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IPS Tuesday Morning's Insider Tips

Featured Article -
How To See Fewer Life Insurance Prospects And Make More Money!

Improve Your Attitude - Applied Faith - Napoleon Hill

Become Their Trusted Advisor - How To Generate Life Insurance Leads In Your Local Community ...Without You Spending Any Money!

Coaches Corner - The Ultimate Niche Market… It’s Not One Of Our Systems!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

There are more opportunities for you to make a fortune in the life insurance industry today than there ever has been before!

Consider, your life insurance prospects and clients are facing more risks and challenges than ever, and they have very few true advisors to rely on to help them deal effectively with these risks and challenges. So, if you position yourself strategically in your local market, you'll capture a huge market share... and become enormously successful in the life insurance profession.

What are you doing to cash in big time on the industry’s hidden opportunities and position yourself for massive success within the next 12 months?

George Bernard Shaw quote

Nothing Is Going To Change Until You Do!
Call us today, 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)

There is a huge difference between proven insurance marketing and sales trainers, with over 30 years of experience... and recruiting organizations who promise the world, but rarely deliver on their promises!

Yours in success,
Jeremy Nason

Featured Article

How To See Fewer Life Insurance Prospects
And Make More Money!

Every day, we have agents calling us and asking how they can get in front of more people. They want to see more prospects, so they can close more sales and make more money.

As we talk about their situation, they tell us that they are closing 25% to 40% of the people they see. They don’t have a problem closing 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 they are only closing 25% of their sales calls, then to make one additional sale they have to see four more people; to make two additional sales they have to see eight more people; etc. That’s a lot of additional time, effort and expense.

If you want to make more money, it is much, much easier to improve your closing ratio with your current prospects.

When I ask the agents if they would like to be closing 90% of their cases, most of them tell me they don’t believe it’s possible… They will explain that many of their prospects are just lookers, or shopping for the best price (or investment returns) or they don’t have any money. There is no way they could close 90% of the people they are currently seeing.

As we talk further, I'll ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don't know where they're going, what they're doing, or where they've been when it comes to sales calls.

Lew Nason

Most Agents Are Winging It!
The reason most agents aren’t closing 90% of their sales calls is they are winging it during their initial sales interview. They don’t have a set procedure for the sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money… than to admit they aren’t as good at selling as they should be.

The good news for you is that most of your competition falls into this category.

Unfortunately, the bad news is that you are probably doing the same thing.

The problem is that the vast majority of agents and advisors still believe the purpose of a sales interview is to show off how smart they are and to convince the client that they have the best products or price…

I’ve said it before, and I’ll say it again: People don’t care how smart you are, or if you offer the best products, service or the lowest price!

The real purpose of the sales interview is to turn the prospect into a client. What your prospects want to know is: “What’s In It For ME?” “How can you help me to better my situation?”

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

Zig Ziglar

You Can Close 90% Of Your Sales Calls!
I know you can close 90% of your sales calls, because I did it when I was full time in sales, and most of the agents we are currently coaching are doing it. These are agents who came to us closing 25% to 40% of their sales calls and within just a few weeks they were closing 70% to 90%. These are agents and advisors who were earning $3,000 to $10,000 per month and are now earning $20,000 to $60,000 per month.

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

Additionally, they are now finding it much easier to set an appointment with almost everyone they talk to!

And, because their clients see them as someone who is truly trying to help them, they are now getting more referrals with asking!

They are now seeing 3-5 new prospects a week, instead of 10-15!

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

Lew Nason

So, What Made The Big Difference?
These agents and advisors now have a set procedure for the initial interview. They have a series of questions they ask each prospect. They are prepared. And, they are well rehearsed!

In the initial interview they are:

  • Focused on Asking Questions to Help the Prospect Identify Their Problems!

  • Asking Questions to Help Them to Understand What the Prospects Really Wants!

  • Listening to What the Prospect Is Really Saying!

They understand that the ‘Initial Interview’ is where the sale is really made.

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

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

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

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

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

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

You can learn to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can invest in our 'Advanced Fact-Find Training' DVDs. Or, you could choose to live with a 25%-40% closing ratio… The choice is YOURS!

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


"Jeremy, what a difference your program and your coaching has made in my career! I struggled for about 2 years with moving from one-shot term business to IUL, annuity, and wealth management. I had plenty of factual information and instruction on wealth management. But there always seemed to be some important part of the equation missing that prevented me from actually understanding how to do it. Your coaching was the missing piece that equaled success! After taking the plunge with IPS, I couldn't be more pleased. You helped me change my business from salesperson to Trusted Advisor - and my income from "ok" to "WOW" in a matter of weeks. My future looks brighter than ever.
Thank you, thank you, thank you!"

Audrey Sendrowski - MA

“I truly wish every new agent out there could just spend a few months training with you and Jeremy so they would not have to go through what I went through in my early years. I can only imagine the desperate calls you must receive from struggling agents who never really learned how to perfect their marketing, especially now with all that is going on in this economy. I am so glad I not only found you, but I was humble enough to be taught by you and smart enough to stick with you even when things did not happen for me over night. In my case it took me more than a few days to get on the right track, but the long-term benefits have been well worth it. (I know my learning curve could have been much, much shorter if I only applied your advice sooner, instead of questioning everything you told me. But it is hard not to be a skeptic when there is so much bad advice out there.) Keep on doing what you are doing Lew, and let your readers know that there are agents like me, who are loving this bad economy and are prospering. Don't get me wrong, I hate what it is doing to the good people that are being hurt by it. But I love that it is giving people a wakeup call and forcing them to look outside the box for safer alternatives that I can help them with. What a great time to be a good financial advisor, with all of the problems people are facing we have the opportunity to really help people weather this storm and we can literally pick and choose who we want to serve. What a business!”
Antonio Filippone, RFC, FMM - IL


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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Make Your Summer Sizzle


Invest In The Time Tested Techniques
Guaranteed To Increase Your Sales...
Even In This Struggling Economy!

Save 30%

Unbelievably, this is the best time in the past 30 years to be selling Life Insurance, Disability Insurance, LTC Insurance, Annuity products, and Investments. If you learn how to help people to see and understand the financial problems they are facing today and in the future. And, if you can really help them to improve their financial situation.

Unfortunately, most agents, advisors, and planners are pushing products and investment returns instead of helping people to solve their financial problems. People are looking for real help, not another pushy salesperson.

Most advisors do not understand that the most important step of the sales process is ´Fact-Finding.' This is the step where you ask the 'who, what, where, how, when, and why' questions to uncover the prospect's attitudes and opinions, their unspoken feelings and their innermost desires. (The Soft Facts). It's how you get your prospects emotionally involved in the sales process. It's what makes them WANT to solve their problems right now! It's how you establish immediate trust with your prospects to build strong and lasting relationships!

That's Why The Insurance Pro Shop's
'Advanced Fact-Find Training' DVDs
Are So Important To Your Success...

Watching these videos and listening to our audios, you will quickly learn how to...

  • Use Powerful Questions To Set Appointments With '9 Out Of 10' People You Talk To!

  • Use Powerful Questions To Set Appointments With 90% Of Your Seminar Audience!

  • Use Powerful Questions To Overcome Objections, Before It Costs You The Sale!

  • Use Powerful Questions To Sell The Feeling, Not The Product!

  • Use Powerful Questions To Get Prospects To Tell You What They Want!

  • Use Powerful Questions To Make Your Prospects Want To Buy!

  • Use Powerful Questions To Help Your Prospects To Close Themselves!

And, You'll Quickly Raise Your Self-confidence, Self-esteem and Expectations!

If you truly want to grow your business this summer and you really want to improve your own financial success, as well as your clients, in these difficult financial times, then we believe there is no better advanced questioning and sales training on the market today. Attending our Trusted Advisor Success Training Boot Camp in person is definitely the best way to go. However, these training videos and audios are truly the next best thing to being there. And, they are at your disposal to review time and time again!

The Bottom line is, we are so sure that these DVDs will increase your sales within 90 days, that...

We will buy it back from you!
No questions asked!

If you decide 'Advanced Fact-Find Training' DVDs are not everything we say they are, we will buy them back from you. So, what do you have to lose?

Give us 90 Days and we’ll show you how to be a star producer, just like the ones you read about!

Order, before Midnight Tuesday, May 31st, and you will save $150.00!
 Order now for the low price of $349.00
A 30% Savings!



"I believe EVERYONE should buy your fact finding DVD's at a minimum. This is the foundation for working with a potential client, asking questions in order to get them to realize they have problems (some that they may not know about previously), understand those problems simply and how you can help their problems with simple solutions without discussing product. I now know when I exit my initial meeting if I did a good job of asking questions and getting the potential client to buy into concepts. If I didn't do a good job, I know what I need to work on as well. Just by getting down to the fundamentals, I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds. This is not even discussing the other appointments I have set in the next two weeks. I have been recommending you to other agents I know who are having similar issues. Thanks Lew and Jeremy! You guys are great!
Mike Spence, President of Wealth Building Methods, LLC - MN (8 years)

Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center

New Page: Case Studies!
Learn how to set up and close the case with your clients.  These are real cases that the agents closed, including hte thought processes behind them, as well as the commissions generated.

Case 1: (Karen)
Karen is a recent divorcee, and wanted help with life insurance and retirement planning.

Case 2: (Pete & Cathy)
Pete & Cathy are a typical married couple, wanting help with their retirement, and planning for their children's college expenses.

Case 3: (Jim & Melanie)
Jim and Melanie, were your typical mortgage lead.  However, after doing a thorough fact-find a lot more was uncovered, than just mortgage insurance.

To see these and all updates from the last 3 months visit the Updates page!

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center? If not, why not?

Remember... People buy when they are ready to buy, not when you are ready to sell. So, if you want them to call you when they are ready, then you must stay in front of them! Using a monthly client newsletter is the best way to get people to call you.

Only Two Days Left To Register!

Don't Miss This Career Changing Training!
 Register today!

Trusted Advisor Success Training

Improve Your Attitude And Change Your World

Applied Faith - Napoleon Hill

Napoleon Hill Video


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)

It’s A Shame For You To Struggle Finding Prospects
& Closing Sales, When Our Members Do It So Easily!
(At only $35 per month can you afford to pass this up?)

Whether you have been in this business for 30 days or 30 years, our Members' Only Private Site is the most affordable and best way for you to master the critical success principles of life insurance and annuity sales!

It's an online Mini-University of Courses and Video Training, providing you with the core and advanced marketing, lead generation, appointment setting and sales skills tips, strategies and training... along with the free reports, free articles, and free client newsletters you need to create an endless stream of New, Repeat, and Referral Sales... to guarantee your short-term & long-term success!

Insurance Marketing and Sales Resource Center - Click Here For The Complete Details

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

How To Generate Life Insurance Leads In Your Local Community... Without You Spending Any Money!

Are you constantly looking for more and better life insurance sales leads? Would you like to have your IDEAL life insurance prospects calling you, instead of you chasing after them?

Let's face it... Why would your family, friends, neighbors, prospects, and clients call you to ask questions; call you for more information; call you for help; or refer people to you if they never hear from you and/or they only see you as an insurance salesperson?

Would you like to stay in front of your family, friends, neighbors and clients every month and help them to see you as their Trusted Advisor?

What if you could let everyone in your local area know what you are doing to help people?

Then shouldn't you be providing them a monthly client newsletter?

Consider, people who are seen as experts in their field get paid more and have their choice of clients they want to work with. One of the best and easiest ways to build this authority is by staying in constant contact with your audience and sharing helpful and valuable information in your newsletters. When you have authority, your business has authority.

Lew Nason Quote

So, what's stopping you from sending everyone you know a client newsletter every month?
Is it the time it takes to write the newsletter and then the cost of mailing it?

What if you could get a monthly client newsletter without you writing it and without you spending any money for it? 

What if you could get it to your family, friends, neighbors and clients without the cost of mailing it?

As a member of our Insurance Marketing and Sales Resource Center you have complete access (at no additional cost) to 6 client newsletters for pre-retirees and 6 client newsletters for retirees. And, we add a new client newsletter every month for both groups.

Now you can email it to your family, friends, neighbors and clients every month, post it on your Facebook page, on your website, on your blog, on twitter, etc. (and, it doesn't cost you anything)

Here is a sample client newsletter that you will find as a member of the Insurance Marketing and Sales Resource Center.

Remember, people don’t buy because you sell. They buy because they trust you, are loyal to you, and are fans of your business.

How else can you use your newsletter to become the most trusted advisor in your local community, to make it much easier to set appointments and close more sales?

How about using it as a flyer, and leaving a supply of them in waiting rooms of doctors offices, car wash waiting rooms, tax preparation offices, etc.?

What about leaving a stack of your newsletters in the meeting rooms of your church, associations or senior centers?

Can you leave a supply of them in the club house of your housing association?

It you want to make your business easier and more profitable, then become the trusted advisor in your local community... by using the monthly client newsletter in the Insurance Marketing and Sales Resource Center!!!

Alex Villa
Trainer, Coach & Mentor
'The 9 Out Of 10 Guys'

Get Off To Fastest Start Possible With The Ultimate
Life Insurance Lead Generation and Sales Tool Kit!

Mortgage Insurance Tool Kit - Click Here

"Lew, I just wanted to take a moment and thank you for recommending the mortgage tool kit. It has definitely helped me increase my average case size from $600 annual premium to well over $2,000 annual premium per case. Also, prior to purchasing the tool kit, I was spending over $2,000 per month on leads. I am proud to say that I have not purchased a single lead in over two months and my production is still climbing. What a life changer. I cannot thank you enough. You're truly making a difference."  
David Trusler,
 MBA, Trusler Financial Group - IL (6 years)

Coaching Corner

The Ultimate Niche Market…
It’s Not One Of Our Systems!

In the past week I've had several experienced agents (5 years or more in the business) ask me about our marketing and sales systems. They told me that the market they are in has dried up and they wanted to know which of our systems worked the best.

I told them they all work very well, however before I could recommend anything, I needed ask them some questions to find out more about them and their situation. "Tell me about your situation…"

Their stories were very similar. They all had been selling one product in a niche market. For example, one was selling final expense polices in the senior market. Another was selling life insurance in the payroll deduction market. The bottom line is that for whatever reason their market was drying up.

Almost every experienced agent I talk to is looking for an easier or better market. It’s human nature. The grass is always greener in someone else’s backyard.

However, there are acres of diamonds right in your own backyard, you just have to look for them!

If you've been in the business 5 or more years, you have built a book of business. You have existing clients… and that’s the Ultimate Niche Market.

Earl Nightingale Quote

The questions now are: How can you help your existing clients? What do they need? What do they want? Notice I didn't ask: "What could you sell your existing clients?"

How many of your clients are on time to reach their retirement goals?

How many of them need and want to set up an education fund for their children?

Would they like to reduce their income taxes?

How about reducing their debt?

The list goes on and on...

How about helping them to pay off their mortgage early?

Upgrade their insurance protection?

Reduce their insurance costs?

Convert their term insurance into permanent insurance?

There is plenty that you can and should do to help your clients!

The objective is to set an appointment with your existing clients and then do a complete fact-find to find out how you can help them. What do they really need and want?

Consider, they have already done business with you. So they know you and have some trust in you or they wouldn't have done business with you.

How long would any business stay in business if they didn't have their customers coming back to buy more from them? You are running a business! You need to treat it as a business.

Service you existing clients!!!

"After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of life business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system is the simplicity in helping clients. I finally feel that I am offering clients more than just retirement planning. I know that my clients will be better off after meeting with me than they were before. Your system (Found Money Management) is so easy to understand, to explain to clients, and to implement, that it’s almost ridiculous. I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!"
Bryan Schurter,
RFC - CA (4 years in business)

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

 You Can Become A Life Insurance Lead Generation Machine In The Next 90 Days... Guarranteed!

Found Money Management Tool Kit - Life Insurance Sales System

“Dear Lew; As you are aware I have been in the industry for 39 years and am a consistent MDRT ‘Top of the Table’ qualifier. I have spoken at MDRT, and at several major companies top producer meetings. In 2000 I went from being a Agency Development General Agent to a Personal Producer. The transition was challenging, but it worked. The one thing I lost along the way was the focus on life insurance sales. I tried several refresher programs, and was able to modestly upgrade life production. Then I found your company. Eventually, I purchased several of your programs including ‘Found Money Management’ and ‘How to Close 9 out of 10’. The material is excellent and I have spent many hours reviewing it. This year our life production is up almost 100% over last year and I believe it will double again. Thanks for your personal consulting time, the programs and most of all your sincere belief in the good work you and your company are doing.” 
Richard C Moldenhauer, CLU, ChFC, RFC, CEP, MDRT ‘Top Of The Table’ - NY (39 years)

Imagine You Only Needing 5 Annuity Leads Per Week
and Earning $250,000 or More Per Year!

Annuity Sales Excellence Tool Kit - Click Here

"I made $25,953.39 in commission on an annuity sale last month and $11,285.09 on two sales this month for a total of $37,238.48. I am still working a large case for this month. I couldn't have done it without you either. It works, if you work it!" "Thanks!"  John Young - TX - (7 years)

       Insurance Sales Video System

Do You Have A Video On Your Facebook Page And/Or Website
To Help People To See You As The Expert?

Psychologically Engage the Viewer's Interest & Concisely Explain the Insurance Solutions You Offer!

Do you know that prospects are 64% more likely to buy a product after watching a video about it?

Marketers worldwide agree that video is the most effective social-media marketing method!

Over 80 'Client Engaging' Videos To Chose From!

Sample WebPrez Video

Why WebPrez? Executive Director, Dan Vinal explains...

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to take your career to the next level, then become a member. It's Free!

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 877-297-4608 / Direct Line 770-443-2852