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Featured Article -
Help Your Clients & Prospects To See You As THE… 'Trusted Advisor'

Improve Your Attitude - Napoleon Hill: The Power of Your Mind and How to Use it!

Become Their Trusted Advisor - Are You Missing An Easy Way To Increase Your Sales?

Coaches Corner - The Sales Overhaul!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

How much do you really want to earn this year, next year, and five years from now?

If you keep doing what you are doing, what are the chances of you earning the income you want?

Have you tried switching IMOs and companies because they promised to take you to the next level?

What were your results?

Why do you keep listening to those recruiting organizations who promise you the world, just to get your business, and then leave you disappointed and feeling used?

We are the first truly dedicated, full service life insurance and annuity marketing and sales trainers for career and independent agents and advisors... We Are NOT Recruiters!

Yours in success,
Jeremy Nason

Finally... the in-depth life insurance and annuity marketing, prospecting, appointment setting
and sales training, with all the tools and support that you were promised, wanted and expected,
but didn't get from your Company, IMO or FMO!

Want to take your income to the next level!
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Featured Article

Help Your Clients & Prospects To See You As THE... 'Trusted Advisor'

Would you like to:

  • Have your existing clients keep on doing business with you for years to come?

  • Have your existing clients refer you to everyone they know?

  • Have NEW prospects, who are anxious to do business with you?

Then you must transform yourself from the typical insurance agent into a Trusted Advisor.

Most insurance agents incorrectly believe that to make more money in their business, they need to have either the lowest priced product, the top performing product, or the newest product and they must provide exceptional service. However, don't all agents claim to have the lowest price, or the best and newest products, and don't they all claim to provide exceptional service. If that's all an agent has to offer, how are they any different from the other insurance agents out there?

Do your prospects and clients think of you as a "Trusted Advisor"… or do they simply think of you as another insurance agent who sells insurance products?

To make more money, you need to find a way to make yourself standout from the rest of the crowd.

The object is to keep your existing clients buying, while you identify and attract more high quality prospects. You need to address two critical questions your client and prospects want to know "why should I do business with you instead of one of your competitors?" and "what's in it for me?" You must show them you understand and can help them solve their problems.

The First Step to helping your clients (prospects, family and friends) to think of you as a Trusted Advisor is to develop a Unique Selling Proposition.

Your Unique Selling Proposition or USP is that single, compelling ideal or benefit that makes people want to do business with you, instead of your competitors. To put it another way, your USP is that distinct and irresistibly appealing idea that sets you and your business apart from all your competition.

Almost every successful business, not just insurance agencies, whether small or large, has a USP. In fact, that's how small businesses grow into giant corporations. For example, both Domino's Pizza and Federal Express became billion-dollar corporations in a very short period of time - because of their powerful USP.

Federal Express' USP was, 'When it absolutely and positively has to be there overnight.' This statement tells the potential customers if they want to be 100% certain their mail will get delivered the next day, then, they must use Federal Express. Domino's USP was, 'Hot, fresh pizza delivered within 30 minutes - guaranteed - or it's free!'

Your USP, when formulated powerfully, can propel you to the top of your industry in a very short period of time, just like what Federal Express' and Domino's USP did for them. So, if you want to start improving your business, you need to invest whatever time necessary to create a compelling USP and implement it in your business, immediately!

Remember all of your prospects want to know what benefits they'll gain from doing business with you. What problems can you solve? Unless you can answer these questions to their satisfaction, you have very little chance of getting an appointment, let alone getting them to buy from you.

The main reason the prospecting and marketing materials or systems currently used by most agents are so ineffective is they don't answer the prospects' most important question: "What's in it for me?" They don't give their prospects a good reason for wanting to do business with that particular agency or agent.

How to develop and use your USP!

  • Your USP must be one sentence.

  • Your USP is either Pain or Pleasure oriented. Since most people will do more to avoid pain than to gain pleasure, you might want to model your USP around the pain that your product or service removes.

  • What problem can you solve for them?

  • Make sure your marketing theme, campaigns, and business plans evolve around your USP. Did you ever see a business who's marketing had nothing to do with their USP? Did it made them look like as if they had a values conflict?

  • Your USP should address a void in the marketplace, with a promise you can honestly fill.

A mentor of mine, Hilton Johnson, gave me this formula for designing your USP: "Do you know how [state the pain or problem the prospect has]" "What I do is [state the solution your product/service solves]"

The true test of whether you've designed a good USP or not, is if sells for you in the marketplace. Does it define your edge? And, does the marketplace value it with their pocketbook?

The Second Step is to put you USP on everything. Put it on every page of your web site, business cards, stationary, newsletter, ads, brochures, Facebook, and flyers.  

The Third Step is to send your clients, family, friends and prospects a personalized monthly newsletter. 'Out Of Sight, Out Of Mind', is a deadly mistake for advisors. Why would your clients, friends, neighbors or prospects call you when they need help, or when they are ready to buy, if they never hear from you or know how you are helping people? And, why would they refer people to you?

The Fourth Step is to have a client brochure that tells people what you are doing to help them! Instead of spending a lot of money on designing and printing a separate client brochure, one the best ways to help people to see you as a Trusted Advisor is to use a customized information booklet.

If you want to grow you business, then attract your ideal prospects to you by becoming the Trusted Advisor people want to see. Help your prospects to see you understand their problems, and you are there to help them find the best solutions to their problems!

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


Not Sure What To Do, Or Where To Start?
Call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
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Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center

Concept: Entity Buy/Sell Agreement Guide
A Whitepaper by New York Life, going through the concepts of different entity buy/sell agreement.

Buy/Sell Business Planning
A guide put together by Nationwide going through all the things to consider when putting together a buy/sell agreement.

Sample Buy/Sell Agreement
Template/sample of a buy/sell agreement. (NOTE: Check with local attorney for your State laws/requirements).

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.

Are You Tired Of Buying Leads, Cold Calling And Playing The 'Numbers Game'...

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

Improve Your Attitude And Change Your World

Napoleon Hill: The Power of Your Mind and How to Use it!

Napoleon Hill


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

Are You Missing An Easy Way To Increase Your Sales?

Would you agree that no-one is more important to the health of your agency than your current and potential clients? What are you doing to make sure you clearly and regularly communicate just how valuable these people are to you?

Are you sending them a birthday card, anniversary card, holiday cards, etc.? While sending them cards keeps your name if front of them, what does it do to increase you sales? Does sending out a few cards enhance you credibility, remind them of what you do, get them to call you, and get them to refer people to you? 

Are you sending them your company's newsletter? Does using your company's newsletter boost your expertise and credibility... or your company's expertise and credibility?

We have learned that using expensive "professional-looking" newsletters - obviously not written by you - look good but yield poor results when compared to the results achieved by a warm, personal newsletter.

In fact, our numerous tests have proven that a "home-made" looking newsletter (the more "home-made" looking, the better) full of juicy, time-saving and money-saving information (instead of boring stuff or clever clichés) is TWELVE times more effective, dollar for dollar, than a high-gloss, "professional" newsletter obviously prepared by an advertising agency.

Only personal newsletters give you a simple, practical, affordable way to keep that vital link open and alive, to make the important people in your business life feel welcome, valued, and cared for.

Sending your family, friends, clients and prospects your personal monthly newsletter will provide you with the following benefits…

Caring that's always visible, always welcome
Personal Newsletters show your concern when you can't be there in person. Even if you can’t see a client on a regular basis, newsletters help answer their basic wants and needs... and they show you care. Your clients will help you with word-of-mouth referrals, and loyalty your competitors can't buy.

Teach, reinforce
Personal Newsletters let you teach readers key ideas in a receptive environment, then consistently reinforce them over time.

Become their "personal expert"
Your newsletter's ability to combine messages from the same source gives your written voice a tone of authority. Readers will increasingly rely on this, making you their personal expert in your field and a trustworthy friend.

Cut through the clutter
Personal Newsletters let you address many concerns at once, in an environment exclusively yours - no other messages to confuse readers. It gives you the time and space to show how your products and services can work together to benefit them.

Perpetual qualification
Personal Newsletters can help your customers qualify themselves long before they call or visit. By addressing the problems and concerns people face today, they can determine if it applies to them, on their own time, in their own homes. They will appreciate your respect, and you'll help reduce the time and expense of qualifying.

Target a specific niche market
Personal Newsletters let you send a focused message to targeted group of people, as small or large a group as you want. You choose who gets it - not the radio or TV station, newspaper, or magazine. "One-to-one marketing" is an important method of reaching and attracting the right prospects to you. By communicating directly to them, with information you know concerns them, you have created a direct bond that is difficult to achieve through other mass marketing methods.

Improved retention, fewer lapses
Numerous studies have shown that the average agent loses about 50% of their clients every 5 years. Your past customers are the people that already know the quality of your products and services and they will continue to be your clients and keep your products if you regularly stay in touch with them. Your Personal Newsletter gives them a friendly reminder about you, in a way that's interesting and not intrusive. When you are proactive in your retention efforts, you will ultimately reap the financial rewards of better retention and fewer lapsed policies.

Partner with a marketing professional
Unfortunately, the power of newsletters doesn't come automatically. You have to know the little secrets that make some newsletters work… and avoid pitfalls that make others fail.

The Insurance Pro Shop has over a 30 years of experience showing advisors how to create marketing and newsletter programs that set and meet clear objectives, and match other communication efforts. Our commitment to your satisfaction assures that our newsletter program will please everyone in your decision-making process.

So, what's stopping you from sending your clients, friend, family neighbors and prospects your personal monthly newsletter? Is it the time involved to write the articles, design it and then put it together? And, is it the cost of printing it and then mailing it?

Well we've done all the hard work for you and even given you several no cost ways to get your client newsletter into people's hands.

Our Personalized Client Newsletter Is One Of The Most,
Profitable Investments You Can Make!

Now you can have a personalized client newsletter, that is specifically designed to get people to call you. And, you can print out as many copies as you want, or you can email it and link to it on your web site, Facebook, etc.!

  • You choose the client newsletter you want for the Senior and/or Pre-Retirement markets.

  • Free personalization (w/your picture, contact info, etc.). We do all the work for you.

Then you can...

  • E-newsletter... Email it to your clients, friends, family, neighbors, and prospects. (It is a virtually no cost way to keep in touch with everyone and get them to see you as the expert who can help them.)

  • Digital Newsletter... You can provide a 'link to' for the people who visit your Web Site, Social Media Pages, etc. (It is a no cost way to change people's perception of who you are and what you do.)

  • Hard copy newsletter... You can print it out and mail it (or hand it out) to your clients, friends, family, neighbors, and prospects.

  • Hard copy newsletter... You can print out as many copies as you want to hand out at your events, and put into professional offices.

We also include a FREE E-book to help you get the most out of your newsletter... Most agents have the wrong impression of what newsletters are supposed to do and how to use them, so consequently get very little value from them.

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

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Coaching Corner

The Sales Overhaul
By Paul M Mallett

According to the conventional wisdom of human development experts, it takes approximately 10,000 hours to achieve mastery in any given endeavor. Research suggests if you commit to the required 10,000 hours of deliberate practice, you can become good enough to be in the top 5 percent of nearly any subject, skill or career field. ​

Author, speaker and self-proclaimed human guinea pig, Tim Ferriss, has spent most of his adult life challenging that notion. By way of his three best-selling books, wildly successful podcast and various other communication channels, Ferriss blows up conventional wisdom by showing the world how to get good at all sorts of things in a fraction of the time. His mission to “gain more by doing less” is the basis of his 4 Hour book series: The 4 Hour Work Week, The 4 Hour Body, and The 4 Hour Chef. ​

It would take far more space than I have here to share all of the specific skills he has mastered in a ridiculously short amount of time, but they include things like learning a new language, strength training, playing musical instruments and participating in Japanese horse archery. ​​

His process for ultra-quick mastery has several key elements, but two ideas really resonate with me:

  1. Eighty percent of what we learn on any topic comes from 20 percent of what we study or practice.

  2. Find someone that is really good at your chosen skill, and do what they do.

It’s pretty simple. Cut through the noise and fluff, and focus only on what matters. Don’t reinvent the wheel. Find someone who has truly achieved what you want to achieve, and mimic them.

In the spirit of improving my sales skills as quickly as I can, I have made it a point to observe some of the most successful agents I have had the privilege of working with, and I document those few essential things they do that separate them from the pack.

My list is a work in progress, but this is what it looks like today:

  • Develop a defined and repeatable sales process.

  • Always think “help” before “sell.”

  • Be happy with your results, but never satisfied.

  • Focus relentlessly on your true value-added activities.

  • Feed your sales funnel every day.

  • Believe in your products or find something else to sell.

  • Schedule time to sharpen the saw!​

I have to admit, I still believe experience is worth something. The twenty-year veteran sales pro has seen and experienced things the rookie may never see. However, time in and of itself is not the teacher. It’s those few massively valuable lessons that matter most. Give me the equivalent of a ten-year head start with Tim Ferriss’ significantly shortened learning curve, and I like my chances.


Paul Mallett - Postema Marketing Group

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

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