The “Experts” Have Got It Wrong!

Let’s face it, the ‘Old Style Sales Techniques’ that have been taught for 40 or more years have completely lost their effectiveness. People today are too smart to fall for those sales mind games and tricks. Sales occur 98% of the time because the prospect has developed some respect and trust for the salesperson. That type of relationship is born from having real conversations.

Today, you must learn to ask the right questions to get your prospects to tell you about their problems, what they really want, so they’ll want to meet with you and they’ll practically sell themselves!

Here’s some points to consider…

Old Style Sales Technique #1  – “Selling is a numbers game.”  Sales is only a numbers game when all you know is traditional selling techniques. There is a better – easier method of building trust and getting your product or service message across. Simply by changing your sales approach and asking the right questions you’ll begin a serious conversation with intelligent back and forth questions, answers, insights, clarifications, all for the purpose of attaining deeper understanding for both parties.

Old Style Sales Technique #2 – “Use a sales script to sell.” People can tell when you’re using a script, even if you think you’re pretty good at it. There’s nothing personal about it and people will pick up on that. Being artificial just puts you into the typical “Salesperson” category. If you learn to ask the right questions to get people to tell you what they want, you’ll eliminate the negative triggers that can lose your sale within seconds.

Old Style Sales Technique #3 – “Rejection is part of the sales process.” It absolutely is not! Rejection is TRIGGERED by what you are telling them. Remember no one likes to be told. Ask the right questions to get them to tell themselves.

Old Style Sales Technique #4 – “Focus on closing the sale.” Are you “going in for the kill” with your 101 closing techniques? If you are, you could end up killing your deal instead. Old school closings techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure… and that pressure is created by you. By learning to ask the right questions and getting them to tell you, you’ll be able to move the sales process forward to get the result you want.

Learning to ask the right questions is the critical key to consistently
…Setting high quality appointments, with your ‘Ideal Prospects!’
…Closing ‘9 out of 10′ sales!

Asking the Right Questions is how you establish immediate trust and competence with your prospects to build strong and lasting relationships. It’s how you get your prospects emotionally involved in the sales process. It’s what makes them WANT to solve their problems right now!

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FREE Download… 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, because you will be amazed at how quickly you can increase your Life Insurance appointments, sales and commissions, by reading this detailed report.
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The Simple Approach To Life Insurance Sales Often Works Best

Insurance Times

Fakharzadeh shares the secrets of success: respecting clients’ time, keeping it simple and not quoting a premium.

The legendary Mehdi Fakharzadeh has been a member of the Million Dollar Round Table since 1967 and has been involved with the New York Association of Insurance and Financial Advisors, Passaic-Bergen Association, Association of Advanced Life Underwriting, and is a charter member of the International Forum Club. In 2000, he received the highest recognition in New Jersey with the Israel Siegel Award. A book about him titled, Nothing is Impossible, is in its fifth printing.

He spoke at the Million Dollar Round Table Meeting. And advisers listened to his overall philosophy and his finest examples.

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“My philosophy when meeting with a client has always been twofold. First it is important to respect his or her time. You accomplish this by being direct, to the point and prepared. Second is to impact them in the brief amount of time you share. This can be done through an anecdote, personal story or a statement directed at the heart of the issue you have come to discuss.”

“The way you position yourself at the beginning of a
relationship has profound impact on where you end up.”

Ron Karr 

In attaining his sales success, Fakharzadeh has opened many doors by following one piece of advice: Keep It Simple.

Upon meeting, he asks clients to write down assets all that they own, real estate, investments, collectibles, their business, and the like. He asks them to also compile a list of debts.

“Subtract the debts from your assets and give me the result and I will tell you what you should do,” he tells clients.

“I am building a relationship with them by presenting a casual, but direct approach to gathering the data necessary to move forward.”

Once the prospect is convinced of the need, the issue of premium quotation is next. Fakharzadeh knows how to quote a premium without scaring the prospect.

“When the client asks for the premium I respond by using an analogy. ‘If you had $10,000 in a checking account at a bank near your home and you wanted to transfer it to a checking account in a bank near your office how much would it cost?’

“The answer is nothing. The same applies for the insurance policy. You are transferring money into savings. My position has always been, don’t quote.”

He tells prospects that the prospect the premium is 2% of whatever the face amount may be.

“We are selling the concept to people who can afford the premium. Remember that we have done our fact-find, we know assets and liabilities and we understand their cash flow.”

The legendary MDRT speaker cited the importance of reviewing clients’ estate tax planning, even for those who think they have done a good job.

 “Act as if what you do makes a difference. It does.”
William James 

He offered the case of Jacqueline Kennedy as an example.

“When she passed away all the media, newspapers, television magazines, and radio emphasized how good a job she had done on her estate planning. And that was true.”

“She had done a good job. However, after her death when the IRS had calculated the amount of taxes due it proved her planning was not sufficient.”

“Her family was forced to sell her jewelry and other assets in order to raise the cash to pay the taxes,” he said.

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Much of the overall simple philosophy that Mehdi Fakharzadeh follows, when meeting with clients, is what you will find in our Found Money Management™ Life Insurance Marketing & Sales Tool Kit.
Mehdi shares his special knowledge with IPS members at the Trusted Advisor Success Training!

Earl Nightingale quote__________________

Why Learning To Become A Great Questioner And Listener Is Critical To Your Sales Success!

What is the #1 problem 90% of the agents will tell you they have today? Isn’t it finding enough prospects? Is that your biggest problem?

How about we take a few minutes to analyze the problem?

There are two basic approaches to prospecting for life insurance sales…

The first way, which is what 90% of the agents do, is trying to find the few people that need and want our products and services right now.

The second way, which is what the top producers do, is identifying the people who need our products and services, and then helping them to want them right now.

How many people in your community actually know they need life insurance and really want to buy it right now? How much time, effort, and money are you spending trying to find those few people?

How many more people are there, in your community, that know they need life insurance, but aren’t considering buying it right now?

So, is the problem really that you don’t have enough prospects to talk to?

Aren’t there literally thousands of people in your local community who really need the products and services you offer?

Is the real problem that your current appointment scripts only work with the few people you find, who are already thinking about buying life insurance?

What if you knew what to say, and what questions to ask to get people who are NOT thinking about buying life insurance, to recognize and agree they have a problem? so, now they are willing to consider purchasing life insurance, and they will want to set an appointment with you!

If you want to set an appointment with a high percentage of the people you talk to, then don’t they need a good reason to meet with you! You must help them to see they have a problem, and that you can help them to solve that problem.

Albert Gray, in ‘The Common Denominator of Success’ put it this way; “Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who don’t want it, than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects.”

Consider the following…

How many salespeople are calling you every week?

Do you have the time to talk to and then meet with every salesperson that calls you, on the off chance they may have something that you need and/or want? You don’t and your prospects don’t!

When a salesperson calls us, we don’t have the time to talk to them on the phone, let alone take 20 minutes or more out of our day to meet with them, unless that person can give us a real good reason… WIIFM (What’s In It For Me!)

When most agents call, they will introduce themselves and TELL you that they would like to meet with you to review your policies and/or save you some money. Or, they have a great new idea they would like to share with you. Or, they have some fabulous new investment that will make you a millionaire in retirement.

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I don’t know about you, but meeting with a salesperson, on the off chance they may be able to save me $10, or for me to spend money on some hot new investment or idea that I can’t afford, is a waste of my very precious time.

However, if a salesperson calls me, introduces themselves, gives me a quick idea of what they do, and asks permission to ask me some questions, then I might give them a few seconds of my time… Then, if I agree it’s really important, I will meet with them.

Here are a few basic, proven prospecting scripts, using questions to help people see they have a problem, so they will come to their own conclusion that they need to meet with you.

Example: Mr. Nason, this is Jim Smith of Homeowner Services. The reason I’m calling is we specialize in helping Martin County families to pay off their home 5 to 10 years early without sacrificing their current life style or income tax deductions.

Agent: And, if I may, I’d like to ask you a few questions?

Prospect: “Ok”

Agent: “If I May ask, do you currently have a mortgage on your home?”

Prospect: “Yes”

Agent: “Again, if I may ask, if something were to happen to you or your wife tomorrow, do you have mortgage insurance that would pay off your home for your family?”

Prospect: “No.”

(If yes… Agent: Great, how much do you have? Ask more questions and have a conversation about how much life insurance they actually need.

Agent: “How do you feel about that?”

Prospect: “I never really thought about it?”

Agent: “Well, let me ask you what would happen if your family lost your income? Could they keep the home?”

Prospect: “No”

Agent: “So, what would they have to do?”

Objections…

Prospect: “My wife would just have to go back to work.” (“My wife would get remarried.” “My wife could just move back in with her family.”)

Agent: “Is that what you want to happen?”

Have a real conversation, ask questions, and get them to tell you what would happen and what they really want to happen.

Prospect: “But, I can’t afford it right now.”

Agent: “I understand, none of us has any extra money, but you do you feel that protecting your family is important?”

Prospect: “Yes.”

Agent: “If I could show you how to protect your family and pay off your mortgage 5 to 10 years early without spending any additional money out of your pocket, would it be worth 40 minutes of your time, to sit down and talk about it?”

Prospect: “Yes”

Agent: “Sounds like we should get together and talk. When would be a good time to get together with you and your wife? How about next Tuesday at 4 PM, or would Thursday at 6 PM be better?”

Example: Mr. Nason, this is Jim Smith of Retirement Resource Management. The reason I’m calling is we specialize in showing Martin County residents how to have the retirement of their dreams, without sacrificing their current life style. And, if I may, I’d like to ask you a few questions?

Agent: “If I may ask, are you currently saving for retirement?”

Prospect: “No.”

Agent: “How do you feel about that?”

Prospect: “I know I need to save for retirement. But I can’t afford it right now.”

Agent: “I understand, none of us has any extra money. But, you do you feel that saving for retirement is important?”

Prospect: “Of course.”

Ask more questions and have a conversation to get the prospect to tell you what will happen in retirement if they don’t start saving now. Or, what they want to do in retirement

Example: Mr. Nason, this is Jim Smith of Retirement Resource Management. The reason I’m calling is we specialize in helping Martin County retirees to protect their retirement income, home and assets from the devastating costs of Nursing Home Care. And, we help them stay at home, for as long as possible, if Long Term Care is ever needed.

Agent: “And, if I may ask, do you currently have a plan to take care of your spouse, plus protect your income, home and hard earned money if either of you ever need long term care?

Summary

If you want to make rock solid appointments, then ask questions and talk about the problems people are facing today and be very specific on how they will benefit by meeting with you right now. Always remember, to make prospecting even easier, to set lots of appointments, you must be calling your ideal prospects for that product or service. And preferably the people that already know you!

Are you ready to learn the questioning skills you need to take your career to new heights? Then isn’t it time for you to invest in our How To Close ‘9 Out Of 10′ Sales By Asking The ‘Right’ Questions… Advanced Prospecting and Fact-finding Skills Video and Audio Training?

Jeremy and Lew Nason
Trainers, Coaches & Mentors
‘The 9 Out Of 10 Guys’

Don’t Just Sell Products… Change Lives…. Make a Difference!

If you want to truly succeed in this business, then it’s time to focus on making a difference in your clients’ lives! You can make a difference by using all that you are, all you have learned and all you have experienced to help your clients to better their lives. You can be better and you can make the lives of your clients better.images (9)

Develop a passion for what you do!
Insurance sales is more than closing sales and making money. It’s about learning how to enrich your clients’ lives, which will ultimately enrich your life. It’s about believing in and feeling good about what you do.

Develop a passion for learning!
Knowledge Is Power. The more you learn, the more you’ll grow and the more you’ll be able to help your clients. Seek out training opportunities that involve more than just learning about products and investment returns. Learn how to market yourself to the right prospects and learn how to get your prospects emotionally involved in finding solutions for their problems.

Develop a passion for being the best that you can be!
Become more self-fulfilling. Live from the heart! Break down the barriers that prevent passion from flowing into your life. Rely on yourself and your passion to turn your plans, hopes and dreams into reality!

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“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, because you will be amazed at how quickly you can increase your appointments, sales and commissions, just by reading this detailed information on…

 “How To Close 9 Out Of 10″ …Free Download

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Jeremy Nason and his team at Insurance Pro Shop have helped thousands of agents double or even triple their income, and they’ve been known throughout the industry for decades. What I like best is Jeremy’s focus on long-term, sustainable success. Not gimmicks or manipulative tactics. Just the same time–tested insurance sales and prospecting fundamentals used by top producers to this day. We’ve used IPS to train our own agents, and I refer other agents to Jeremy every day. I highly encourage you to give Jeremy a call or visit the IPS website, and check out all the programs they offer. The value they offer is over the top. They really do know their stuff, and they’re skilled at teaching it to others. 10,000 agents can’t be wrong!”
Paul Mallett – SVP/CMO at Postema Marketing Group, LLC – 2015

14 NO COST Ways To Find Prospects

While working with 1000’s of agents and advisers, we receive a ton of emails everyday with questions on finding leads & closing sales. We do out best to answer each email with strategies to help each agent!  Here is one such email we received and our answer…

QUESTION: I could use some help in other marketing areas. I use the phone a lot. I’m on a very limited budget right now and am very frustrated. I love my work, but I’m not doing what I need to do, to be successful. Can you help me?

ANSWER: There are a lot of ‘NO COST’ or very low cost things you can do to help you find more prospects. You can:

  1. Call all your existing clients, friends and family and ask for referrals.
  2. Call all your existing clients and prospects and offer them a client workshop. Have them bring a friend. (Topics – tax law up dates, Medicare & Medicaid up dates, how to increase returns with no risk, how to reduce or eliminate income taxes, etc.)
  3. Call all people in your local area and use the survey approach.
  4. Use some of the articles from our client newsletters (rewrite them a little) to get yourself published in your local newspaper, associations etc. Make sure you have a byline with all your contact information.
  5. Set up a Joint Venture with a P&C agency, attorney, accountant, doctor, chiropractor, dentist, optician, beautician, auto dealers, etc.
  6. Call all the prospects you didn’t sell, and do a survey.
  7. Put up a flyer offering a free report, or workshop – in grocery stores, car washes, and oil change places. Or, put it on cars in doctor’s parking lots, etc.
  8. Put a free report in a nice, ‘clear front’ binder, with all your contact information, into waiting rooms.
  9. Make a list of everyone you do business with. Ask for their help. Have them hand out a flyer to every one of their clients offering a free report or workshop.
  10. Offer a information workshop for churches, women’s groups, senior groups and other associations.  Starting with your local Church or Synagogue.
  11. Make a list of every person you, your parents, friends and relatives know, and then offer them a free educational workshop or report.
  12. Offer a free workshop to your local library, open to the general public.
  13. Offer an adult education class at a high school or college. (They might even pay you.)
  14. Offer to be a guest on a local radio, or TV Show. And offer a free report.

These are just a few ideas. What else can you think of?  Be creative!

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, advisers 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

Suggested Life Insurance Marketing Plan 2016

Section 1: Executive Summary

My plan is to double or triple my net income in the next year and then increase it by 25-40% each year for the next five years.  (If a new agent, a net income of $60,000 year one, and then increase it by 25-40% each year for the next five years.)

To accomplish my business plan I need to master the fundamentals of marketing and sales to learn how to…

  • Position myself as the most trusted and respected financial advisor in my local community.
  • Attract and set appointments with more of my ideal prospects.
  • Utilize my time and my money for marketing more efficiently.
  • Work in my community to spend less time traveling to and from clients.
  • Close more and larger cash value life insurance sales, with the people I see.
  • Generate a steady stream of referrals.
  • Build a stronger relationship with my current clients to generate more repeat sales and referrals.

(Your Executive Summary will be helpful in giving yourself and others an overview of your plan.)

Section 2: My Ideal Target Clients

My Ideal Target Clients are the people in my local community: current clients, family, friends, acquaintances, neighbors, along with the members of my church and members of local associations, plus referrals.

  • Age 30-55
  • Are Married
  • Have children
  • Own a home
  • Have a household income (varies by location) of $50,000 and $100,000
  • Live within 5 miles of my home/office

(This section describes the people you are targeting. It defines their demographic profile (e.g., age, gender), psychographic profile (e.g., their interests) and their precise wants and needs as they relate to the products and/or services you offer. Being able to more clearly identify your target clients will help you both pinpoint your advertising (and get a higher return on investment) and better “speak the language” of prospective clients.)

Section 3: My Unique Selling Proposition (USP)

I specialize in helping middle income families in the following areas…

  • How to ‘Live Debt Free and Truly Wealthy’ with safety and guarantees!
  • How to reap the upside potential of the stock market, without the downside risk!
  • How 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.
  • How to protect your family and life savings in this scary economy without spending any additional money or changing your life style.
  • The secret to maximizing your retirement benefits. What your accountant isn’t telling you!

(Having a strong unique selling proposition (USP) is of critical importance, as it distinguishes your company from competitors. The hallmark of several great companies is their USP. For example, FedEx’s USP of “When it absolutely, positively has to be there overnight” is well ­known and resonates strongly with customers who desire reliability and quick delivery.)

Section 4: My Pricing & Positioning Strategy

  • My goal is to position myself as the most trusted and respected financial advisor in my local community, by helping middle income families to ‘find the money’ to spend, save, invest, insure and plan wisely for the future, to achieve financial freedom!
  • My objective is to help families to ‘find the money’ ($3,000-$12,000 per year) that they can use to fund a cash value life insurance policy as the foundation of their safe and secure financial plan. (Whole Life or Index Universal Life)

(Your pricing and positioning strategy must be aligned. Example: If you want your agency/firm to be known as the premier brand in your community, pushing low product prices/fees might dissuade people from working with you. In this section of your marketing plan, detail the positioning you desire and how your pricing/fees will support it.)

Section 5: My Distribution Plan

I will personally meet with each prospective client…

  • My plan is to initially set 3-5 new appointments per week, to generate 2-3 new sales per week.
  • I will meet them at their home – invite them to my home office – invite them to my business office.

How To Set Appointments With ‘9 Out 10’ People You Talk To!

(Your distribution plan details how clients will buy from you. Example: Will customers purchase directly from you on your website? Will they buy from the agents your recruit/hire? And so on. Think through different ways in which you might be able to reach prospects and document them in this section of your marketing plan.)

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Note: This is only the first 5 sections of the Suggested Life Insurance Marketing Plan… 2016. The entire completed 15 section life insurance marketing plan is in our Insurance Marketing and Sales Resource Center. You’ll notice there are links throughout the plan. These links are to specific pages in the Insurance Marketing and Sales Resource Center to help you to understand and master each section of the plan.

This marketing plan is based on using the tools, tips, training and coaching you get with the Found Money Management™ Life Insurance Marketing and Sales Tool Kit.

Jeremy and Lew Nason
Trainers, Coaches & Mentors
‘The 9 Out Of 10 Guys’

P.S. Here is what one very successful advisor had to say about our programs, tools and training…Richard Moldenhauer Endorses Insurance Pro Shop

Our Best Prospecting Idea… with 2 Critical Tips!

Over  the years we’ve been asked by many advisers….What our single best Prospecting Idea or Strategy. There are lots of strategies we teach, but if we had to just pick one, this is it!

Free Educational Workshops 

Would you agree no one wants to meet one-on-one with a salesperson? The beauty of ansales-prospecting educational workshop is that for the prospects there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a sales person. It’s a non-threatening way for them to get to know you, see the type of work you do and the help you provide.

The beauty of the educational workshop for you is that you can offer them in large or very small groups. They will cost your very little to hold. ($100 to $200) And, because they are considered a public service you can hold them almost anywhere – in your local library, association rooms, conference rooms, etc.

Here’s what a few advisers had to say about their first workshops…

“I have stopped doing expensive dinner seminars and now I am doing much cheaper workshops at the local Library. The last one I did, I literally had to turn people away because I had more people sign up than I could fit in the room.  Antonio Filippone

“After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of life business…. IN JUST ONE MONTH! I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!”
Bryan Schurter

“I just did my first seminar using the Found Money Management™ presentation. I did it at my public library where everything was done for free (event mailers, press releases, and in-library advertisements). Most of the people were in awe. 90% of the people submitted the evaluations sheets (with all of their contact info) and most of them liked the presentation. I never thought I would be doing seminar selling. For the past few years, I was nervous just thinking about it and just did direct mailers and cold calls. After doing this 1 event, I feel like doing seminars every week now.”
Charles Amith

Here are two critical tips to guarantee your success with workshops…

1. Ask Your Friends and Family For Their Help! One of the ‘Quickest’ ways to get started in this business, to set appointments, or get people to your educational workshops, is to ask people for their help. You need to rehearse your approach, fact-finding and sales presentation in front of real people. And, the best place to do that is in front of your acquaintances, family and friends! Ask them if they will allow you to practice with them! It’s a non-threatening way for them to hear your ideas, without them feeling obligated or put upon. And, if you do a good job, many of them will ask if you can help them to put a financial plan together for their situation and/or you can ask them for referrals.

Note: The more you practice your questioning, fact-finding and sales presentation, the higher your closing ratio will become, and the less leads you’ll need.

2. Be A Big Fish In A Small Pond! Your primary marketing goal should be to get known as the most respected and trusted adviser in your local community. How much easier and more cost-efficient is it for you to get known in your local community, verses an entire city. Consider, the legendary Ben Feldman, one of the most prolific life insurance salespeople in world history, did all of his business in the small town of East Liverpool, Ohio. (Population 15,000)

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, advisers 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

Suggested Life Insurance Sales Strategic Business Plan… 2016

business-plan

Executive Summary

My main objective is to substantially increase my life insurance sales income during the next 30-90 days and beyond, by…

  1. Working with the people I know, in my local community.
  2. Learning how to attract more of the right prospects.
  3. Learning how to set better appointments.
  4. Becoming better at closing cases.
  5. Helping people to ‘find the money’ to follow my recommendations.
  6. Increasing the size of each life insurance sale.
  7. Finding additional sales in each household.
  8. Earning the right to receive referrals.

Secondary objectives…

  1. Grow my life insurance sales, each year, at a challenging and manageable rate.
  2. Become the most Respected and Trusted Advisor in my community… to make it much easier each year to attract prospects, set appointments and close sales.
  3. Minimize my overall operating expenses.
  4. Spend more time with my family and friends.

Continue reading

Marketing Is Not Optional

Marketing is an essential tool for the success of every business! What matters is not what you do! What matters is that you communicate what you do, so that people will take interest in it, buy it, support it, join it, and tell their friends about it.

Not To Market Is A Crime

maninhandcuffs1

Highly effective marketing is a make-or-break necessity for all small businesses. It’s really impossible for you to be successful without good marketing techniques… that’s what brings the people and dollars in the door. If you are indeed working to make the lives of your clients a little better, then you need to be actively marketing what you do!

Marketing is more than simply letting people know about your products or services. First, you need to know who your customers are. You need to get so close to them that you can anticipate their needs and desires. You need to be able to communicate to them exactly why they need what your business can provide. And, then you have to reach them with that message.

There are many strategies for marketing, and there are many means to execute a marketing campaign. It can be expensive or not, effective or not. And price and effectiveness are not necessarily connected.

The point is that you have no excuse not to be marketing, and doing it well!

If you don’t know where to begin with this, then start with the proven marketing plan template below. Continue reading

Two Quick Success Tips

Happy New Year!

Here are 2 tips ti kick off 2016!agassi

1. Self Immersion

In my opinion, Andre Agassi is one of the greatest tennis players who has ever lived. From the second he woke up, to the second he went to sleep, everything he did was about improving his tennis game. Like Agassi, the highest achievers I know live, sleep, eat and breathe their businesses. They’re always thinking, studying and practicing to find ways to improve their business.

To be successful in sales, you too, must be immersed in your business. You must walk it, talk it and practice it every day to build your confidence. When you walk in the door with complete confidence, you’ll close the sale before you even ask the question.

2. Sustained Effort

Unfortunately, we don’t hear a lot about effort today. Instead, we’re bombarded with ads, commercials and infomercials that sell the “secret” to losing weight, growing hair, and making a fortune from real estate is simple, easy and can be done immediately. Within two weeks, we’ll be thin, sexy and rich. We won’t even recognize ourselves! What they’re selling is instant gratification.

However, in the real world, there is only one secret to success. There is only way to accomplish our goals. There are no shortcuts or magical cures. Success comes from hard work. It comes from the extra effort we put in, from the work ethic we foster, and from the values to which we are committed.

For more tips like this! download our white paper and be subscribed to our free weekly newsletter. Click Here