The Simple Lead Generation System That Never Fails!

Most agents/advisors are struggling with finding enough leads/prospects because they don’t have or follow a complete ‘step by step‘ lead system.

They tend to try a little of this, then a little of that and if it doesn’t give them the immediate results they were looking for, they try something else. They never completely follow through on the entire process.

Here is a simple lead generation system that never fails!

To start with, a contact list is essential to efficient prospecting.

To make your list, write down everyone you know – EVERYONE! Not just because they may become your client, but because they can also provide you with referrals. (This is not a project 100 where you beat them all over their head for an appointment)

Start with this MEMORY JOGGER, to list everyone you know.

RELATIVES:
Aunt, Uncle, Brother, Sister, Cousins, Parents, Grand Parents

WHO IS MY:
Accountant, Dentist, Lawyer, Optometrist, Pharmacist, Physician, Chiropractor, Stock Broker

WHO SOLD ME MY:
Appliances, Car/Tires, Clothes, Furniture, TV/Stereo, House

WHO DO I DO BUSINESS WITH:
Bank Teller, Carpenter, Plumber, Electrician, Notary Public, Contractor, Editor, Printer, Realtor, Secretary, Surgeon, Art Instructor, Fashion Model, Lab Technician, Music Teacher, Office Manager, Barber/Hairdresser

I KNOW SOMEONE THAT:
Lives Next Door, Teaches My Kids, Was my Best Man, Goes Bowling with Me, Is my Former Boss, Was My Teacher, Repaired My TV, Cuts My Grass, Painted My House, Owns My Apartment, Is in Rotary, Is in Lions, Is in My Book Club, Dry Cleans My Clothes, Hung My Wallpaper, Sells Me Gasoline, Cleans My House, etc.

This should generate over 50 names of people you can drip on with your newsletter and then invite to your free educational workshop.

Remember, most people are uncomfortable meeting ‘one on one‘ with a salesperson. However, people ARE looking for information/help on how to improve their financial situation (not products) and are more receptive to attending an educational workshop.

Lew Nason

Start the process by sending EVERYONE… Your ‘Heart Felt Letter‘. (25 per week) Then follow up with your monthly newsletter. Call each of them to ask questions and talk about the key points on the letter, to set an appointment.

If they don’t agree to an appointment, then in a few weeks send them an invitation to your next educational workshop. (about the problems they are facing)

This low-key, non-threatening approach works, and opens many doors. The people we work with are setting appointments with 70-90% of their workshop attendees.

At the end of the workshop, ask each attendee what they thought of the workshop. Then ask them who they think may benefit from the information you provided and you should invite to your next event. (referral)

After meeting with prospect, whether or not they follow your recommendations, ask them who they think may benefit from the information you provided. Who you should send your newsletter to and should invite to your next event. (referral)

Following this complete ‘step by step’ system, agents/advisor are consistently setting 3-5 new appointments per week and closing a minimum of one sale per week for $2,000 – $7,000 of commission. And they are earning $150,000 – $350,000 per year.

Are you thinking I’ve tried sending newsletters, offering workshops and asking for referrals without much success?

The most common reason why you didn’t have the success you wanted, is because you were selling products, investment returns or a sales concept. (products are irrelevant) People are NOT looking for a salesperson. And they don’t normally recommend salespeople. They want help solving their problems.

The second reason is you gave up to soon and didn’t complete the entire process!

However, if you were able to set appointments, but didn’t close sales, (or made a few small sales) the primary reason is because you didn’t do a good job of fact-finding. You didn’t help the prospect to see and understand the problems they are facing now and in the future, so they wanted to set better priorities and wanted to solve their problems.

Wouldn’t it be nice to work 40 hours or less a week, because you only need 3-5 new appointments per week, instead of the typical 15-20 appointments per week people tell you, that you need?

Imagine having more fun and being able to spend more time with your family and friends, because you’re working with the ‘IDEAL’ prospects in your local community, instead of wasting your time and money chasing your high cost, low quality leads all over your county and state!

Jeremy Nason
Trainer, Coach & Mentor
‘The 9 Out Of 10 Guys’

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Jeremy, what a difference your program and your coaching has made in my career! I struggled for about 2 years with moving from one-shot term business to IUL, annuity, and wealth management. I had plenty of factual information and instruction on wealth management. But there always seemed to be some important part of the equation missing that prevented me from actually understanding how to do it. Your coaching was the missing piece that equaled success! After taking the plunge with IPS, I couldn’t be more pleased. You helped me change my business from salesperson to Trusted Advisor – and my income from “ok” to “WOW” in a matter of weeks. My future looks brighter than ever.
Thank you, thank you, thank you!”

Audrey Sendrowski – MA

“I truly wish every new agent out there could just spend a few months training with you and Jeremy so they would not have to go through what I went through in my early years. I can only imagine the desperate calls you must receive from struggling agents who never really learned how to perfect their marketing, especially now with all that is going on in this economy. I am so glad I not only found you, but I was humble enough to be taught by you and smart enough to stick with you even when things did not happen for me over night. In my case it took me more than a few days to get on the right track, but the long-term benefits have been well worth it. (I know my learning curve could have been much, much shorter if I only applied your advice sooner, instead of questioning everything you told me. But it is hard not to be a skeptic when there is so much bad advice out there.) Keep on doing what you are doing Lew, and let your readers know that there are agents like me, who are loving this bad economy and are prospering. Don’t get me wrong, I hate what it is doing to the good people that are being hurt by it. But I love that it is giving people a wakeup call and forcing them to look outside the box for safer alternatives that I can help them with. What a great time to be a good financial advisor, with all of the problems people are facing we have the opportunity to really help people weather this storm and we can literally pick and choose who we want to serve. What a business!”
Antonio Filippone, RFC, FMM – IL

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Not Sure What To Do, Or Where To Start?
Call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

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How To Make Prospects Want To Meet With You!

Obviously, the first step in selling insurance and annuities is to get in the prospects door under favorable circumstances.  Since people seldom will call you to ask for something like life insurance, long-term care insurance or even annuities, you are the one who will have to create the favorable circumstances.  Simply put, you have to be able to get in front of people who are expecting you and who have been given a good reason to be interested in your product and services.

However, finding people who are open-minded and willing to listen is not enough.  You have to be addressing a problem they currently have and want to solve.  Many people, if you can get hold of them, will agree to sit and listen to an exciting new idea, but then will politely turn you away no matter how many different closing strategies you use.  Very few prospects will be swayed by your new and exciting products or ideas.

You need to develop your own unique ways of helping people to convince themselves that they want what you have and need to meet with you.

What unique problem are your going to solve for your prospects to get them to agree to see you?

Do You Want The Answer….. Download our Free Ebook….

“How To Attract And Sell Your IDEAL Prospects!”

 

How To See Fewer Life Insurance Prospects And Make More Money!

Every day, we have agents calling us and asking how they can get in front of more people. They want to see more prospects, so they can close more sales and make more money.

As we talk about their situation, they tell us that they are closing 25% to 40% of the people they see. They don’t have a problem closing sales. Their only problem is they aren’t seeing enough people. Unfortunately, what most of them don’t realize is that trying to see more people is doing it the hard way. Consider, if they are only closing 25% of their sales calls, then to make one additional sale they have to see four more people; to make two additional sales they have to see eight more people; etc. That’s a lot of additional time, effort and expense.

If you want to make more money, it is much, much easier to improve your closing ratio with your current prospects.

When I ask the agents if they would like to be closing 90% of their cases, most of them tell me they don’t believe it’s possible… They will explain that many of their prospects are just lookers, or shopping for the best price (or investment returns) or they don’t have any money. There is no way they could close 90% of the people they are currently seeing.

As we talk further, I’ll ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don’t know where they’re going, what they’re doing, or where they’ve been when it comes to sales calls.

Lew Nason

Most Agents Are Winging It!
The reason most agents aren’t closing 90% of their sales calls is they are winging it during their initial sales interview. They don’t have a set procedure for the sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money… than to admit they aren’t as good at selling as they should be.

The good news for you is that most of your competition falls into this category.

Unfortunately, the bad news is that you are probably doing the same thing.

The problem is that the vast majority of agents and advisors still believe the purpose of a sales interview is to show off how smart they are and to convince the client that they have the best products or price…

I’ve said it before, and I’ll say it again: People don’t care how smart you are, or if you offer the best products, service or the lowest price!

The real purpose of the sales interview is to turn the prospect into a client. What your prospects want to know is: “What’s In It For ME?” “How can you help me to better my situation?” Continue reading

When I Finally Got It, My Sales Exploded!

If you’ve taken any sales courses you’ve probably been told many times that if you want to succeed in sales “you 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.’  I always got some vague response.  I 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?

Then I finally got it…  Selling yourself is about getting close to your clients, letting them get to know you and gaining their respect and 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.  It’s about building a real relationship with them!  Once you understand and practice this concept, it will take your sales career to dizzying heights.

Note: It’s not about you explaining how great you are and how you have helped others.  It’s showing them how much you care about them, through your actions and deeds with them.

People don’t care how much you know,
until they know how much you care!

“Relationship Selling” (Or, Consultative Selling) isn’t new, it’s been used by the top producers in the sales industry for many years.  It’s a simple, very basic and a natural progression in the development of sales skills.  Some sales people just stumble onto using this concept, and 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 client, 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 many much you know about your product, or how good you are at overcoming objections or how many of the closing techniques you have learned.  The inability of agents to establish a solid relationship with their prospects is why so many agents are struggling and leaving the business in their early years.

The agents who are having the greatest success in this business, are those agents who understand the importance of and are able to build a strong relationship with their clients.  They don’t need to to even try to close a sale, it just happens.  Their clients are happy to refer their agent to a friend or relative.

By following four relationship building steps, the sales process will eventually develop a natural flow, which will in turn lead to a natural conclusion.  If the solution meets the clients 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 and/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 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, one whom we can trust to brush the dandruff from our shoulders prior to our giving a presentation or to 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 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 respect and trust you.

Step 2 – Focus On Filling the Clients Needs and Wants
The better your product and service fits the clients needs and wants, the more sales you will have.  When people know you sincerely care about they need and want, 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 able to help them fill their needs and wants.  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.  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 the client will understand that you care about them and you want to help them.

By asking appropriate closed-ended questions, at the right time, you can also lead you clients to talk about the 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 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 listen to what they are saying.

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 the world in some little way.  Having a real conversation with them.

Remember, that if you help enough people to get what they want, then you’ll get what you want!

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Do you want to take your sales career to the next level? Then take a few minutes, right now, download our free report…

How to ‘Close 9 Out Of 10’ Life Insurance Sales!

“The Reason So Many Advisors Struggle In This Business, Isn’t From A Lack Of Qualified Leads, It Is From Their Inability To Turn Their Leads Into An Appointment, Let Alone A Sale.”

Download this free report now, you will be amazed at how quickly you can increase your Life Insurance appointments, sales, and commissions, by reading this detailed report.

Why Do So Many Agents Struggle and/or Fail In Insurance Sales?

Do you know that less than 5 percent of the insurance agents and financial services professionals who enter this business end up making any real money? Does that statistic surprise you?

So, why do 95 percent of the people entering insurance sales struggle and ultimately fail?

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The first problem is that most of the people who get into insurance sales think of it as a job. Insurance sales is not a job. Insurance sales is your own business! And like any other business it initially takes a lot of hard work and determination to make it successful. It takes an investment of your time and money. Unfortunately, most new agents, along with many experience producers, don’t realize this. Too many agents/advisors treat building a successful insurance sales business like a sprint, rather than a marathon. They expect overnight success. Insurance sales is a business that requires patience and a budget, and the reason most agents fail is they lack either.

Accordingly, after numerous attempts, of spending money, devoting large chunks of time and seeing little or no return, most agents will give up thinking that they chose the wrong product, service or opportunity. Some will go on to try a new sales venture, just to go through the same thing all over again.

This does not have to be the case. Insurance sales is an extraordinary career and opportunity. You have the potential to make a substantial six-figure income, if you treat it as a business. A business that is truly yours, with no boss looking over your shoulder, no dress code and no set hours.

So, why are only a few agents becoming successful while the majority struggle and fail?

The main reason why so many agents struggle and fail is they have not taken the time to learn and master the critical fundamentals of ‘insurance marketing and sales.’

Consider, if you want to be a doctor, accountant, engineer, plumber, or electrician, then isn’t there specific knowledge and skills that you must acquire before you can open your business and work with clients?

The great thing about your insurance business is that you can begin working with clients and start making money before learning the critical fundamentals of the business.

However, once you get started, failure to immediately take the time each week to study and master the marketing and sales fundamentals of this business, (not products) is why 95% of the people who enter insurance sales end up frustrated and broke… and are forced to leave the business within 5 years. And, it is why most of the people who do make it past five years are working long hours and struggling year after year to make a decent living. Continue reading

All You Falling Behind To Your Competition?

First… your competition is no better than you. They are just positioned a little better with the prospects. Here are 2 quick sales tips to help you close the gap with your prospects and clients.

Earn Their Confidence – New Prospects

If you say you are good, you had better be good. If you feel you are a competent, knowledgeable leader in insurance sales, then make certain you are.

Prospects will respect you, when they get to know you. They will trust you, when they are comfortable with you… the person? So, make certain they are.

Prospects will become customers when they understand what you are offering. And how it will satisfy their specific, individual and unique needs.

Your best customers feel good about doing business with you because you make them feel good and look good… to their family and friends.

When it is time to be compared to the competition, do the comparison honestly and fairly.

When you are asked for a solution to a need… make a thorough study and then a thorough presentation of your ideas.

And always be a “pro”. Which means you must look, act, and present as is fitting within your marketplace.

You must earn the right to deserve the confidence you desire. So earn it!

“Everyone has peak performance potential – you just need to
know where they are coming from and meet them there.”

Provide Them With Superior Service – Current Clients

One of your best sources for new business is your current customer base. Why, because no one (including me) is getting all the business available to you from your current customers.

A good way to take your customers to the next level is to provide them with superior service. Superior service is reaching out to your clients and prospects more often. “Talking” with them. Asking them questions. Getting them to tell you what they need, are looking for, their problems and their challenges.

And, because you expressed interest in them, asked about them and you are already working together successfully, you will get more business.

Good service will grow your business through additional sales with your current clients and the people they refer you to.

“Acting on a good idea is better than just having a good idea.”

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.

Take the next step – download our free white paper –

“How To Attract And Sell Your IDEAL Prospects!”

“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

Major League Sales Tips – Part Two

Last week we started discussing what it takes for a good baseball player to be called up from a triple A minor league baseball team to the majors? We discussed the first 5 major skills they need to master?

Remember, whether you are playing baseball or selling insurance products there are certain things you must do to make it into the major leagues.

Here are the next six sales strategies and skills  you need to master in order for you to make it into the major leagues of selling insurance?

  1. Every coach will tell you, to win the game, you must always keep your head in the game!

Every once in a while a ballplayer may lose their focus during a game, and they’ll blow an easy play. Most agents are blowing this easy play on every sales call.

Would you agree that appointments are the lifeblood of an insurance producer’s career? You must see people to “tell your story.” The reason so many people struggle and ultimately fail in the insurance business is not from an inability to sell, but rather from the lack of a system to develop an inventory of good ‘qualified’ prospects. Over time, many agents experience prospecting burnout from the rejection associated with cold calling from a prospect list, mailer returns or other non-referred lead generation systems (i.e buying leads). Continue reading

Stop Being the FMO/IMO Test Dummy!

I hear a lot of agents telling me how they have been suckered into trying expensive, new marketing system from there IMO/FMO that has gotten them nowhere. They spend hours and hours studying new techniques only to come up empty-handed.  More often than not most agents only need a few simple changes to their way of prospecting in order to start making the appointments and the sales they desire. These techniques have been around for ages. They just need to be implemented into the marketing plan you are already using. I have given a glimpse at some of these steps that can change your closing sales dramatically.

Follow these simple steps to make your sales & profits soar…

-Decide which product or service is going to be your main focus. (your specialty) This is Critical to the success of all marketing campaigns.

-Define who the best prospects are for that product or service. (your niche market)

-Create a computer database of prospects and existing clients. You want to be able to mail merge, print labels, track contacts, track purchases, track mailings, get reminders of birthdays, etc.

-Determine which marketing pieces you want to send to these people.

Start with one direct response system and get it working. Fine-tune it. Then ADD another system, and another, until you have 3 or more direct response systems that are always working and bringing you a steady stream of high quality, interested prospects who are ready to buy.

Note:If you’re thinking, this takes a lot of time and effort. It does! There are no shortcuts! However, consider how much of your valuable time and effort you are wasting on people who are only lookers and shoppers. By using this simple system, in a very short time, you’ll have more free time and the money to enjoy it.

This is only a glimpse of the techniques I have been using for over 30 years and have not stopped using. If you truly want to succeed then I recommend taking a look at our Online Marketing & Sales Resource Center It’s yours to try for thirty days. If You are not completely satisfied with what you see then just cancel within the first thirty days and you will receive 100% of your investment back.  Guaranteed!!!  To check it out just CLICK HERE

Don’t Let Fear Sabotage Your Success!

Are you afraid of success? Fear can be our greatest enemy, keeping us from even trying to achieve our dreams let alone actually doing so. But how do you know if your attempts at success are being sabotaged by your own fear? Here are a few questions to ask yourself to figure it out:

Do I always seem to find something wrong with myself and others just as I’m about to experience success?

If you become agitated, easily angered and negative about everyone and everything as success draws near, you may be reacting more to your fears than to what’s actually happening. Picking apart your endeavors and the people helping you is one way to ensure failure, which may be exactly what your subconscious is after.

Do I lose focus as I get closer to succeeding?

Another way to stop success in its tracks is to lose focus and momentum. This tendency may also show itself in the form of procrastination.

Am I worried achieving success will mean I sold out?

You can’t please everyone. As you succeed you’ll move on to new adventures and new relationships. You will likely move to a new neighborhood as your finances improve and even start making new friends. This is not selling out, it’s moving forward.

Do I think success will change me?

Yes, success will change some things about you, but it doesn’t mean who you are as a person and what you believe in will change. You can strive to be the same old you — just a more successful version. It’s like putting on makeup or getting an attractive haircut. These things help you create a better version of yourself that accentuates all your positive features. Success does the same thing.

Do I worry I can’t handle success?

Success comes with a lot of responsibility. As your company grows, you’re suddenly responsible for other people’s livelihoods and happiness. This can be burdensome to some people. Instead of concentrating on all the responsibility that will fall on your shoulders, concentrate on the good things your success can accomplish and the opportunities it will afford to others.

Success can be scary. It means taking on more work and more responsibility. Sometimes it’s easier to fail than succeed, such as during the summer months when many agents and advisors let their sales decline due to the summer slump everyone experiences.

Don’t let those fears scare you or stand in your way. Instead, admit you have them so you can work through them and continue on your path toward success. Stop thinking about the negative aspects of success and instead concentrate on all the wonderful things it can bring into your life.

Major League Sales Tips – Part One

What does it take for a good baseball player to be called up from a triple A minor league baseball team to the majors? Is there just one skill, or is there a set of skills they need to master?

Do the most talented players always make it into the majors?

What do all major league players have in common?

Whether you are playing baseball or selling insurance products there are certain things you must do to make it into the major leagues.

The one critically important thing that all major league players have in common is a genuine love of the game. It’s their enthusiasm and confidence that keeps them going and always playing their hardest. It’s what makes the average player great. Most of the major league ballplayers love the game so much they would play the game even if they weren’t paid.

So, what sales strategies and skills do you need in order for you to make it into the major leagues of selling insurance? Continue reading