If You Want To Grow Your Business, You Have To Constantly Make Changes!

    What Do The Top Life Producers
Know That You Don’t…
If You Want To Grow Your Business,
You Have To Constantly Make Changes!

How long have you been reading our weekly ‘You Can Make The Difference’ newsletter?

Have you liked what you’ve read?

Did you get some good ideas?

Have you applied any of those ideas?

How much have those ideas helped you?

What is keeping you from taking the next step?

Why are you waiting?

If you don’t make some changes, where will you be 6 months from now?

growWe have experienced advisors who have been following us for years, who have finally taken the plunge and invested in one of our specialized systems, with coaching. And, invariably within a month or two they will call and tell us they wish they had invested in one of our systems and our coaching years ago.

I know it is hard to make changes, and decide to try something new!

Most people are naturally resistant to change. Even when making a change that will lead to positive growth, they will often respond in negative ways.

  • They avoid it.

  • They complain about it.

  • They ignore it.

The problem is, that if you want to grow your business, you have to constantly make changes!


The first step to overcoming your resistance to change, is to alter how you think about change. Change is a fact of life. We’re all going to change. The good news is that, most of the time, we have a say in the type of change we’re going to engage in. This starts in the way we think about change.

Start by changing your thoughts. Instead of thinking, “I sure hope things will change,” think “The only way things will change for me is when I decide to make a change.” Or instead of thinking, “I don’t know why I am this way,” start thinking to yourself, “I am the way I am because that’s the way I choose to be.”

Think about it: What changes do you need to make in your thinking, or your behavior to move you one step closer to your goals? They don’t have to be big changes. You can make a series of small changes over time. But, you must constantly make changes if you want to grow!

When are you going to make the changes you need to improve your sales?

Nothing is going to change until you do!

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. Here is what just a few of the experienced agents, advisors and planners we work with have said about our personal coaching…

“Dear Lew and Jeremy, I want you to know that you are right on track with your advice and training methods. No one else even comes close. The techniques you’ve taught, when applied in the field, have produced great results for me in my business.” Harmon Pye III, RFC (23 years in business)

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

 “You guys are the most honest and truthful people I have met. From now on I will discard all the other so-called “systems” out there and just follow your system and ingrain it into me so that it becomes a part of who I am and what I represent…”helping people to live debt free and truly wealthy”. C.C. Koo, (7 years)

Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!”
Carol P. 
(1 year)

You Can Use The Internet To Generate Qualified Prospects

What Do The Top Life Producers Know That You Don’t…
You Can Use The Internet To Generate Qualified Prospects

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 and time-wasting 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 discover the little-known strategies to generate your own qualified prospects. And you can do it right in your local community and become the Trusted Advisor your friends, family and neighbors want to see.


So let me ask you… (And please be honest)

Are you totally confused about what REALLY works to generate leads and sales, and don’t know who to believe anymore?

Are you still using ‘old-school’ prospecting techniques like cold-calling leads, and continually getting rejected?

Frustrated with ‘replicated‘ systems that don’t work the way your managers, trainers and marketing companies said they would?

Still buying overpriced leads with little or no results to show for all your money and hard work?

There’s no question that the ‘old fashioned ways’ of prospecting in the financial services industry are not working today for most agents. Most agents are still being taught the ‘old fashioned ways’ to work their warm market, cold calling, a purchased life insurance lead list, and expensive internet leads. Or, they are taking a significant cut in their commissions to get leads from your marketing company. To those of you who are still using these ‘out of date’ prospecting techniques… “It’s not your fault, someone sold you on it!”

Cold calling, using life insurance lead lists or using Internet leads and then doing a sales pitch over the phone just doesn’t cut it anymore. Most people are screening their calls, using their caller ID, and won’t even pick up the phone due to the tremendous amount of sales calls that they get from telemarketers about all sorts of junk. The so-called qualified lead that you paid for probably won’t even pickup the phone, let alone book an appointment with you.

The good news is there are better and more cost effective ways to get the qualified prospects you need and want. 

_____________________

The most successful advisors are prospecting pros. Becoming a master prospector seems hard, but it is surprisingly simple if you know where to start. The key is to know who to target. Next, value every point of contact and touch point. Care about how your prospects see you through every form of correspondence. That way you always put your best foot forward.

______________________

It’s Time For You To Become An Information Resource

Now, what if you were given the option to set yourself up as a point of valuable information, the go-to guy or gal where people get advice regularly about the financial problems people are facing? It almost sounds like a dream doesn’t it? It doesn’t have to be.

With information being one of the major shifts the business world has experienced, the information super-highway (the Internet) is one strategy to help to make your presence known in a much better, much quicker, and much cheaper way. If you’re not on the internet, you’re losing out big time! But if you are, your web site and e-mail address, which should appear in all your business literature, should be made available to everybody you come in contact with, even as part of your signature on any other form of correspondence. E-mail helps prospects to come forward in the privacy and convenience of their own homes or offices, and it also gives you a chance to respond to them immediately. It’s truly a dynamic form of communication that, to this day, is still often overlooked.

If you haven’t already, create a Web Site. Many people think that this is expensive, and it can be, if you want to actually sell on it. However, if you create a web site strictly as information-oriented resource identical to a book or newsletter, then it can be very affordable. Your homepage can be designed to advertise you, your company, and the products and services you offer. If you have a booklet or free report or personalized client newsletter you can provide access to it on your site. By having it available via the Internet, people can access your free information and print it themselves at home or at the office, without costing any money, time, or postage on your part.

However, don’t make your booklet or free report available directly on your homepage. You’ll want to collect the names and email addresses of the people who want the free information, so you can contact them later. Have a special section of your web site that includes your booklet or free report, but it is only available to people who have a password. Or, once they sign-up for the report you can send them a link, so they can download it.

Once they read your booklet or report, they now have access to your super-useful information and feel part of an elite group of educated members. In essence, it’s all part of a lead generating system, and you know what “system” stands for, don’t you? It stands for… “Save YourSelf Time, Effort, and Money!”

And, now you can create your own free websites by pointing and clicking. Take a look at ‘LinkedIn’ or ‘FaceBook.’  Those are both point and click social websites.

Let’s take a step back and look at this for a second. Millions of people search the web for some answers to their problems. Their problem could be anything, literally. They may need a special tool, for their job and they need a price. Do they call a store, or do they go to Google and search for it? If you are looking for airline tickets, movie show times, or anything, where do you go! Well, why don’t you use the Internet to supercharge your business?

More and more individuals are turning their TV’s off, and are turning to the web. The reason is they are tired of being advertised to. Attracting qualified prospects is not just about… Sell, Sell, Sell. It is about providing valuable information and establishing yourself as the individual who does not have a sales pitch, but rather someone who is out there to help others with their financial problems. Whenever you search the web, do you pay for the information you want, or do you continue to search for as much free information as you can get.

How to Get Prospects to Find You

The way to get prospects to find you… Is through Attraction Marketing. In a nutshell, you establish yourself as a valuable point of information for people to go to. Whenever people go to you, seeking your information, they consider you as a form of advice. Now, lets say you have people that visit your website, and keep reading your content, they constantly re-visit when you post new content and finally you decide to inform them about a service that you offer and its benefits. What do you think the chances are of them listening to you compared to the person who calls them on the phone, who they know nothing about?

The reason why it works is because it is so simple. The more complicated you get in the financial services industry, the more chance of failure you have. If you get too complicated with your client, and use technical terms then you lose the deal. The same concept applies with your marketing. If you get too complicated with it, you lose the chance to meet one on one.

By applying what you have read in this article into your prospecting, you will generate qualified leads that are willing to listen to what you have to say. Attraction marketing will help you save a ton of money by avoiding the route of purchasing expensive leads or taking a cut in commissions.

You have just learned why the Internet is quickly becoming one of the best tools for marketing your services.

This is just another step to establishing yourself as the Trusted Advisor in your local community, to become the advisor people want to see.

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. Here is what just a few of the experienced agents, advisors and planners we work with have said about our personal coaching…

“Dear Lew and Jeremy, I want you to know that you are right on track with your advice and training methods. No one else even comes close. The techniques you’ve taught, when applied in the field, have produced great results for me in my business.” Harmon Pye III, RFC (23 years in business)

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

 “You guys are the most honest and truthful people I have met. From now on I will discard all the other so-called “systems” out there and just follow your system and ingrain it into me so that it becomes a part of who I am and what I represent…”helping people to live debt free and truly wealthy”.
C.C. Koo
, (7 years)

Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!”
Carol P. 
(1 year)

______________________

Finding The Best Life Insurance Sales Leads Isn’t Hard!

What Do The Top Life Producers Know That You Don’t…

Finding The Best Life Insurance Sales Leads Isn’t Hard!

Are you looking for more and better, qualified life insurance sales leads? 

Have you tried purchasing Internet leads, or telemarketing leads? 

Were you disappointed with the overall results? 

How many appointments were you able to set, out of every 10 sales leads you bought? 

How many of those appointments actually turned into a sale? 

How many of those sales actually resulted in an issued life insurance policy? 

Even the most successful agents who buy life insurance leads are only converting around 3% to 10% of their leads into a sale.  Even at only $10.00 per lead, it means that each sale is roughly costing you $100 to $333.  If you buy 100 leads at $10 each that’s a $1,000.  If you only make 3 sales, in means it cost you $333 per sale.  Buying leads is one of the most expensive ways to grow your business, and should only be used during slow times as a supplement to your other lead generation methods.  They should never be used as a primary source of life insurance leads.

Let’s take a step back and look at what you are actually doing when you are buying life insurance leads.  You are going to a third party that is contacting people who have no idea who you are.  That third party is now telling you, that person is interested in your services. Unfortunately, when you call them, they are very apprehensive about setting an appointment with a total stranger. You are at a great disadvantage, because you have no credibility with that prospect. The good news is there are much better, easier and more cost effective ways to get the life insurance leads you need and want.  

Who Are YOUR Best Life Insurance Prospects?
Before we get into ‘Finding The Best Life Insurance Sales Leads‘ it is crucial to determine who is a good, qualified prospect for your products and services.  The main concern is making sure you are spending your time communicating with the people who are the Ideal Prospects’ for whatever you are offering.  There is nothing more frustrating than making a 100 phone calls and not setting a single appointment.  This can, and does happen, when agents think they can call just anyone, because they think everyone needs to be concerned about whatever they are offering.

Just because someone should to be concerned about something, doesn’t mean they are.  It doesn’t mean they will see you or buy whatever you’re offering.

Don’t they, at a minimum, need to have the ability to pay - and be able to be seen on a favorable basis?

So the questions are:

  1. Who are the Ideal Prospects to be contacting for whatever you are offering?

  2. Who do you have the best chance of setting an appointment with? 

  3. Who has the need, the ability to pay and can be seen on a favorable basis?

As you read the following, remember I’m not saying that some of the other people aren’t good prospects. I’m saying you want to be contacting the people who you have the best chance of setting an appointment with and making a sale.

Let’s use Tax-Free Retirement, using life insurance as an example.

Is your best prospect someone who owns a home? Probably, Yes. Doesn’t it tell us they have been able to save in the past, and probably have the money to put away for retirement, if they can see a need to do it now? Plus, doesn’t it tell us they are willing to look long-term?  Our ideal prospects are people who own a home.

Is someone who owns a $300,000 or larger home our best prospects? Probably No. Aren’t these the people who are have family incomes of over $125,000 and are inundated with calls from financial planners, advisors etc? Aren’t these people going to be harder to see?  Our ideal prospects are probably people who have homes worth $300,000 or less, and income of less than $125,000.

Is there a minimum income requirement? – A minimum family income of around $50,000.

What else makes someone your best prospect for a Tax-Free Retirement, involving life insurance? If we are going to use life insurance, then don’t they need to have someone to protect, a family that is dependent on their income?  Our ideal prospects are people who are married and have children living at home.

Cash value life insurance builds best when you have 15 years or longer to contribute.  So, your ideal prospects are people who are under age 50.

Finally, your best prospects are people that already know you, or at least have heard of you!


Finding YOUR Best Life Insurance Sales Leads

Now that we have identified the ideal prospects to contact for retirement planning, with life insurance, where do we find them?

The best prospects are always going to be the people you already know, or at the very least have heard of you. They could be your family, friends, neighbors, members of your church, or members of your associations. They could be parents of the children on your child’s baseball team, or in your son’s Boy Scout Troop. Plus, the people you do business with, your barber, mechanic, doctor, lawyer, etc..

The next best prospects, are the people who live in your neighborhood. You can identify these local neighborhoods by contacting your local real-estate broker, or by just driving around. All you need to do is to find the streets they live on and then go to your local library or the Internet.

In the library or on the Internet, look for ‘Criss Cross’ (Or Reverse) directories. Three common ones are the Hill Donnelly, Coles and Polk Directories. They have every street listed, with everyone on the street, and their telephone numbers. Plus, they provide lots of other valuable information.

Make a list of everyone you know and your neighbors with their names, addresses and telephone numbers. You now have a LIST of your best prospects for a tax-free retirement plan, involving life insurance…

Setting An Appointment With YOUR Life Insurance Sales Leads

Unfortunately, the old standby of cold calling consumers isn’t a good, viable option any more, because consumers are fed up with getting calls from salespeople who won’t take no for an answer. Many of these people have registered on the ‘Do Not Call Directory‘, and just about everyone today screens their calls.

Since you really can’t cold call consumers anymore, one way to get this list of people to call you is to send out a sequence of letters, but they better be really good insurance prospecting letters with a powerful ‘grabber’, a great headline and a call to action. 

You’ll want to use a powerful grabber on your insurance marketing letters, like money… Maybe a $1 bill, a $2 bill, a million dollar bill or even foreign currency. Or maybe, wooden nickels, band aids, watches, magnifying glasses, shredded money, phony diamonds, etc. etc.

I know it may sound ‘gimmicky’, but test results from millions of mailing pieces over the last half century prove that, without a doubt, grabbers, with well written headlines and a call to action significantly increase responses by leaps and bounds.

In your letter, you’ll want to offer a free financial audit, or your free report. And, then follow-up with your monthly newsletter. The idea is to get them to call you, so you legitimately can follow-up with a phone call and set an appointment. Or, you can invite them to your free education workshop.

By sending out well crafted sales letters and following up with your monthly newsletters, to the right people, in your local area, you are now building your image, brand and credibility. The more you keep your name and services in front of these people, the easier it’s going to be to get them to respond to your offers. This doesn’t happen if you are buying leads, or using a telemarketing service from a third party.

This is just the first step to establishing yourself as the trusted advisor in your local community, and becoming the advisor people want to see.

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. Here is what just a few of the experienced agents, advisors and planners we work with have said about our systems, training and personal coaching…

“Dear Lew and Jeremy, I want you to know that you are right on track with your advice and training methods. No one else even comes close. The techniques you’ve taught, when applied in the field, have produced great results for me in my business.” Harmon Pye III, RFC (23 years)

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

 “You guys are the most honest and truthful people I have met. From now on I will discard all the other so-called “systems” out there and just follow your system and ingrain it into me so that it becomes a part of who I am and what I represent…”helping people to live debt free and truly wealthy”. C.C. Koo, (7 years)

Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!”
Carol P.
, (1 year) 

You May Be Able To Survive In This Business Without The Help Of A Coach, But It Is Almost Impossible To Really Thrive…

What Do The Top Life Producers Know That You Don’t…
You May Be Able To Survive In This Business Without The H
elp Of A Coach, But It Is Almost Impossible To Really Thrive…

I’m sure you have heard it a hundred times, “Everyone Needs A Coach.” It is one of the most common pieces of advice that you’ll hear today from self-help gurus. And I’m sure you’ve also heard… “Having a coach is the fastest and easiest way to grow your business.” Almost everyone of the self-help gurus, including our industry legends such as Earl Nightingale, Zig Ziglar and Charles ‘Tremendous’ Jones, along with today’s top gurus like Brian Tracy offer the same advice.

Let’s face it, the insurance and financial services world is changing 

rapidly, it is getting more complicated  and it is getting much more competitive. It is almost impossible to learn everything you need to know, plus keep up with all the changes in our industry.

everyone-needs-a-coach

Having an experienced personal coach today isn’t a luxury, it is a necessity.

Yet, most agents, advisors and planners don’t have a coach, because they think 

that they can “do it on their own” and/or they are “unwilling to invest in themselves.” Not having a personal coach is a trap that most agents, advisors and planners have fallen into, and it is holding them back from having the massive success they desire.

Over the past 30 years we’ve been extremely fortunate to have had several personal coaches, mentors and role models in our lives. We wouldn’t have had near the exceptional success that we have enjoyed, without them.

One of the greatest benefits of having a coach is they will always tell you the truth, even if you don’t want to hear it. Their years of successful experience will provide valuable insight. They will help you develop long-term and short term goals and strategies. Plus, help you recognize areas in your business that can be improved, that you might have overlooked.

Yes, you may be able to survive in this business without the help of a coach, but it’s almost impossible to really thrive… that is why we offer 3 months of one-on-one coaching with each of our specialized systems, and why we have our Trusted Advisor Mentoring Program.

How a coach can help you…

  1. A Coach Makes You More Accountable.

  2. A Coach Tells You Like It Is.

  3. A Coach Saves You Stress And Frustration.

  4. A Coach Saves You Time And Gets You Faster Results.

  5. A Coach Saves You Money.

  6. A Coach Gives You Ideas You Never Thought Of.

  7. A Coach Gives You Insights Into Yourself.

  8. A Coach Gives You A Stronger Sense Of Belief And Self-Confidence.

Additionally, because we’ve already done what you are trying to do…

  1. Our coaching will help you get off to a quick start… Because we’ll help you to quickly fine-tune your lead generation, appointment setting and sales process.

  2. Our coaching will help you to close more and larger sales… Because we’ll help you with case development, design and sales presentations.

A Coach will be your your partner, your confidant, your business mentor, your best friend… and a COACH will help you make your dreams come true.

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. Here is what just a few of the experienced agents, advisors and planners we work with have said about our personal coaching…

“Hi Lew, I had never seen any coaching and training system like you have. You deliver much more than what you promise. The best part is your follow-up and one-on-one coaching with you (which is so encouraging and is priceless).” Bir I. S. Grewall (33 years) 

“My favorite part of working with Lew and the Insurance Pro Shop is knowing you have people behind you who want you to be successful and that you are not out there alone.”
Ted Nation,
 CFP, (12 years)
 

Lew is truly one of the most sincere and dedicated professionals I have ever had the pleasure of meeting. He is a true coach.” Denise McManus (10 years) 

Lew Nason and team are second to none. Lew teaches basics not taught elsewhere.” 
Tim Porter, 
RFC, (20 years)
 

Lew is a great coach and mentor and really knows how to motivate and educate. His ideas are priceless and I have never spent time with Lew and not come away with a new great idea and focused direction. He can help you grow your business in a way that is good for both you and your clients.” 
Antonio Filippone, 
RFC,
(17 years)

“The information and the coaching you’ve provided me has saved my career and my family’s financial future.”  Jeff Cody, (7 Years) 

Doing Nothing Costs More Than Doing Something!

What Do The Top Life Producers Know That You Don’t
Doing Nothing Costs More than Doing Something!

Do you like the information you have been getting from our weekly newsletters and blog posts?  Is it helping?

Have you been thinking about becoming a member of the Insurance Marketing and Sales Resource Center?

Is the reason you have been putting off investing $25.00 to become a member, because you feel you don’t have the time right now to study?

Then let me ask you, how much time and money are you losing every month, because you are not a good as you could be at setting appointments and closing sales?

What if you could learn how to set more appointments from the people you talk to? How much time and money would you save?

What if you could close just one additional sale per month or week? Or, make one larger sale per month or week? How much more money would you be earning?

As the Legendary Ben Feldman said: “There is a cost of doing nothing and there is a cost of doing something… Generally the cost of doing nothing is a lot more.”

Here is a recent testimonial that might help you.

“Jeremy, I just wanted to let you know how much of a difference Insurance Pro Shop has made in my career.  I used to be a final expense agent working 10 to 12 hours a day. I didn’t think there was anything else out there. When I heard about what your program was about, and what you were teaching I decided to take a chance. I was skeptical at first, but after a few weeks of mulling it over I decided to take the plunge. It was one of the wisest decisions I have ever made.  Now with the support of Insurance Pro Shop I am only working a few days a week and earning the same income.  The extra time that you have afforded me has given me the time to really study my craft and truly make a difference in my community, thank you so much.” Sam Chand - NJ - May 2015

What if you could achieve the same results as Sam Chand? How would you feel?

In the Insurance Marketing and Sales Resource Center there are 14 main sections and over 50 sub sections. And there are two sections that can immediately help you to set more appointments and close more sales.

Those Sections are…

Setting Appointments If you want to set an appointment, you must learn what the Top Producers know. Setting an appointment is all about asking the right questions to help people see and understand the problems they are facing now and in the future! If your prospect does not see they have a problem, then why should they waste their time meeting with you? …Includes Appointment Setting Scripts.

Fact-Finding/Questioning The reason so many agents, advisors and planners struggle in this business isn’t from a lack of quality prospects. They are struggling because they don’t how to get those quality prospects, the people who need their products and services… to WANT their products and services. They don’t know how to get people to WANT to set better priorities, so they WANT to take immediate action on their recommendations.

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. If you want to learn to ask the right questions, then consider becoming a member of our Insurance Marketing and Sales Resource Center. There is over 10 hours of fact-finding and questioning training, from Lew’s boot camps, with simple insurance concept presentations and sales presentations. 

To Succeed Today You Must Be Willing To Step Outside Of Your Comfort Zone!

I find it truly amazing that most of the people who call us for a 15 minute consultation, become members of our private site, or invest in one of our proven systems will argue and insist on only doing what they are comfortable doing, instead of really listening, following our recommendations and doing what works. And, then they wonder why they are not getting the results they wanted and expected.

If you want to get off to a quick start, or take your business to the next level, then there are certain things you must do, whether you are comfortable doing them or not.


Here is a prime example:

Most people are uncomfortable contacting the people they know, and many of them will make all sorts of excuses why they can’t or won’t do it. Yet, when you learn the proper ways to contact the people you know, then it’s the simplest, fastest, most cost effective and best way to grow your business.

Consider the following…

The easiest and most affordable way for you to get an appointment is to work with the people you already know, or get someone to contact the people they know, in your behalf. (Joint Ventures/Center of Influence) People are going to respond much better to sales letters, invitations, ads, etc. if it comes from someone they already know. Accordingly, if you send out 100 sales letters or invitations, (cost $70) and then follow-up with a phone call, when approached the right way, you should be able to set an appointment with 30-50 of those people.

However, if you insist on working with complete strangers, as most agents do, then it becomes the law of larger numbers. Even the absolute best sales letters, invitations, ads, etc., sent to a targeted list, are only going to get a 1%-2% response rate. That means, if you send out 5,000 sales letters or invitations (cost $3,500) (or run a series of ads in a large circulation newspaper – cost $2,000) you can only hope to get a response from 50-100 people. Then, when you follow-up with a phone call, even when done right, you might set an appointment with 20-40 of the responders.

It’s up to! You can continue to insist on just doing what you are comfortable doing and spend a lot more of your time and money to get the results you need and want! Or, you can step outside of your comfort zone and do what will get you the results you want for a fraction of the time and cost.

Do you honestly feel and believe that you are really helping people? Are you focused on making a ’positive difference’ in people’s lives… instead of just making a quick sale? Then who are the first people you should be helping?

What if you could learn a non-threatening approach to get the people you know to want to meet with you?

Jeremy Nason
Marketing and Sales Coach
‘The 9 Out Of 10 Guys’

P.S. Getting appointments doesn’t have to be hard, time consuming or expensive, if you follow a proven system. It’s your choice. You can go it alone using the trial and error approach. Or, you can get a proven system, with coaching, that has it all laid out for you! What sets our marketing and sales systems apart, from those of our competition, is they have a strong foundation in cost effective marketing.

Most People Are Making This Business Too Complicated!

What Do The Top Life Producers Know That You Don’t

Most People Are Making This Business Too Complicated!

Kiss

Can you believe over 1/3 of the year has already gone by? Are you having the year you hoped for? If not, then you might want to consider the following…

I think we can all agree that there are two basic parts of this business.

  1. Marketing and prospecting… Finding the people who need and want what you are offering.

  2. Appointment setting and making sales… Helping people to get what they need and want.

The problem for most agents, advisors and planners is they are making this business way too complicated, because they are jumping into this business, before learning the simple, proven strategies they need to be successful.

They start by contacting anyone that is breathing. And, they will set an appointment with anyone who agrees to meet with them. Instead of deciding who the best prospects are for what they are offering.

Then, when they do get in front of someone, they present what they think the person needs, instead of finding out what problems the client has and wants to solve.

Let’s break this business down to the core success principles and make your career real simple. 

These are the core strategies we have identified and studied during the past 30 plus years, working with the foremost experts in this industry.

Consider these basic philosophies…

Are you focused on just making a sale, or do you want to be really helping people?

Do you want to be known as just a salesperson? Or, do you want to be known as the expert advisor who is helping people solve their problems?

Do people want to meet with a salesperson? Or, would they prefer to meet with someone who can help them solve the problems they are dealing with?

Do people prefer to meet with someone who is a recognized expert?

Do people want to meet with a stranger? Or, would they prefer to meet with someone they already know?

Do you want to be traveling all over your city, county and state? Or, would you rather be working with people in your local community?

Do you want to set an appointment with 1 of 10 people you talk to? Or, would you like to set an appointment with almost everyone you talk to?

Do you want to be struggling to set 10 to 15 new appointments per week? Or, would it be easier for you to set 3-5 appointments?

Do you want to close only 1 out of 5 people you meet with? Or, do you want to close a sale with almost everyone you meet with.

The reason most agents, advisors and planners are struggling to make a decent income, is they are doing it the hard way. They are missing most of these simple, proven, basic strategies that would make their lives much easier and their business much more profitable.

The first basic strategy is that you must decide on what problems you are going to focus on solving for your clients, to attract qualified prospects to you.  

The second basic strategyis getting a message out to everyone you already know… about how you are helping people to solve their problems.

Do you honestly feel and believe that you are really helping people? Are you focused on making a ’positive difference’ in people’s lives… instead of just making a quick sale?

Then who are the first people you should be helping?

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

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

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

The third basic strategy is getting that message out to everyone in your local community.

Again, if you honestly feel and believe that you are really helping people? And you are focused on making a ’positive difference’ in people’s life… instead of just making a quick sale?

Then why wouldn’t you let everyone in your local community know what you are doing to help people?

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

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

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

The fourth basic strategy is learning what to say, and what questions to ask, to set an appointment with almost everyone you talk to.

If you search hard enough and long enough you will always find a few people who need and want what you are offering… and are ready to buy right now! As the old saying goes; “Even a blind hog finds an acorn now and then!”

However, if you want to make your life much easier and your insurance career much more profitable? If you want to set appointments with almost everyone you talk to? Then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you. And, that is about you improving your questioning skills.

Consider, there literally thousands of qualified life insurance and annuity prospects right in your local community who need and want what you are offering. But, if you don’t know what to say, or what questions to ask to get them to meet with you, what good are they?  

The fifth basic strategy is leaning how to do an emotion based fact-find to get you clients to want to set better priorities, so they want to take action on your recommendations.

Marketing and prospecting / Appointment setting and making sales doesn’t have to be hard, time consuming or expensive, if you have a system. It’s your choice. You can try to go it alone using the trial and error approach. Or, you can get one of our proven systems, with coaching, that has it all laid out for you! What sets our sales systems apart, from everyone else, is our systems help you to understand and implement the simple basic strategies that make this business much easier and much more profitable.

Lew and Jeremy Nason
Marketing and Sales Coaches
‘The 9 Out Of 10 Guys’

P.S. The agents and advisors who have invested in one of our systems and are regularly calling us for coaching, are seeing a dramatic improvement in their sales and incomes. Here are 2 testimonials we received just this month…

 ”I thank God for Lew’s vision, and how he has groomed his son’s for a family legacy. The Insurance Pro Shop (IPS) is a game changer for anyone who wants to do this business correctly, and help families achieve their financial goals and dreams. IPS empowered me with the tools and resources, and my younger cousin’s life, family, and finances have been changed forever! God’s blessing is on the guidance you teach and the wisdom you give. Thank You, Lew and Jeremy!”
Andrew L. Brown
– IL – May 2015

“Jeremy, I just wanted to let you know how much of a difference Insurance Pro Shop has made in my career. I used to be final expense agent working 10 to 12 hours a day. I didn’t think there was anything else out there. When I heard about what your program was about and what you were teaching I decided to take a chance. I was skeptical at first, but after a few weeks of mulling it over I decided to take the plunge. It was one of the wisest decision I have ever made. Now with the support of Insurance Pro Shop I am only working a few days a week and earning the same income. The extra time that you have afforded me has given me the time to really study my craft and truly make a difference in my community, thank you so much.” Sam Chand – NJ – May 2015

Quick Question For Producers

What strategies, techniques and what advice would you give a new agent just getting started in this business?

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It Is Easy To Get Prospects To Come To You!

What Do The Top Life Producers Know That You Don’t…

It Is Easy To Get Prospects To Come To You!

A huge mistake most insurance agents, advisors and planners make is trying to sell themselves and/or their products directly, in every contact they make.

When meeting people for the first time, they will blab on until the cows come home about what they do, their great products and/or their hot new sales idea!

And, when sending out information, they will send packages that make shipping crates look like a joke!

Is it any wonder people run the other way when you tell them you are an insurance agent, financial advisor or planner!

There is a better way. If you offer a specific product or service that caters to a specific target market, then you can find ways to make your prospects come to you, with a minimal effort (or expense ) on your part. This is called ‘Lead Generation Marketing.’ The best way to do this is to offer a freebie. Being in the information age, the “Free Educational Workshop” or “Free Report” are our favorites. The workshop or report should NOT be product or service-specific. And it doesn’t have to be industry-specific or benefit-specific. As long as it targets an audience that logically fits within your demographics, you’re ahead of the game.

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Let’s say you’re a financial advisor. Your product involves services centered around mutual funds, stocks, and retirement savings plans. Rather than place an ad that directly markets your services, you could advertise using a small classified ad promoting a free course, seminar, or report on helping people to ‘Live Debt Free And Truly Wealthy. Learn how you can eliminate debt with no additional out of pocket expense, and without sacrificing your current life style!’

The idea is to have people come to you rather than you to them. Remember, the incentive you offer doesn’t have to relate directly to what you do. As long as it logically appeals to the same target market, you’re on your way.

Now let’s turn your answering machine into a 24-hour salesperson for you.

How about offering a free report to everyone who calls and gets your answering machine.

Example: You’ve reached John Smith, ‘The Financial Freedom Planner’. I’m currently showing homeowners how to pay off their mortgage 5 to 10 years early and save thousands of dollars in interest payments. If you wish to leave a message, or you would like to receive my free report ‘Living Debt Free and Truly Wealthy’, please leave your name, address, and telephone number, after the tone. Thank you for your interest in ‘The Financial Freedom Planner!”)

Here is a link to some of the information booklets you can be offering the people in your local community. These booklets will people to get to know you and the services you offer. And get them  to call you. http://www.insuranceproshop.com/booklets/

In essence, look at lead generation marketing or advertising as a form of job search.

People often send bulky résumés to potential employers in an attempt to sell themselves as much as possible, when very often their attempts get filed away – into file #13 that is!

Successful career consultants stress the importance of summarizing a résumé as much as possible, include one’s past accomplishments and bottom-line results (not one’s duties and responsibilities from previous jobs), and putting it all on one single page. Why? Because, simply put, the résumé is not meant to land a job, but to land an interview.

Lead generation should be regarded in the same way. It must be small, contain a concise message, stress an immediate benefit, (solve a problem) and cause the prospect to want to know more. And this can be applied in all markets and all types of products or services.

What can you offer your prospects to arouse their curiosity and interest?

What can you give away for free to entice them to get more?

If you’re giving something away, something that’s somehow tied to what you do, you’ll realize that what you’re really doing is not giving away free stuff, but generating better prospects. And, the cost of giving away free stuff can be far less than the cost of mass marketing!

Lew and Jeremy Nason
Marketing and Sales Coaches
‘The 9 Out Of 10 Guys’

P.S. Marketing doesn’t have to be hard, time consuming or expensive, if you have a system. It’s your choice. You can go it alone using the trial and error approach. Or, you can get a proven system, with coaching, that has it all laid out for you! What sets our marketing and sales systems apart, from those of our competition, is they have a strong foundation in cost effective marketing. 

Isn’t it about time that your financial/insurance practice got easier?

Wouldn’t it be great if you couldStandingpic2-142x300

STOP
 cold calling
STOP spending hundreds of dollars on mailings that don’t work
STOP getting ‘garbage’ referrals

And START having the practice you envisioned when you started this career?

We’ve put together the BEST TRAINING IN REFERRALS on the market, at a price that even a new producer can afford. No matter what level of experience you have in this industry,  getting quality referrals who are easily converted to new clients is always an issue.

Beginning on Tuesday, June 16th at 2pm Eastern, our friend and colleague, Sandy Schussel, will be hosting a 6-week Referral Mastery Webinar Series  that will result in instant growth in your production.

Sandy is a member of our IPS faculty.  He has contributed many articles on prospecting and sales to our newsletter and has appeared as a guest speaker at our workshops. He is widely recognized as a foremost authority on referrals.  In his fifteen years as a sales trainer and coach, he has developed a referral system that not only works, but makes getting great introductions easy.

Sandy was the National Sales Training Director for a broker-dealer and insurance company, has contributed articles to Producer’s Web and other online publications, and has sold thousands of books and audio programs on sales, building  confidence and, of course,  referrals.

The 6-week Referral Mastery Webinar Series includes 6 live webinars that will be recorded for your future use and review, access to all of Sandy’s online books and recordings,  a FaceBook discussion forum, daily email tips, a bonus role play session and one private telephone coaching conversation with Sandy.  The nominal tuition fee of $297 can be paid in 3 installments of $99.

There’s only one catch:  Sandy has limited the number of phone lines and the program is likely to fill up quickly.  Click here to make sure you’re one of the producers who no longer struggles with referrals.

Yours in success,
Jeremy and Lew Nason
‘The 9 Out Of 10 Guys’