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,
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!
(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
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
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
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!
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
attending the boot camp in December... ($190,000 in
commissions) Freedom Equity
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."
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
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
conversation with Mr. Silas Marner, the not-so-friendly banker at
Scrooge & Marner Bank.
"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
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
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?"
Marner speaks: "NO! No to everything. Such foolishness is wasting my time.
My bank doesn't work that way."
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
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?
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.
returns became the mantra of the industry...and look where it's gotten us.
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
almost 40 years experience as an insurance and financial advisor to individuals,
businesses, and professionals. He has owned and operated his own agency since
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.
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".
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.”
Tell us what you
think! visit our blog
Leave comments on
It’s A Shame For You To Struggle Finding Prospects And
Closing Sales When Our Members Do It So Easily!
Value + 4 FREE Gifts
For Less Than $1.00 Per Day!
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
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
This is only step one in the planning process,
the life insurance review will generate another smaller, but
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
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
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.
https://fx107.infusionsoft.com/app/page/nominationform 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.”
Boost Your Income By More Than 317%
Learning to ask the 'RIGHT' questions is the critical key to
...Setting high quality appointments, with your 'IDEAL'
...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
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
Advanced Fact-Finding Video... I have been on two
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
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
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."
Allstate Agency Owner - TX
Industry Updates &
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.
I recommend you follow
Jeremy Nason and
IPS Home Page
Follow Us On...
Copyright 2013, Insurance Pro Shop, All
All guest articles copyright their respective authors
150 Watson Drive, Dallas, GA 30132
(M-F, 9AM-5PM, EST)