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Important Message... There is a huge difference between the self-proclaimed experts who are really recruiters in disguise and will promise you anything and 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 in this business. We are dedicated insurance marketing and sales trainers, coaches and mentors...  NOT recruiters!

The #6 Huge Mistake Advisers Are Making Today!

So far, we have covered 5 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 annual income.

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 these problems?   

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!

Mistake #2... Relying on someone else for your sales leads!

Mistake #3... Is NOT staying in constant contact with your current clients, friends, neighbors, family, prospects and everyone you know!

Mistake #4... Jumping into providing the solution before the client recognizes and truly understands the problems they are facing now and in the future.

Mistake #5... 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.

Think about it... If this business were really about having the best products and/or hot new 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?

However, that doesn't have to apply to you. You have the choice to be ultra successful, or just average. It's entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales and income?

Are you ready to learn Huge Mistake #6, then let's go!

The #6 huge mistake advisers are making today is NOT conducting a complete annual review with their existing clients.

In today's highly competitive marketplace, you'll never be able to significantly grow your business if you're losing clients. More than ever before, firms are growing their businesses by going after people who are dissatisfied with their current advisors.

That's why, in order to succeed today, you must focus on cultivating client loyalty and developing lasting relationships. Trust fosters loyalty and builds relationships - but how do you build that kind of trust with your clients?

The client annual review is one of your best opportunities to start building trust. And yet, most financial advisors routinely downplay its significance.

The main purpose of the annual review is to assess un-met needs, identify changes and discover areas of dissatisfaction. Then, you’ll want to use this knowledge in ways that strengthens trust and deepens the relationship.

Why is annual review so important?

Peoples’ lives change, they marry, they divorce, they die, they have babies, kids go off to college, they win the lottery, they get sued, they retire, they start businesses, and they buy houses. And, they lose focus on their goals. Every one of these events generates a reason for updating a financial plan. Without seeing your client at least yearly, you will never know of these changes and never “get the business”.

There are four key truths in this business...

  1. No matter how good you are, you’re not going to get all your prospects business during the first sale... There is always more business to write! (Disability Insurance, LTCI, Wealth Transfer, IRAs, 401k Transfers, Roth Conversions, Life Insurance, etc.)

  2. Somebody else is trying to sell your clients and replace your business... When your business is replaced, not only do you lose that sale, but future sales, renewals (trailers) and referrals!

  3. People are not really your client, until they buy from you 3 or more times... The more people buy from you, the more loyal they become... the more they’ll buy from you… and the more they’ll refer you to the people they know!

  4. People’s situations do change... New jobs, dependents, homes, attitudes and concerns, which provides you with more sales opportunities!

Most advisors are so focused and busy with bringing in new clients, they are totally neglecting their existing clients. And, then they wonder why they aren't getting any calls from their existing clients… or getting referrals!

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 Wait...
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 spite of this economy!

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.

Last Chance To Register For The August TAST Boot Camp

Become The 'Trusted Adviser' People Want To See!
Plus, Earn 2 Prestigious Industry Designations!

Dallas, Georgia... August 14, 15 & 16, 2013

"I am finishing my finest personal production year ever,"

"I am finishing my finest personal production year ever, and that is directly attributable to the change in marketing efforts I have instituted since meeting Lew and Jeremy. (Trusted Advisor Success Training™) After 25-years in this business I guess I have proven that you can teach new tricks to an "old dog." Tony Brazeal, RFC, RFP, (MDRT Member) - TX
President, Pathfinder Group, LLC a national brokerage agency

IPS Presents
The Famous Classic
Part II

Jim McCarty, International Sales Trainer

Years later Forrest Wallace Cato, whom many critics call “the conscious of the financial industry,” wrote “Shortly after that devastating and highly destructive mine explosion took place in the coal mine near the Buckhannon River in the Appalachian mountain range near Sago, West Virginia, a great explosion of a different, and far more promising nature, could have taken place in the financial world of Martin Toler’s family.” That explosion, of course, would have been the great eruption of cash that would have occurred if Martin had but signed the life insurance application, and if he had made just one meager deposit.

In a perfect world, I am certain you will agree that an event which causes a financial problem, should in fact, be the same event that brings in the money to solve the problem. And, such would have been the case if the financial advisor who visited with Martin Toler around the holidays, would have convinced him to buy.

When rescue teams finally broke through the wreckage of the collapsed mine shaft, and located the men, 41 tedious hours had passed. Of the 13 original miners who went into the ground that fateful morning, twelve never made it out alive. There was but one sole survivor. He was twenty-six year old Randal L. McCloy Jr., whose young age and excellent physical condition, it was thought, probably saved his life.

This hapless story of heartbreaking death and destruction, caused me to reflect back to my early days of grade school when fellow classmates and I enjoyed an exercise known as “Show and Tell”. During the course of this spellbinding program, students would bring their favorite toys and keepsakes to the front of the classroom, where they showed off their prized possessions to the other children. The sessions were fun, and the presentations were meaningful. As I mentioned, they called the performance, Show and Tell, and it was effective! They didn’t call the production “Tell and Tell” because that is not!

Simply put, in the serious world of highly competitive selling, tell and tell isn’t an effective way to drive home, or make an uncompromising point! In spite of this underlying truth, most financial advisors with whom I interact today cannot seem to break the habit of verbose pontification during their sales presentations. An addiction that has proven to be feckless and unproductive at best!

Which brings to mind the famous demand shouted by, Cuba Gooding Jr., in the movie Jerry Maguire. “Show me the money!” he emphatically declared. Most of us who recall this memorable passage, would definitely agree with me, I’m sure, that Mr. Gooding’s provocation would not have been nearly as impactful if he were to have simply asked, “Tell me about the money”, instead.

Reading “between the lines” of the various newspaper accounts and reports about the Sago Mine disaster which took place only seven short years ago, I pondered the fate of Martin Toler Jr., and the feebleness of using “tell and tell” as a decisive strategy in the ambitious world of professional selling. Giving credit where credit is due, Mr. Toler was undoubtedly told by the agent about life insurance, and was probably well versed by the salesperson on how the product worked. Presumably, because of the telling, in lieu of the showing, however, Martin chose not to make the purchase. Whether this is true or not, we do know, with some degree of certainty, that the agent’s sales presentation most assuredly lacked the emotional clout necessary, to convince Martin to acquire the life insurance he and his family so badly needed.

Because of this interesting scenario, whereby an agent, or a financial advisor, fails to convince a prospect to buy, I couldn’t help but think of how this cataclysmic story would have provided a much happier ending if the salesperson would have persisted and closed the sale by showing Martin just how much better off his family would have been if a large sum of money, proceeds from the life insurance policy, deeply discounted dollars for future delivery, if you will, would have been bestowed upon his family when he died.

You’re Prospects Think in Pictures

Forty-five years ago, when I began my life insurance sales career, agents knew that their prospects thought in pictures. As Forrest Wallace Cato has often pointed-out, “Successful sales people make it easy for prospects to see the picture. Successful agents and planners, in the country or city, all draw convincing illustrations on paper bags, legal pads, school notebook paper, restaurant placemats, cocktail napkins, and even airline ticket stubs, in an effort to close their recommendations.”

Realizing that the more they engaged their prospects in the sales process, the more these folks would actually sell themselves, agents encouraged their customers to perform simple math calculations, grasp on to cooking spatulas when they discussed plans for retirement, and even play with alphabet blocks to clearly demonstrate and show the workings of money, with emphasis on having enough, when these prospects and clients would want it the most. In addition, life insurance agents back then, displayed real money during their presentations, and some actually gave away samples of the loot! Because of these rudimentary activities, awe-inspiring closing ratios were commonplace.

Fortunately, for the financial services industry of today, their laser focus on, and their preoccupation with, internal rates of return, taxes, mutual funds, annuities, REITS, ADRs, M&E charges, BETA factors, professional designations, C.E. credits, and retirement planning, etc., has led to astronomical levels of assets under management.

Unfortunately, however, this great gathering of treasure was accomplished at the expense of real world sales skill building which was bypassed in the process, and therefore not engrained in the character of these companies’ life insurance producers. As a result of this neglect, current life insurance sales within these financial services companies are now abysmal by most critical standards. This dearth of sales prowess in this arena is evidenced by the fact that one of the top ten largest financial services companies in the United States today, who happens to own a prominent life insurance company, recently reported that 87% of all their written life insurance recommendations go unimplemented each and every year. Furthermore, that particular company’s average size life insurance policy, currently being sold, sports a face amount of less than $300,000, and 94% of all their clients have no life insurance with this specific company at all. All this, in spite of the fact, that 100% of their 3 million plus clients own that particular companies investment products and/or annuities.

By the way, it might be of interest to note, that I am a raving fan of this prolific investment company, and the expertise which they have clearly demonstrated by gleaning and successfully managing their over $750 billion in assets. I also applaud their field force, for encouraging clients to save for the future.
With this in mind, and as I draw this thought provoking missive to an end, I offer an observation, and extend a challenge to all financial advisors who possess a valid life insurance license in the states where they choose to do business. My observation is that every one of these jurisdictions requires and emphasizes that “to sell life insurance products, all individuals must have a state insurance license”. Evidently, no license is required in order to tell someone how insurance works. Furthermore, no license is required by any state in order to describe a policy fee or to tell anyone about the contract’s tenth year interpolated terminal reserve. The license is conveyed for the express purpose of selling the product! That is, opening and closing the life insurance sale!

Which leads me to my challenge. While investment and life insurance companies concentrate on building bigger and better entities, you, as a salesperson, must invest your time, money and energies building a better and more effective you. You must invest in yourself, and learn your trade. You must heighten your readiness level and hone your sales skills. Your clients expect it, and you have a moral obligation to provide it. My challenge? Every time you open a life insurance case, think of Martin Toler, and close it! Because, every day, somewhere on this great, wide, wonderful world in which we live, thunder rumbles in the mountain. Prepare yourself and your clients for the storm! Sell more life insurance! You will be happy you did!

End of Part II

Jim McCarty Show Biz Selling

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?

"...the 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 most
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 day!!!
This is only step one in the planning  process,
step two the life insurance review will generate another smaller, but nice sale.
Brian H. - PA

8 Steps To An Effective Annual Review

There are 8 steps to an effective annual review that will lead the client and the process in the direction you want it to go.

1. Booking the Annual Review… 
The key to booking annual client reviews is to make it necessary - not optional. Your assistant should say something like “Hi ______ I’m Sara from Joe Smith’s office, He asked me to contact you and schedule you to come in for your annual financial checkup. There were a few things he wanted to double check and a few things he wanted to discuss with you. Are mornings or afternoons better for you?”

Having an assistant is absolutely key! They will be accountable for keeping the program on track, and booking your appointments.

Do not try to book your own appointments, because they’ll start asking you questions to decide if the annual review is really necessary.

2. Warming Them Up…
You must get the relationship “rekindled”.  You can’t just jump into the process. Take the time to catch up with your client. Find out what has happened in their lives over the course of the last 6 months or however long it’s been since you’ve seen them.

If they ask questions about you, answer the question quickly and turn the conversation back to them. Get them talking about themselves. Ask questions and let them do the talking. Find something you have in common with them.

It’s an amazing phenomenon. When people talk about themselves, they feel connected to you and ‘like’ you - because they feel like you understand them, not because they understand you!

Don’t rush thru this step. This is a foundational step and extremely important. Don’t discount or dismiss its importance in the process!

3. Reviewing Your Clients Situation and Progress
Whether you initially just sold them a product, or you did good fact-find during the initial sales process, now is the time to do an in depth fact-find. You want to review everything… of all their financial holdings, insurance policies, pensions, 401ks, IRAs, savings accounts, tax returns, etc.

Typically, you’ll start by reviewing and reaffirming their short-term goals. Examining what if anything may have changed. In some cases, you will make changes to a client’s investment portfolio based on economic conditions. In other cases, you may suggest changes based on certain life events. The birth of a child or grandchild may require a discussion about funding a college plan. A divorce may require changing beneficiary designations on retirement accounts and life insurance policies. It also helps you to create the “path” and uncover potentially missed opportunities for sales.

Then you will examine a client’s progress toward their long term-goals. This sort of monitoring benefits both you and your clients. Clients get an opportunity to step back from their busy lives and review their goals and confirm that their priorities remain the same. You have a chance to reconnect with your clients to affirm their positive actions towards their goals, or to help refocus, so that they don’t get too far off track. And you get a chance to enhance the relationship and trust.

4. Educating Your Clients…
Here’s where this whole process culminates into potential business. You should be a student of the economy and market forces. You should also be able to disseminate current events in digestible nuggets for your client to understand. With this information, you will move them to action.

Educating your client about current economic chaos and market forces builds a natural bridge for a conversation about the need for safe money. When you have agreement from them on the need for “safe money strategies” based on the current market climate, you have an opportunity to show them vehicles that will fit like a glove and help them accomplish their financial goals.

In addition a you may want to review with their clients the new research that has become available in the interim to either confirm rationale or provide a basis to alter a client’s short-term or long-term strategies. For instance, new research that shows the escalating costs of nursing homes or health care in retirement wouldn’t change the goal of “secure long-term retirement,” but it would change the strategy to achieve that goal.

Advisors should also address regulatory and other changes that could affect adversely or positively a client’s financial plan. For example: changes in the federal estate tax laws, income taxes or social security and devise possible plans of actions.

5. Giving Them Free Sound Advice…
If you want to create more trust and respect for you and your services, then talk about and give advice on things you don’t make money on. Talk about the need for a Will, Trust, Living Will, Durable Power of Attorney, etc. Or, why buying a two year old car is better than, buying the latest model. Share what your are doing to save money and why!

6. Planting Seeds for the Future…
Discus their long-term goals and the next steps they may want to take to accomplish those goals. Share what you are doing to achieve your long-term goals and why!

7. Getting Referrals…
The amount of referrals that can be generated with annual reviews will astound even the master referral generator. These referrals will keep you with a steady stream of prospects so you will never have to spend money on leads or marketing ever again. 

If you are a seasoned producer looking to turn your business into a thriving 100% referral generated practice, then you must conduct regular annual reviews.

8. Managing Your Clients Expectations…
In most cases, you and your clients will want to establish a regular appointment to meet on an annual basis, and in some cases on a quarterly or semi-annual basis. If you don’t see your clients yearly, they aren’t clients, they are just customers.

The last part of the business conversation should outline and establish how often the client wants and needs to be seen. “A” clients are usually larger clients with more moving parts to their financial portfolio. With change in their lives and portfolios, comes the need and opportunity to reposition assets. This is less about an opportunity to generate commissions and more about doing what the client needs. It just so happens that with doing the right thing for the client comes the opportunity to do the right thing for yourself! It’s funny how that works!

Establish a schedule for how often you will meet. At the conclusion of the review, they should know when they will meet with you again. Preferably, set the appointment before the end of the meeting.

If you manage their expectation, let them know what to expect, you are filling your appointment book well in advance, and training your client to be prepared to meet with you. Essentially, you are removing obstacles to the sales process before they even appear.

Yours in success,
Jeremy, Will and Lew Nason
"The 9 Out of 10 Guys"

"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 how to
 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 purchased your Advanced Fact-Finding Video... I have been on two interviews
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 low-pressure approach
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 help
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.
Robert Dupuis, Allstate Agency Owner - TX

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