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Insurance Pro Shop - Insurance Marketing and Sales Newsletter For Insurance Agents and Financial Advisors

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"Formulate and stamp indelibly on your mind a mental picture of yourself as succeeding. Hold this picture tenaciously. Never permit it to fade.
Your mind will seek to develop the picture."

Norman Vincent Peale

Feature Article

What's The Number One Killer
To You Selling Cash Value Life Insurance?
By Jeremy Nason

Solving problems, (making recommendations) too soon is the number one killer to your cash value life insurance sales. It is unquestionably the most blatant sales mistake that you can make! 

Consider, you hear your prospect tell you that they need and want life insurance to protect their family, and you immediately offer a solution, to meet that need.

Yes, I know, it's very difficult not to respond to a burning need.

However, offering a solution to problems before listening to a prospect's complete situation will have an adverse effect on any cash value life insurance sales presentation. (or prospecting call)

Think about it. If your prospect only sees the need to protect their family, then why should they buy anything but term life insurance.

Yes, I know there are many compelling 'logical' reasons to own permanent life insurance.

However, if you want to sell cash value life insurance, you must ask questions and listen to... ALL of the needs the prospect may have, then try to extract the ones he/she is really 'passionate' about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!

Present your solutions and benefits later when they have the most emotional impact!

“It's not the answer, it's the quality of the question!”

Remember, while Missed Fortune, Infinite Banking, Pension Max, etc. may be great cash value life insurance sales ideas, in truth they are really just solutions to problems and should only be presented once the client clearly articulates their concerns.

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“Wisdom is knowing what to do next, skill is
knowing how to do it, and virtue is doing it.”

David Star Jordan

Important Message From Lew Nason

If you search hard enough and long enough you will always find a few people who need and want what you are offering.

However, if you want to make your life much easier and much more profitable? If you want to set appointments with almost everyone you talk to? And, you want to make a sale to 9 out of 10 people you meet with, then it is about your ability to help people to see and understand the problems they are facing, so they want to set better priorities and take immediate action on your recommendations. And that is about you improving your questioning, fact-finding and presentation skills. Learn More

Upcoming Live Event

Last Chance To Register

***Certified Trusted Adviser***
Advanced Questioning, Appointment Setting and Sales Skills Training

Join Us In Dallas, Georgia... October 16 & 17, 2014
(Registration Ends October 3, 2014)

Includes Our...

How To Close '9 Out Of 10' Insurance Sales
By Asking The Right Questions...

6 Hours of Video & Audio Training

If You Already Have This System Call Us For Special Pricing For This TAST Training!

Trusted Adviser Success Training
Now, Three (3) Dynamic Boot Camps To Choose From.
 The Most Recommended Core & Advanced Life Insurance and Annuity Marketing, Lead Generation, Fact-finding, Sales Presentations and Sales Skills Training For Today's Serious Financial Adviser!

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)

Improve Your Attitude And Change Your World

The Success System That Never Fails

Part Twelve - (6:38 Minutes)

By W. Clement Stone

The mind has all the answers – you just have to be clear about what question you want to be answered. When you intensely think about the problem and then completely relax, the answer will come to you. The author shares in this chapter some of the stories illustrating how you can get any answer you seek.

Also, it’s important to have high standards. High standards that you set for yourself insure that you will not be deceitful or commit other crime against yourself. The author suggests that the way to develop high standard is through auto-suggestion. Whatever standards you lack, you can convince yourself through positive statements that you possess those standards and sooner or later you will.

Also, if you convince yourself of your high standards this way, when some external influence wants you to do something against what you convince yourself of, you won’t and therefore you will avoid taking the wrong paths.

In this chapter the author shares the opinions of many known peopleof what the true riches of life are. The majority of them mention the contribution to the society, good family life and doing something that you love as the true gifts of life.

"Success is achieved and maintained by those who try and keep trying."
W. Clement Stone

Expert Guest Article

Forrest Wallace Cato

At the Ragsdale Inn, an old Southern mansion in Dallas, Georgia, where the Insurance Pro Shop® holds their exclusive TAST workshops, there are many fireplaces.  I love fireside chats there with the great people who attend the IPS sessions.  Soon it will again be time for cozy flames in my favorite fireplace -- with the sizzling and crackling of burning tree bark.  How I hope you will be there.

Informal Gathering With New Friends for Life

These fireside chats take place during breaks and Jeremy Nason is always pulling-up another comfortable chair for someone.  Lew Nason is often serving snacks and refilling cups. I am generally excited to be among such “winner-types” and I am usually blabbing.  We often are honored to have a famous person or two in our little informal group.  

For some reason I made notes over the years - notes that reveal what we talked about -- these new friends by the fireside, and me.  I repeat, I hope you will be in our little informal group.  The following is my list of subjects that people asked about:


  Obtaining thousands of dollars worth of status symbols

Getting and using prestige-building devices

How to fly on Air Force One and then exploit this

Pros-and-cons of a legitimate book versus a self-published book  

Your most effective sales tool, prestige device, and status symbol


Are speaking engagements of value for you

How to make any radio exposure pay-off

Your most effective sales tool

   Understand how your area fame leads to your maximum sales

Evolving digital age may make your methods obsolete


How to factor in and use PIBOR

How you can win when facing aggressive competition

How you can prevail over anyone

You can have the long term marketing advantage

You can effectively influence the thoughts of greater numbers of people


Remind Me To Remind Jeremy Nason before I go back home   

Eliminate forever your lack of knowledge on how to become famous

Stop trying so hard to remain little known and unaccepted

Don’t rank with the majority who exist in a grey twilight

Strive to not tire of being so nice


Branding is fine but there are endless little known brands

The power you can have as a local area celebrity

Witnessing, since 1970, how your fame empowers your influence

Your system of correct sales habits

But we have to get back to the program

Forrest Wallace Cato

"All of the top achievers I know are life-long learners. Looking for new skills, insights, and ideas. If they're not learning, they're not growing... not moving toward excellence."
Denis Waitley

LAST CHANCE... To Lock-In The Trusted Adviser  Mentoring Program At Only $197.00 Per Month!
Effective October 1st, 2014 The Investment For New Members Of The Mentoring Program Will Be $397.00 Per Month. (Only 5 Slots Left)

Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center

A report on dividends, how they work, and how they affect your policy

 How Indexing Works
A report on how indexing works in life insurance.

 Social Security Fast Facts
A lot of interesting facts and other useful information about social security.

It’s A Shame For You To Struggle Finding Prospects
& Closing Sales
, When Our Members Do It So Easily!

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All guest articles copyright their respective authors
150 Watson Drive, Dallas, GA 30132
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