How Do You Dramatically Increase Your Life Insurance and Annuity Sales?

You get people to see you as… Their financial guardian… Someone who is there to make their dreams come true!

In an article by Ken Varga he states… Research has shown clients of the advisors who earn more than $500,000 a year, consider their advisors as “Dream Protectors” or “Financial Doctors!”

Do your clients think of you as a “Dream Protector” or “Financial Doctor.” Do they see you as someone who is truly there to truly help them… or do they see you as “just another insurance agent who sells insurance products?”

When someone asks you, “What you do?” do you reply… “I sell insurance” or… “I am an insurance agent” or…“I am an insurance broker” or some another similar answer?

While you should be proud of being an insurance agent, if you think of yourself as someone that just sells insurance policies or products to your prospects and clients, then this is the reason you aren’t making the kind of income you want. (more…)

What Do You Need To Know To Generate A Consistent Stream Of Qualified Prospects!

In my 20 plus years in this business, working with my father, I haven’t found a single way of generating leads and sales that is going to work for everyone, in every area of the country. Doesn’t every section of the country have different ways of looking at things, different beliefs and different preferences? Doesn’t every Agent and Advisor have their personal strengths and their weaknesses?

It’s like playing baseball. Everyone can play the game. However, not everyone is a good player. Very few are ever going to become good enough to make it to the minor leagues, let alone the major leagues. Even those players who have a lot of talent are beat out many times by players with a lot less talent.

The people who do make it into the minor and major leagues in baseball are the people who study, practice and work hard to master the fundamentals of the game. Then, they determine what position they are going to specialize in and they study, practice and work hard to master that one position.

It’s the same for anything we decide to do. If we want to be successful in the game… it takes dedication, study, practice and hard work to master the fundamentals of the game. Then, to take our game to the next level we must specialize!

Consider, you can have all the leads in the world, but if you don’t know the fundamentals of what to do and say to turn those leads into an appointment or a sale, you’ll strike out 99 times out of 100.

You can have the best products in the world. You can be extremely knowledgeable about the products and how to use them. However, if you don’t know the fundamentals of how to attract and get appointments with the right prospects, you’ll never get your turn at bat.

If you want to make it to the minor leagues in sales you must first master the fundamentals of sales! And, then to get to the major leagues you must specialize in one area!

What are some of the fundamentals of sales?

The first fundamental of sales is learning what sales is all about! Is a sale about getting people to buy the products that you want to sell them? Or, is it about helping people to buy what they need to solve a problem they have? This is where most agents have a problem and stumble right form the start. They have the wrong idea of what sales is. So, when they get a lead, they have a problem turning the lead into an appointment, let alone a sale.

  • Do you have an urgent problem that you can solve for a prospect? If your prospect doesn’t have a problem, then why should they meet with you? If it isn’t an urgent problem, then why should they meet with you right now?
  • Does the prospect recognize the problem they have? What can you do to get them to see that they have a problem and agree to an appointment?
  • Does the prospect want to solve the problem? Do they want to solve it right now? What can you do to move the sale along?
  • Even if they do want to solve the problem, do they have the money? What can you do to help them find the money?

The second fundamental of sales is learning how to identify and attract your ideal prospect. This is another area where the vast majority of agents have a major problem. They believe that everybody is a good prospect for what they offer. So, they waste their time and money sending letters to, talking to, meeting with and trying to sell the wrong people.

  • Are there some people that are better prospects than others for your products or services? Example: If you are selling life insurance, is it going to be easier to sell it to people with families or to single people?
  • Are there some areas, companies, associations, etc. that have groups of your ideal prospects? If you sell one person in that group is it going to be easier to set appointments with and sell the other people in the same group?
  • Are there some prospects that you relate to better than others? Are there prospects who you have more things in common with than others? When you relate better with a prospect isn’t it going to be easier to set an appointment and close the sale?

The third fundamental of sales is the understanding that ‘Marketing Is The Only Function In Your Business That Brings In Clients… Produces Sales… And Generates Profits!’ A lack of marketing is the primary reason most agents fail in this business. Most agents spend all their time trying to meet with and sell strangers, which is the hardest way to build their business. And, yet isn’t that what most lead systems focus on!

  • How easy is to get an appointment with someone who has never heard of you or the work that you do? How much credibility do you have with these strangers? How much trust do these strangers have in you? Don’t most people prefer to do business with people they already know?
  • How much easier would it be to get an appointment with someone, if a trusted advisor or friend recommended you and endorsed your services?
  • How much easier is it to make an appointment with people that already know you and the work that you do?

These are just some of the fundamentals you must study and master to win the sales game. And, these are just some of the fundamentals you’ll find in our member’s only private site and our specialized systems.

Remember, if there were a quick, easy way to be successful selling insurance, everyone would be earning a six-figure net income, instead of just the top 1% of all agents and advisors!

Yours In Success,
Jeremy Nason
‘The Nine Out Of Ten Guys’

Are You Caught Up In The ‘Instant Gratification’​ Trap?

Instant gratification is when you decide to avoid short-term pain that will eventually lead to long-term pleasure… and instead, you indulge in short-term pleasure that might eventually lead to long-term pain. In other words, you find reasons (excuses) not to do something because of the pain it creates in the moment, even though you know that this action is necessary to help you attain your long-term goals and objectives.

Example… Buying leads because it seems easier than spending the time right now to learn how to market your services.

Instant gratification often manifests as procrastination. It is a form of self-sabotage where you get caught up indulging in the temptations of life at the cost of your long-term goals. It is where the pleasures of the moment just seem so much more enticing than the temporary pain you might need to go through to get to your ultimate outcome.

And this is why instant gratification rarely gets you what you really want in the long-term!

People who are caught up in the instant gratification trap often expect to gain something from nothing. And they want it now! Unfortunately, the world doesn’t work that way. You need to give something in order to get something back. Whether that involves your time, energy, or money, makes no difference. It’s the act of giving that counts. And often this “giving” might feel uncomfortable and painful. However, the pain you experience during these fleeting moments is what will bring you tremendous pleasure in the future when you finally obtain your desired outcomes.

Flee the trap, Take a moment and download our Free eBook “How to Attract And Sell The Perfect Prospects”​ and get to know us a little more. https://ipsproshop.infusionsoft.com/app/page/attract-and-sell-jn

 

Do You Want Qualified Prospects To Call You?

“Then Find Out What They Really Want Right Now, And Then Give It To Them”

Have you ever heard the story about two brothers who were each going to open a hamburger stand?

It seems the two brothers were quite competitive, and so they had a bet on who could make the most money from their hamburger stand. The younger brother, George, told Ned that he could have any advantage he wanted for his own hamburger stand.

Ned thought for a minute and said, “All right, I want the best hamburgers in town.”

“Fine,” George said, “Your hamburgers will be better than mine. Now what other advantage would you like?”

“I want the cleanest, nicest-looking restaurant in the entire state.”

“Fine,” George said, “Your restaurant will be the best around. What other advantage would you like?”

“I want the friendliest, best waitresses.” “No problem. What other advantage do you want?” “I want the best location for my hamburger stand.”

“You got it- the best location is yours.”

By this time Ned was feeling a bit smug about winning their bet. After all, George had given him every advantage he wanted, so there was no way he could lose.

So when George said, “I would like to have one thing for my hamburger stand, though…”

Ned gladly obliged: “Anything else you want, you got it.”

George couldn’t help but smile: “The only thing I want for my hamburger stand is a starving crowd inside it!” And then he went on to win the bet by a landslide.

So what’s that story got to do with selling insurance and your financial services?

Everything!!!!

Even if you’re doing EVERYTHING else right in your insurance or financial services business, if you make the one mistake of NOT selling to a “starving crowd,” you’re going to struggle in this business.

Let’s look at an example outside of our industry.

Why do you think doctors make so much money? It’s definitely NOT because they’re good salespeople or marketers – in fact, they’re some of the absolute worst around. Yet their waiting rooms are always full of people wanting to see them.

Have you ever thought about what they’re doing that you’re not? They’re marketing to a starving crowd. If you’re sick, you’ll gladly wait all afternoon and pay whatever exorbitant fee your doctor charges. If you have a heart attack, you don’t negotiate fees with your doctor and you don’t postpone your date for open heart surgery because there was something else you’d rather do that day. No, you march right into the doctor, tell him to schedule you right away, and never even ask him what he charges to do the procedure.

Why? At that point, you have an “immediate need” and you’ll do whatever it takes to get your problem fixed.

To be a successful insurance agent or financial adviser today, you must find your own “starving crowd” and offer them whatever it takes to immediately satisfy their immediate hunger. Unfortunately, because insurance and financial services are at best a future need, it’s tough to find a “starving crowd” of prospects for your products.

That’s why you need to turn the tables on your prospects and offer them services which satisfy their most pressing IMMEDIATE needs before you ever offer them insurance or financial products. This strategy quickly turns even your lukewarm prospects into a “starving crowd”.

Remember, everyone is totally self-absorbed and selfish.

All people care about is themselves, and maybe their family.

How about you?

Do you care about me, or what I think… or are you reading this newsletter because of what YOU thought you could get out of it?

Of course, you’re no different from me, or anyone else.

All we care about is ourselves. It’s just human nature.

So, when doing any marketing or advertising, there’s one question that your prospects are going to ask, subconsciously, when they see your ads or whatever:

“What’s In It For Me?”

This is a major point you have to understand. Yes, I know you’ve heard this all before, but this is so critical, so we need to repeat it over and over again until it is firmly implanted in everything you do.

If your client newsletters, sales brochure, Ads and mailers you use answer this question, they will be moneymakers for you!

If they talk about things that don’t answer this question, they will not create responses!

For example, talking about the fact that your company has top ratings does not answer this question. Talking about your credentials doesn’t answer this question. Bragging about being the “best,” or that you “care” doesn’t answer this question. And so on.

But do you see how “How To Pay Off Your Mortgage 10-15 Years Early, Without taking Any Additional Money Out Of You Pocket!” or “How To Generate A Guaranteed Income In Retirement That You Can’t Outlive!” answers this question?

Keep this critical concept in mind whenever you consider any marketing attempt!

Just like you, your prospects only want to know what’s in it for them!

Do you want more information on you can get qualified prospects to call you? Then start by looking at the Insurance Marketing and Sales Resource Center? For about a dollar per day it’s the easiest way to learn how to get ‘Qualified Prospects to Call You!’

Or, you can invest in one of our specialized “step by step’ systems with 3 month of coaching and real support! 

Yours In Success,
Jeremy and Lew Nason
‘The Nine Out Of Ten Guys’

How To Quickly Increase Your Life Insurance Sales Appointments!

First, in case you haven’t noticed, nobody really wants to meet with a ‘pushy’ insurance salesperson, even when they know they need the product or service you are offering! And, even when they have requested more information! They are all afraid they will be pushed into buying something they don’t need or want. Or, they are afraid they will be pushed into spending more money than they want to spend!

Second, most people make the assumption that all life insurance policies are pretty much alike, so to them it makes perfect sense to just pick the least expensive one. That’s why they’ll give you objections to the appointment, like… “I’m too busy right now!” “We don’t have the money!” “I just want the cheapest policy!” “Just send me a quote?” These objections are a natural part of the selling process, and they are really just an opportunity for you to help people to see how valuable your service is.

If you want to set more and better sales appointments, then you’ll have to learn how to get past these typical objections to the appointment! You must focus on helping your prospects to see the problems they face and then help them to see how they’ll benefit by meeting with you. You must be able to differentiate yourself from the rest of the agents who are calling them. And, it’s not going to happen by focusing on your products, price, investment returns or your credentials.

You must help your prospects to see ‘why’ they should meet with you, how they will benefit! If your prospect does not see they have a problem, or truly understand the depth of their problem, then why should they waste their time meeting with you?

Example:

Objection… “I’m too busy right now! Can you just send me a quote?”

Agents Response… “Mr. Prospect, I think I understand. We are all busy, and no one wants to meet with a pushy sales person, right? And, I could send you a quote. However, am I correct in assuming you want the best value for your dollar?

Prospect… “That’s Correct.”

Agent… “Mr. Prospect, I’m a little different from most of the other agents you’ll meet. I want to help you and make sure you get the best policy for you and your family. There are literally hundreds of companies and policies for you to choose from, with all sorts of options. And, without knowing the details of your situation, I’m not sure what’s the best value for you, or what you’ll actually qualify for. So, if I could, I would like to meet with you and your spouse, in person, to go over your options, to make sure you get the best policy and value for your situation. Does that make sense?

Prospect… “I guess so.”

Agent… “Mr. Prospect, if I could show you how to get the policy you need and want to protect your family, without taking any additional money out of your pocket, or changing your current life style, would it be worth 20 minutes of your time to get together and talk about it?”

Prospect… “OK.”

Agent… “What’s the best day for us to meet?”

Overcoming the objection to the appointment is your… first sale to the prospect! And, it requires you to learn a presentation, just like you do for any sales call. You wouldn’t go into a sales appointment unprepared, would you?

What you’ll want to do is write down the most common objections you hear, on the phone and in person. Then, you’ll want to think about what you will say to overcome those objections and write them down. You’ll want to practice them; know them by heart; and learn them so well that you never have to think about them while you’re trying to set the appointment. And, they will just become second nature. By doing this, you are prepared to sell the appointment, which gives you a better chance of setting the appointment.

When you know what to say to sell the appointment, you practice it, and you get good at it, you can set appointments with ‘9 out of 10’ of the leads you get. Remember, the reason these people responded and asked for more information is because they know they need help.

If you want to set an appointment, then you just have to give them a good reason to choose you!

_____________________

Now, it’s up to you… You can experiment, trying to develop your own scripts to overcome the objections to the appointment… and the sale! Or, you can invest in our How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions… Training Videos! It’s The Quickest & Easiest Way To Increase Your Sales Appointments… And Your Sales!

Yours In Success,
Jeremy Nason and Lew Nason
‘The Nine Out Of Ten Guys’

What’s Keeping You From Being Successful …Selling Life Insurance & Annuities?

Are you as successful as you would like to be selling life insurance and annuities?

Have you ever wondered; “What’s keeping me from being more successful?”

Over the past 30 years, working with thousands of agent and advisors, I heard all sort of excuses why they aren’t successful… “I don’t know enough.”, “My area is different.”, “My products aren’t competitive.”, “I can’t compete with the banks.”, “I don’t have the support (or training) I need.”,  and the list of excuses goes on and on.

However, I believe that the main reason that the vast majority of people struggle is… they are ‘AFRAID’ to even try? They are constantly holding themselves back!

Are you subconsciously holding yourself back?

Are you afraid of failure? Or, believe that you don’t deserve success in your life?

Are you afraid of making bad decisions and feeling foolish? Or, wasting your time and money?

The truth is that most people subconsciously don’t really believe they are capable of being successful? And, it’s this limiting belief that is holding most people back.

If you want to be truly successful in your career and your life, then first of all you have to learn to believe in yourself. If you do not believe that you can be successful, then who will?

“If you believe you can, you probably can.
If you believe you won’t, you most assuredly won’t.
Belief is the ignition switch that gets you off the launching pad.”
Dennis Waitley

To be a success in your career, and in your life, requires that you take some risks, make mistakes, and have some failures along the way. It’s about learning from those mistakes and failures that enables you to find a better way to gain the success you ultimately want.

“The greatest mistake you can make in life is to be
continually fearing you will make one.”

Elbert Hubbard

Unfortunately, many of us have been conditioned early in our life to believe, in one way or another, that we can’t succeed, that we are losers. Or, we believe that by taking risks such as “getting one’s hopes up” we will ultimately end up disappointed. We have internalized this negative feedback and feel that we don’t deserve success.

One of the main fears of success, is that success will change us in such a way that we will jeopardize the close relationships we have with our family and friends. Because, in order to move forward in our life, we must change the ways we do things. When we change, won’t the relationships around us be forced to change? Maybe some of our friends will cheer us on, but won’t others be jealous and berate us for moving forward? We fear success because we are afraid that being strong enough to create the life we want will render us unlikable. Maybe we fear that success will bring on attacks from our competition, or we will be bombarded by people wanting money or other things from us.

It may sound strange that the fear of succeeding could be as much of an issue, or do so much damage. However, it is an issue, and it does damage our opportunity to succeed. Yet, most of the people who suffer from a fear of success are usually not even aware of their problem.

Are you one of them?

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? Actually, who are you not to be? You are a child of God. Your playing small doesn’t serve the world. There’s nothing enlightened about shrinking so that other people won’t feel insecure around you. We are all meant to shine, as children do. We are born to make manifest the glory of God that is within us. It’s not just in some of us, it’s in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.” Marianne Williamson

Are you afraid of success?

  • Do you believe that people who look out for themselves first are selfish?
  • Do you feel that the sure-fire way to end up disappointed is to want something too much?
  • When you make a decision, do you fail to follow through on that decision?
  • Do you feel guilty about being happy, if a friend tells you that they are depressed?
  • Do you avoid telling others about your good luck, so they won’t feel envious?
  • Do you have trouble saying no to people?
  • When someone you know well succeeds at something, do you feel that you’ve lost out?
  • Before starting a project, do you suddenly find a whole bunch of other things to do first?
  • Do you have trouble concentrating on something for a long period of time?
  • When you have to ask others for their help, do you feel that you’re bothering them?
  • Do you compromise in situations, just to avoid conflict?
  • Do you feel self-conscious when someone you respect compliments you?
  • When you are involved in a competitive activity (sports, a game, work), are you so concerned with how well you’re doing that you don’t enjoy the activity as much as you should?
  • Instead of wanting to celebrate, do you feel let down after completing an important project?
  • Do you often feel that you don’t measure up to the standards that you’ve set for yourself?
  • When things seem to be going extremely well, do you feel like something will happen to ruin it for you?

“Inaction breeds doubt and fear. Action breeds confidence and courage.
If you want to conquer fear, do not sit home and think about it.
Go out and get busy.”

Dale Carnegie

How do you overcome the fear of success?

Decide Who You Want To Be…

Fear often has to do with worrying about uncertainty, feeling out of control, and wondering what your life’s purpose is.

When you realize you are part of a bigger picture, it’s easier to ascertain that you both deserve and need to be successful and happy.

If you want to succeed, then you do the right things. You help the people around you. You make being a good person a priority. You know that this isn’t just about you. It’s also about the bigger picture that you’re part of… Making a Positive Difference In People’s Lives! Helping families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence! These thoughts will give you the courage to try something new and believe that your life is successful because of the doing, not the outcome.

Every day visualize clearly about the person you want to be. Make this visualization vivid and precise. How does this person talk? How does this person dress? How does this person solve problems? How does it feel to be this person? Ask yourself these questions, as you visualize your ideal self.

“Success is the progressive realization of a worthy ideal.
If a person is working toward a predetermined goal and knows where to go, then that person is  successful. If a person does not know which direction they want to go in life, then that person is a failure
.”
Earl Nightingale

Maintain A Positive Attitude…

Instead of living your life on autopilot, letting negative thoughts come into your mind, consciously feed your mind positive thoughts.

Do not think of all the reasons why you cannot be successful. Instead think of all the reasons why you can achieve success.

Stay away from negative people and you will dramatically decrease the amount of negativity in your life.

Give thanks for what you already have. Show appreciation to everyone around you. Write down all the positive events in your life. Read inspirational books; listen to uplifting music, or call an upbeat person and you’ll soon find your negative attitude will start melting away.

“Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.”
Thomas Jefferson

Create Your Success Library…

Sometimes when we lose trust in ourselves, we just need a little bit of inspiration to push us in the right direction. There are plenty of ways to find inspiration, but we forget about them when we need them the most.

Create a library of quotes, save articles and success stories that have inspired you, create a library of inspiring movies, videos, and motivation speakers. Or, create an album of your fun and happy memories. Turn to this library whenever you have any self doubts.

“To have more than you’ve got,
become more than you are.”

Jim Rohn

Take The Time To Learn…

People are always afraid of what they don’t know. If you have a fear of something, you just have to educate yourself about it. It is like walking into a dark room. At first you feel scared and don’t know what to expect, but once you turn the light on everything gets clear and simple.

“All of the top achievers I know are life-long learners.
Looking for new skills, insights, and ideas.
If they’re not learning, they’re not growing…
not moving toward excellence.”

 Denis Waitley

Live Your Life In Balance…

No matter how important success might seem to you, it is still important to follow it with balance, otherwise your journey towards success will turn into an obsession that will ruin everything that you truly love in life.

Unfortunately, most of us get so caught up in responsibilities and goals that we forget to enjoy our lives.

You must make time for yourself. It can be just 20 minutes a day, but this time must belong to you. If you give yourself the luxury of free time, then you will notice that the rest of your responsibilities will get easier.

Success is not a destination. It’s a journey. It’s important that we take each step feeling grounded and balanced. Spend time with your loved ones, enjoy your hobby or follow your passion, take care of your health and grow spiritually. This is the true meaning of success!

You will become a better parent. You will be able to come up with creative ideas at work. You will be able to take better care of your health. You will reduce your stress and experience the joy of living.

You can be successful. It is your right and purpose in life to be successful in whatever you are doing. If you believe, then nothing will ever stop you from achieving the success you want and deserve.

“Success is not the result of making money;
making money is the result of success
and success is in direct proportion to our service.”

Earl Nightingale

Jeremy Nason, Alex Villa, and Lew Nason
‘The Nine Out Of Ten Guys’

What’s Preventing You From Earning… $100,000, $200,000 or More Per Year Selling Life Insurance?

In our role as trainers, coaches, and mentors, everyday we get calls from agents, advisors, and planners who are frustrated with the amount and quality of their current life insurance leads. They are working long hours chasing people and struggling to make a decent living. It’s the same old story on every call. Every one of these people tells us that their biggest problem is that they just don’t have enough good leads and they can’t set enough good appointments! They are all looking for an inexpensive and quick, great lead generation method, (or a place to buy leads) that is going to provide them with a consistent flow of prospects that need and want their products and/or services. Everyone of the agents we talk to wants a consistent flow of prospects… “Who all have the money and are ready to buy right now!”

Is that your problem? Is that what you are looking for?

You probably don’t want to hear this… But, unfortunately you are looking for the wrong things! And, it is why there are so many scam artists out there taking unfair advantage of struggling agents, advisors, and planners. There is no lead program, lead company, or ‘single’ marketing method that is going to provide you with a consistent flow of the ‘Right’ prospects… “Who all have the money and are ready to buy right now!”

If there were such a program or system that generated a consistent flow of prospects that all have the money and are ready to buy right now, wouldn’t every Insurance and Financial Services Company in America (and the world) be using it? Consider, if there were such a program or system, companies wouldn’t need to be paying out the high commissions and fees to agents, advisors, and planners. All they would need is a salaried employee to take and process the order. Every one of these companies would get rid of you in a heartbeat, if they could. And, they’ve been trying to get rid of you for years!

Finding and attracting prospects “IS YOUR JOB” if you want to earn $100,000, 200,000 or more! Setting appointments and selling those prospects is also your job! It’s why companies are forced into paying you those high commissions and fees.

If you are serious about earning $100,000, $200,000 or more per year…

  • Then YOU must become a specialist in solving a specific problem, for a specific group of people!
  • YOU must establish a marketing and branding system that is going to consistently help you to find and attract those people to you. The people who ‘need’ your services!
  • Then it is your job, as a salesperson, to help those people to see that you understand their situation, and have a solution to their problem, so they will ‘want’ to set an appointment with you and then follow your recommendations.
  • Finally, it is your job to help those people to find and reposition their money, so they’ll want to buy from you right now.

A good marketing and sales program… is going to provide you with multiple lead generation methods and ‘step by step’ process to help you to find and attract prospects with a specific problem to you. However, most people aren’t ready to buy, when you’re ready to sell. So, you’ll also need to implement multiple methods, to stay if front of those prospects, until they are ready to buy. That’s why monthly newsletters, seasonal greeting cards, articles in the newspaper, being a guest on a radio show, etc. are so important. It’s the only way for you to generate a consistent flow of the right prospects!

And, a truly great marketing and sales program… is also going to provide you with all the scripts, tools, and training you need to convert those prospects into a sales appointment and then into a sale. Plus, help you to build your image and brand to gain the trust and respect of prospects, so you become the trusted advisor people want to see, instead of just another salesperson people want to avoid!

Learning how to properly market and brand your services isn’t an option… “IT IS YOUR JOB”… if you want to earn $100,000, $200,000 or more per year!

That is why we created the Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’, with 3 months of one-on-one training, coaching, and support!

It is why 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.

We know that your past experience with companies, IMOs, FMOs, and others probably makes it hard for you to believe we can really help you earn $100,000, $200,000 or more per year!

However, there is a reason why we are the ONLY insurance marketing and sales training organization that has over 40 endorsements from some of the most respected and trusted people in this industry, with hundreds of written and video testimonials from very successful agents and advisors.

Yours in success,
Jeremy Nason
“The 9 Out of 10 Guys”


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

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“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

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 the, 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!”
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!
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.

“After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of life business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system is the simplicity in helping clients. I finally feel that I am offering clients more than just retirement planning. I know that my clients will be better off after meeting with me than they were before. Your system (Found Money Management) is so easy to understand, to explain to clients, and to implement, that it’s almost ridiculous. I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!”
Bryan Schurter, RFC, – CA

How To Sell More Cash Value Life Insurance!

Do you want to sell more cash value life insurance? Would you like to be selling 3-5 cash value policies every week? Then, you must first understand this: ‘Why Do So Many Agents Struggle With Selling Cash Value Life Insurance?’

Unfortunately, there are a lot of reasons why most agents struggle with selling cash value life insurance. Here are just a few of the reasons I’ve found when talking to agents. However, as we’ll discuss later in this article, there is one objection that almost every agent routinely gets from his or her prospects that stops them dead in their tracks.

They have fallen prey to the ‘Buy Term and Invest The Difference’ Myth!
There is so much negative publicity out there about cash value life insurance that most agents are afraid to even try to sell anything but term insurance. Mainly, it’s because they don’t know how to overcome the prospects confusion about the validity of cash value life insurance. And, yet there is a simple solution. The fact is that most good life insurance companies have illustration software that will compare their products to ‘Buy Term and Invest The Difference’ and it clearly shows that cash value life insurance is a much better buy. Do the comparisons for yourself and become a believer.

They don’t understand how cash value life insurance really works and how their prospects will truly benefit by owning it.
Most agents, who are trying to sell cash value life insurance, don’t really understand…

  • The incredible power of tax deferral.
  • How cash value life insurance can provide a tax-free income in retirement.
  • That because of the disability waiver of premiums and the death benefit, cash value life insurance is the only self-completing college funding and/or supplemental retirement savings plan!
  • That it’s creditor proof.
  • It doesn’t count as an asset when you apply for college financial aide.
  • By over funding a cash value life insurance policy, up to the MEC guidelines, it can become “investment grade life insurance.”

These are just a few of the outstanding benefits that make cash value life insurance a very unique savings vehicle and an exceptional buy!

The most amazing part of all this is that the majority of agents who are trying to sell cash value insurance don’t believe in it enough to own it themselves.
They have all the same objections that their prospects have to buying cash value life insurance. How can you sell something you don’t really believe in and own yourself? If you want to sell cash value life insurance, then do your homework. Learn everything you can about cash value life insurance. Become a believer…and then buy it yourself!

Overcoming The Most Common Objection
To Buying Cash Value Life Insurance!

While the above are a few of the major reasons why so many agents struggle with selling cash value life insurance, they are not the primary reason. Consider; what’s the most common objection a prospect gives you for not buying cash value life insurance? Isn’t it: “I can’t afford it!”

The problem is that most sales people just expect their prospects to somehow come up with the additional money needed to buy their product or service. However, if the prospect is like most people today, aren’t they just barely making it financially? Aren’t most people today just a paycheck away from financial disaster? So, in effect aren’t most salespeople asking their prospects to make a very difficult decision? ‘What do I have to sacrifice in order to purchase your product or service?’

If you want your prospects to buy your products or services, then you must help them to ‘Find the Money.’ Help people to reallocate their dollars, to get what they need, without them making huge sacrifices and/or changing their current lifestyle.

Where can you find the money, so that your prospects can afford to buy cash value life insurance?

  • How about raising the deductibles and waiting periods on their current insurance policies?
  • How about removing unnecessary and/or expensive riders or maybe canceling unneeded policies?
  • Can free up money by refinancing their home and lowering their monthly mortgage payments?
  • Can they take equity out of their home to eliminate credit card debt or an auto loan, to free up those payments?
  • Could they reallocate payments currently going into qualified retirement plans, college funding vehicles, etc.?

It all boils down to helping your prospects to set better financial priorities! Helping them get what’s most important to them!

Do you want to help people to ‘Find the Money’ to save more for their retirement, fund their children’s college education, pay off their home early, reduce or eliminate debt, while reducing their income taxes and protecting their family… using cash value life insurance?

Then isn’t it time for you to check out our Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’

Yours in success,
Jeremy Nason
“The 9 Out of 10 Guys”