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

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

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

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

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

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

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

Consider:

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

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

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

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

Now Consider:

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

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

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

The Critical Points To A Successful Free Educational Workshop Are:

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

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

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

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

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

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

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

  • Earning $20,000 or more per month…

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

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

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

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

Yours in success,
Jeremy Nason

Marketing and Sales Coach

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

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

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

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

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

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

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

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

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

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

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

Remember…

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

_________________

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

Stop Missing The Easy Sales

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

Why are these people buying from your competition?

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

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

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

Jeremy Nason
Marketing and Sales Coach

________________

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

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

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

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

The Reality Of Their Decision…

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

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

Think about it…

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

Now consider…

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

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

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

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


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

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

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

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

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

Middle America Needs Your Help

Studies on the problems facing Middle America…

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

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

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

LIMRA Study and Comments

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

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

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

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

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

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

John Jacob Astor

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

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

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

Special Message to Financial Advisors…

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

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

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

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

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

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

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

Do these lead generation strategies work?

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

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

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

Jeremy Nason
Marketing and Sales Coach

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

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

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

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 Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors

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

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

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

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

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

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

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

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

Here is a quick example…

Dear Chris:

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

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

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

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

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

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

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

Yours truly,

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

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

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

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

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

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

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

You’ll be amazed at the results!

Jeremy Nason
Marketing and Sales Coach

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

_________________

 Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors

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


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

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

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

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

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

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

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

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

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

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

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

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

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

How We Can Help You

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

You Have The Choice To Be Successful Or Unsuccessful
You’re the only one who sets the limits on your income and your success! Your career in insurance sales is a series of constant challenges. You must use those challenges to motivate and excite you! You must meet and beat those challenges to be successful in sales!

There are five basic challenges you face in insurance sales:

Marketing / Prospecting

Making Contacts / Setting Appointments

Qualification / Fact Finding

Sales Skills / Overcoming Objections

Helping People / Closing Sales

Most agents spend the majority of their time learning how to meet and beat one or two of the above challenges, and neglect the others. You will become a top salesperson – only if you continuously work on all five of the above challenges.

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

Jeremy Nason
Marketing and Sales Coach

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

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


Does this sound familiar to you?

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

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

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

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

Does this story sound all too familiar to you?

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

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

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

To put it another way…

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

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

As the old saying goes…

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

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

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

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

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

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

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

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

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

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

To Have The Success You Have Been Dreaming About…

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

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

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

And, it’s because…

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

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

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

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Jeremy Nason, Trainer, Coach and Mentor to Financial Advisors

Get Employees and Clients to ACT!: Wishing Needs Words

A few days ago, an insurance company branch manager I’m coaching, Brian, was complaining that his agents were not doing what he told them to do.

“I wanted them to talk with their older clients about introducing them to their children,” he told me, “But most of them didn’t do it.”

“How did you ask them?  What exactly did you say?” I inquired.

His response was, “I hope you’ll remember to speak with your older clients about those introductions we discussed.”

Hmm, precatory language, I thought.  Precatory language is a wish or desire that doesn’t rise to the level of a command and doesn’t have to be granted.  I had learned about this when I was practicing law.  A client’s father had left him some property in his will, adding: “…It is my wish that he share the property with his nephews.”  My client didn’t want to share the property, and the judge ruled that he didn’t have to, because “It is my wish” is only precatory.

If you want your employees or your clients to do something, ask for it clearly and be very specific.  Then, ask them to agree and offer your help if they need it.

Brian’s problem also reminded me about my discussion with Jim awhile back.  Jim’s managers did not use powerful words to get the attendance of their advisors at an important meeting.  But Brian’s precatory language in addressing his agents here was weak in an elevated way.  “I hope you’ll remember…” did not even attempt to mandate anything.  It was just a wish or desire.

Brian could have said something like this:

“I want each of you to speak with at least three of your older clients about being introduced to their children and report the results back to me by Friday.  Will you all agree to that?  Pete?  Bill?  Joe?”

This would have been a clear request.  Even better, it would have created an agreement.  Managers who complain to me that their teams aren’t meeting their expectations, are usually not getting agreements from their teams.

Agreement

Similarly, many sales professionals complain that their expectations with respect to the actions of their clients aren’t being met.  But as long as they have only expectations between them and the people they want to take action, they will continue to be disappointed.  They need agreements.

Use clear, powerful language, and obtain agreements.  The result will be significantly less disappointment.  Whatever you do, keep wishing, keep asking, and keep REACHING…

Signature

What Do The Top Life Producers Know That You Don’t… They Know That Most Advisors Are Chasing The Wrong Life Insurance Prospects!


The Top Life Producers understand that there are 3 critical sales areas that every life insurance agent, financial advisor and financial planner must conquer, if they want to succeed short and long-term in this great life insurance sales and financial services profession?

  • Generating a Constant Stream of the ‘RIGHT’ High Quality Life Insurance Sales Leads…

  • Turning Those IDEAL Sales Leads Into High Quality Sales Appointments…

  • Consistently Turning Those Appointments Into Profitable Sales…

Your success starts with you generating constant stream of the ‘Right’ high quality sales leads!
And, unfortunately that’s where the problems start for 90% of all the life insurance agents, financial advisors and financial planners out there!

The problem is that the typical, ‘Get Rich Quick’ life insurance marketing and sales training that 95% of the agents, planners and advisors receive today tells them that selling life insurance, annuities and their financial services is just a numbers game. They are constantly being told that the more people they see, the more insurance, annuity and investment sales they’ll make. Technically that may be correct.

However, because most insurance agents, advisors and planners are being told that selling life insurance, annuities and their services is just a numbers game, they are focusing on finding high ‘quantities’ of life insurance, annuity and investment sales leads, instead of finding the RIGHT, ‘high quality’ sales leads! Which, ultimately means they end up wasting most of their time and money chasing the wrong prospects. And, then they wonder why they are have trouble setting appointments and closing sales!

Stop Chasing The Wrong Prospects!
If you want to succeed in this business and take your sales to the highest levels… then first stop chasing the wrong prospects! Chasing the wrong prospects is the main reason why 86% of the people who enter insurance sales struggle, and are out of the business within 5 years! And, it’s a major reason why the average net income for insurance agents, financial advisors and planners (as reported by LIMRA) is less than $45,000 per year!

Contrary to what the companies who sell sales leads or sales lead systems, and the majority of insurance sales trainers, recruiters and managers will tell you…

Sales is NOT a numbers game!
There Are NO Shortcuts and NO Magic Cures!

Consider, does it matter how many leads you have… If they aren’t the ‘RIGHT’ Sales Leads and you aren’t able to consistently turn those leads into high quality sales appointments and then into a sale?

It’s Up To You! You can continue to believe all of the hype. You can keep looking for a magic cure, struggle and become one of the 90%… Who Don’t Make It!

Or, you can learn what the Top Producers know!

To Consistently Earn a Six-figure Income, You Must Learn How to:

  • Generate A Steady Stream Of The ‘RIGHT’ High Quality Sales Leads… for ‘YOUR’ Specialty, Expertise and Niche Market!

Then once you have a consistent stream of the ‘RIGHT’ prospects for ‘your specialty’… with the right sales tools, sales training and coaching you can learn the questions, scripts and specialized sales techniques needed to:

  • Consistently Turn 9 Out Of 10 of Your Ideal Sales Leads Into High Quality Sales Appointments!

And,

  • Consistently Turn 9 Out Of 10 of Your High Quality Sales Appointments Into Profitable Sales!

Yes, you can set appointments and close ‘9 Out Of 10’ sales if you are attracting and working with the ‘Right’ prospects!

You can, if you specialize in solving a problem your prospects have! And, if you help your prospects to see you as a trusted financial advisor and the expert, instead of just another salesperson!

Contrary to what you are being told, setting sales appointments and closing sales is NOT about you, your knowledge, your credentials, your hot new products or investment returns.

Your ultimate success (or failure) in this business is all about your prospects and how they’ll uniquely benefit by meeting with you! You must learn to ask the “Right” questions to help them see they have a problem, and then help them to solve their problem… by providing them with real solutions!

It is this simple…

If your prospect doesn’t see they have a problem…
Then why should they meet with you or do business with you?

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Coaching for Continued Success

Coaching for Continued Success

For anyone to be and stay successful they need support and ongoing development.  Now this can come in many different forms, via your significant other, business partner or boss, your coach, additional training programs or even something simple as reading an hour a day.  The important part is that you are receiving support and are improving yourself and your business as you go. 

When we become successful it is easy to get comfortable in our ways,  and become stagnant.  This is possibly one of the most dangerous things we can do.  Does society stay the same? Of course not, it is constantly evolving; shouldn’t we evolve with it?  How do we do that?  Ongoing training and coaching. 

Let’s take one of my favorite football players for example, Matt Ryan.  We can agree that he is successful professional in his career right?  Do you think he was born that way or did he receive training to get him there?  Do you think he would stay successful without his coaches, his agent, and his teammates uplifting him?  NO WAY! How are you any different? What does this mean for you?  You need ongoing support from someone you can trust that will continually help you improve.  I recommend three different important people in your life, MINIMUM. 

The first is your motivational or life coach.  Your coach will help you to stay motivated, positive and in the right mindset.  Your coach will also teach you some general things, and some philosophies that will help you.  As well as helping you become more appealing or the most appealing to your market. Sticking to the example above, this would be the head coach of the team.  He gives philosophies, pep-talks, helps with all major decisions and helps build the image of the team as a whole.

The Second is your business coach.  They are the direct trainers.  They are going to help you with the core of your business; they will push you and guide you along the path on the technical side of things.  They will teach you things that directly influence how you conduct yourself.  They will help with your technique, approach, and making sure you stay on track.  Furthermore, they will help you to build cases, answer all of your and your client’s questions, as well as being a direct resource for anything you might need.  Lastly, they make sure you are continually learning and improving.  Continuing with our example above would be the Quarterback Coach and offensive coordinator.  They talk to Matt about his technique, game situations, how to improve in this area, a mistake he made here etc…

The final person I recommend is an emotional support system.  This should not be one of your other coaches or someone inside of your business. This could be a significant other, a trusted friend in your church, your best friend from high school or even a sibling or parent.  Bottom line, is you need someone you can vent to and let your mind escape from your business world.  This will help you be a well-rounded individual, and will keep you refreshed and motivated. They will make you a warm, sane person, and just help you to be genuinely happy.  This will help with your relations to clients, your attitude, some unbiased insight into your business and also you being able to sympathize with them. Lastly, it gives some separation from your work and home life and relieves stress.

In order to be successful in this business or any business you need a support system.  You need coaches to help you stay motivated, help you market better, improve your image, and make sure you are continually improving.  On top of this you need an emotional support individual as well.  This person will help keep you sane, happy and someone to help you deal with the day to day struggles.  All three of these are vital so you can have the successful, happiness filled, well rounded career and live you want and deserve.

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The Very Top Producers Know That To Be Successful… You Must Set Yourself Apart From Your Competition!

No matter what we do, or where we do business, we all have to deal with an abundance of competition. Consider, there are approximately 1.5 million insurance agents in the United States. How many of them are in your local community? How many of them are offering the exact same companies and products you offer? Are they telling people that they have the best products and/or the lowest price products just like you do? Do they all promise to provide great service? Do some of them have more credentials and experience than you? Then, why should the people in your local community do business with you, verses your competition?

If you want to be successful… What can you do to make yourself stand out from the crowd?

How can you differentiate yourself from all of your competition?

What the leading producers know, that you don’t, is most people today are looking for real help with their finances! They are drowning in debt. They are unable to put any money aside for their future. And many of them are one or two paychecks away from disaster.

People want to take back the control of their money. They want a secure financial future for their family. The problem is they don’t know who to turn to and who they can trust. Everyone they talk to is trying to get them to spend money they just don’t have.

So, if you want to beat out your competition and start attracting great prospects to you, then you must consistently deliver a ‘special message’ in everything you do, about how you are helping people to identify and solve their financial problems! You must believe with all your heart and soul that it is your mission to help people to get what they want and need. It’s what you talk about and write about. It’s what’s in your sales letters, articles, newsletters and invitations. You must clearly communicate your passion for helping people. It’s what will set you apart from almost everyone else in this industry.

“People Don’t Care How Much You Know, Until They Know How Much You Care!

Remember, people just aren’t even remotely interested in the great new product you have; or, how good or fast your service is; or, that you have the #1 product in the industry; or, if you have great credentials.

However, they are turned on when you can show them how they can pay off their home in 10 years; and how much tax free income they’ll have during their retirement years to do the things they want. Or, if they can cut their income taxes, and use that money to be debt free in two years.

What your prospects want to know is… ‘What’s In It For Me?’, ‘How Can You Help Me To Provide A Better Life For My Family?’

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Want more secrets like these… download my free ebook here