Dear Fellow Financial Professionals,
Whether you are the agency manager or
an insurance producer, insurance sales training is
absolutely critical to your success selling
insurance, investments and your services. Sales
training is about learning to ask the RIGHT questions,
setting appointments (your first sale to the
prospect), fact-finding, sales presentations
and closing skills! What is amazing to us is how many
producers out there are getting very little, if any,
of the sales
training they need to be a success selling
insurance. Our intension is to provide you with the
finer points of insurance sales to guarantee you
quickly improve your insurance sales calls.
Let's Identify The Real Problem
Agents Have Selling Insurance!
For two decades, we’ve had thousands of career and
independent agents, advisors and planners calling
the Insurance Pro Shop and asking how they
can get in front of more qualified insurance
prospects. They want to see more insurance
prospects, so they can close more insurance 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
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 insurance sales, then to make one
additional insurance sale you will have to see four more
people; to make two additional insurance 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 insurance sales closing ratio with your
current insurance prospects?
When we ask the
agents if they would like to be closing 90% of their
insurance sales, most of them tell us
they don’t believe it’s possible… They will explain
that many of their insurance 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 what
they're doing, where they're going, or where they've
been when it comes to insurance sales.
Sales... Most Agents
Are Winging It!
The reason most
agents aren’t closing 90% of their insurance sales
is they are winging it during their initial
insurance fact-finding sales interview. They don’t have a set procedure for
the initial sales interview, let alone a series of
open ended questions to ask the prospect. And, when
they don’t close the insurance 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
insurance as they should be.
The good news
is that most of your competition falls into this
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 insurance 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, higher returns or the
prospects want to know is: “What’s In It For
ME… and My Family?” “How can you help me better
Your goal is to
help your prospects to see you as their savior.
Then and only then will you start closing 90% of
your insurance sales.
You Can Close
90% Of Your Insurance Sales!
We know you can
close 90% of your insurance sales, because we did it
when we were full time in insurance sales, and many
of the agents we are currently working with are
doing it. These are agents, advisors and planners
who came to us closing 25% to 40% of their insurance sales
calls and within
just a few weeks they were closing 70% to
90% of their insurance sales. These are agents, advisors
and planners who were earning $3,000 to $10,000 per
month and are now earning $20,000 to $60,000 per
Not only are
they closing more insurance sales, they are now
closing much larger insurance sales.
And, No, these
agents, advisors and planners did not change how
they were prospecting! They aren’t seeing more
insurance prospects! They haven’t gone to a more affluent
market. And, No, they aren’t offering a new
insurance product or service.
So, What Made
The Big Difference In Their Insurance Sales ?
advisors and planners now have a set procedure for
the initial insurance fact-finding sales 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:
Asking The Right Questions to Help the
Prospect Identify Their Problems!
Right Questions to Help Them Understand What
the Prospects Really Wants!
Listening to What the Prospect Is Saying!
that the ‘Initial Fact-finding Interview’
where the insurance sale is actually made.
The reality is
that by asking the right questions and really
listening to your prospects, you are ultimately
getting your prospects 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.
internalize these insurance sales concepts and stop winging it, you
will find it very difficult to consistently close
90% of your insurance sales.
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%
“Whether You Think You Can,
or You Think You Can’t... You Are Right!”
thinking: “OK.” “So, where do I go
from here?” “Is there a script for the initial
insurance sales fact-finding interview?” “What are the questions I should be
You can learn
how to conduct a better initial insurance sales
fact-finding interview by
trial and error. You could find a mentor or hire an
sales trainer! Or, you can invest in our
"How To Close 9 Out Of 10" Insurance
Sales... Training Videos. Or, you
could choose to live with a 25%-40% closing ratio…
The choice is entirely YOURS!
Yours in success,
Nason & Lew Nason
The 9 Out Of 10 Guys...
P.S. Don't wait to get started, take
action now! Your satisfaction is
100% guaranteed. One additional sale will pay
for the entire insurance sales training program many times