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Featured Article -
8 Steps To An Effective Annual Review

Improve Your Attitude - The Success System That Never Fails - Part Three

Become Their Trusted Advisor - Overcome Your Prospect's Anxiety!

Coaches Corner - Playing It "Safe" Is The True Risk!

A Very Important Message From Jeremy

Dear ~Contact.FirstName~,

Do you feel like you’re stuck in a never-ending cycle, one that keeps you from reaching your full potential?

Do you want to improve your life and go after your dreams?

What's holding you back? Is it...

  • Fear of the unknown?

  • Fear of judgment?

  • Fear of making the wrong choice?

  • Ashamed of where you are today?

  • Ashamed of needing help?

  • Regret over past choices?

All of these feelings are natural and normal. However, there is absolutely no reason to let them stop you!

We all feel fear, shame, and regret in our lives. And, we can all move past them to live the life of our dreams.

And, you don’t have to do it alone! You can make it much easier for yourself, if you will take the time to seek out real support!

Get a coach to support and guide you - someone who has been there, understands what it takes, and has actually done it themselves!

We created the Insurance Pro Shop because there is a serious lack of real success training and support in our industry. It is why we offer 3 month of one-on-one coaching with each of our specialized systems. And, it is why we offer ongoing coaching and mentoring programs.  

Yours in success,
Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guys'

P.S. Important Reminder! We have extended the finance plans on all of our specialized marketing and sales systems from 3 monthly payments to 6 monthly payments, (basically cutting the payments in half) to make it easier for you to get the tools, training and coaching you want and need to take you business to the next level.


What Are Industry Leading IPS Members Saying...

Featured Article

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 a 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 expectations, 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 and Lew Nason
"The 9 Out of 10 Guys"


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Here is a typical response we get from members...

"I 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 help
 families achieve their financial goals and dreams. God's blessing is on the guidance you
teach and the wisdom you give. Thank You, Lew and Jeremy!"

Andrew L. Brown, MBA - IL
(12 years)


Improve Your Attitude And Change Your World

The Success System That Never Fails

Part Three - (8:32 Minutes)

By W. Clement Stone

In part three Stone tells about his mother, how she took every dollar they had to buy an insurance agency. The first day she didn’t make a single sale and she didn’t know what to do. That night she decided to pray for guidance. After praying all night, the next morning she felt a strong force within her urging her to sell at the bank. That day she made 44 sales. That’s how W. Clement Stone discovered the power of prayer and faith.

“Regardless of what you are or what you have been,
you can still become what you may want to be.”

W. Clement Stone


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How To Become The Most 'Trusted Advisor'
In Your Local Community!

Overcome Your Prospect's Anxiety!

Numerous studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don't want to make a decision. Believe it or not, your prospects are very often looking for an excuse not to take action. The decision-making process is just too stressful for them.

What does that mean for you? Your job as a is to help your prospects overcome this anxiety - their desire to avoid making a decision - and commit to satisfying their needs or wants with YOUR product or service.

So how do you do it? There are two keys:

1. Asking the right questions and then listening... Most salespeople will talk instead of listen and they will lose sales because they let their focus slip. They start thinking about what they want to have happen, instead of what their prospects want to have happen.

2. Listening to your prospect's responses and then asking the right follow-up questions... You must listen carefully to your prospect so your follow-up questions keep the focus where it needs to be - on that prospect, and what he or she wants to have happen.

You can't talk people into buying, but you can listen them into it. Questions are your greatest selling tool. The better you become at asking questions, the easier it will be for you to close the sale.

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


FREE Download... How to ‘Close 9 Out Of 10’ Life Insurance Sales

Download this free report now, because you will be amazed at how quickly you can increase your
Life Insurance appointments, sales, and commissions, just by reading this detailed report.

The fastest and absolute best way for you to attract a steady stream of the IDEAL mortgage insurance prospects to you.

Now available on CDs or a USB (Flash) Drive!

Mortgage Insurance Tool Kit -

Who doesn't want MORE of the right mortgage insurance leads to get off to a quick start selling life insurance? Instead of struggling with "buying leads", "cold calling", and "beating the bushes" in an effort to BEG for clients, IPS offers a variety of proven 'turnkey' marketing and lead generation tools that magnetically attract your perfect clients to you. This 'Time Tested,' step-by-step, system eliminates "grunt work" forever and instead puts your lead generation efforts practically on auto-pilot.

Learn More About This 'Quick Start' Tool Kit >>

Coaching Corner

Playing It "Safe" Is The True Risk!

It's easy to be "safe"! Anyone can play the game that way. It takes few brains to follow-the-leader. To become a copycat in what you do. Or, to do it as you've always done.

Do not play it safe. This doesn't mean be stupid. It doesn't mean ignore what you know. It doesn't say rub every grain in the opposite direction. It DOES say doing what you've always done is not only boring to your marketplace - it puts you in a rut. And you become boring, too!

The real 4-letter word is "bore"! Don't let it happen to you. Don't be safe.

You don’t have to stop what you are doing… Just add a little at a time…

Start asking more questions during the initial interview. See if you can get them to tell you more about their situation and what they really want!

Or, once you close a sale you could try transitioning into another sale. For example, if you are selling life insurance, you could ask about disability insurance!

Or, if you are selling annuities, ask about their life insurance!

Are you doing annual reviews? If not, then why not start today to schedule one annual review per week?

Are you trying to sell a lot of different products? Why not start focusing on one product and a benefit!

If you want to improve your sales, then you must take some risks. Learn something new today and give it a try!!!

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

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

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And, the 'real secret' to you extracting wealth from your business lies in the care and nurturing of your existing clients. Most advisors make the mistake of focusing entirely on bringing in new business, while ignoring the "acres of diamonds" in their own back yard. This time tested, 'state of the art' life insurance program provides the simple tools and strategies you need to create 'clients for life' who not only come back again and again, but also spread the word on your behalf to their family and friends.

Learn More About This Incredibly Powerful Tool Kit >>

       Insurance Sales Video System

Do You Have A Video On Your Facebook Page And/Or Website
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Psychologically Engage the Viewer's Interest & Concisely Explain the Insurance Solutions You Offer!

Do you know that prospects are 64% more likely to buy a product after watching a video about it?

Marketers worldwide agree that video is the most effective social-media marketing method!

Over 80 'Client Engaging' Videos To Chose From!

Sample WebPrez Video

Why WebPrez? Executive Director, Dan Vinal explains...

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