Trouble Reading or can't see the graphics?  Please go here to view this online.

A Message From Lew Nason... "Like most agents, I struggled when I started in this business in 1982. But, then I got extremely lucky, because I had three very successful producers take me under their wings and teach me how to consistently attract, set high quality appointments and close sales with my best prospects. And, I quickly became a top producer. (Thank You, Mike, Phil and Ron!) Then over the years, my sons and I were very fortunate to meet, get to know and learn from many of the industry’s super achievers. Now, it's my turn to give back to this great industry.
And, we are going to pass this vital information on to you.”

Lew Nason, RFC, LUTCF, CFLA - Coach, Trainer, Mentor

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)

TEN TIPS for Boosting Your Year-End Numbers
by Sandy Schussel


With fewer than ten weeks to go in 2013, I've put together a list of the most effective ideas for my financial advisor friends to boost their holiday sales.

1. Keep your schedule filled with appointments. If your goal is 8 appointments, don't "try" to keep 8 - keep them. If you need to fill your time slots with existing clients, turn those visits into referral opportunities.

2. Look through the information you've taken from existing clients to determine if there's any way in which you haven't yet served them. Maybe you need to discuss converting an existing term policy, or increasing their 403(b) contribution. Maybe you haven't discussed long-term care with them. Is there a client who wouldn't be helped by increasing his or her monthly contributions into retirement savings? Find out!

3. Use the holidays as an excuse to surprise and delight them. It takes a little extra time and few extra dollars, but the rewards can be incredible: a face painting kit or a barrel of pumpkins for Halloween, a fresh baked pie or a bowl of homemade cranberry sauce for Thanksgiving.

4. "Up" your offers. A client who needs $300,000 in life insurance might agree to $500,000 if given the option. A client who can put aside $300/month for investing might be able to stretch that to $500, if you explain the benefits. Just ask. If 1 in 4 prospects says "yes", your year-end numbers will increase dramatically, just like that.

5. Ask for referrals as a way of helping someone start next year with a bang.

"Joe and Betty, thanks for letting me know how helpful I've been to you in getting your finances in order and in building toward the retirement you want. With the end of the year coming, I'll bet you have at least a couple of friends who might like to get a new start on their financial situation for the New Year and may want the kind of service you're getting. Who comes to mind that could use a hand?"

6. Ask for referrals as a way of giving a gift!

"Joe, how about giving your friend you mentioned the gift of a session with me to talk about his finances? It won't cost him anything and I won't pressure him to work with me if he doesn't want to, but you'd be giving him an opportunity to get something life changing that will last..."

7. Focus on reaching out to people with whom you already have a connection. How many people attended a seminar or gave their names to you at a Home Show who you couldn't reach right afterward, so you then just dropped those leads? Instead of cold calling people you've never met, revisit those "failed" contacts, starting with the most recent. If you can't reach someone by phone, try a quick email, or drop a short message on social media. If you do connect, those people who you have met at least once are far more likely to agree to make an appointment with you than total strangers are.

8. Slow your fact-finding interviews down. It may seem counter-intuitive, but you'll turn more first appointments into [first and] second appointment sales if you ask more questions, especially about consequences of acting and not acting. It's not good enough to ask how someone feels about a million dollar insurance need. Dig deeply into the consequences of not having that insurance in place. (If they can't keep the house, where will they live? Is that okay with them?) Then, make sure your presentation addresses the consequences that they brought up in response to your questions. (This will ensure that they can stay in their house, at least until the kids start college.)

9. Keep your need out of it. You have numbers you want to reach, but the days of the "Contest Close" have long passed. Do they need your help, or not? Is what you're offering them the best thing for them, or would something that gets you a smaller fee actually be better for them?

10. When it comes to services they need, don't please your prospects or clients, and don't sell to them, serve them. If they're telling you that they're going to put off applying for the insurance they need, and you believe that the delay does not serve them, tell them passionately that they're wrong. Be proud of being in sales, but don't sell, and don't put having them like you above doing what's best for them.

You can still go ahead and make those cold calls, book those workshops and events, but put your emphasis on existing clients - the people who already do business with you and will be joyous to rave about you to those they love. If you need more tips on serving up the right surprises, contact me.

Either way, keep delivering what you do best, and keep REACHING…


“The common denominator of success --- the secret of success of every man who has ever been successful --- lies in the fact that he formed the habit of doing things that failures don't like to do.”
Albert Gray

December Is Your Last Chance To Qualify For The
'RFC' Designation, Thru Our TAST Boot Camp

Register Now ...because seating is limited to 30 people!

"I’ve written over $270,000 of life premiums in the past two months"

"Thanks for everything. I’ve written over $270,000 of life premiums in the past two months
since attending the boot camp in December... ($190,000 in commissions) Freedom Equity
Group has asked me to do a teleconference to explain how I’ve accomplished this dramatic
increase in my business. I’ll be recommending your Found Money Management system
and your boot camp (Trusted Advisor Success Training) to everyone on the call."

Randy Delph
, RFC, LUTCF, FMM - IN, (35 years in the business)

"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

The Scrooge and Marner Bank
by Jeffrey Reeves

Consider this conversation with Mr. Silas Marner, the not-so-friendly banker at Scrooge & Marner Bank.

You speak: "Good day Mr. Marner. Thanks for taking time to speak with me today. I wish to purchase an asset of real property. Mr. Marner, the property I want to purchase is valued at $1,000,000.00. Here are the terms I would like to have for this purchase...

  • First, I want to purchase this property with no down payment other than the first monthly payment.

  • I also want to purchase the property without any credit check. I would like your decision based solely on my willingness to commit to level monthly payments.

  • I want your bank to guarantee that those payments will never increase.

  • I want a guarantee from the bank that the property will never decrease in value.

  • If your bank is successful investing my monthly payments, I want your bank to refund a portion of the earnings from those investments to me.

  • I want any growth in the value of the property I am buying to be tax-free.

  • If I decide later that I no longer wish to own this property, I want the bank to guarantee that the equity I have built up will be paid to me in cash or as a lifetime income that I cannot outlive and that the property will revert to the bank.

  • If I decide that I don't wish to make payments for some period of time I want the bank to automatically make those payments for me as a loan against my equity and at a guaranteed rate of interest.

  • If I want to borrow against my equity for any reason, I want the bank to make the loan without question or qualification.

  • If I do borrow, I want the bank to only charge me a guaranteed rate that we agree upon before signing the purchase application - even if the loan is requested years into the future - and I want the bank to accept any payments I make, even if they are less than enough to repay the loan.

  • If I die prematurely, before the property is fully paid for, I want the bank to pay my heirs the entire $1,000,000.00, less any loans I have taken, regardless of how many payments I have made - even if I die in the very first month after purchasing the property.

  • I want to be able to make extra payments without incurring any penalty or expense and I want the bank to keep track of them for me.

  • Finally, Mr. Marner, I want to pay the bank a few extra dollars each month so that if I get sick or hurt and can't work the bank will make my payments for me.

So, what do you think Mr. Marner; do we have a deal?"

Silas Marner speaks: "NO! No to everything. Such foolishness is wasting my time. My bank doesn't work that way."


A conventional banker finds these terms ludicrous. However, if you were to apply those questions to a whole life insurance contract from a mutual company, the answers would all be 'Yes!'.

It's true. You can purchase a $1,000,000.00 asset that is recognized as real property, which requires only that:

  • you demonstrate a need

  • you qualify medically

  • guarantees a level monthly, quarterly, semi-annual, or annual premium payment

  • lets you skip payments if you wish and automatically deducts the payments from your equity account

  • guarantees a tax-free increase in equity each year

  • commits to the payment of dividends when earnings exceed what was planned and expected

  • allows you to take a loan against your equity at will, requiring no qualification and cheerfully delivering your check within a day or two

  • guarantees the interest rate that you must pay when you borrow from your equity account

  • allows you to repay loans against equity on your own terms (variable amounts based on your ability and resources; irregular times based on your needs not theirs)

  • assures your heirs full value of the asset less any outstanding loans at your death

  • promises to pay your premium if you are sick or hurt and can't work

Wouldn't a "bank" like that be valuable to you?

Dividend paying whole life insurance policies from mutual insurance companies have been delivering this kind of power, versatility, and flexibility to Americans for over 100 years. During the past thirty years or so, however, many in the financial services industry have ignored this incredible tool and even treated it with disdain.

Chasing returns became the mantra of the industry...and look where it's gotten us.


Jeffrey Reeves, Speaker, Financial Guide, and Author of the life altering books - Money Now, Money Later, Money for Life, The 250th Anniversary Edition of The Way to Wealth by Benjamin Franklin with Commentary by Dr Agon Fly. Jeffrey Reeves also is the founding energy behind

Jeffrey has almost 40 years experience as an insurance and financial advisor to individuals, businesses, and professionals. He has owned and operated his own agency since 1976.

Jeffrey has also performed consulting assignments for Fortune 500 companies and managed practices that served business as diverse as coal mining operations and professional sports teams. His agency served over 100 small business clients: dentists, doctors, accountants, attorneys, manufacturers, real estate agents, distributors, engineers and many others.

In 2004, Jeffrey recognized that the principles, practices and tools that made so many of his former clients successful were not only misunderstood, they were ignored and even maligned by Wall Street's purveyors of the "Debt Paradigm".

He rededicated himself to the practice of helping individuals break the bonds of the "Debt Paradigm" and re-discover the treasures that have become obscured by the cacophony of claims by the faux financial fops who foist fallacious foolery on us all. (He loves alliteration).

“Acting on a good idea is better than just having a good idea.”
Robert Half

Tell us what you think! visit our blog

Leave comments on this article

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

A $2,635.00 Value + 4 FREE Gifts

For Less Than $1.00 Per Day!

"...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

2013 Advisor of the Year
by Rodney Ballance

Many of you, who regularly read my articles, produce large cases, and naturally receive production awards from the company or companies you represent. Many of us have earned plaques, trophies and luxurious trips all over the world because of those efforts.

In my 20 plus year career as a licensed financial professional I’ve been honored with more awards and rewards and trips than I can even count. As I reflect upon these recognitions from various companies, I notice one thing that they all have in common. It was all about production! No company ever recognized the values I represent, the education I provided clients or the level of respect or trust I earned from those clients.

Every one of these awards was earned by producing large amounts of business and profit for companies. Even though I pride myself in excellent customer service and have always promoted the highest level of service from advisors who were part of my teams, there has never been a contest or award dedicated to the way we conducted our business.

With so much distrust for our profession, and entertainers telling the public that they should never trust us for financial guidance because we only want to sell products for high commissions, we need something that says GOOD JOB FOR DOING THE RIGHT THING!

I believe now is the time to recognize some fantastic financial professionals who are more concerned about doing the right things for their clients than for their own wallets. Please understand that I know we can do both, but there are some of you out there who have never been driven by production awards or how much money you made a particular insurance company or even how much money you made from a sale.

For this reason I asked the board of directors at the International Financial Leadership Association (IFLA), if the association would sponsor an annual list of the top 100 advisors/agents in America who focus their practice on service to the client. Every member was excited about the idea and some have already nominated several advisors for the top award themselves.

IFLA is compiling a “Top 100” list of financial professionals who are nominated by a company they represent, a training organization, a colleague, pastor or one of their clients who have been the recipient of their excellent guidance and ongoing support.

IFLA will announce the top 100 list for 2013 in random order in January, 2014. The nominees will be notified by mail and interviewed over the phone by IFLA staff. Some questions that they may be asked during the interview will be in the letter notifying them of their nomination. Judging for the “2013 Advisor of the Year” award will be done by an expert panel of your peers.

The final award presentations and recognition will be conducted at the annual IFLA conference in Branson, MO at the banquet and awards ceremony on Saturday April 19, 2014. The top 100 will be properly recognized and the winner will be given the recognition they deserve, but will most likely be too humble to admit.

If you know a financial professional you would like us to consider, please use this link to submit your nominee. All nominees will be told who recommended them in the official letter from IFLA.

I hope this attempt to reward decent hard working professionals will be helpful to our industry as a whole. The list of the top 100 will be distributed in magazines and other publications all over the Country. Having been nominated will certainly be an honor in itself. To be in the top 10 will be an amazing feat! To win the Advisor of the Year will definitely be an honor that will trump any production award any of us have ever received.

I wish all of you the best. I know that those of you who regularly comment on my articles will probably be some who are nominated for this honor. Oh yeah, you do not have to be a member of IFLA to be nominated for this award, or to be named the “IFLA Financial Advisor of the Year”.

“Acting on a good idea is better than just having a good idea.”
Robert Half

Boost Your Income By More Than 317%

Learning to ask the 'RIGHT' questions is the critical key to consistently
...Setting high quality appointments, with your 'IDEAL' prospects!
...Closing ‘9 out of 10’ sales! ...Doubling Your Commissions!

"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

Industry Updates & News...
From Producers Web

Are You A Member Of ProducersWeb?
If you want the latest information, from the foremost experts in the industry,
to take your career to the next level, then become a member. It's Free!

I recommend you follow Rodney Balance, Sandy Schussel, Jeremy Nason and Lew Nason!

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us 

Follow Us On...

Facebook YouTube LinkedIn ProducersWeb

Copyright 2013, Insurance Pro Shop, All Rights Reserved
All guest articles copyright their respective authors
150 Watson Drive, Dallas, GA 30132
877-297-4608 (M-F, 9AM-5PM, EST)