Featured Article -
The secret to earning a significant six-figure
income in sales!
Improve Your Attitude -
Tony Robbins - How to Build Self Confidence
Become Their Trusted
Coaches Corner -
6 ways to stop getting the silent
treatment from prospects
An Important Message
Lew (my father) once told
me that closing a sale is 70% enthusiasm. How could that be?
What about product knowledge, persistence, and all of those
closing techniques? Yes, they are important. But without
enthusiasm, they have little power. They are like the car and
enthusiasm is the gas. Nothing gives gusto to your presentation
like sincere enthusiasm.
After all, selling, at its
heart, is nothing more than a transfer of feeling. Successful
sales professionals are able to get their prospect to have the
same feeling about their product, the same product conviction,
and the same kind of enthusiasm about the product as they
themselves do. So, nurture your excitement. Show your
enthusiasm. Learn everything that you can to boost your own
belief and conviction. After all, if you're not enthusiastic
about your product, who will be?
Action Step: Think
about how your product or service helps to enrich people lives.
Write it down. Look at it daily. And, you’ll begin to nurture
sincere enthusiasm about your product, your company, and your
presentation. And, let your excitement show.
Yours in success,
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The secret to earning a significant six-figure income in sales!
In the 1980s, I was very
active in the Boy Scouts of America with my two sons
Jeremy and Will. I was an active member on the board
of trustees for the Methodist Church, plus, I was moderating
weekly LUTC classes, providing training in the Regional
Metropolitan Branch Offices and constantly attending the
advanced sales training classes offered by MetLife. Even though
I was working less than 20 hours per week on my sales and was
taking most of the summer off each year for Boy Scout Summer
Camp, I was still able to consistently earn a significant
You may be asking yourself
how I was able to do all these things and still maintain my
sales. The secret to my success was that, within just 18 months
of entering this business,
I was getting the
majority of my new sales from client referrals. And, I
wasn't asking for them -- that's the huge 'insider secret'
most agents are missing.
If you want to succeed
long-term in this business, consistently earn a significant
six-figure income, have more fun and work less, then you must
find a way to stop prospecting. Isn't prospecting the most
time-consuming and frustrating part of your business? If all you
had to do were to meet with qualified and motivated prospects,
how many hours would you need to work each week?
people to refer their friends and family to you...
If you want people to
refer you to their friends and family, without you asking them
for a referral, then you must make yourself referable. There are
several critical parts to making yourself referable, and they
are actually easy to implement:
must solve a real, immediate problem that people have.
You must be known for
solving a specific problem for people and become known as the
expert for those skills. Salesmen are the people who chase after
us, hungry for a sale; experts are people we actively seek out,
as they have money in hand. In my case, I became the recognized
expert for helping families to qualify for college financial
You must be doing a good, thorough fact-find with everyone.
Help people to define and understand the problems they want to
solve. Many people only have a vague idea of the problems they
face, and can get lost while finding a solution. You must help
your prospects to become emotionally involved and show them you
are more concerned with helping them solve their problems than
you are about making a sale.
You must under-promise and over-deliver. Why do
people buy from you? Would you agree that one of the major
reasons is because they trust you? They believe what you say is
what you mean. So, to become referable, exceed your customers'
expectations and give them more than you promise. Little things
like answering your e-mails every day, having a live person
answering the phone when it rings, showing up to meetings on
time and delivering when you say you will can make your
You must follow-up on every part of the sales process.
Make it easy for your clients to do business with you.
Every part of the sales process -- from the initial contact, to
personally delivering the policy -- is equally important. If you
follow-up, the client will feel important and that you care.
You must keep in touch with your clients,
after the sale. In order to
increase customer loyalty and get repeat sales and referrals,
the client needs to remember your name and know how to find you.
The more you stay in contact with your customers, the stronger
your relationship with them becomes. The stronger the
relationship, the more business and referrals you can expect
from them. So stay in touch -- always.
You must become the recognized name in your local community.
You don't have to be rock star famous to be recognized as an
authority in your field. You just have to begin to get the word
out. Your goal is to be the person that people think of whenever
your field is mentioned. Offer a workshop at your office, church
or community center. Advertise this event in community calendars
and newspapers. Call up your local news stations and offer
yourself as the subject of an interview. By making one listing
or call at a time, you'll begin to make a name for yourself.
Another idea is to contribute to public discussions.
Write letters to the editors of newspapers and magazines that
cover your field. You may offer an alternate viewpoint or simply
compliment them on a well-written article. The more people see
your name in connection with your subject, the more they'll
recognize you as an authority in your field.
make yourself referable and earn a significant six figure
You can if you'll stop
putting your emphasis on making a sale and instead shift your
efforts towards helping people and providing better service.
Build impeccable relationships with your clients so that they
become long-term repeat buyers. Focus on your service and
become the recognized name in your local community and you will
soon become incredibly referable as satisfied clients start to
tell all their friends and family about how you have helped
Remember: Just believe in
what you do, be there for your clients, and you will be
Want to be a master of
Or, you can become a
member of the
Insurance Marketing and Sales Resource Center™.
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'The 9 Out Of 10
Not Sure What To Do, Or Where To Start?
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for both individuals and business owners.
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is the best way to get people to call you.
Tired Of Buying Leads, Cold Calling
And Playing The 'Numbers
Here is a typical response we get
thank God for Lew's vision, and how he has groomed his son's for
a family legacy. The Insurance
Pro Shop (IPS) is a game
changer for anyone who wants to do this business correctly, and
families achieve their financial goals and dreams. God's blessing is on the guidance you
teach and the wisdom you
Thank You, Lew and Jeremy!"
Andrew L. Brown,
Attitude And Change Your World
Tony Robbins - How to Build Self Confidence
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"the best investment I could
have made in my practice!"
“Many ‘experts’ claim to have the answers on
how to grow your insurance
business. It is nice to actually meet someone who
really has the tools and
strategies needed to succeed. Lew Nason is the
person who truly delivers.
I attended his boot camps in 2005
(Trusted Advisor Success Training)
and purchased his
(Found Money Management)
and it was the best investment I could
have made in my practice!" Kevin Davis,
(18 years w/Northwestern Mutual)
How To Become The Most
In Your Local Community!
By Dennis Postema
Salespeople use a lot of
approaches to pull in clients, and insurance agents are no
different. If you are new to this industry, it is even more
imperative for you to develop an arsenal of strategies to
implement when necessary. However, don’t think that all of your
ideas must come from our profession. Having that mentality will
only hold you back.
Here are a few excellent
strategies from the auto, greeting card, and clothing industries
to help open your mind.
Don’t be afraid of your competition. Instead, use them to better
position yourself amongst your prospects and clients. Admit what
your competition does right, but also show how your product does
it better. For instance, a friend recently told me about his
adventure buying a new car. He went to two different
manufacturers and looked at similar models offered by both. He
liked them both and both offered good safety ratings, a great
price and all the features he wanted. When he told each
salesperson about the other car, one said, “Yeah, that’s a nice
car,” while the other said, “Hey, that’s a great car, too. It’s
very compatible to ours, but our maker offers double the
warranty the other one does.” Needless to say, he bought the car
with the longer warranty. The first salesperson was intimidated
by the other dealer, while the second salesman knew what his
competitor offered and didn’t dispute its benefits, but also
made it clear that he could do better.
You can do the same as
insurance agent or advisor. If your client or prospect has been
shopping around, admit that they have found a good option, and
then show them another product with the same coverage for a
lower premium or a product with the same premium and better
Tug on your prospect’s heart strings. Depending on what products
you sell and who you are selling to, it’s always beneficial to
tell personal stories and use other methods to play into their
feelings. Hallmark is the king of doing this. Watch any one of
their commercials on TV, and you can’t help but say, “Awww.”
Cranking up the excitement may be exactly what’s needed to make
a sale. On Black Friday this year, one of the teen stores in our
local mall brought in a DJ and offered free music, dancing,
plenty of freebies, and lots of specialty sales. I talked to the
manager a few days later, and he was astonished at the number of
sales that promotion created.
No, you probably don’t
want to have a dance party at your office. However, you can host
an open house for anyone in the community to attend. Arrange for
a local radio station to broadcast from your office, give away
free hotdogs, chips, and drinks, have drawings for prizes, and
of course offer lots of free information about the products and
services you provide.
These are only three of
the unlimited strategies you can use in the future to make a
sale. And, you will be amazed at how many ideas you can pick up
from other industries, so always keep an open mind.
A successful salesperson
is always willing to try something new and always on the lookout
for unusual ways to excite their prospects and clients. Don’t
limit yourself by walking around wearing blinders.
strategies have you taken... or could you take from other
"I have been
working with the Insurance Pro Shop since 2006 and have used each and
every one of their products since then. (For my agents and myself) If you want a
chance to increase your income and become the successful agent that you want to
be, then you have to be learning from the best. I truly believe Lew Nason and
his team, Will Nason and Jeremy Nason, have the tools and resources to help mold
successful agents. If you aren’t learning from Lew, you aren’t learning from the
RFC - Postema Marketing Group, LLC
Get Off To Fastest Start
Possible With The Ultimate
Life Insurance Lead Generation and Sales 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, Trusler Financial Group, IL
6 ways to
stop getting the silent treatment from prospects
By Paul M Mallett
A famous proverb says,
“You can lead a horse to water, but you can’t make him drink.”
The same goes for
converting prospects into clients. You’ve done an amazing job
locating and attracting quality prospects. You’re getting in
front of more people than ever before. The business should be
rolling in by now. But it’s not.
Your marketing and
prospecting plans appear to be working. So, why aren’t more of
your prospects engaging with you, so you can start serving them
Maybe it’s because you
haven’t given them a good enough reason to work with you. Maybe
you haven’t done enough to differentiate yourself from other
advisors in town. The message you’re delivering is the same they
have heard from a dozen others just like you, or worse, the
Consider these six reasons
prospects might be tuning you out rather than turning to you for
You’ve made your message all about you, not them.
As harsh as it
sounds, your prospects don’t care about you. They only care
about what you can do for them. They want to know you
understand their issue and have the right solution.
They don’t trust you yet.
There are two kinds of
trust you must establish when engaging with clients:
integrity and competence. They need to trust that you put
their best interests before your own, and they need to trust
that you know what you are doing.
You’re making it too hard to do
business with you. It could be that you allow too
much time to pass before you call back. Maybe you prefer to
meet in your office, but they would rather meet in their
home. All things considered equal, people like easy. We’ve
come to expect it in this day and age. You’re confusing your
You may be giving them too many
options, so they experience paralysis by analysis.
You need to be crystal clear with your message and
recommendations. Eighty percent of responsibility in any
communication falls on the sender, not the receiver.
don’t instill confidence.
Your prospects want to
deal with someone that is confident. Not arrogant, but
confident. Former “Wolf of Wall Street” and current sales
trainer Jordan Belfort says, “Prospects want to buy from
someone who is sharp as a tack, enthusiastic as hell, and a
force to be reckoned with.” Say what you want about Belfort,
but I think he’s right about this one.
You haven’t taught them something they
didn’t already know. Whenever I meet with a
prospect, I go in with a primary and secondary goal. Quite
often, my secondary goal is to teach them at least one thing
they didn’t already know. When I see the light bulb turn on,
I take it to the house with, “You mean your current agent
hasn’t shared that with you?”
Take some time to reflect
on all of these potential reasons for weak prospect engagement.
If any of them hit a little close to home, face the music, make
the necessary changes to your sales process and watch what
happens. The good news is small changes can make a very big
"Jeremy Nason and his team at Insurance Pro Shop
thousands of agents double or even triple their income, and they’ve been
known throughout the industry for decades. What I like best is Jeremy’s
focus on long-term, sustainable success. Not gimmicks or manipulative
tactics. Just the same time–tested insurance sales and prospecting
fundamentals used by top producers to this day. We’ve used IPS to train
our own agents, and I refer other agents to Jeremy every day. I highly
encourage you to give Jeremy a call or visit the IPS website, and check
out all the programs they offer. The value they offer is over the top.
They really do know their stuff, and they’re skilled at teaching it to
others. 10,000 agents can’t be wrong!"
Paul Mallett -
SVP/CMO at Postema Marketing Group, LLC - OH
Double & Triple Your Appointments &
Sales, In The Next 30 Days Guarranteed, Or Get All Your Money Back!
"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!
President of Wealth Building Methods, LLC - MN (8
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