only 140 agents will survive and be earning approximately $45,000 per year by year four. (860 agents will fail, 140 will survive) And only 14 will be earning $100,000 or more.

Obviously, no matter what you are being told, or what you want to believe, the odds of you making a significant six-figure income in insurance sales… is only 1.4 out of 100!

However, you can dramatically increase the odds of your survival, and be earning a consistent six-figure income with the right knowledge, training, coaching and mentoring.

If you want to have your best chance of succeeding, then you can’t just rely on what a recruiting organization, agency head or a lead company tells you or gives you. As the President of a one of the largest IMOs in the country told me after reviewing one of our marketing and sales systems… (He had called me and asked me to send him our system.)

“I glanced at the information you sent me and it would not fit our focus because of amount of time it takes to get the training done. Excellent material! Our training process is to get as many people as we can on the boat to find out who can write before we spend any time or money training them.” (This is a Direct Quote)

Unfortunately, I’ve gotten very similar responses from many of the large IMOs and many of the large career life insurance companies. It’s cheaper for them to play the numbers game, than to spend their time and money training the agents. I was told the same things by upper management, when I was a Branch Manager for a Major Insurance Company.

The questions you should be asking are…
• What does it take to succeed today in insurance sales?
• What training do I need?
• Where do I get the training?

It’s up to you! You can continue to believe all of the hype, or you can take complete control of your career starting today!

Start now… Download the rest of this free eBook….
How to Attract And Sell The ‘Perfect Prospects’