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IPS Tuesday Morning's Insider Tips

Featured Article - 4 Fundamentals of Life Insurance Sales

Improve Your Attitude - Self Discipline - Napoleon Hill

Become Their Trusted Advisor - Where Can You Make The Most Money?

Coaches Corner - Sell It With A Winning Impression!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

While it is true that most IMOs, FMOs, Agencies and Companies will help you to run product illustrations for your clients, they won't generally take the time to review a routine case with you to help you to identify the sale and then find the best solutions for your client.

What we offer, that they don't!

When you purchase one of our systems, with our 3 month of coaching, or when you signup for Trusted Advisor Support Program Platinum Package...

We will review each case with you, and help you build it from the ground up. We will look at what your client is currently doing, to see if there are any savings, investments and income that can be repositioned to better accomplish what they need and want. We will work with you to tailor a plan to meet your client's exact needs.

Now, we will show you how to put together a simple two page presentation that compares what the client is currently doing, to what you are recommending... based on your companies and products.

The end result for your client is that they will have a plan that meets their exact needs and wants, instead of just buying an insurance product.

The end result for you is that you will quickly close more of your cases, for double or triple your commissions, while doing the right things for your client. Your clients will begin to see you as their trusted financial advisor, instead of just another insurance agent.

Yours in success,
Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guys'


"I have been working with Jeremy Nason at the Insurance Pro Shop on Annuity & Life cases for the past couple years with great success. In a nutshell, I have found that my IMO's have tunnel vision when it comes to case design. And to be blunt, most are not good at it. They tend to focus primarily on pushing product. Jeremy, on the other hand, is the polar opposite of an IMO and he uses both his creativity and case design experience to maximize the benefits for the client in a simple, easy to understand, illustration. He does a great job of comparing the clients current plan to the "new proposed plan" that we developed in a collaborative manner. As a result, his process helps the client see clearly the major differences between what they're currently doing and what they should be doing, if they want to live a safe, secure, comfortable retirement and meet their overall goals and objectives. I have found that when I use Jeremy's system and his easy to understand two page illustrations, the majority of the time I end up making the sale."
Andrew Maisch - NJ
(10 years)

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Featured Article

4 Fundamentals of Life Insurance Sales

As I talk with agents it is very disheartening to hear about all the horror stories they've had with past IMO's and FMO's. These organizations always promise you amazing leads and the hottest new products on the market. The problem is they usually charge an arm and a leg for leads that are most likely the scraps of the barrel. I will tell you, if this is what you are looking for in an IMO or FMO, you are missing the boat. You are trying to take the easy way out, and just like other things in life, when you take the easy way out; you are setting yourself up for failure.

Contrary to what you have probably been told, the key to this business does not lie in buying leads, or offering the hottest new product. In fact, it couldn't be farther from the truth! No one wants to meet with an insurance salesman, and by buying leads and pushing products that is what you are portraying to your prospects! The key to this business lies in you helping families to solve their problems. So, how do you do that?

You can't skip the fundamentals! The insurance industry, like any other profession takes a certain set of skills and knowledge, and unfortunately the tests and courses you took to get your insurance license does not provide you with it. Following, are 4 fundamentals that every agent must know to quickly achieve success in insurance sales.

1. Believe in what you do!
This is the first step on your journey. If you don't believe in what you do, how are you going to get others to believe in you; and if they don't believe in you, why would they do business with you? You are truly an important piece in a family's financial planning. Understand that you are an advisor and realize how you are protecting and truly helping families. Make it personal, there are millions of families out there that need your help and guidance. Make it your personal mission to help them. Be the guiding light to your community!

2. Send the right message!
Stop buying leads! While yes, they can help in the short-term, you are destroying your long-term success. When you buy leads you are buying someone else's marketing and you are sending someone else's message. You are not building your image or reputation; you are showing yourself to be just another insurance salesperson. Your message should be about the problems people are facing, and not about a product. Create a compelling elevator speech! When someone asks what you do, don't just drop your head and murmur that you sell insurance. Be proud! Tell them how you are protecting families, and solving their problems.

Lew Nason

3. Don't keep it to yourself!
So many agents are scared to let everyone know what it is that they do. That is because they see themselves as just as a simple insurance salesman. But after you have completed fundamental #1 you know that is not the case. Don't keep the light to yourself; take the message you created in #2 and spread it so all may see! You should be letting everyone you know how you are helping families. There is nothing worse than feeling that you failed to help your friends because you were afraid to talk to them. They are the first people you should be helping!

4. Understand Roadblocks are a part of life.
Like everything else in life, you are going to have ups and downs. Don't get discouraged! Keep on pushing. Success will come. To help with this, whether it is us or someone else, find a coach or mentor that will help you stay motivated, and help you to solve people’s problems. Additionally, start each day off with a motivational video. Success takes hard work and determination. Find videos, friends, and coaches that will push you!

"Remember there is no elevator to success;
you have to take the stairs!"
Zig Ziglar

Without mastering and applying these 4 fundamentals, your road to success will be extremely difficult. However, by immediately taking the time to learn and implement these 4 quick and easy steps into your business, you will be on a direct path to achieving long-term success.

Not sure how to implement these strategies or need help with something else? Call us today for a free 15 minute consultation. (877-297-4608)

Alex Villa
Trainer, Coach & Mentor
'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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 Insurance Marketing and Sales Resource Center

Case 6: (Diane & John)
This is a more typical life case. Husband and wife, 2 kids, decent incomes and only had benefits from work, a deferred comp plan, Term insurance and a cancer policy.

Case 5: (Josh & Whitney)
In this case the 2 prospects had just bought term insurance, but were still willing to meet with the agent, to talk about retirement. they were considering working with an Edward Jones Rep to open a brokerage account 

Dare, Don't Be Afraid 
Don't worry if you make mistakes. Only people who dare, try, and persevere, complete tasks and achieve success. It is so comfortable to be passive, make no effort, and stick to the familiar. However, by doing so, we allow external influences shape your life.

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.

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, quickest and easiest way for you to learn and 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 quickly 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

Improve Your Attitude And Change Your World

Self Discipline - Napoleon Hill

Napoleon Hill


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Get Off To Fast Start Selling Life Insurance With This Ultimate Lead Generation and Sales Tool Kit!

Mortgage Insurance Tool Kit -

"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, IL, Trusler Financial Group, (6 years)

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

Where Can You Make The Most Money?

Almost everyday, I’ll get a call from an advisor who is either fed up with selling life insurance, or is fed up with selling annuities.

If they are selling Life Insurance, they’ll tell me that there is just too much negative information out there to overcome to be successful selling cash value life insurance. It’s too hard to get the cases underwritten and it takes too long. Or, they tell me they want to sell annuities because it’s easier and that’s where the big money is.

If they are selling Annuities, they’ll tell me they are tired of dealing with seniors. It takes to long for seniors to make a decision. There’s too much competition. Everyone is doing seminars in their area. They want to sell life insurance because it’s easier and that’s where the big money is.

The problem these advisors have, in most cases, isn’t the product they are selling. Their problems really are…

  • They don’t have a system to generate a consistent flow of high quality sales leads.

  • They don’t have a defined niche market. They think that everyone is a prospect for their products.

  • They are selling a product, instead of a solution to a problem their prospect has.

  • They are trying to be everything to everyone. They haven’t learned to specialize.

  • They don’t have a passion for what they are doing. They don’t see how they are helping people.

  • They don’t believe in it enough to buy it themselves.

  • The grass is always greener in the neighbor’s back yard.

And, the list goes on and on…

Lew Nason

The truth is, it doesn’t matter what product you are selling. There are many advisors who are earning $20,000 to $50,000 every month, whether they’re selling life insurance or annuities.

What makes these advisors successful is not the product they are selling, or market they are in. They are successful because they have a real passion for what they are doing. They feel good about themselves, because they are truly helping people get what they want. These advisors have a mission. They believe in what they are doing and believe that they are making a big difference in people lives. They own the product themselves.

And, these advisor understand how to market themselves...

  • They have a very defined niche market.

  • They have learned to specialize.

  • They have a system for generating multiple steams of high quality prospects.

  • They worked hard to be recognized as the financial expert in their community.

If you really want to be successful… if you really want to make a top income… then find a niche market that you have a real passion for. You must specialize and become the expert in your local area.

We can help you… Our Annuity Sales Excellence™ Advanced Lead and Sales Tool Kit and our Found Money Management™ Life Insurance Marketing and Sales Tool Kit… are designed to help you to really help people, not to just make a quick sale. You will learn how to market yourself in your local community.

And then with our 3 months of coaching and support we offer with our systems you will quickly gain confidence and a passion for what you are doing, which will make it much easier to make sales!

Yours in success,
Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guys'

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

Found Money Management Tool Kit - Life Insurance Sales System

“Per our conversation this morning I wanted to let you know how the (Found Money Management™ ) program is working for me so far. I got the CD package on or around May 1st. Today is May 24th and I have set a total of 5 appointments by loosely following the word track on the appointment setting CD. Of those 5 appointments, I have already had 3 of them, and we have started the underwriting process on all 3... $67,000 of annual life premiums.” (In less than a month)
Tim G.  State Farm - NM

Coaching Corner

Sell It With A Winning Impression!

Sales professionals who exude confidence are in demand by clients.

The mere impression that you are a winner will add tremendous credibility to everything you say during a sales presentation.

Why? Because, most of us just naturally want to associate with winners. We like them and we believe what they say. Subconsciously, we feel that winning qualities will rub off on us. And, in a sense that's true. Winners tend to encourage us because they exude confidence and optimism.

Salespeople who create winning impressions are in great demand by clients--not just for their products and services, but for their attention, help and company. This is because true winners are not self-oriented. They feel good about themselves and can therefore direct their energy and attention toward others. Part of a winning impression is the ability to maintain a balance somewhere between the organization "yes man" and a bizarre oddball. Winners are strong individuals who, as sales professionals, also relate strongly to their clients and associates.

So a winning impression goes a long way. It not only opens the door, but it also insures that you will wear well in long-term relationships.

Here's what you can do: Use the power of a winning impression to help you sell it! Display your confidence and optimism without being cocky. Be self-assured, so you can pay attention to the needs and interests of you customers and clients. How would you act if you knew you couldn't fail?

Joel Weldon & Associates, Inc

“Everyone has peak performance potential - you just need to
know where they are coming from and meet them there.”

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

Annuity Sales Excellence Tool Kit

"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)

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Do You Have A Video On Your Facebook Page And/Or Website
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Psychologically Engage the Viewer's Interest & Concisely Explain the Insurance Solutions You Offer!

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