Are You Missing This ‘Insider’ Secret To… Closing ‘9 Out Of 10’ Life Insurance Sales?

No matter what you are selling, if you want to close a higher percentage of your sales calls, there is a little ‘Insider Secret’ known by the top producers that most insurance agents, financial advisors and financial planners don’t know and may never find out… Because It Isn’t Being Taught Today! Whether you are selling Life Insurance, LTC Insurance, Health Insurance, Cancer Insurance, Annuities, Mutual Funds or your Financial Planning Services there is a HUGE MISTAKE that is keeping you from significantly increasing your sales and taking your career to the very top of the industry.

  • It’s the key to closing ‘9 Out Of 10’ of your sales appointments!
  • It’s the key to closing much larger sales!
  • It’s the key to people seeing you as a Trusted Advisor, rather than just being seen as another salesperson!
  • It’s the key to you getting a consistent flow of referrals!


Have I got your attention? 

So, what’s this little secret?

Help Your Prospects To Identify
and Discuss Their Problems!

Most agents, advisors and planners believe they know and understand their prospect’s problems… and that they have the solution. And, they probably do! However, what they don’t realize is that most of their prospects don’t fully understand the depth of the problems they face, and all of the consequences of not solving those problems, today. And, until your prospect fully understands their problems and the consequences, solving those problems receives a low priority. Continue reading

What You Don’t Know Is Costing You Big Time… And You Don’t Know It!

Working with agents, advisors and planners everyday, what I hear the most is; “I need more leads!” “I’m just not in front of enough people!” Almost everyone of the 1,500,000 agents, advisors and planners in the United Sates wants to believe that if they see enough people they’ll be a roaring success. Unfortunately, for 99% of the people in this business, what they really need isn’t being taught today!

We get all of the product training we need, from our companies, for their insurance and investment products. There are lots of industry schools offering courses for technical training on income taxes, tax deferral, split funding, wealth preservation, estate planning, creating financial plans, dollar cost averaging and more. There are all sorts of marketing organizations offering lead generation systems that feature Dinner Seminars, Direct Mail, Free Reports, Newspaper Ads and Fax Blasting! There are sales trainers offering courses on 101 closing techniques, overcoming objections, overcoming call reluctance and conducting successful client seminars.

Unfortunately what most agents, advisors and planners need the most isn’t being taught by the vast majority of our Companies, Industry Schools, Marketing Organizations, and most Sales Trainers. (And, it’s a major reason why we have so many law suits today, because most agents aren’t recommending what people really need!)

Image result for lawsuit image Continue reading

Middle-Income Families – An Untapped Life Insurance Market!


Is there any question that, during the past three decades, many of the major companies have been moving into the more affluent markets. They appear to have forgotten whom they initially served and what made them the company they are today. According to LIMRA this leaves the Middle-Income Family marketplace wide open. And, in our opinion provides an exceptional opportunity for those financial advisors who learn how to help Middle-Income Families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence. We want to help people to take control over their money using traditional strategies and products to build a solid financial foundation before they ever think about investments.

“When people understand how money really works, they can make their money work for them.” Rodney Ballance

Understanding The Problem

Most agents and advisors are taught to tell people they need to invest in (or buy) ‘this or that’ by taking additional money out of their current budget. The problem is that many Middle-Income Families are only one or two paychecks away from going bankrupt! They don’t have any savings or even an emergency fund!

Consider, the United States savings rate steadily declined for roughly 25 years, reaching its lowest point in the early 2000s. At the same time, consumer debt levels skyrocketed and the savings rate actually turned negative (U.S. households consumed more than their after-tax income).

Personal Savings in the United States decreased to 2.40 percent in January of 2013. Personal Savings in the United States is reported by the U.S. Bureau of Economic Analysis (BEA). Historically, from 1959 until 2013, the United States Personal Saving Rate averaged 6.89 Percent reaching an all time high of 14.60 Percent in May of 1975 and a record low of 0.80 Percent in April of 2005.

Many households are having trouble increasing their saving. Only 52 percent of the households participating in the 2010 Survey of Consumer Finances reported having saved over the preceding year, down from more than 56 percent three years earlier.

But, the good news is that Americans do recognize the need to save more: In a recent survey byAbsolute Strategy Research, 71 percent of respondents reported that they were “saving too little.”

Now consider, with personal savings rates at one of its lowest rates ever, not only are secure retirements in jeopardy but also many families are one medical emergency or layoff away from financial disaster.

And, there are currently 22 million U.S. families that lack a basic checking or savings account and who are often forced to cash checks through such services as check cashers, which charge high fees.

Also consider that defined benefit pensions, which provide people with a lifetime benefit, used to play an enormous role in providing a safe and secure retirement for many in the middle class. Pensions have successfully helped millions of people prepare for retirement by providing a secure, guaranteed benefit for life. Pensions shield people from the risk of market downturns and the possibility of living longer than expected. However, the pension system has been in a steady decline for decades, and now, only one out of every five people working in the private sector has a pension.

Solving The Problem

We believe that most Middle-Income Families have been at a distinct disadvantage when it comes to managing their money and accumulating wealth. Most of the financial information being passed on by the major publications, the financial media, and TV personalities is really geared towards people who are already wealthy. These are the people who have their basic necessities covered. They have already built a strong ‘safe money’ financial foundation, so they can afford to take risks with their other money!

Wealthy people live in a different world. They are not concerned about qualifying for college financial aid, so their children can afford to go to college. They are not concerned about eliminating debt to improve their cash flow, so they can afford health insurance or put braces on Mary’s teeth. They don’t have to worry about whether there will be food on the table or a roof over their family’s head if something happens to them.

You can help Middle-Income Families by providing them with the little known, unconventional strategies that the wealthy have used for decades to accumulate and hold onto their money. The wealthy were able to accumulate wealth not by taking risks, but by taking a portion of everything they earned and putting it to work for them. They understand that the road to wealth starts when you truly understand that “part of what you earn is yours to keep!”

The reason most Middle-Income Families continue to struggle today is because the conventional financial wisdom that has been passed on from generation to generation isn’t designed to accumulate wealth. The conventional wisdom our great grandparents and grandparents learned was designed to protect their assets during the tough economic times of the great depression.

Found Money Management Strategies

Unfortunately, in order for agents to make money, most Middle-Income Families have been sold policies with low deductibles and all sorts of unneeded expensive riders… They’ve been sold supplemental policies that aren’t really needed. They aren’t being told about quantity discounts and price breaks. And, they’re not taking advantage of the new types of home mortgages.

Plus, the average household credit card debt in 2012 stands at a distressing $7,117 – a startling number considering that if you look at only those households that have debt, the average rises to $15,257. And the American debt profile only gets worse.

  • Average credit card debt: $15,257
  • Average mortgage debt: $149,782
  • Average student loan debt: $34,703

Additionally, in many cases, Middle-Income Families are being told to put their safe money in the wrong places. They are losing money in the stock market, disqualifying themselves for the free money available for college financial aid and paying more income taxes than necessary.

All of this is keeping many families from saving money and building a secure financial future!

We need to help Middle-Income Families to find the money to:

  • Reduce Or Eliminate Their Consumer Debt
  • Maximize The Amount They Can Save From Current Income
  • Reap the Upside Of the Market, While Guaranteeing The Safety Of Their Investment Principal
  • Position Their Assets To Increase Your Eligibility To Qualify For College Financial Aid
  • Minimize Their Income Taxes
  • Position Their Money To Provide More Current Liquidity
  • Maximize Their Savings and Investments For Retirement

And, in many cases, you can help them do it all without taking additional money out of their budget or changing their current lifestyle!

Help Middle-Income Families… And Watch Your Sales Soar!

Now the question is: “Can you really make money helping Middle-Income Families?”

The answer is a resounding “YES!”

…If you learn how to conduct a thorough fact-find to help these Middle-Income Families to see and understand the financial problems they are facing now and in the future, so they want to set better financial priorities. Then you help them to reposition their spending to have the financial security they want and deserve!

“When you’re money is working hard for you, you don’t have to work so hard for your money.”Rodney Ballance

We have many agents that are working with Middle-Income Families, using our Found Money Management™ strategies and are:

  • In front of 20 to 30 qualified prospects every month…
  • Earning an average commission of $3,000 to $5,000 per case…
  • Earning $25,000 to $50,000 per month. (Every month)…

And, you can do it too!

Get the report to learn more!Click Here

Learn More About Our Mission!

How To Help Boomers & Retirees To Find The Money…

For LTCI, Life Insurance or a Medicare Supplement Policy.

Too many agents, when they are selling, just expect their retired prospects to somehow come up with the additional money needed to pay the premiums for a LTC, a Final Expense, or a Medicare Supplement policy.

How much easier would it be if you could show them how they can easily pay the premiums and get a discount to boot? Do you think they might have just a bit more interest?

Let’s take a look at an example. Assume for a moment that your senior prospects agree that they want and need a long term care insurance policy. Unfortunately, the $200 per month premium you have quoted is simply too much for their budget.

Consider this; we are asking them to spend $2,400 each year for the rest of their lives! That’s a big chunk of income for someone who is on a fixed income. In many cases we are asking them to permanently reduce their standard of living by 5% to 10%. That is a bitter pill to swallow. Continue reading

How To Close More & Larger Life Insurance Sales!

For over 13 years now, we’ve had agents, advisers and planners calling the Insurance Pro Shop 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 will tell us they don’t have a problem closing life insurance 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 you are only closing 25% of your sales calls, then to make one additional sale you will have to see four more people; to make two additional sales you will have to see eight more people; etc. That’s a lot of additional time, effort and expense.

If you want to make more money, then wouldn’t it be much, much easier to improve your closing ratio with your current prospects?

When we ask the agents if they would like to be closing 90% of their Life Insurance cases, most of them tell us 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, we will 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.

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 initial 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 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, advisors and planners 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: Prospects 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… and My Family?” “How can you help me better my situation?”

Your goal is to help your prospects to see you as they’re savior. Then and only then will you start closing 90% of your sales calls.

You Can Close 90% Of Your Sales Calls!

We know you can close 90% of your sales, because we did it when we were full time in life insurance sales, and many of the agents we are currently working with are doing it. These are agents, advisers and planners who came to us closing 25% to 40% of their sales calls and within just a few weeks they were closing 70% to 90% of their sales calls. These are agents, advisers and planners who were earning $3,000 to $10,000 per month and are now earning $20,000 to $60,000 per month.

Not only are they closing more life insurance sales, they are now closing much larger life insurance sales.

And, No, these agents, advisors and planners did not change how they were prospecting! They aren’t seeing more prospects! They haven’t gone to a more affluent market. And, No, they aren’t offering a new product or service.

So, what made the big difference?

These agents, advisors and planners now have a set procedure for the initial interview. They have a series of questions they ask each prospect. They are prepared. And, they are well rehearsed!

In the initial fact-finding interview they are:

  • Focused on Asking The Right Questions to Help the Prospect Identify Their Problems!
  • Asking The Right Questions to Help Them Understand What the Prospects Really Wants!
  • Really Listening to What the Prospect Is Saying!

They understand that the ‘Initial Fact-finding Interview’ is where the life insurance sale is actually made.

The reality is that by asking the right questions and really listening to your prospects, you are ultimately getting them to sell themselves on why they should do business with you.

They are buying you as someone who really cares about them and can really help them.

Until you internalize these concepts and stop winging it, you will find it very difficult to consistently close 90% of your life insurance sales.

Lastly, please remember that nobody sells everybody. There was only one perfect man who walked this earth. All you can do is improve to the point where you become a … “90% Closer!”

“I started with Lew roughly two years ago. He has helped me tremendously with his phone coaching. I was able to give him information about my prospects and clients, so that he would give me the CORRECT questions to ask them, to lead them to the sale… my business has grown significantly because of his help with the right questions as well as helping me put together some simple marketing techniques that go a long way. Lew truly helps you have that slight edge.”

“Whether You Think You Can, or You Think You Can’t…
You Are Right!”

Are you thinking: “OK.” “So, where do I go from here?” “Is there a script for the initial interview?” “What are the questions I should be asking?”

You can learn how to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can invest in our “How To Close 9 Out Of 10”  DVDs. Or, you could choose to live with a 25%-40% closing ratio… The choice is YOURS!

Will, Jeremy and Lew Nason
“The Nine Out Of Ten Guys”


Message to Financial Advisors…
What have you done in the last sixty days to increase your sales? Is there any question that during the year, you’re going to spend thousands of dollars in time, money and effort bringing in new clients to your business? Then wouldn’t it make sense to do it the most cost effective, money-making ways? Why not learn the life insurance and annuity marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?


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)