Important Message... There is a huge difference between the self-proclaimed experts who are really
recruiters in disguise
will promise you
everything to get your business, verses people
who have over 30 years
of experience training advisers and are actually
dedicating their lives to helping you to succeed
this business. We are dedicated insurance marketing and sales trainers,
coaches and mentors... NOT
What Is The #5
Advisers Are Making Today?
So far, we have covered 4
huge mistakes that
are keeping most advisers from reaching their full potential in
this business. These huge mistakes are what is keeping most
advisers from consistently earning a significant six-figure
Have you really looked at what you are doing? Are
you making any or all of these huge mistakes? What are you doing about fixing
Mistake #1... Believing
that your IMO, Insurance Company, Organization, Manager,
Recruiter or Broker/ Dealer is going to provide you with the
tools, tips, training and coaching they need to be successful in
this business! http://www.insuranceproshop.com/NL/06-25-13.html
Solution #1... If
you really want to succeed today, then it is up to you to get
the life insurance and annuity marketing and sales systems,
tools, and training, with the personal coaching you need!
#2... Relying on
someone else for your sales leads! http://www.insuranceproshop.com/NL/07-02-13.html
Solution #2... Learn
and practice the basics of attraction marketing. It's
as simple as working to become well
known and respected by
the people in your local community for
the work you do!
Mistake #3... Is NOT staying
in constant contact with your current clients, friends,
neighbors, family, prospects and everyone you know! http://www.insuranceproshop.com/NL/07-09-13.html
Solution #3... One
of the easiest, most affordable and effective ways
to stay in constant contact with the people you already know, is
to send them a monthly newsletter. By sending them a monthly
newsletter, you're demonstrating your expertise in the best
possible way: building
more trust, confidence and credibility.
Jumping into providing the solution before the client recognizes and truly
understands the problems they are facing now and in the future.
Solution #4... You
must learn to ask questions and have a real conversation to get
your prospects to tell themselves they have a problem! The more
your prospects talk about their problems, the more of a priority
it becomes to solve those problems.
Are you ready to
'Unlock Your True Potential', then let's go!
The #5 huge mistake
advisers are making today is believing the hot, new sales ideas
and programs like LEAP, Circle of Wealth, Infinite Banking,
Missed Fortune, Tax-Free Retirement, College Funding and
others are going to make you an overnight success. These
ideas and programs will help you present and sell your hot, new,
life insurance products, once you're in front of the right
prospect. However, besides their incredibly high cost of
$3,000 or more up front, with ongoing annual fees, the problem is they
are missing three critical pieces!
They don't provide you
with the superior marketing tools and techniques, with the
essential tips and training you need to
the IDEAL prospects to you.
They don't provide you
with the advanced questioning and fact-finding techniques
you need to get your prospect emotionally involved, so
WANT to set better priorities and take immediate action on
They don't help you to
'Find The Money' to fund those concepts.
Think about it...
If this business were really about having the best products and
sales ideas, like people are telling you, then why are 90% of
the new advisers still failing and why is the average income for
advisers still only $40,000-60,000 each year?
If you want to have more 'Ideal
you can possibly handle, then you'll want to be attracting the
people you have the best chance of setting an appointment with
and selling. And, it's actually incredibly easy, if you follow
three critical steps...
learn one simple truth... and avoid
these 5 common huge mistakes!
Yours in success,
Will, Jeremy and Lew Nason
"The 9 Out of 10 Guys"
Not sure we can help,
or if our services are right for you... Don't
Call us Toll Free to schedule a
No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
We guarantee you'll be glad you did! 877-297-4608 (M-F, 9AM-5PM, EST)
During the past 14 years, with our affordable programs and individualized coaching,
we've helped over a thousand agents, advisers,
planners and 'MDRT' members EACH YEAR to double and triple
their incomes within 60-180 days
...in spite of this
The top advisers, we worked with last
year, earned over $1,000,000 and
many others who were earning $40,000-$60,000
per year, now earn $150,000-$350,000 per year. And with our
affordable insurance marketing and sales systems, ongoing one-on-one training and custom coaching, you can do the same.
And we’ll be by your side every step of the way.
You Can Earn 2 Prestigious Industry Designations...
While Becoming The 'Trusted Adviser' People
Want To See!
August 14, 15 & 16, 2013
The Famous Classic
BUT FOR A MERE DROP OF INK
AND A SLIGHT MOVEMENT
OF HIS RIGHT HAND …
Jim McCarty, International Sales Trainer
The sudden clamor emanating from the noisy bedside alarm clock, shattered
the tranquil silence, and instantly tore 51 year old Martin Toler Jr. from
his sound night’s sleep.
Just yesterday, Martin was taking advantage of his company’s paid New Year’s
Holiday, which he did by relaxing, hanging out at home, and spending quality
time with his wife and children. But mere moments ago, the irritating clock
in the bedroom signaled that “the party was over”, and it was now back to
the daily grind of the work-a-day world.
As Martin slowly climbed out of bed, dressed and readied himself for work,
his devoted wife of 32 years, Mary Lou, made coffee and prepared a wholesome
breakfast which they shared together before Martin gave her a kiss on the
cheek, and departed for his shift in the narrow passages of the subterranean.
The date was January 2nd, 2006.
A few weeks prior, around Christmastime,
Martin sat down with a financial
advisor, and discussed his need to purchase life insurance which would
indemnify Mary Lou and their two children in the event of his untimely
death. Martin wasn’t completely sold on the recommendation at the time, and
stated that “he wanted to think about it” for a while. Martin hesitated, the
agent accommodated, and the sale was postponed. The salesman did, however,
provide Martin with an application, asking that he complete the form at his
earliest convenience, and return it by mail if, and when, he decided to make
Intent on finalizing the paperwork, and mailing it in on this very day,
Monday, January 2nd, Martin tucked the life insurance application into his
jacket pocket as he left home that morning, and drove to his place of
employment, which was located near the fast-flowing Buckhannon River, in the
heart of the Appalachian mountain range.
The wintry day began like any other. It was cold and dreary, and the early
morning hours brought with them pummeling rain, diminished visibility and a
temperature of only 42 degrees. In addition, heavy thunder echoed throughout
the work site, and several lightning strikes were reported in the immediate
area. Somewhat oblivious to all this, Mr. Toler, and his crew of 12 veteran
miners, clocked in, climbed aboard a small railroad jitney, and began their
2 ½ mile decent deep into the earth. The time was 5:45am.
At precisely 6:26am, “thunder” roared inside the mountain itself, and a
deafening explosion, which could be heard for miles around, rocked the small
village of Sago, West Virginia. Rancid smoke, flames, and heavy dust belched
from the main entryway to the flagship mine which was operated by the Wolf
Run Mining Company, and owned by ICG, the International Coal Group.
Immediately following the explosion, which was blamed on a bolt of lightning
that ignited methane gas inside the facility, the safety seals blew out,
enabling the monstrous blast to propel soot, dust, debris, and lethal carbon
monoxide into the working Left Section of the haze-filled, contaminated
Wolf Run and the ICG Corporation did everything they could to alleviate the
devastating consequences of this horrible disaster. In spite of their
herculean efforts, however, nothing could have prepared them for the
eventual carnage and loss of life which ensued. Both companies expeditiously
mustered all available emergency personnel, and placed the local hospital on
“standby”. Family members, company officials, and even the governor of
Virginia, at the time, Joe Manchin, were regularly apprised of the perilous
situation, and constantly updated on the rescue progress. The 150-year old
Sago Baptist Church, known as the “Little Church in the Hollow”, was
designated as command center for the distribution of all relevant
information, and quickly became the support center and gathering place for
the trapped miners’ family members, loved ones, and friends. Two hours
passed, and the fate of the 13 miners remained unknown.
Meanwhile, trapped in the dark, heavily polluted, gas-filled bowels of the
earth, Foreman, Martin Toler Jr., rallied his men, who had barricaded
themselves behind a hastily constructed, crudely erected canvas curtain,
donned their emergency breathing apparatuses, and set up a makeshift base
camp where they could avoid most of the dense coal dust, and remain
relatively calm as they attempted to conserve their dwindling strength,
energy and air.
Hope Was Fading Fast
Following the passing of 36 long hours, and with hope of relief and
extrication rapidly waning, each of the brave miners, with but one
flickering lantern to share amongst themselves, began to jot short notes to
their loved ones while confined to their pitch black surroundings. Written
correspondence which they would leave behind after their time on this earth
had run out!
While the Grim Reaper patiently waited in the wings, the doomed miners
penned their final goodbyes to their friends and family members on any
acceptable surface they could find. Some notes were scribbled on crumpled
scraps of paper, and some were written on brown sandwich bags, while other
brief messages were simply scratched into the rubble on the dirt covered
Ironically, Martin Toler Jr. chose to scrawl his farewell
“love note” across
the back page of the neatly folded, aforementioned life insurance
application, which he had slipped into his jacket pocket earlier that same
morning. The same application which he intended to complete and send off to
the life insurance company that very day! The same life insurance
application which, if fully completed, submitted with the modal premium, and
approved by the company, would have provided one of the greatest gifts of
love known to mankind. That gift being one of financial independence,
dignity and peace of mind. A gift in the form of a substantial amount of tax
free money which, if paid to Mary Lou and her kids, Christopher
Courtney, would have enabled them to continue living in their own
comfortable worlds after Mr. Toler sadly lost his life that fateful day.
That awful day when Martin was suddenly, and unceremoniously, whisked to his
In view of all of this, and as strange as it now may appear, the entirety of
Martin’s final letter simply read, “Tell them I love them, and that I will
see them on the other side.” Tell them I love them. Hmm… I am certain that
Martin’s family found some comfort in those scribbled lines, but those
particular words alone ring rather hollow to me. I am compelled to feel this
way because, instead of simply telling his family that he loved them, I know
that Martin clearly could have demonstrated just how much he actually did!
With a mere drop of ink, and a slight movement of his right hand on the
signature line of that pristine life insurance application which he carried
with him into the mine, his terrible death could have actually been a
catalyst, one that created money where none existed before!
(End of Part I)
"Lew helped me close $16,800 in commissions in 2 weeks!"
"Lew’s coaching and
system has helped my practice immensely! Learning from Lew on
ask questions the right way, helped me close $16,800 in
commissions in 2 weeks! Thanks Lew!"
Ron Fara, RIA - IL
(9 years in business)
"Allstate has spent a ton of money on similar programs,
but in my humble opinion, what you offer is much better."
"Lew, I recently
Advanced Fact-Finding Video... I have been on two
so far and used the methods you described. It was
surprising how the folks opened-up. Not only
were their defenses
totally down, but they actually stated that they liked the
and questioning process to find out what
their needs/concerns were before they were asked to buy
anything. In both cases the customer actually told me what they
were going to buy... By the way,
I am going to recommend that
you contact Allstate's Financial Specialist Manger, so you can
them with their sales efforts. They have spent a ton of
money on similar programs, but in my
humble opinion, what you
offer is much better. Feel free to drop my name."
Allstate Agency Owner - TX
Networking Often So Unsuccessful?
By Maribeth Kuzmeski, MBA, CSP
Why is networking often so
unsuccessful? I speak to a lot of financial advisor groups, and
for one year I asked just about every audience if they felt
networking worked for them. You know the answer? About 1% of
those I asked responded that networking worked for them. Wow!
Yet, the number one
strategy many recommend to people starting in sales or as an
entrepreneur is - GO NETWORK. But is that good advice? Why do we
say it if we don’t do it ourselves?? Well, I think it’s easy to
tell someone else to do something that you think should work. We
think at the core that networking SHOULD work. The key is to
find out if and how networking works for you. Is there a secret?
Networking, according to
those that do it successfully – meaning they actually can
attribute significant new business from the activity of
networking -- is NOT about collecting and giving business cards.
It is not about finding people who may be good prospects for
your firm. It’s NOT.
Successful networking is
about finding and cultivating potential advocates. It’s not
about finding hot prospects. Finding hot prospects often leads
to you trying to sell them something, calling them and turning
them off. Finding and cultivating advocates is totally
different. An advocate is someone that is already well connected
and may or may not ever become your client.
An advocate may be in the
human resources department, he or she may be the president of
the chamber of commerce, they may head a non-profit or a
committee at your church. They are already the great networkers
and connectors. And they are the ones who are worth literally
millions to professionals.
One advocate can bring 10
clients to you while if you reach out to one potential prospect
at a networking event, often you will end up frustrated and with
0 new sales. But it takes a change in focus from trying to meet
prospects to trying to find and meet advocates.
So who are the advocates
or who could be an advocate for you? They may not be your best
clients, but rather the clients who have the highest propensity
to be able to introduce you to others in your target market.
They may not be someone in your target market already. Think
about who is well-connected in your community, in your industry,
in the media, and in your target market. Think contrarian. Who
could be your best advocates to introduce you to potential
List the 20 people you
believe could be advocates, check them out on LinkedIn, write
down how you will reach out to them. Not to sell them something
but to get to know them. To connect. To let them get to know
you. If they really are a potential advocate they will be a
connector, and they will be a fantastic advocate for you. But
first you have to find them and work to connect with them. It
takes a bit of patience and it may not be true immediate
gratification, but it pays off.
MBA, CSP, President of Red Zone Marketing
Maribeth and her firm personally consult with some of the
nation’s top financial professionals and advisors managing from
$250 million to over $1 billion in client assets. She and her
firm also work with broker dealers and insurance companies on
strategic marketing planning, recruiting, and business growth.
written 7 books including the bestsellers ...And The Clients
Went Wild! (Wiley), The Connectors (Wiley), and
Social Media For Financial Advisors: A Step By Step Guide for
Creating a Social Media Presence and Driving Traffic to Your
Firm. She is an international keynote speaker and has spoken
at the Million Dollar Round Table.
Insurance Marketing & Sales Resource Center
What Every Adviser
Ought To Know About Growing Their Business, Increasing Their
Profits And Gaining A Competitive Advantage!
We are trying to make it
as affordable as possible for you to take your insurance and
annuity sales to the next level. Now you will have access to the
latest video training on how to Attract and Set
Appointments with your IDEAL PROSPECTS. Plus, how to
conduct a thorough Fact-find to get your prospects
emotionally involved, so they want to take action right now. No
more hearing; "I've got to think about it!" Couple that
with our Dynamite Referred Lead System, FREE Client
Newsletters, Expert Articles, ‘Step by Step’ Courses,
Tips, Scripts and more, and you've got everything you need
to become a top producer. And you get it all for just $25.00
per month. What are you waiting for?
sale was for $24,000 commission, not a bad day!!!"
"I just made a
large (for me) annuity sale that would have not been possible
had I not used
your website (the
Insurance Marketing & Sales Resource Center)
and your coaching advice.
I have learned to listen
much, much, more than talk. The sale is made by them not me. And
importantly I did the right thing for the client because
they will be earning much more income
and saving a bundle on
taxes. So, you not only helped me, but the client.
Oh, by the way, the sale
was for $24,000 commission, not a bad
This is only step one in the planning process,
the life insurance review will generate another smaller, but
Brian H. - PA
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