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!

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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’  

 

You Have Only So Much Time, Don’t Waste It!

What do the top life producers know

that you don’t…   

You Have Only So Much Time,

Don’t  Waste It!

In spite of technological advancements such as email and cell phones, most agents and advisors today have less contact time with clients and prospects, than they did ten or twenty years ago. This means less time to build relationships with current clients and less time to develop new business with prospects. Wouldn’t it be nice if you could free up more time to spend on productive activities such as customer contact?

Dont-waste-my-time

Time wasters don’t just happen. Other people cause can cause time wasters. However, many of the common time wasters are self-imposed. It is easy to rationalize time wasters and accept them as inevitable. However, keep in mind the one important trait that differentiates successful sales professionals: The best salespeople manage time well. Average sales people let time manage them.

What are the most frequent time wasters for sales people?  We have identified over thirty common sales time wasters. Here are what we feel the five most common time wasters:

1. Spending time on clerical tasks. Most agents and advisors are wasting time doing too many clerical tasks, such as doing paperwork, sending marketing letters, answering the phone, and the list goes on. You can’t make $100 per hour ($4,000 per week) doing an $8 per hour job ($320 per week). You need to hire a clerical assistant as soon as possible, if you want to eliminate this time waster. We’ve found, that with most advisors, that within a few weeks of hiring a clerk, their income rises significantly. And, it’s because they can focus much more of their time on building client relationships.

2. Inefficient use of email and voice mail. Unfortunately, sorting through junk emails and answering email and voice mail messages has become a major time waster.  Most agents and advisors let their email and voice mail interrupt their business. To reduce this time waster, schedule specific times to read and answer email and voice mail messages. There are also many effective ways to presort your email and voice mail messages to free up your time, so that it can be spent more productively elsewhere.

3. Spending too much time with the wrong prospects. Obviously, if a salesperson spends too much time with the wrong prospects, he or she is not spending enough time with the right customers. You can eliminate this time waster by specializing in a specific market and determining who the best prospects are for that market.

4. Not working in your immediate area. This is a killer. Agents and advisors are wasting a lot of time driving to client’s homes and business in areas away from their local area. Some agents and advisors may believe that the prospects in one area are better than their area. Some just believe they must take any prospect that comes along, no matter where they are. If you want to eliminate this ‘killer’ time waster you need to make the effort and take the time to get known in your local area.

Lew Nason Quote

5. Studying products, instead of  studying your craft. We hear it time and time again from agents and advisors: “I’m too busy! I need to make money! I don’t have the time to study.” Then they wonder why they aren’t getting anywhere. Consider, you can be the foremost expert on your products, but is it going to help you to attract prospects; help you to set more and better appointments; help you do a better fact-find; etc! If you are not continuously studying and improving your craft, aren’t you destined to do the same things over and over again, giving you the same 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? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?

______________________

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

What Do The Top Life Producers Know That You Don’t…Most Agents Are Presenting A Solution To A Problem, Before Helping The Client To Identify The Problem!

Have you ever presented a great life insurance sales concept such as Missed Fortune, Infinite Banking, Tax Free Retirement, or a great product such as Index UL and the client tells you they like the idea and it makes sense, but they won’t buy? Do you leave the prospects home, scratching you head and asking yourself why?156211885

Is the reason they are not buying, because you are presenting a solution to a problem, before helping them to identify their problem?

And, how can you present your solution, if you don’t even know if your prospect has a problem, or understands the problem?

Consider, if someone does not see why they need more life insurance, then no matter how good the idea or product is, if it includes life insurance, then why should they buy your product?

If the prospect believes they are putting enough away for their retirement, or for their child’s college education, then why should they put more money away?

If they really believe they can get a 12% or higher return in the stock market, then why should they consider a safer, but lower rate of return?

If they feel they can’t afford to put more money away, without cramping their current lifestyle, then why should they do it?

If they don’t see a pressing need, then why should they take action right now? Can’t they put if off?

The bottom line is that, if the client does not see and fully understand they have a problem, or how your solution fits in with what they are doing, and their beliefs, then why should they take any action?

If you want to close more and larger life insurance sales, then you must help your prospect to see and fully understand the problems they are facing. And, you can’t tell them they have a problem. Because, if you tell them they have a problem, then won’t they see you as just another salesperson trying to make a sale? You must ask questions to help your prospect to come to the realization that they have a problem. And the more questions you ask them, the better it is. The more you get people to talk about their problems, the more important it becomes for them to find a solution to those problems. Fixing those problems now becomes a priority.

Remember, almost all of the choices we make in our daily life are motivated by one of two powerful emotional forces. The most powerful of these emotional forces is the desire to avoid pain, and the second is the desire for pleasure.

Consider, all of us are born with the pleasure principle. We will seek immediate gratification, which gives us feelings of pleasure. And, the opposite is also true, while we are seeking pleasure we will try to avoid anything that causes us pain. That is why we tend to put off thinking and talking about the problems we are facing now and in the future. It’s why we procrastinate when making a decision.

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?

______________________

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

 

“Over The Next 10 Years The Insurance Industry Is Going To Change And Put Most Of The Typical Insurance Agents Out Of Business.”

Is there any question that everyday more and more consumers are turning to the internet for information before they make a purchase? Then to save time and money, plus avoid meeting with a salesperson, they are buying online?

Will the same thing happen for consumers buying life insurance? Unfortunately, it’s already happening.

According to the 2014 Insurance Barometer survey by the Life and Health Insurance Foundation for Education (LIFE) Foundation and LIMRA, eighty-three percent of consumers would use the Internet to research life insurance before purchasing a policy if they had the option. Currently, according to the survey, face-to-face contact with an agent is the most preferred method for buying life insurance. However, nearly one in four said they would prefer to research and purchase online, if given the option.

For over one hundred years life insurance had been sold primarily by career life agents, captive agents that represent a single insurance company, and by independent agents, who represent several insurers. Now, life insurance is also sold directly to the public by mail, telephone and through the Internet. In addition, in the 1980s insurers began to market annuities and term life insurance through banks and financial advisors, professional groups and the workplace. A large portion of variable annuities, and a small portion of fixed annuities, are sold by stockbrokers. In 2013 independent agents held 49 percent of the new individual life insurance sales market, followed by affiliated (i.e., captive) agents with 41 percent, direct marketers with 4 percent and others accounting for the remaining 6 percent, according to LIMRA.

 

Here is an except from an 2013 article by Brian Anderson…

“As life insurance agents continue to gravitate toward wealthy consumers, many carriers are ramping up their direct sales efforts and introducing new programs designed to reach the lower and middle markets. You’ve probably heard about MetLife’s Walmart pilot program. The company now has kiosks in about 200 Walmart stores in South Carolina and Georgia – and will likely expand into Pennsylvania soon, as well. Based on what I’ve heard at various industry conferences so far this year, I’d be shocked if we didn’t hear about at least a couple more partnerships between carriers and retailers – big box or department stores – before the end of this year.

Who can blame carriers? Life insurance premiums have been flat for some time, and it’s not like we’re going to have a huge influx of new agents anytime soon that are going to target lower- and middle-market consumers. Knowing this, the carriers are more open than ever to experimenting with selling direct – or at least via a non-traditional retail partner.

New research shows consumers are open to it. Nearly 1 in 5 consumers are willing to purchase life insurance from a retail outlet like Costco or Walmart, according to a study just released in conjunction with the LIMRA Life Insurance Conference in New Orleans, April 15-17, 2013.

The 2013 Insurance Barometer Study from LIMRA and the LIFE Foundation revealed that 17 percent of respondents said they would be willing to purchase life insurance directly from a retail outlet, which seems like a significant percentage given that this is the first time consumers were asked about their interest in purchasing life insurance from a nontraditional distribution channel. By the time the 2015 study comes out, would you be at all surprised if that 17 percent figure has risen to 40 percent?”

Note: A 2014 LIMRA study asked a diverse mix of life insurance executives, distributors, reinsurers and other financial leaders this question: Do you believe an outside source like Google or Amazon will be a disruptive force in the life insurance market in the next five years? Fifty-seven percent said yes. Moreover, a 2013 LIMRA study revealed that 21 percent of middle market consumers would be willing to buy life insurance online from a non-traditional source such as Google or Amazon.

Also Note…

The U.K. has new regulations that ban commission-based selling. These regulations were put into force on New Year’s Eve 2012, in the biggest shake-up of the investment and Insurance industry for decades. The Netherlands and Australia also banned commissions in 2013, and now there is talk of a similar ban in the US.

How will this affect you and consumers?

According to a report released in August 2014, by Garry Heath, former director general of the IFA Association (UK), the number of independent and bank channel financial advisors in the UK has dropped by roughly 11,000 since the introduction of RDR (Retail Distribution Review) .

Furthermore, according to Heath, with so many advisors leaving the business, more consumers are without financial advice. Since the introduction of RDR the number of individuals working with a financial advisor has dropped from 23 million to 13 million.

Summary

The the financial services world is changing rapidly. Accordingly, if you are focusing on just selling a product, and you are not offering real help and advice to your prospects, will you survive? Why should people contact you? Can’t they get the same information and products online?

Whether you’ve been in this business for 30 days or 30 years, if you want to survive and prosper during the next 10 years and beyond, then you must start working today at becoming a true financial advisor, instead of just the typical product salesperson. You must make the transition from being seen as the typical insurance agent people want to avoid, to becoming the trusted advisor people want to see.

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?

______________________

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

Relationship Selling Is A Huge Key To Success In Sales

What Do The Top Life Producers Know That You Don’t…Relationship Selling Is A Huge Key To Success In Sales

Have you ever been told, that if you want to succeed in insurance salesyou 

must first sell yourself?” “The first thing a prospect buys is you.” My question has always been; “How do you do that?” I was never able to get a really clear explanation, from any of the company trainers, of what it meant to ‘sell yourself first.’ I always got some vague response. I’m not sure the trainers really knew what it meant. It was just something they read in a sales training manual. Or, maybe I was just too new to sales, to understand?

Selling yourself first is the foundation that “Relationship Selling” is built on. It is about getting close to your prospects. Letting them get to know you and gaining their trust. It is more than just a sales strategy. It is treating people, the way they want to be treated. It is helping them to grow. It is believing in them. Once you understand and practice this concept, it will take your sales career to dizzying heights.

The concept isn’t new. The top producers in the sales industry have used it for many years. It’s simple. It’s a very basic and a natural progression in the development of sales skills. Some sales people just seem to stumble onto using this concept. While others have to be taught.

This concept is a very fundamental part of selling. If you don’t have the ability to establish a solid relationship with the prospect, much of what goes on beyond that point will not matter. If you don’t first establish a relationship with your prospect, in most cases it won’t matter how much you know about your product, or how good you are at overcoming objections or how many of the latest closing techniques you have learned.

The inability of advisors to establish a solid relationship with their prospects is why so many advisors are struggling and leaving the business in their early years.

The advisors who are having the greatest success in this business are those advisors who understand the importance of and are able to build a strong relationship with their clients.

They don’t need to even try to close a sale, it just happens. Their clients are happy to refer their advisor to a friend or relative.

By using the following four relationship strategies, the sales process will eventually develop a natural flow, which will in turn lead to a natural conclusion. If the solution meets the prospect’s needs and wants, then the conclusion is a sale. If the solution doesn’t match, then a relationship has been established for possible future sales or referrals.

Step 1- Build a Trust Factor
How do you get people to trust you in a sales situation? You get people to trust you, by trusting them first. Trust that most people will make intelligent decisions, if you are honest with them and they understand what is really important. Let your prospects and customers get to know you, the real you. Find out about them. Find something you have in common with them. Be active in community organizations and let people see you outside of the business.

Honesty builds trust, which is the foundation of all relationships. We all hope to have a true friend who has our best interests at heart. Someone whom we can trust to brush the dandruff from our shoulders prior to our giving a presentation. Or, tell us that we have spinach stuck in our teeth during that important dinner meeting.

Believe in what you do and believe that it matters. Are you there just to make a sale? Or are you there to really help the prospect? Be prepared to conduct a good sales interview.

Don’t go see clients with a preconceived notion of what they might want.

It’s your attitude, your belief in what you do, your professionalism and your honesty that will help people to trust you.

Step 2 – Focus On Filling the Clients Needs and Wants
The better your product and service fits the client’s needs and wants, the more sales you will have. When people know you sincerely care about they want and need, they will feel secure that they are making the right decision in buying from you.

The more you find out about the prospect, the better you are able to help them fill their needs. Even if they don’t require what you have to offer, you can still help them by referring them to someone else who can help them. This builds more trust and will strengthen the relationship.

Step 3 – Ask Open Ended Questions
If you want to find out about your prospect, just ask them. People like to talk about themselves and what they want. Asking open-ended questions, allows prospects to tell you about themselves and their situation. What is it that they feel is really important?

What do they want for themselves, their family or their business? This is the information that you need, in order to really help them.

The classic questions contain – who, what, where, when, why and how?

Examples: Is there any particular reason why you haven’t started a retirement plan? How, does that make you feel? Why, do you feel that way? What would you like to do when you retire? The more questions you ask about them, the more your prospects will understand that you care about them and you want to help them.

By asking appropriate questions, at the right time, you can also lead your prospects to talk about the things, that you want to talk about.

Examples: When you retire, which do think you’ll be more concerned about, the amount of money you have accumulated or the amount of income you can get from that money?

If you weren’t able to put that money away each month, how would that affect your retirement? If you could put money away, without paying income taxes on the interest each year, do you think your savings for retirement would grow faster?

Step 4 – Listen More Than You Talk
If prospects like to talk, then doesn’t it follow that prospects appreciate good listeners. When you listen more than you talk, your prospect realizes that you are truly interested in them and that you are trying to understand their situation. They feel more comfortable with you and will open up even more. Listen intently. Show them the signs of a good listener.

Examples: Nod your head, say, “tell me more”, “I understand“, or “why is that important to you“.

Caution, real listening is very difficult. Many times we are only half listening, because we are trying to formulate our next question or response. If we really want to help our clients, it is really important to intently listen to what they are saying.

Summary
Relationship Selling is not mastering a simple set of selling techniques. It is a philosophy, a belief in taking care of people. Believing that what we do really matters. Wanting to make a difference in someone’s life. Wanting to help change their world in some little way.

Remember, when you take care of people, people will take care of you.

“Selling is about building and maintaining relationships,
not about getting other people to buy.”

Yours in success,
Lew Nason

‘The 9 Out Of 10 Guy’

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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A Very Important Message From Lew Nason For New and Struggling Insurance Agents

Or, Advisors who are not satisfied with the income they are making!

Ever since opening the Insurance Pro Shop in 2000, we have seen too many people wait much too long before they decided to invest in the fundamental insurance marketing and sales tips, tools and training that every agent, advisor and planner must have, if they want to be successful today… and stay successful!  

Instead, these people have fallen for all of the hype out there and wasted all of their time and hard earned money on quick fixes… internet leads, hot new sales ideas (with software), and sales systems guaranteed to make them an overnight success.

Napoleon Htll Quote

Now, many of them are down to their very last dollar. They are struggling just to stay afloat. And, they are looking for a miracle. They are frustrated and stressed out. They are in a panic. And, they have no money for even the basic insurance marketing and sales tips, tools and training. 

In a last ditch effort, they’re calling us looking for some quick help. They need to make a lot of money in the next 30 to 60 days, or they will be forced out of the business.

Unfortunately, at this stage of the game, there isn’t much we can do to help these people. Even if we help them to make a sale the very next day, it will take about a month for them to get paid on the case. And, it takes roughly 30 days to learn and implement just a few of the fundamental marketing and sales success strategies, to start to generate the right leads, to close more and larger sales.

Many of these people have been following us for years, but felt they couldn’t afford the time or money to get the training they needed. So, they continued to struggle along, until it was too late.

We want to help you now, before it’s too late! That is why we created our very affordable Insurance Marketing & Sales Resource Centerwith a 30 day 100% money back guarantee! For less than $1 per day you’ll have access to all the critical basics and much more!

Whether you are new, really struggling, or just not satisfied with the income your are making, you will be amazed at the wealth of valuable information you will find in the Insurance Marketing & Sales Resource Center.

Yours in success,
Lew Nason

© 2015, Insurance Pro Shop® – All rights reserved
Lew Nason, with his sons Jeremy Nason and Will Nason are the founders of the Insurance Pro Shop ® and the creators of the Found Money Management™ Advanced Life Insurance Sales System the most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for almost three decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at http://www.insuranceproshop.com/ or call 877-297-4608

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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To Make More Money From Your Insurance Business, Help Your Clients & Prospects To See You As An…Advisor!

TBT Marketing & Sales Articles From The Past…

To Make More Money From Your Insurance Business, Help Your Clients & Prospects To See You As An…Advisor!

Would you like to:

•Have your existing clients keep on doing business with you for years to come?
•Have your existing clients refer you to everyone they know?
•Have NEW prospects, who are anxious to do business with you?

Then you must transform yourself from the typical insurance agent into an Advisor.

Most insurance agents believe that to make more money in their business, they need to have either the lowest priced product, the top performing product, or the newest product and they must provide exceptional service. However, don’t all agents claim to have the lowest price, or the best and newest products, and don’t they all claim to provide exceptional service. If that’s all an agent has to offer, how are they any different from the other insurance agents out there?

Do your prospects and clients think of you as an “Advisor”… or do they simply think of you as another insurance agent who sells insurance products?

To make more money, you need to find a way to make yourself standout from the rest of the crowd. The object is to keep your existing clients buying, while you identify and attract more high quality prospects. You need to address two critical questions your client and prospects want to know “why should I do business with you instead of one of your competitors” and “what‘s in it for me.” You must show them you understand and can solve their problems.

 

The first step to helping your clients to think of you as an advisor is to develop a Unique Selling Proposition.

Your Unique Selling Proposition or USP is that single, compelling ideal or benefit that makes people want to do business with you, instead of your competitors. To put it another way, your USP is that distinct and irresistibly appealing idea that sets you and your business apart from all your competition.

Almost every successful business, not just insurance agencies, whether small or large, has a USP. In fact, that’s how small businesses grow into giant corporations. For example, both Domino’s Pizza and Federal Express became billion-dollar corporations in a very short period of time – because of their powerful USP.

Federal Express’ USP was, ‘When it absolutely and positively has to be there overnight.’ This statement tells the potential customers if they want to be 100% certain their mail will get delivered the next day, then, they must use Federal Express. Domino’s USP was, ‘Hot, fresh pizza delivered within 30 minutes – guaranteed – or it’s free!’

Your USP, when formulated powerfully, can propel you to the top of your industry in a very short period of time, just like what Federal Express and Domino’s USP did for them. So, if you want to start improving your business, you need to invest whatever time necessary to create a compelling USP and implement it in your business, immediately!

Remember all of your prospects want to know what benefits they’ll gain from doing business with you. What problems can you solve? Unless you can answer these questions to their satisfaction, you have very little chance of getting an appointment, let alone getting them to buy from you.

The main reason the prospecting and marketing materials or systems currently used by most agents are so ineffective is they don’t answer the prospects’ most important question: “What’s in it for me?” They don’t give their prospects a good reason for wanting to do business with that particular agency or agent.”

How to develop and use your USP…
1. Your USP must be one sentence.
2. Your USP is either Pain or Pleasure oriented. Since most people will do more to avoid pain than to gain pleasure, you might want to model your USP around the pain that your product or service removes. What problem can you solve for them?
3. Make sure your marketing theme, campaigns, and business plans evolve around your USP. Did you ever see a business who’s marketing had nothing to do with their USP? Did it made them look like as if they had a values conflict?
4. Your USP should address a void in the marketplace, with a promise you can honestly fill.
5. A mentor of mine, Hilton Johnson, gave me this formula for designing your USP: “Do you know how [state the pain or problem the prospect has]” “What I do is [state the solution your product/service solves]”

The true test of whether you’ve designed a good USP or not, is if sells for you in the marketplace. Does it define your edge? And, does the marketplace value it with their pocketbook?

Lew Nason, RFC, LUTCF, CFLA
’9 Out of 10 Guy’
www.insuranceproshop.com

“The Key To Setting Appointments and Closing Sales Is Finding Out What Your Prospect Needs And Really Wants… And Then Helping Them To Get It!

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

“The Key To Setting Appointments and Closing Sales Is Finding Out What Your Prospect Needs And Really Wants… And Then Helping Them To Get It!

Over the past 16 years, we’ve spoken to thousands of agents who tell us they have a problem. They are not making enough sales or money. They want to find a way to find more leads, or they want to get into a more lucrative market. However, as we discuss their situation, in most cases, it turns out their problem is not what they think it is.

Let me give you an example… A few days ago an agent called us. He wanted to know how to generate more leads for the mortgage insurance market. He told me he was struggling and needed to make some quick sales. I asked him how long he had been it the business. He told me 10 years. In the past, he had sold Medicare supplements and LTCI, but that had dried up. So, he moved into the annuity market doing seminars, unfortunately without much success. A few weeks ago, he started selling mortgage insurance, using purchased leads. He is not making enough appointments or sales from those leads, so he wants more leads, so he can make more sales.

This is typical of what we hear almost every day. Most agents think that they need to have more leads, to set more appointments and close more sales. However, what they really need is to become better at asking questions to set more appointments and close more sales. They need to ask questions to help people to see and understand the problems they are facing, so they want to take action now.

The problem is that most agents view selling as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it…

There is an old story that puts this into perspective… A customer walks into a hardware store and tells the salesperson he’s looking for a ¼” drill bit. The question actually is “what is it that the customer really wants?” Isn’t it a ¼ inch hole?

If the salesperson is smart! If he really wants to make a sale! And, if he wants to keep the customer coming back to buy more, then shouldn’t he be asking the customer some important questions? Isn’t his job to help the customer to buy the right drill bit for the job? Shouldn’t he be asking; “How many quarter inch holes do you want?” “In what material are you going to be drilling?” “What kind of drill are you using?” etc.

It’s the same if you are selling Medicare supplements, LTCI, annuities or life insurance. If you want to make more sales and make a six-figure income, then you must learn to ask more questions. You must help your customer to buy the right product for their situation.

There are no easier products to sell. You don’t need 15 or more new appointments each week.

Take the time to learn to ask better questions. Help your prospects to see and understand the problems they are facing. It will pay big dividends…

Points To Consider… If you want to make a significant six-figure income selling life insurance, you generally only need to be closing 2 sales per week. That’s assuming you are helping the prospect buy the right product for their situation. To make 2 sales per week, even if you only have a 50% closing ratio, means you only need to have 4 new appointments per week. And, as a side benefit, if you are really helping people, instead of just making a sale, you’ll start getting lots of great referrals.

Note: When done right the average commission is between $2,000 and $5,000 per sale. Assuming a minimum commission of just $2,000 per sale, that over $200,000 per year.

You’ll find in depth questioning and fact-finding training in our How To Close ’9 Out Of 10′ Insurance Sales… By Asking The Right Questions… Advanced Video & Audio Training.

Yours In Success,
Jeremy Nason

Marketing and Sales Coach

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