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Featured Article - Do You Ever Have Doubts?

Coaches Corner - Turn Your Problems Into Opportunities!

Improve Your Attitude - 'The Simple Truths of Service'

Important Message From Jeremy...

Dear ~Contact.FirstName~,

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 and updates.

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,
Jeremy Nason

There is a reason why 'Top Producers' are investing in our
specialized systems and are attending our live training events...

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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, EST.

Kill the Objection... "I Can't Afford It!"

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!
With a small investment of only $59.00!
At the end of the call you will receive all the slides and a full recording of the event.
Webinar spots are limited (47), please reserve your spot now.

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

Updated S&P Chart through the end of 2016 -Historical S&P 500 Index, with annual % change

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!

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center? If 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, MBA - IL
(12 years)


Featured Article

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 possible.

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 investment returns.

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 ultimate desires.

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) March 2016


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"Following the 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 you. Thanks,"  
Peter Orange
- WA
(10 years)

Coaching Corner

Turn Your Problems Into Opportunities!

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, Only Opportunities

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 you?

Call us to discuss your problems... We can help you to turn your problem, into an opportunity... Toll-Free Inside USA 877-297-4608 or Direct 770-443-2852

Yours in success,
Lew Nason

"The 9 Out of 10 Guy"

Double & Triple Your Appointments & Sales, In The Next 90 Days, By Asking Better Questions!

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“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 advisors/agents.” 
Beau Henderson
, RFC - GA (9 years in business)

Improve Your 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

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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!


"With your systems (Mortgage Insurance Toolkit) I have written almost $10,000 premium in past 2 weeks. Great website and marketing tools." 
Brian Santaniello, MA, (36 years)

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