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

Playing It “Safe” Is The True Risk To Your Business

It’s easy to be “safe”. Anyone can play the game that way. It takes few brains to follow-the-leader. To become a copycat in what you do. Or, to do it as you’ve always done.

Do not play it safe. This doesn’t mean be stupid. It doesn’t mean ignore what you know. It doesn’t say rub every grain in the opposite direction. It DOES say doing what you’ve always done is not only boring to your marketplace – it puts you in a rut. And you become boring, too!

The real 4-letter word is “bore”! Don’t let it happen to you. Don’t be safe.

You don’t have to stop what you are doing… Just add a little at a time…

Start asking more questions during the initial interview. See if you can get them to tell you more about their situation and what they really want…

Or, once you close a sale you could try transitioning into another sale. For example, if you are selling homeowner’s insurance, you could ask about mortgage insurance.

Or, if you are selling annuities, ask about their life insurance…

Are you doing annual reviews? If not, then why not start off scheduling one annual review per week?

Are you trying to sell a lot of different products? Why not start focusing on one product and a benefit!

If you want to improve your sales, then you must take some risks. Learn something new and give it a try!!!


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Five Killer Life Insurance And Annuity  Prospecting And Sales Strategies

How are the Top Producers in this industry able to continue to attract more prospects then they can handle during these tough economic times?

Why are they still able to… close 9 out of 10 people they meet with and consistently earn high six, and even seven figure incomes?

What simple changes are the agents we work with making today that is enabling them to go from making a mediocre income… to consistently earn $20,000-$90,000 per month?

Where are they finding the prospects?

Do they have some special secret knowledge?

Have they found some new, exciting and magical marketing or sales idea, concept or strategy that has people flocking to their doors?

Do these agents have a special new competitive product they are selling, or special market they are working in?

The answer is… No!

So, What Are These Successful Agents Doing That You Aren’t?
Contrary to what your companies, recruiting organizations, marketing and sales trainers, etc. want you to believe… to be successful today isn’t about you obtaining some secret knowledge, or finding and implementing a fantastic new sales idea or marketing strategy.  And it isn’t about you offering a new, exciting and competitive product.

The reality is that most companies, recruiting organizations, marketing and sales trainers, etc. telling you those things just to get you to sign-up with them, or get you to buy their sales system!  The simple truth as to why the agents we work with are successful, and continue to be successful, in the good times and in the bad, is they are practicing the basics.

When are you going to stop listening to all the hype out there and get back to the basics?
John C. Maxwell
Here are the Five Killer Life Insurance And Annuity Prospecting And Sales Strategies we eluded to, that are actually just just getting back to and practicing the basics.

If you implement these five basics right now, you can immediately increase your prospects, appointments and sales just like the following agents!

And, yes it is that easy! Continue reading

Will You Earn $100,000, $200,000 or More In 2016?

In our role as trainers, coaches, and mentors, we get calls every day from new and experienced Insurance Agents, Advisors and Planners who are frustrated with the amount and quality of their current sales leads. They are working long hours chasing low-quality prospects and struggling to make a decent living.

It’s the same old story on every call. Every one of these people tells us that their biggest problem is that they just don’t have enough high-quality leads and they can’t set enough good sales appointments! They are all looking for an inexpensive, quick lead generation program; using direct mail, faxes, a phone dialer, newspaper ads, internet leads or a lead company or FMO that is going to provide them with a consistent flow of prospects that want and need their products and/or services. Every one of these people wants a consistent flow of prospects…

“Who all have the money and are ready to buy right now!”

Is that your problem? Is that what you are looking for?

You probably don’t want to hear this… But, unfortunately, you are looking for the wrong things! And, it’s why there are so many scam artists out there taking unfair advantage of struggling agents, advisors, and planners. There is NO lead program, lead company or ‘single’ method marketing program that is going to provide you with a consistent flow of the ‘Right’ prospects… “Who all have the money and are ready to buy right now!”

If there were such a program that generated a consistent flow of prospects that all have the money and are ready to buy right now, wouldn’t every Financial Services Company in America (and the world) be using it?

Consider, if there were such a program, companies wouldn’t need to be paying out the high commissions and fees to agents, advisors, and planners. All they would need is a salaried employee to take and process the order. Every one of these companies would get rid of you in a heartbeat if they could. And, they’ve been trying to get rid of you for years.

Finding, attracting and selling prospects is your job. It’s why companies are forced into paying you those high commissions and fees.

If you want to earn $100,000, $200,000 or more per year… then you must become a specialist in solving a specific problem, for a specific group of people. If you want to find and attract your ideal prospects to you, then you need to establish a marketing and sales campaign that is going to help people see that you understand the problems they are facing now and in the future. Then it’s your job, to help those people to see that you truly understand their situation, and have a solution to their problem, so they will want to set an appointment with you. And, finally it’s your job to help those people to find and reposition their money, so they’ll want to buy from you right now.

A good marketing and sales program… is going to provide you with multiple methods to help you to find and attract prospects with a specific problem to you. However, most people aren’t ready to buy, when you’re ready to sell. So, you’ll need to implement multiple systems, to stay if front of those prospects, until they are ready to buy. That’s why monthly newsletters, seasonal greeting cards, articles in the newspaper, being a guest on a radio show, etc. are so important. It’s the only way for you to gain credibility and respect in your community, to generate a consistent flow of prospects!

And, a truly great marketing and sales program is also going to provide you with all the tools and training you need to convert those prospects into a sales appointment and then into a sale. Plus, help you to find the money so they want to take action on your recommendations. You’ll learn how to build your image to gain the trust and respect of prospects. You’ll become the trusted advisor people want to see, instead of the salesperson people want to avoid.

Learning how to properly market your services isn’t an option anymore… it is a must do if you want to earn $100,000, $200,000 or more per year in 2016 and beyond!

What’s the next step… Download our Free Report Now!


The Biggest Obstacle To Your Secure Financial Future

Have you ever said; “We can’t afford to put any money away right now.  As soon as we_______, then we will start saving.” The problem is that we always seem to have somewhere else to put our money.  Plus, we all know we’ve plenty of time to start saving. College is 20 years away for our kids and we have 40 years or more before we retire.

We’ve all heard the excuses: If you’re in your 20s, you figure you’ve got 40 years to deal with it, so you’ll put it off until you are in your 30s…

But by then, you’re married with a mortgage to pay and kids to feed. So you can’t afford to save right now. So, you’ll wait until your 40’s, you’ll be making more money and the kids will be grown….

Now you’re in your 40’s and you find that your children are entering college. Your oldest daughter is getting married soon. Not a problem, because by the time you hit your 50s, all your major expenses will be behind you…

Only to discover that your youngest kids are getting married and they need help buying a house. So planning for your retirement will just have to wait a bit longer…

When you hit 65, you wish you had started 40 years ago.

It happens all the time.

There Is Never An Ideal Time To Start Saving

You can always find a reason to put it off! Procrastination is the primary cause of financial failure and it will do more harm than your receiving the worst investment advice or picking the worst investment vehicle. If you want to be financially independent, you need to start right now to Pay Yourself First.

The Actual Costs Of Procrastination

Consider, if at age 20 you decide that you want to have $250,000 by age 65, you need only save $28.36 per week in the savings bank @ 5%, but at age 50 you would need to save $215 per week. Which would be easier? The cost of procrastination is $187 less of weekly income to spend at your age 50. ($215- $28.36)

If you are saying to yourself, I can do better by investing in mutual funds. Even with a 10% return, at age 50 you would need to save $144 per week to have $250,000 at age 65.

How does $1,474 = $13,609?

I think most of you will agree that starting saving when you are young has its advantages. But, some of you may be thinking I’m plenty young, I’ll wait until next year. I’ll be making more money, and it’ll be easier for me to start. After all, what difference can one year make? It makes a big difference.

Using the example above, a 20 year old saving $28.36 per week ($1,476 per year) in the bank will have $250,005 at age 65.  However, by waiting until age 21 to begin saving, there now will only be $236,396 there at age 65. The cost of procrastination for one year is $13,609 less in savings at age 65. 

Time is your greatest asset and procrastination is your greatest enemy.

The fact is it’s not how much you earn that is important but how much you keep of what you earn. 

What’s Keeping You From Saving Your Money?

Maybe you think you don’t make enough money, or you don’t know where to start. Perhaps you’re waiting for your partner to handle it. Or, maybe you’re confused by what you don’t understand. Maybe you don’t want to be told what to do. No matter what’s standing in your way, it’s still just an excuse.

So, break the habit of waiting to take action until you understand more or there’s a better time. You need to save for your future, cut the excuses and JUST DO IT!

Don’t procrastinate. Start ‘Paying Yourself First’ right now!

Does this sound familiar?

Every month we all have to sit down and pay our bills. We deposit our paychecks into our checking accounts, and then we set about paying the monthly bills. Generally, we pay the mortgage first, then car payments and other loans, followed by the phone bill and utilities. We save the credit cards for last, and depending how much we have left in the checking account determines how much we will pay to each credit card company. By the time we are done, our checkbook balance is at or near zero.

We promised ourselves that we’d save some money this month, but as usual, there is nothing left. In fact, we barely had enough to pay the bills themselves. There is a remedy to this all too common problem, you must Pay Yourself First. Before you pay any other bills, write a check to yourself for $50 or $100 or more before your checkbook runs out of money.

If you’re concerned that you will run out of money, consider don’t you always run out of money anyway. This way, you’ll run out of money after you’ve paid Yourself. And, isn’t that the point.

The best way to ‘Pay Yourself First’, is to make it automatic…

“You may delay, but time will not.”
Benjamin Franklin

If you would like help setting up Financial plan for you and your family. Please do not hesitate to give me a call or send me a message on Facebook. I am here to help.

Jeremy Nason, RFC, CTA
Insurance Pro Shop / Found Money Consultants
Toll Free 877-297-4608

How to Attract Your IDEAL Prospects To You for Free, Using ‘Attraction Marketing’

Most of the insurance marketing organizations today are telling agents, that if they want to be successful, then they need to spend thousands of dollars each month buying leads, using direct mail, or running ads in the newspaper, etc. What if there was a way for you to attract your IDEAL prospects to you for only few hundreds of dollars per month, instead of you spending thousands per month?

Or, what if instead of spending hour upon hour cold calling for appointments, you only called the people who have already contacted you for more information?

Let’s face it, the challenge with all marketing and sales today is that it has become a competition of who can spend the most, yell the loudest, and make the largest claims about their products and services. And, unfortunately most consumers are tired of the rhetoric and are tuning out!

What if you were a business that treated your potential clients completely different?

Attraction Marketing is a totally different approach – one that leverages the value of providing valuable information to attract your IDEAL prospects to you, instead of you chasing after them. (It could also be called information marketing.)


Attraction marketing is different, because it is not about boasting about your products or services. Attraction marketing is about you delivering a simple constant message in everything you do, to show people you recognize and understand the problems they are facing now and in the future. Attraction marketing is about delivering a consistent message of how you are helping people to solve those problems. Attraction marketing is about you delivering a skillfully crafted message to make a connection with your audience before they even meet you, so they start to see you as the foremost expert in their area, the one person they can turn to, who will actually help them! Continue reading

3 Simple Tasks To Improve Your Day And Your Life!

With a poor attitude or no enthusiasm… you cannot be successful.

To be successful in life and in business you need to fuel your enthusiasm. Having a negative outlook can only produce negative results. there are 3 daily tasks you can do to change your outlook and increase your productivity.

1. Attitude Check –
A positive attitude helps you cope more easily with the daily affairs of life. It brings optimism into your life and makes it easier to avoid worries and negative thinking. If you adopt it as a way of life, it would bring constructive changes into your life, and makes them happier, brighter and more successful.

One technique I have used to improve my attitude is to take a few minutes a day and either listen to or watch a motivational video.   Here is one of my favorites

Continue reading

‘How I Raised Myself From Failure To Success In Selling.’

Frank Bettger, in 1952, wrote what many people believe is best book on selling ever! It’s called ‘How I Raised Myself From Failure To Success In Selling!’ Bettger, a former major league baseball player, tells his story about how he was on the verge of giving up on his insurance sales career, when he stumbled upon thirteen secrets that completely turned his sales career around.

The Legendary Dale Carnegie described Bettger’s book as… “The most helpful and inspiring book on salesmanship that I have ever read”

This is one of a very few books that we recommend reading each year as a “refresher” because it covers not only the principles of selling, but also the principles for successful living.

Here are Frank Bettger’s thirteen secrets to success in sales. (and in life) Enjoy:

#1 – Enthusiasm
If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll BE enthusiastic. Double your enthusiasm and you’ll double your income.

“Enthusiasm is by far the highest paid quality on earth, probably because it is one of the rarest; yet it is one of the most contagious.”

#2 – Get Organized
Take time to think and plan. A lack of organization, regardless of the endeavor will lead to a lack of success. Set aside time to plan how you will spend your time. Think about what’s most important. Then do those things first.

“The whole secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of the hours.”

#3 – Think of Others
Think in terms of others’ interests. Take your mind off what you will get out of a sale and put it on what others will get out of it! Find out what your prospect wants. Then show him or her how to get it.

“Being really interested in people has been of great help to me in opening up many warm and lasting friendships.” Continue reading

Multiline Agencies…. Are Missing Out On A Huge Profit Center!

Whether you are a Multiline Agency Owner, a life insurance agent, a financial advisor or a financial planner, here is a great opportunity for you to significantly expand your sales and your income!

Every Multiline Agency Owner (Property/Casualty Agency) I talk to tells me that they would like to be selling a lot more life insurance, annuities and investments. They have studied for and obtained all of their life, annuity, health and securities licenses. They are already contracted with some great life insurance and annuity companies, and a full-service broker/dealer. Now, they are looking for a quick way to generate a consistent flow of leads to bring in more clients and some quick additional sales to their agency.

But, as one agency owner told me; “I have great intentions. Every morning I go to my office with plans to work on building my agency and doing the things that will make my agency revenues grow. However, before I know it, I’m caught up in the day-to-day agency activities and problems. I know there are plenty of opportunities to dramatically improve my revenues if I could just find the time to work on them. I don’t have a huge agency where I can delegate everything, and the things I get stuck doing are all important, so how do I sort through it all and do the things that will make me money?”

Continue reading

Use The Internet To Generate Free Life Insurance Leads

Have you ever said to yourself: “I wish someone had told me that a long time ago?” If so, you know what it’s like to discover something that radically changes your life in a split second.

And, if you’re like most of the other agents out there, then you’ve tried all kinds of hair-brained, time-wasting and expensive methods to build your business.

I’m talking about things like buying dead-beat leads, cold-calling for hours on end, sending out oceans of emails or fax blasting (to angry people who don’t want to hear from you), using the “3-foot” rule, making out your Project 100″ and hounding your family and friends, etc.


By the way, if you’ve ever had the ‘pleasure’ of cold-calling leads, you know how utterly brutal it is… you end up with a big ole’ lump in your stomach, a bruised ego, wasted time, tons of disconnected numbers, and pissed off, negative people that are tired of listening to high pressure salespeople.

If any of this sounds familiar, it should because it’s the same ‘out dated’ stuff that is being drilled into 90% of the people who enter this business. It’s why most of them are continually struggling, and why many of them are out of the business, within a year.

But, I’m here to tell you that there are much better, easier ways to build your business, once you take the time to discover the little-known strategies to generate your own free and low-cost life insurance leads. Continue reading