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Everyone Ought To Know...
About Annuity Seminar & Workshop Attendance
(or, about generating insurance and annuity leads in general)
In the past 6 years, we've
gotten a lot of calls from agents, advisors and planners who are
telling us that with all the bad publicity about annuity dinner
seminars and this crazy economy, the attendance to their events
has fallen off sharply. They've tried working with other
marketing groups, used different direct mail houses, changed
their invitations, tried using post cards and unfortunately,
nothing seems to be working. They want to know if the people who
are using our systems and we're coaching, are having the same
The answer we give them
is... "The people we work with are still getting
What are the agents,
advisors and planners we work with doing that is different from
everyone else? It might surprise you to know that they aren't
really doing anything that’s different. They've just learned a
few little 'insider secrets' that makes them just a little bit
better and much more successful at it!
10 Reasons Why Agents, Advisors and Planners Struggle
Annuity Seminars & Educational Workshops
While we're not about to
give away all of our proven techniques and the little 'insider
secrets' to consistently filling your annuity dinner seminars
with all the right prospects, I will give you ten of the biggest
reasons why most agents, advisors and planners are having
trouble getting seniors to attend their annuity dinner seminars.
The first problem
is that most agents, advisors and planners are looking for
quick, short-term results! They are unwilling to put in the
initial extra effort to establish a program that will generate
long-term consistent results. The only way they are getting
people to attend their seminars is by running newspaper ads,
sending out post cards, or sending 'wedding style' invitations.
It's definitely the most expensive way to generate annuity
leads. It's one dimensional. You never know who's going to show
up? You don't know whether you'll attract the right prospects?
You don't know who else is inviting these same people?
The second problem
is that most agents, advisors and planners have not identified
who the best prospects are for their products and services! Who
do YOU have the best chance of selling? As an example: are your
products and services better suited for retirees with CDs, or
for retirees who have their money invested in the market? And,
whom do YOU work best with? Is the typical "shotgun approach"
used by most salespeople a recipe for failure?
The third problem
is that most agents, advisors and planners are trying to attract
people to their event by promoting the latest hot new sales
idea! In all of their correspondence and at their seminars, they
are talking about Roth IRA Conversions, Transferring Wealth,
Annuity Owner Mistakes, Safe Money Concepts, Advanced Tax
Planning, Understanding Living Trusts, A guide to Asset
Allocation, Advance Care Planning, Asset Protection For Seniors,
Strategies for Preserving Wealth and Financial Strategies For
Uncertain Times. If you want to attract a lot more seniors to
your dinner seminar, then you must help seniors to solve an
immediate problem THEY have, like... Outliving Their Money!
Providing a life time income you can't outlive! And, then you
must consistently deliver that special message to your best
The forth problem
is these prospects have never heard of the agent, advisor or
planner! Most agents, advisors and planners are doing very
little, if anything, to become the most recognized, trusted and
sought after financial expert in their local community. With all
the bad publicity about annuity dinner seminars, do people trust
and want to work with a complete stranger? That’s why you need
the services of an Image Branding Specialist like Forest
The fifth problem
is most agents, advisors and planners don't know how to separate
his/herself from the competition! Aren't you are in direct
competition with the banks, accountants, attorneys and brokerage
houses? If you want to attract more of the right people to your
seminar, then you must find a way to stand out from all of your
competition! Why should people go to your seminar, verses the
one your competition is offering? What's in it for them?
The sixth problem
is most agents, advisors and planners are promoting and selling
a specific hot new product during their seminars! You need to
stop selling products for the highest commission possible, and
instead think what would be in the best interest of your
prospect. In an era of a recession/depression, retirees want
guarantees. Retirees don't care about your products! Retirees
want to know you understand their problems and you can provide
them with real help with their finances.
The seventh problem
is most agents, advisors and planners have not earned the right
to receive referrals! So, they don't have more people to invite
to their events. If all you are doing is pushing annuities and
providing the latest hot new products, aren't you the same as
everyone else in their eyes? So, why should these people refer
anyone to you?
provides financial advisers the 'insider secrets' to outrageous
success in this business.
The eighth problem
is most agents, advisors and planners are not conducting annual
reviews! If once you make a sale your client never hears from
you again, then why should they buy more from you, or refer
people to you? Do most used car salesmen have better follow up
than this? Remember, your business (and every business) depends
on repeat sales. You should be inviting your existing clients to
your seminars, to get more business and referrals.
The ninth problem
is most agents, advisors and planners are not staying in
constant contact with their friends, family, prospects,
referrals and existing clients! People buy when they're ready to
buy, not when you're ready to sell! So, if you are not
constantly in front of them, then they'll buy from your
competition who is!
The tenth problem
is most agents, advisors and planners don't know how to
establish a true Joint Venture Relationship! They may be able to
set-up a passive system that gets other professionals to refer a
few people to them, if those professionals happen to think about
them, or if their clients ask for a referral! They don't know
how to set-up an active system that gets professionals to invite
all of their best clients to their events.
Most of the agents,
advisors and planners we talk to have tried purchasing leads,
preset appointments, using information booklets and free
reports, client newsletters, direct mail, postcards, joint
venture marketing, dinner seminars, educational workshops,
asking for referrals, articles for the newspaper, press
releases, being a guest on a local television or radio program,
lead groups, etc., without much success.
The reason they are
struggling with these annuity lead generation methods isn't
because they don't work. It's because they were never given or
learned the little 'insider secrets' and 'tricks of the trade'
to making these proven methods work. They didn't follow through.
They tried one method at a time. They were looking for 'one
quick way' to generate a consistent flow of annuity leads,
instead of learning how to combine each of these proven lead
generation methods into a complete annuity marketing program
that will consistently put you in front of more of the 'RIGHT'
annuity prospects in one month, than most agents will see in an
entire year. (In spite of this economy)
Does this sound like a lot
of studying and hard work? It is initially! However, in most
cases it's actually a lot less work (and less expensive) than
what you are doing right now! And, once you set up a complete
long-term annuity marketing program, you’ll find that within a
few months, you'll be working a lot less to attract, set
appointments with and sell the right annuity prospects.
You'll be spending a lot
less money on your marketing, be making more annuity sales...
and you'll be much more successful and profitable!
Just ask the agents,
advisors and planners we work with!
To Attract And Sell The 'Ideal'
the most consistent, cost
effective ways the top producers use to have more qualified insurance sales
prospects in a month, than most advisers see in a year!
Yours In Success,
Jeremy and Lew Nason
'The 9 Out Of 10 Guys'
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, advisors and planners on the
planet use? It just makes good sense.
to leave a comment on this article!
“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
Revealed... The 'Insider Secrets' To Getting A 70-90%
Appointment Rate At Your Seminars and Workshops!
Making Money With Seminars
(appointment) results exploded to 90% for the next
and 75% for the 3rd seminar!"
the last two weeks I have been holding seminars. Appointment results from the
first in my series were lower than normal in the past at just 25% (I normally
will get 40% to 60%). After speaking with you and implementing some of your
tips, my results exploded to 90% for the next and 75%
for the 3rd seminar! I am amazed that using the same presentation and
only asking a few simple questions could transform my appointment request ratio
so much. I can’t wait to get out and try these strategies on the appointments.
Thanks for your help!"
David Hodgkins - NH
"I had a 90%
response on people who have agreed
to the one hour complimentary meeting."
"Lew, I just
completed my first seminar using the strategic questions we discussed during our
first coaching session. The results were remarkable. At the seminar I had a 90% response on people who have agreed to the one
hour complimentary meeting. And, I just had my first appointment and
uncovered in excess of $150,000 for an annuity sale.
The system works and many thanks for your help."
Steve Rogers - OK
"In just one
month I've made over half
of what I made in previous years."
the advice of your competitors, for my first seminar I spent $16,000 and made
$22,000. The second seminar I spent $6,000 and made $1300. Then a few weeks ago
I found you. For my third seminar I spent $2800,
and so far I've made $55,000. I'll give you credit for 90% of
the success I've had with this seminar. I just followed the advice in your
system, for my seminar, the initial interview and the closing appointment and
I'm making serious money. In just one month I've made
over half of what I made in previous years. I'm certainly glad I
found you. Thanks,"
Peter Orange - WA (former Commodities Broker
/ 4 months in annuity sales)
Don't back away from growing
By Sandy Schussel
Most people don't really understand
what courage is. When I ask them to define it in my workshops on overcoming
fear, the answer I often get is "the absence of fear." But this answer isn't
While there are a few seemingly
fearless fighters, most military personnel will admit, when you ask them, that
they were afraid much of the time they were in the field. Courage is not the
absence of fear; it's action in the face of fear. These brave people risk - and
sometimes sacrifice - their lives, but not without fear. They do what has to be
done, despite the fear.
Wherever I go, I find professionals
and entrepreneurs struggling to grow their businesses or advance their careers.
These are people with all of the technical skills they need to be successful,
but they're still, somehow, not getting what they want.
Sandy has written
three must read books for financial professionals.
Either 1) they don't know how to get
it, or 2) they know what they need to do, but they are allowing their fears to
hold them back. Other times, more simply 3) they haven't yet decided to make the
If you feel like your practice ought
to be growing, but you're just stuck, start by recognizing that one, both, or
all three of these factors might be at play. If fear is one of them, understand
that it's OK to be afraid when it comes to stepping into sales and marketing and
other "dangerous" battlefields.
Admit that you are afraid, but don't
respond by backing away.
Ultimately, the fear itself can't
hold us back from having what we want and need in our businesses or lives - how
we view fear and our learned response to fear are the real threats. We feel the
fear factor— the butterflies in our stomachs, the rapid pounding in our chests -
and the little voice in our heads warns us: "It's not OK, back away." And we
When we were children, this response
probably saved our lives many times. We'd feel those feelings when we came too
close to a hot stove or stepped into the street. But as adults, if we so much as
think of picking up the phone to make that prospecting call, or attending a
networking event, or making a presentation, our "back away" response keeps us
from doing what we need to do.
Sandy is a frequent
speaker at our live events.
The good news is that if we learned
this response at some point, we can also unlearn it and replace it with
something better. If you can get past the fear on your own, do it. If you can't,
decide to hire someone who can help you to take a step in the right direction
and back onto the playing field.
If you need help simplifying what To
Do and Not to Do, contact me. In the meantime, do what you can to keep REACHING…
“Acting on a good idea is better than just having
a good idea.”
Revealed... What You Must Know
Today To Collect
'One Million' of Annuity Premiums Every Month!
"$16,800 in (annuity) commissions in 2 weeks!"
"Lew’s coaching and
Sales Excellence™) has helped my practice
immensely! Learning from Lew on how to ask questions the right
me close $16,800 in (annuity) commissions in 2 weeks! Thanks
Ron Fara, RFC, RIA -
1.1 million in Index Annuity business in June..."
"I have been applying
some of the techniques you shared with me and have been
doing really well. I did 1.1 million in Index Annuity business
in June and have
been promoted to branch leader with my company."
Gregg Hall - FL
Put The Emphasis On Keeping Things Simple
My philosophy when meeting with a client has always been twofold. First, it is
important to respect his or her time--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.
For example, in presenting an estate planning concept I will open by saying,
am sure you have worked very hard to accumulate the present estate you possess.
God forbid if anything should happen to you, you don't want it to go to the
Most professionals building their business spend a great deal of time away from
their loved ones, and find it difficult to find the time to plan their estate
accordingly. I suggest to them to find time on a Saturday, or a Sunday for 1 or
2 hours, somewhere they can be alone and unstressed for a short period of time.
I tell them to write down all the assets that they own: real estate,
investments, collectibles, the business, etc. Then compile a list of their
debts. Subtract the debts from the assets and tell me the result--and I will
tell them what they should do.
By doing this I have helped by offering a solution with an issue that plagues
many of us--procrastination. I am building a relationship by presenting a casual
but direct approach to gathering the data necessary to move forward. I am
working one-on-one with the prospect and avoiding premature intervention by his
lawyer and/or accountant.
Its not that I am averse to working with his team, I simply desire to have my
time with the client to present need and offer a solution. My approach is
non-confrontational, direct and to the point. I have established with the
prospect what is at stake--the potential loss of a large part of his estate.
And, I have offered a solution to how he can put the information together.
Place an emphasis on how to get clients to better understand the story of their
life in building their estate and the danger in spending minimal time in
managing its distribution.
Some time ago I was invited to speak at a board of directors meeting. The topic
of my conversation was the value of purchasing life insurance for children.
I explained how when my grandchildren were born I gave them each a $1 million
policy. I paid approximately $34,000 for each of them. The policies were sold
not for the immediate death benefit but rather for the beauty of the
To summarize the concept, if I pay the premium for 10 years I will have
contributed approximately $34,000. ($3,400 per year) Taking into consideration the fluctuations of
dividends, when the children turn 65 there is over a million dollars available
At the conclusion of this meeting a gentleman approached me to thank me for the
information and to tell me he was interested in seeing me for his grandchildren.
I asked for his card and read he was an attorney on Park Avenue in New York
City. He invited me to his office.
Once there, prior to sitting with him I learned he had 2 floors in the building
and another location. Approximately 150 attorneys worked for him with a support
staff of nearly 800 people. Once we sat down I told him I wished to ask him a
very strange question. He looked oddly at me and I asked him, "Do you have a
He became defensive and said, "Of course I do." I then asked him when it was
reviewed last, he said 2 months ago. I congratulated him and went on to explain
I could offer him a plan that for just 3% of his estate would protect his
assets. At the time of his death the entire premium he had paid would be
refunded to his beneficiaries and I would still pay all the taxes.
I knew he did not believe me until he viewed my proposal. This resulted in a
large sale. To make a long story short I can tell you this developed by
presenting a simple idea of insurance on a grandchild. By meeting with the
client, asking a few questions, and listening to him I was able to uncover a
need and offer a solution.
Once the prospect understands and recognizes the need, the issue of premium
quotation is next. How do you quote a premium without scaring the prospect into
changing his or her mind?
My position has always been, don't quote. Simply tell the prospect the premium is
2% of whatever the face amount may be. I offer 3 reasons why I do not quote
1.) Psychologically, 2% is a small amount. If the client were to borrow money at
the bank, what would the rate be, 8% or 9%? If he looked at his credit card
interest what might that be, 12% or 14%? If I say $19,400, however, the impact
may be dramatic.
2.) What rate should I quote him? Preferred? Standard? I can safely tell him it
will be 2% rather than run the risk of an inappropriate quote based on the wrong
3.) I can eliminate the competition. If I quote $19,400 then my competitors know
exactly what I am offering and it allows them the opportunity to bring in their
We are selling the concept to people who can afford the premium. Remember, we
have done our fact find, we know their assets and liabilities, and we understand
their cash flow. We do not know their classification, and we do not know if
competition will become an issue. Our primary objective is to get an approval
and review everything at the time of delivery. The bulk of our work should be
done prior to the application.
Even people who thought they have done a good job and feel they have taken care
of everything often times leave their beneficiaries with an estate tax problem.
When they die and the estates are settled, the beneficiaries learn their
intentions were not fulfilled.
A vivid example of this is Jacqueline Kennedy. When she passed away all the
media, newspapers, television magazines, and radio emphasized what a good job
she had done planning her estate--and that was true. However, after her death
when the IRS had calculated the amount of taxes due it proved her planning was
Her family was forced to sell her jewelry and other assets in order to raise the
cash to pay the taxes. Of course in this case since she was so well known and so
loved by the public there was no difficulty in selling the property at auction.
Now then, if it were ordinary people and they wanted to do the same they would
get one-fourth, one-fifth, or one-sixth of the value. Any person forced to sell
would never get the value the property was worth. Taxes would have to be paid
with below market value proceeds. This compounds the death and loss of the loved
one. Just think of how our product eliminates the threat of more loss through
I can give you a few other examples. One concerns Jay Gould, the famous railroad
builder in New York. Before his death he had debts of $261,699. But after his
death his estate owed, due to taxes and other expenses a total of $52,549,682
with 77% shrinkage.
The famous J. P. Morgan had debts before his death of $581,367. However after
his death the estate owed $11,893,691, with 69% shrinkage.
Conrad Hilton owed at death $4,412,278, after his death the total owed amounted
to $105,782,217, with a 53% shrinkage.
I could mention many more cases, such as Nat King Cole, Gary Cooper, Dwight D.
Eisenhower, Franklin D. Roosevelt, Howard Hughes, Malcolm Forbes, etc, but I
follow an Iranian proverb, which says, "An ounce is a sample of a ton."
“There is no reason on earth why you can not become a sales super-star who
ranks equally among MDRT all-time sales leaders like Ben Feldman,
Norman G. Levine, Lew Nason, Tom Wolff, John Savage, Guy Baker, Walton Rogers,
and other top producers.”
Mehdi Fakharzadeh, is one of
the most respected contributors to the financial services industry. He was born
on April 21, 1922, in Tehran, Iran. After graduating from the College of Law in
University of Tehran he immigrated to the United States and continued his
academic life at Brigham Young University in Provo, Utah. In 1950 he received
his Master’s degree in Economics and was offered a scholarship at University of
Washington. He later continued his education at New York University where he
received his Ph.D. in Business Administration.
In 1955 Mehdi started his
professional career at Metropolitan Life as a debit agent. Within five years he
was promoted by Metropolitan to Insurance Consultant and within nine years he
was qualified for the Million Dollar Round Table (MDRT). Mehdi served as
Educational Vice-President for the New York Association of Life Underwriters and
served on the Board of Directors for the MDRT Top of the Table. In addition, he
has been Chairman of MetLife’s President’s Conference.
Mehdi has received many awards. For
the first time in its 140 year history, MetLife created a Lifetime Achievement
Award to recognize Mehdi’s unique contributions to the company and to the
financial services industry. Mehdi has also received the highest award in
financial planning -- the Loren Dunton Award presented by the International
Association of Registered Financial Consultants (IARFC) to those “persons who
have made significant contribution to the profession of personal financial
planning”. He has also received the highest award of the State of Kentucky.
Mehdi has written two books, 'Nothing Is Impossible' and 'Everything
Is Possible'. Having spoken in over 50 countries, Mehdi is very well-known
Truly Best In Our Industry!
Here's what advisers
had to say about Mehdi
after hearing him at the Trusted Adviser Success Training
“One will hear of great
agents that were very successful in their time. They speak
of the levels of production, number of clients served, MDRT
qualifications... However, one piece of information is
usually missing. How did they do it! One would speculate
they knew wealthy people or they were brought into the
business. Now, we are aware of what makes one of the truly
best in our industry ‘the one’. Words alone cannot justify
this man’s passion for our industry. I had no idea so much
feeling and passion could be in one small, 88 year old man.
I will never forget this day. The day that I found
renewed conviction to truly help and serve the families that
I am honored to serve. Thank you Mehdi, you have affirmed my
mission to help others.” Kevin
“Mr. Mehdi, Thank you for your inspiration!! You are the
role model we need to follow, always putting others before
yourself. I will remember and always be grateful for having
the opportunity to meet you and shake your hand.”
“Mr. Mehdi has been an inspiration and motivator, not
just in succeeding personally in the insurance business, but
in a much more important manner. He has inspired and
motivated me to be a better person by caring and helping
others. Putting others first is not only the right thing to
do, it is the best thing to do. Everyone wins.”
“Being in Mr. Mehdi’s presence was an honor that I shall
not forget for the rest of my life. The knowledge gained
from his speeches is priceless, and has made my conviction
even stronger as to what I do is the right way and it is
second to none.” Daniel Tubian
“Please accept my most sincere appreciation to
you both for having Mehdi Fakharzadeh at the Trusted
Advisor Success Training. There are just not enough nice
words to say about this “Humble Industry Giant.” He left me
with a Renaissance feeling for our respected profession.
Harmon Pye, III
“Being in the presence of a true legend such as Mr. Mehdi
is truly impactful... A paradigm shift!
I learned the importance of being an advocate.”
Industry Updates &
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