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Insurance Pro Shop... 'You Can Make The Difference' Newsletter

Stop Selling... Start Helping People To 'Live Debt Free And Truly Wealthy!'

Message from Jeremy -
Are You Helping Your Customer Buy The Right Tools For The Job?

Featured Article - What's the "SAFE" withdrawal rate in retirement?

Coaches Corner - 4 Quick Success Tips!

Important Message From Jeremy...

Are You Helping Your Customer Buy The Right Tools For The Job?

Dear ~Contact.FirstName~,

The problem most agents have is that they view selling, as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it!

There is an old story that puts this into perspective...

A customer walks into a hardware store and tells the salesperson he’s looking for a ¼” drill bit. What is it that the customer wants? It’s a 1/4” hole!

If the salesperson is smart, if he really wants to make a sale. And, if he wants to keep the customer coming back to buy more, then he is going to ask the customer some questions. He is going to help the customer buy the right drill bit for the job. He’ll ask; “How many quarter inch holes do you want?” “In what material?” “What kind of drill are you using?” etc.

It’s the same if you are selling Medicare supplements, LTCI, annuities or life insurance. If you want to make more sales and earn a six-figure income, then you must learn to ask more questions. You must help your customer to buy the right product for their situation.

Yours In Success,
Jeremy Nason

P.S. When you learn to ask the right questions, your prospects will practically sell themselves!

“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.”
Brian Tracy


There is a reason why 'Top Producers' are 'long time' members of our Insurance Marketing and Sales Resource Center, are investing in our specialized systems, and are attending our live training events...

The top producers, we worked with last year, earned over $1,000,000 and many others who were earning $40,000-$60,000 per year, within a year, are now earning $150,000-$350,000 per year.

And, with our 3 months of personal coaching and training... with real SUPPORT you can do the same... and we’ll be there, by your side, to guide you every step of the way!

Because Agents Don't Know, What They Don't Know, They Are Making This Business Much Harder
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Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center

The Three Keys to Becominga Top Sales Professional
Let's assume for a moment that you want to learn to play golf and join the Professional Golf Association (PGA). You go to your local bookstore where you buy three definitive books on golfing, written by the three top golfing legends: Jack Nicklaus, Arnold Palmer and Lee Trevino. You buy all their tapes. You even go to your local golf pro shop and buy a set of golf clubs endorsed by these legends and have them fitted to you. Now, what's the chance of you becoming a good enough golfer to be invited to play on the pro golf tour just by reading those books, watching tapes and using those clubs?

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.

Featured Article

What's The "SAFE" Withdrawal Rate In Retirement?

One of the most frequent questions retirees ask is... "How much can I safely withdraw per year from my retirement account?" If they retire at age 65 they could easily need their retirement income for 25 or 30 years. Miscalculating the withdrawal rate could result in an involuntary return to the workforce, or being forced to move in with their children.

Unfortunately, there isn't a great deal of research in this area (most analysts devote their time to the question of accumulating capital, not spending it), so there have been only a few studies on "safe" withdrawal rates.

Most of the studies use data from Chicago consulting firm Ibottson Associates showing returns from stocks, bonds, and cash since 1926 as the basis for their analysis. Even though the average annual rate of return over the past 80 years for the S&P 500 is about 9%, you can't reliably withdraw an amount that large because of inflation and the ups and downs of the stock market. Reputable studies on "safe" withdrawal rates attempt to answer the question for you and your clients.

The Bengen Study
In the February 25, 1997 issue, the Wall Street Journal columnist Jonathan Clements reported on a study by San Diego based financial planner William Bengen. Bengen looked at year-by-year returns since 1925 for a 50/50 stock/bond portfolio. He assumed half the portfolio was in the S&P 500 and half in intermediate term government bonds. Using a 30 year holding period, he calculated that a 4.1% withdrawal rate would allow retirees to survive the worst market declines.

The Harvard Study
In 1973, Harvard University did a study to determine how much they could safely withdraw from their endowment fund without eroding the principal. Assuming a portfolio of 50% stocks and 50% bonds and cash, Harvard's analysts calculated they could withdraw 4% the first year and then adjust the subsequent year's withdrawals for inflation. For example, if there was 10% inflation, the second year's withdrawal would be 4.4% of the initial portfolio value.

The Trinity Study
Dallas Morning News columnist Scott Burns has written extensively on a "safe" withdrawal study by three Trinity University (San Antonio, TX) researchers. The Trinity Study measures the "success rate" of various portfolios from 1926 to 1995. The "success rate" is the percent of time a retiree could sustain a given withdrawal rate without depleting his retirement assets. One portion of the Trinity study adjusted withdrawals for inflation/deflation, much like the Harvard study. This analysis showed that of the portfolios considered, the optimal asset mix is 75% stock/25% long term corporate bonds. For a 30 year payout period and a 4% withdrawal rate, this mix had a 98% success rate. At a 3% withdrawal rate, the 75/25 mix had a 100% success rate. Interpolating these results would give you a "safe" withdrawal rate of slightly less than 4%, virtually identical to the Harvard study.

The consensus seems to be about 4% per year, but how should people interpret those studies? The first thing to consider is that these studies are based on investment returns before expenses. If you're paying an investment advisor an annual fee of 2% of assets and he has you invested in no-load mutual funds with a 0.5% expense ratio, your annual expenses are 2.5%. Your "safe" withdrawal rate is 4.0% - 2.5% = 1.5%

Another consideration is that most of these studies are based on historical data. The fine print here should read "past performance does not guarantee future results." While there is every reason to believe that investment returns in the next 80 years will be similar to the previous 80 years, there's little chance it will be EXACTLY the same. To say that 4.0% is a "safe" withdrawal rate and that 4.1% will leave you broke implies a measure of accuracy in the forecast that just isn't there. It may make more sense to say that the "safe" withdrawal rate going forward lies somewhere in the range of 3.25% to 4.25%.

Considering the above studies, annual management fees, income taxes and the historical annual returns of annuities, what is the justification for putting a retirees income producing assets at risk in the stock market?

Isn't it time for you to start a marketing campaign for retirees that centers on things like safety, saving taxes, locking in past returns and providing a guaranteed income they can't outlive?

Only a combination of fixed and immediate annuities can provide safety guarantees and an income they can't outlive. 

Do you want to know more about how you can help seniors and boomers to have a safe and guaranteed income they can't outlive, then become a member of the  Insurance Marketing and Sales Resource Center!

Yours In Success,
Jeremy Nason


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Coaching Corner

4 Quick Success Tips!

No Shortcuts - The old cliché states, “Anything worth doing is worth doing well.” This should be your motto. If you really want to succeed, you cannot afford to take shortcuts. Taking shortcuts leads to imperfection and inadequacies. Always strive for the best, even if it requires a little more time and effort.

Be a Good Listener - To succeed, you need to learn how to listen first. Pay attention to other people who have enjoyed successes in their life, attend seminars given by people that can motivate and encourage, or be open to hearing that a particular idea is not a good one. Good listening takes time to learn but in the end, it will be your greatest tool.

Birds of a Feather - If you have a goal of being a Top-Selling Financial Advisor, then find friends and mentors who either have achieved that same goal or are also pursuing a successful sales career. It is important to surround yourself with people that can associate with your goal and passion, people who understand the burning desire to succeed and can encourage you when you meet with disappointments.

Dare to Dream - To succeed, you need to have dreams and aspirations. Be honest with yourself as to what you want out of your life and what you want to give of your life. Allow your mind to dream and think big.

Success isn't a matter of chance!
It's a matter of the choices your make!

Yours In Success,
Jeremy Nason

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This invaluable personal coaching will save you TONS of time, money, and headaches!

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