Featured Article -
Do You Ever Have Doubts?
Coaches Corner -
Problems Into Opportunities!
Improve Your Attitude - 'The Simple Truths of Service'
One of the biggest problems we see with agents, whether they are
new or have been in the business for 40 years, is where they
are spending their time!
Are you spending your time on the wrong things?
Example... Most of the agents we talk to are spending a
huge amount of their time each week studying the latest products
If your main problem is not having enough prospects and/or
appointments, will studying your products or the latest updates
help you to get better at prospecting or setting appointments?
Where should you be spending your time?
Another example... How much time are you spending each
day reading your e-mails or looking at Facebook?
Is that the best use of your time?
Remember, time is money, so stop wasting it. Start
managing your time more effectively. Don’t waste major time doing minor
things. Delegate whenever possible.
Maintain a to-do list. Write down everything you need to
accomplish in any given day. Then, write a second list with things that
need to be done this week. You can simply list everything or you can
organize your list in order of importance, with “must-do” items
at the top. Once you see what needs to be done on paper, it’s actually
easier to keep your mind on track.
Make it a habit throughout the day to ask, “is this
the best use of my time right now?” If the answer is no, go and do
whatever it is that you have been avoiding.
Yours In Success,
There is a reason why
'Top Producers' are investing in our
specialized systems and are attending our
Kill The Objection... "I Can't Afford It!"
What’s the most common objection you get during most sales calls
for cash value life insurance, disability insurance, LTC
insurance, etc? Isn’t the most common objection; “We can’t
afford it! We just don’t have the money right now!” Is
this dreaded objection stopping you from closing the sales you
want and need?
If you are tired of hearing those words, and you are looking for
a NEW technique to help you sell more CASH VALUE Life Insurance
or just sell more policies in general. Then our next web class
is one you cannot afford to miss.
Watch and Listen as Jeremy, Alex, and Lew - The Found Money
Guys, share the secrets to
FINDING THE MONEY in every household. We have been
using these techniques and strategies to help our clients and
other agents to double, triple or more the amount of premium
generated per household for over 20 years!
For Example... if the average prospect spends $50.00 a
month on life insurance. After our training you will be able to
find $200, $300, $400 or more per month and then get the your
prospect to want to do it!
How much more commission does that generate for you?
Stop settling for little policies, learn a strategy that will
help you collect more premiums, sell better policies... and
really help the families you serve!
Join us Thursday, February 23rd, 1PM,
Kill the Objection... "I Can't Afford
By FINDING THE MONEY!
This webinar course is designed to anticipate and overcome
objections, before they happen. It is about you helping people
to understand how the world has changed and why they need to
embrace new ideas on managing their money. This is not about a
lifestyle change or budgeting. It's about using smart money
management strategies to maximize every dollar they spend and
then getting them to take action today, by helping them to
‘Find The Money!’
Reserve your webinar spot now!
At the end of the call you will receive all the slides and a
full recording of the event.
With a small investment of only $59.00!
Webinar spots are limited (47), please reserve your spot now.
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Updated S&P Chart through the end of 2016 -Historical
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Fast Tax 2017
Bob & Michelle Case Study
This case was a simple pension-max. Bob didn't want
to reduce his pension but he wanted to make sure his wife was taken
care of after he had passed. That's what people care about. "Will
my family be okay?" We solved that need and made the sale.
To see these and all updates from the last 3 months
visit the Updates page!
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not, why not?
Remember... People buy when they are ready to buy, not when you
are ready to sell. So, if you want them to call you when they
are ready, then you must stay in front of them! Using a
monthly client newsletter is the best way to get people to call you.
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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,
Do You Ever Have Doubts?
One of my jobs at the Insurance Pro Shop is to help
agents come up with the best recommendations for their clients. It’s an
awesome responsibility. And one I don’t take lightly!
All of us in the financial industry have a huge
responsibility. Every time we meet and talk with a client we are guiding and
advising them on their financial lives. It is a huge burden to have on your
back. We are dealing with people's livelihood. If we don't do our jobs
correctly we can leave families devastated. On, the flip-side, when we do
our jobs well, we give families hope, and a bright and secure financial
future. Hopefully, you recognize this and truly care about the people you
are meeting with. If not, I challenge you to rethink being in this industry.
If you do truly care about people, and are anything like me,
there have been times when you have second-guessed yourself. Some questions
and doubt might creep into your mind... Am I really doing what is best for
my clients? Is that fixed rate annuity at x% good enough? Would they be
better off investing in the market? And the questions go on and on! If these
thoughts have ever crossed your mind, take pride in that. It means you care
and are doing your best to put your clients in the best financial position
It you are concerned about whether you are doing a disservice
to your clients by recommending a fixed rate annuity at x% or having them
put their money into cash value life insurance, then let's look at the S&P
500, because it is the most common benchmark used to evaluate and compare
In 1999 the S&P 500 ended at 1469.25. In
2016 the S&P ended with a historic high of 2,238.83. If you were to average
the return over those 17 years, the actual average return is about 2.51%.
(and that is ignoring annual fees!) So, if you had sold them a 3.0% fixed
annuity they would have made more money.
Remember, by law we are required to remind our clients over
and over again, "Past Performance Is Not An Indicator Of Future
Results!” We have no idea what the future holds. No one does. We can
only hope the market will do well, but we can't be sure.
Also remember, for many people, this is the only money they
have available to them for their retirement. Can they afford to lose any of
it? If they lose money, what would that do to their retirement income? If
their income goes down, will they need to start taking some of their
investment principle? If they start taking their investment principle, could
they eventually run out of money? Is it worth that risk?
If you want to make sure you are doing right by your clients,
you need to have a real conversation with them. If you are doing a
'1-size-fits-all' approach, you may want to rethink what you are doing.
Are you actually doing what's best for your client? It is crucial to find
out what their goals and priorities are.
I know one of the biggest issues I have seen recently when
helping agents on their cases, is that the client’s original agent ignored
or didn’t take the time to find out what the client actually needed or
wanted… growth, liquidity, safety, guarantees, lifetime income, minimize
income taxes, etc! Instead the agent put them into one of the hot new
‘income rider’ variable or index annuity products. While these products
do guarantee an income, the income is based on them never needing or
touching the investment principle. Is that providing what most people
actually need and want?
This brings me to my final point, how can we know what's best
for them? Half of the time, our clients don't even know what they really
need or want. Many times, they don't even know what kind of questions to ask
you. There is slim to no training out there for the average family on their
finances. Our country is sadly, very ignorant on their financial situations.
So, if they don't even know, how are we supposed to figure out what is best
for them? Simple, ask questions! Get them thinking, and find their needs and
There is much more to selling annuities than just offering
‘income riders!’ Do a proper fact-find; ask them all the different
questions so you can find out their desires and tailor a plan to meet their
exact needs and wants. The best part about doing this, you will close
significantly more cases, and you won’t get replaced. Plus, people will
refer you to everyone they know!
To find out more on how you can help your clients, the different
approaches you can take, what questions to ask them, and how to truly be a
hero to your clients, give us a call!
Toll-Free 877-297-4608 or Direct 770-443-2852
By Alex Villa, CTA
Insurance Pro Shop
"I have been working with Jeremy
Nason at the Insurance Pro Shop on Annuity & Life cases for the past couple
years with great success. In a nutshell, I have found that my IMO's have
tunnel vision when it comes to case design. And to be blunt, most are not
good at it. They tend to focus primarily on pushing product. Jeremy, on the
other hand, is the polar opposite of an IMO and he uses both his creativity
and case design experience to maximize the benefits for the client in a
simple, easy to understand, illustration. He does a great job of comparing
the client’s current plan to the "new proposed plan" that we developed in a
collaborative manner. As a result, his process helps the client see clearly
the major differences between what they're currently doing and what they
should be doing, if they want to live a safe, secure, comfortable retirement
and meet their overall goals and objectives. I have found that when I use
Jeremy's system and his easy to understand two page illustrations, the
majority of the time I end up making the sale."
Andrew Maisch - NJ (10 years)
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advice of your competitors, for my first seminar I spent $16,000 and
made $22,000. The second seminar I spent $6,000 and made $1300. Then a
few weeks ago I found you. For my third seminar I spent $2800 and so
far I've made $55,000. (in commissions) I'll give you credit for 90% of
the success I've had with this seminar. I just followed the advice in
your system, for my seminar, the initial interview and the closing
appointment and I'm making serious money. In just one month I've made
over half of what I made in previous years! I'm certainly glad I found
Peter Orange - WA
Turn Your Problems Into
There is an old story that goes,
“Two shoe salespeople were dispatched to a remote African country. In just a few
days, their employer received telegrams from each. One read: “Get me out of
here--no one here wears shoes.” The other read: “Send more inventory--no one
here owns shoes.”
This story illustrates a great truth: It
is not events that shape our experience as much as our personal
“take” on these events. All of us view the
world with tinted sunglasses filtered by the beliefs of our experience, family, and culture.
It is critical that we become aware of these beliefs.
With desire and determination we can take
a second look at our personal “take” on
reality and decide which beliefs are serving us well and which are sabotaging
our search for success.
There Are No Problems,
There's an old saying "There are no
problems – only opportunities."
Most of us tend to focus on the problems
we face and we fail to see opportunities right in front of us.
When you focus on your problems, when you
only think of what is wrong, you will only see problems and fail to see
opportunities and creative solutions.
Turn things around by focusing on finding
a solution. When you think of problems you'll only attract more problems. When
you think of solutions you'll attract solutions and opportunities.
Find the root of the problem and then
think about what you must do to accomplish your goal. State the problem in different
words, it might make it much easier to solve. Even if you don't come up with any
answers immediately, when you accept and believe that you will find a solution you'll begin
to experience a shift. You'll go from feeling like you can't do anything to
gaining confidence and a "can-do" attitude.
Change your attitude and start looking
for solutions! You will soon discover and attract unlimited opportunities!
What are your problems? Can we help
Call us to
discuss your problems... We can help you to turn your problem, into an
Toll-Free Inside USA 877-297-4608 or Direct 770-443-2852
Yours in success,
"The 9 Out of 10 Guy"
Double & Triple Your Appointments &
Sales, In The Next 90 Days, By Asking Better Questions!
Now available on a USB
'100%' Money Back Guarantee!
“Lew has the
unique ability, as a teacher and a coach, to break down selling concepts
into easy to understand and implement steps. He gives his students
skills that can have an immediate impact on their businesses. The
biggest reason I recommend Lew is because he truly cares about his
students, and will go the extra mile to help them become more successful
Beau Henderson, RFC - GA (9 years in business)
Attitude And Change Your World
'The Simple Truths of Service'
Your competitive edge in today’s business
environment is in how your customers are treated. If you want to succeed, then
it’s time to get creative about customer service! 'The Simple Truths of Service'
is an unforgettable true story about a very special young man who takes a chance
and changes the culture of a grocery store.
Click To Play
and absolute best way for you to
attract a steady stream of the IDEAL mortgage
life insurance prospects to you.
Now available on a USB
'100%' Money Back Guarantee!
Attract the 'IDEAL'
mortgage insurance leads, acquire loyal clients, and close more & larger
sales, by helping families to 'Find the
Money' for IUL
Whole Life Insurance,
to pay off their mortgage 5-10 years early
and you'll put serious money in your pocket!
systems (Mortgage Insurance Toolkit) I have written almost $10,000
premium in past 2 weeks. Great website and marketing tools."
Santaniello, MA, (36 years)
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All guest articles copyright their respective authors
Insurance Pro Shop,
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Toll Free In US 877-297-4608
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