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IPS Tuesday Morning's Insider Tips

Featured Tip - What's Stopping You From Collecting One Million Dollars Of Annuity Premiums Each Month

Improve Your Attitude -  About 'Think and Grow Rich' Earl Nightingale

Become Their Trusted Advisor - Stop Chasing The Wrong Life Insurance Prospects…

Coaches Corner - 3 Quick Fact-Finding Tips

An Important Message From Jeremy

Dear ~Contact.FirstName~,

Why did you download one of our e-books and/or sign up for our weekly newsletter? Is it because you are not satisfied with how your sales are going?

You have taken the first step to improving your business. What is stopping you from taking that next step?

Have you liked what you have read? Has it helped?

Can you imagine what would happen if you took that next step!

If I may ask... When you are confronted with a challenge or problem, do you tackle it, or do you run the other way? Your attitude can go a long way toward determining how successful you are at meeting a challenge. You can choose to avoid it, find ways around it, or dig in and accept it, taking pleasure in accomplishing something difficult - or seemingly impossible.

Note: The typical agent/advisor we work with, within a year, is working 40 hours or less per week and earning a net income of $150,000-$350,000 per year. They are working smarter, not harder! They are spending a lot less time and money on marketing, prospecting, and sales because they are now working with their IDEAL prospects and only need 3-5 new appointments per week.

Will you be our next success story?

Not Sure What The Next Step Is!
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

Yours in success,
Jeremy Nason

Featured Tip

What's Stopping You From Collecting One Million Dollars
Of Annuity Premiums Each Month

With all the controversy and bad publicity surrounding fixed indexed, and immediate annuities, surrender charges and unethical sales practices, are you having trouble attracting qualified annuity prospects to you and/or your seminars? Are you experiencing difficulties setting appointments and closing sales with retirees and boomers? Would you like to know how the top annuity producers are easily overcoming these problems?

During the past 7 years, we've had a flood of advisors call us because their annuity seminars, newspaper ads and direct mail programs aren't getting the results they once did. These advisors are either looking for a new, foolproof way to generate annuity leads. They want advice on using preset annuity appointments, a new dynamic sales approach, a fresh and exciting PowerPoint seminar presentation - or they're looking for a way to get into an entirely new market.

After talking with these advisors, it's obvious what their problem is. However, most of these advisors don't want to hear it, and when they do hear it, they don't believe it. There is a little secret to why the top annuity producers across the country are not having - or even seeing - the problems that most of the other advisors are having.

The little secret to success in annuity sales - and success in any sales, for that matter - is: Stop selling a product and instead help people identify, understand and solve their problems. This little secret is what sets the top producers apart from everyone else - in all industries.

 Jon Maxwell Quote

Some advisors have learned this little secret and are successfully using it in their annuity lead generation programs - and attracting tons of annuity prospects. However, some advisors blow it in their seminars, workshops and approaches because they revert back to pushing an annuity product. Then, they wonder why people won't set an appointment with them. And during the few appointments they do get, they push a product and wonder why they can't close the sale.

If the prospect doesn't see and understand the problems they are facing now and in the future and they don't see how you can help them to solve their problems, then why should they waste their time contacting you to set an appointment or buy your products? If you're just another annuity salesperson selling a product, why would they refer their friends, family or business associates to you?

If you want to succeed in annuity sales and collect a million dollars in annuity premiums every month, then you must help people identify, understand and solve their problems through every phase of the sales process.

Discuss how these retirees can make their money last thru all their entire retirement years, with safety and guarantees. Help these people to understand how you can help them to beat inflation, reduce income taxes, minimize investment risks, protect their income from the devastation of long term care and replace lost income when a spouse dies. Address their real concerns about outliving their money and help them improve their situation.

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


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)


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Improve Your Attitude And Change Your World

About 'Think and Grow Rich' - Earl Nightingale

“The starting point of all achievement is DESIRE. Keep this constantly in mind. Weak desire brings weak results, just as a small fire makes a small amount of heat.”

Napoleon Hill, Think and Grow Rich

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

Please take a minute & send it


Not sure we can help, or if our services are right for you... Don’t Wait... 
Call us Toll Free 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)

The Amazing New Agent 'Quick' Start Program...

Mortgage Insurance Sales Tool Kit - For Selling Cash Value Life Insurance

How To Become The Most 'Trusted Advisor'
In Your Local Community!

Stop Chasing The Wrong Life Insurance Prospects…

If you want to really succeed in life insurance sales (or annuity sales) and make a significant six-figure income... then stop chasing the wrong prospects! Chasing the wrong prospects is the main reason why 90% of the people who enter sales struggle, and are out of the life insurance business within 5 years! And, it’s a major reason why the average net income for insurance agents and financial advisors (as reported by LIMRA), is less than $40,000 per year!

Most agents and advisors are making the mistake of trying to be “all things to all people” in an attempt to market their products to everyone. They think that by expanding their products and services they will secure more business. Nothing can be further from the truth. You must specialize! Specializing and narrowing one's focus as much as possible will paradoxically increase the likelihood of attracting more prospects and closing more sales.

You must specialize on addressing the immediate concerns, needs, wants and priorities that people have right now!

Then, once you attract and are in front of the prospect you can address ‘ALL’ of their problems, needs and wants.

Contrary to what the companies who sell sales leads or sales lead systems, and the majority of insurance sales trainers, recruiters and managers will tell you…

Sales ‘IS NOT’ a numbers game!
There Are NO Shortcuts and NO Magic Cures!

Does it matter how many leads you have... If they aren’t the ‘RIGHT’ Sales Leads and you aren’t able to consistently turn those leads into high quality sales appointments and then into a sale?

It’s up to you! You can continue to believe all of the hype. You can keep looking for a magic cure, struggle and become one of the 90%... Who Don’t Make It!

Or, you can learn what the Top Producers know!

To Consistently Earn a Significant Six-figure Income, You Must Learn How to:

  • Generate A Steady Stream Of The ‘RIGHT’ High Quality Sales Leads... for ‘YOUR’ Specialty, Expertise and Niche Market, in your community!

Then once you have a consistent stream of the ‘RIGHT’ prospects for ‘your specialty’... with the right sales tools, sales training and coaching you can learn the questions, scripts and specialized sales techniques needed to:

  • Consistently Turn 9 Out Of 10 of Your Ideal Sales Leads Into High Quality Sales Appointments!

  • Consistently Turn 9 Out Of 10 of Your High Quality Sales Appointments Into Profitable Sales!

Yes, you can set appointments and close ‘9 out of 10’ sales, if you are meeting with the ‘Right’ prospects!

You can, if you specialize in solving a specific problem they have!

You can, if your prospects see you as a trusted financial advisor and the expert, instead of just another salesperson!

Earl Nightingale Quote

Contrary to what you are being told, setting sales appointments and closing sales is NOT about your credentials, your hot new products or investment returns. It’s all about your prospects and how they’ll uniquely benefit by meeting with you!

Note: When I was in personal sales, I lived in a small town with a Teacher's College. Because my 15 year old daughter, and all her friends were looking ahead to college, my specialty became... "Helping Families to Maximize their eligibility for College Financial Aid!" That's where my passion was! It was what I had the most in common with my clients and prospects.

Accordingly, I studied everything I could about how to qualify for college financial aid. I learned everything I could about the financial problems we all faced. I studied all the best solutions. Then, by 'trial and error', I eventually learned how to market myself to these people. I became known as the local expert for College Financial Planning.

The reason our Found Money Management™’ strategies are so effective and attract so many prospects is that it does NOT focus on products or investment returns! Instead, Found Money Management™’ clearly address the immediate concerns, needs, wants and priorities that Middle Income families have right now. And, it does it all without asking them to spend any additional money or change their current life style!

All of the marketing and prospecting tools and training we provide are designed to establish you as the specialist and foremost expert in the area of Smart Money Management for Middle Income families!

It is all about you helping middle income families to 'find the money' to spend, save, invest, insure and plan wisely for the future, to "Live Debt Free and Truly Wealthy!"

Lew Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guy'

 The Ultimate Life Insurance Sales Tools and Training…

Found Money Management Tool Kit - Life Insurance Sales System

Coaching Corner

3 Exercises to Hone Your Consultative Selling Skills

Do you want to be seen as just another salesperson. (i.e. making sales pitches/pushing product)

Or, do you want to become the client's “trusted advisor!

If you want to be a trusted advisor, then learn and practice Consultative Selling.

In Consultative Selling, you ask questions to learn about your client's needs before offer a solution/talking about products. With Consultative Selling, the client’s needs and wants come first. Needs and wants are identified through a combination of preparation, effective probing questions and drilling-down into the client's answers.

Once you have clearly identified the client's needs and wants, then you use your product knowledge to tailor a solution based on those needs and wants.


Earl Nightingale Quote

Here are the top 3 exercises to build your consultative selling skills.

1. Practice Asking Great Questions!
What’s a great question? It is a question that gets at the heart of your prospect’s problem or demonstrates your deep knowledge of their situation and immediately positions you as an expert. A great question will also guide your prospect toward discovering the value of your product or service.

Think about the great questions you should ask. Put together a list of the problems your product or service solves for your clients. Great questions are phrased to reveal those problems. For example, “If you were not here tomorrow how would that affect your family?” “What would happen?” “How do you feel about that?”

Once you know the questions to ask, spend time role-playing. The more you practice using these questions, the more comfortable you’ll be in a conversation with your prospect.

2. Practice Active Listening and “Listening Between the Lines!”
Active listening is one of the most important consultative selling skills. Without listening to a prospect’s needs, spoken and unspoken, it will be nearly impossible for you to develop a solution that meets their needs.

You must be adept at asking clarifying questions, and listening between the lines for what the prospect isn’t saying directly.

Questions like...“I am not sure I completely understand?” “Could you tell me more about…?”

Remember, active listening also includes non-verbal communication such as posture, eye contact, attentive mannerisms, and mirroring the prospect’s facial expressions and behavior.

The more you practice active listening, asking clarifying questions and non-verbal communication, the more comfortable you’ll be in a conversation with your prospect.

3. Practice Telling Engaging Stories!
Stories help our products and services come to life. It’s much easier to imagine ourselves purchasing or using something once we’ve heard how it worked for someone else – especially someone in our peer group. You need to be equipped to talk about the real impact of your solutions for your clients. You should have a range of stories available to match different prospects and tell the most appropriate story for each potential client.

You can tell better stories simply by collecting and cataloguing stories. Line up stories with the problems your customers face so you can connect the dots during a prospect meeting.

What belongs in a success story? We recommend following a 3-part model:

Problem – The specific challenge your client was facing

Solution – The solution you provided

Results – The tangible impact for your client

Once you’ve catalogued success stories for each of the problems you solve, you should practice telling these stories.

Jim Rohn Quote

Keep Practicing Your Consultative Selling Skills!

There are many more exercises you could do to hone your skills. Don’t underestimate the value of deliberate practice. The more often you practice these key skills, the more comfortable you’ll be in a consultative sales conversation. At least once a month, practice:

  • Asking great questions

  • Listening actively

  • Telling great stories

Why should you take the time to learn and practice Consultative Selling Skills?
The advisors who are have learned to use consultative selling need fewer leads and fewer appointments, because they are closing more people they meet with, for much larger premiums.

  1. Most advisors are closing at the most 1 out of 2 people they meet with. The advisors who have learned and practiced consultative selling are closing 9 out of 10 people they meet with.

  2. The average life insurance premium for most advisors is from $100 to $200 per month. The average premium for the advisors who are using consultative selling is from $250 to $1,000 per month, because they are helping people to want to set better priorities and helping them to see the value of permanent cash value life insurance.

  3. The advisors who have learned and practiced consultative selling are getting many more referrals, because people recognize them as a trusted advisor, instead of just another pushy salesperson.

Not Sure What To Do!
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST) 

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

"The Reason So Many Advisors Struggle Is From
Their Inability To Turn Their Leads Into An Appointment, Let Alone A Sale!"

How To Close '9 Out Of 10'™  Sales By Asking The 'Right' Questions

Note: The typical agent/advisor we work with, within a year, is working 40 hours or less per week and earning a net income of $200,000-$400,000 per year. They are working smarter, not harder! They are spending a lot less time and money on marketing, prospecting, and sales because they have learned to ask the right questions to set better appointments and close more sales with their IDEAL prospects.  

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