How To Sell Life Insurance

How to sell life insurance, using Infinite Banking or Bank on Yourself!

Every week we get calls or emails asking how we can help agents who want to sell life insurance using the Infinite Banking, Bank on Yourself, Tax-Free Retirement and Missed Fortune concepts, etc.

Here are just two of the many ways we can help…

How To Sell Life Insurance Problem 1…

Most agents are presenting a solution before their prospect sees and understands the problem. Infinite Banking, Bank On Yourself and all the rest are just solutions to a problem. If there is no problem, or the prospects don’t see the problem, then your prospects and clients don’t need the solution, no matter how great the solution is.

How We Can Help… We have several proven ways to attract the ‘best prospects’ for Infinite Banking, Bank On Yourself and all of those concepts. Including a workshop for 5-10 couples, that is getting a 90%-100% appointment rate.

“My business is exploding! I wished I followed the IPS stuff sooner. What’s amazing to me is that I was making this way too hard. I’ve taught 3 library classes so far this week and have a 4th class on Saturday. I’ve been getting about 10-15 (5-6 couples and a few singles) attendees per class and everyone is booking appointments with me. To rephrase that …after the class they are asking me for the appointment.” Raymond J. Kozicki – IL (12 years in the business)

How To Sell Life Insurance Problem 2…

People will tell you they don’t have the money, or they don’t want to spend the money, even if they agree they have a problem and they need the solution. It’s not a priority!

How We Can Help… Our specialty is helping people to set better priorities and then helping them to ‘find the money’ without them spending any additional money or changing their current lifestyle.

Please check out our Found Money Management system and training and download the free e-book.

“Recently I did a seminar with the PowerPoint you helped me customize. I created over $80,000 in commissions from that one seminar and business keeps rolling in. The Found Money Management program that you teach goes hand in hand with what I do. We help clients to dramatically improve their financial situation. Thanks again for all you do. God bless you and the Insurance Pro Shop! Your Friend,” Bill Constain, CFO, RFP – Freedom Wealth Services, FL (34 years)

https://www.insuranceproshop.com/lifeinsurancemarketing/

dont-wait

Don’t Wait For Things To Get Better… Make Them Better!

Do you know what most small businesses do when times are bad? They hunker down and hope things will just get better. Even when the economy was thriving and banks were throwing money at people and businesses, there were companies going broke every day, because they just carried on doing what didn’t work and hoped that things would magically, just get better.

Things didn’t just get better back then and they certainly won’t today…

Many of the agents, advisors, and planners we work with have just finished their best year ever. They have achieved this through combining great products, with highly effective marketing and being focused on really helping people.

And, you can do it too!

Don’t wait for things to just get better. Make them better!

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Critical Strategy

A Critical Strategy To Help You Increase Your Annuity and Life Insurance Sales!

Today, most middle-income families are struggling financially with skyrocketing credit card debt, increasing income taxes, soaring health insurance premiums, inflation, rising college costs and very little saved for their retirement. These families ‘ARE NOT’ looking for an insurance agent… salesperson… that just wants to sell them life insurance or an annuity!

They are looking for real help and guidance in financial matters from someone they can trust… And, that can and should be YOU!!!

The transition from an insurance salesperson to the trusted advisor is not that difficult. All it requires is that you conduct a good, thorough ‘fact-finding interview’ with ‘everyone’ you meet with. Ask questions and really listen to their problems and concerns! And, then tailor a financial plan to give them what they want and need. Read More

Consistent Flow on Insurance prospects

Generate A Consistent Flow Of The Right Insurance Prospects!

To consistently attract the ‘right’ high-quality insurance prospects to you, it is absolutely critical that you specialize in solving a specific, immediate problem they have. People are not looking for an insurance agent who is just trying to sell them another insurance product or service that they feel they can’t afford. People are looking for expert advice and help from someone they respect and trust. That person should be you!

Your goal, if you want long-term success in insurance sales, is to get your name out there as often as possible, so that prospects feel they already know you. Then when you send them an insurance sales letter, invite them to your educational workshops, or run ad’s they’ll feel comfortable calling you and meeting with you.

Get Your Name Out There!

To get your name out there you must get your articles published, with your byline, in your local newspapers.  Get newsworthy public service events published in your local newspaper. Write comments to the editor. Be active in local associations. Be interviewed on a local talk radio station. Be listed on local websites. Offer free educational workshops at colleges and libraries.

Why should or would anyone call you or set an appointment with you, if they have never heard of you. You must become the expert, trusted advisor people want to see!

The most effective option for you to increase your leads and sales is to become better at marketing. And, if done properly you can actually significantly reduce your lead costs while attracting more prospects to you and closing more sales.

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Ben Feldman

…Doing Nothing Costs A Lot More!

The late, legendary Ben Feldman was one of the greatest salesmen in the history of the world, and has been written up in the Guinness Book of World Records for his accomplishments. He went from being a $10-a-week butter-and-egg salesman, to becoming one of the world’s greatest salesmen ever. Ben made the record books by selling ‘life insurance!’ For 52 years, from 1941 until his death in 1993, he sold life insurance for New York Life. His lifetime sales volume exceeded $1.5 billion… with 1/3 of his sales coming after he reached the age of 65. And, he did it all in Liverpool, Ohio, a small town of only 13,000 people!

There have been many books and articles written by and about Ben Feldman that have attempted to explain how and why he was able to achieve this extraordinary level of insurance sales success. Ultimately, it boils down to… Ben Feldman was successful because he mastered the basics, and did them better than any of his competition!

Nothing has really changed in our business, only our perceptions. If you want to be successful selling life insurance, (or anything else) then you need to get back to the basics… Marketing & Sales!

One of the primary reasons for Ben Feldman’s outrageous success is that for most of his career he spent two hours every night, from 10:00 P.M. to midnight, studying the field of life insurance. He not only studied life insurance, but also selling methodologies and persuasion skills, along with financial planning, actuarial tables, and every other subject he could think of that would make him more knowledgeable and, therefore, more capable of ‘serving’ his clients.

In Ben’s own words, “Read! Study never stops because publications never stop coming in. It’s read and study. And think about what you’re studying. Take it apart and put it together. Ask ‘why?’ And know the answers.”

Ben Feldman was famous for his ‘power phrases’ to get his prospects to take action. One of his most famous ‘power phases’ was: “Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!”

The above quote certainly applies to everyone in this business! There is a price to pay in time and money if you want to be successful in insurance sales. There’s also a price you’ll pay by doing nothing, and that price is ‘Lost Sales!’

Buying Decision!

Overcoming The Prospect’s Anxiety To Making A Buying Decision!

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 sales professional 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 listen…

Most salespeople will talk instead of listening and they will lose sales because they are not listening and focused on learning what is most important to the prospect. They start thinking about what they want to 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.

“I took your advice and went back to those two prospects I thought I had lost. I started over with them using your fact-finding techniques and at the second meeting, I closed the biggest case of my career – $42,000 plus in commissions. The clients are extremely happy, and you can imagine how my confidence is.” Jeff Cody, TN,

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Life Insurance Sales Generator

Are You A Life Insurance Sales Generator?

There are two types of Life Insurance Sales Agents / Financial Advisors… sales interceptors and sales generators. Sales Generators represent only 20% of the financial services sales force, but consistently produce 80% of the business. Why is that?

Let’s study their traits and make them yours.

First, sales generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation!

Second, sales generators are relationship builders. They know that all things being equal, prospects buy from the people they know, like and trust!

Third, sales generators work at the right things. They focus on those few marketing and sales activities that make the big difference… that produce results!

Fourth, sales generators identify and meet with their ‘IDEAL’ prospects. The people that are looking for help. They do not want to waste their time with lookers and shoppers!

Fifth, sales generators have a sales call objective. They have in mind a “bottom line result” as they enter every selling situation… their objective is to ‘help people’, not just to make a sale!

Sixth, sales generators ask probing questions. They ask the RIGHT questions, to arouse the prospect’s interest, to get them to talk about their problems and concerns!

Seventh, sales generators help people to ‘Find The Money’ to spend, save, invest, insure, and plan wisely for the future, to ‘Live Debt Free And Truly Wealthy!’

Finally, sales generators understand ‘ULTIMATE SECRET’ to extracting wealth from their life insurance business… is repeat sales and referrals! And, that is about the care and nurturing of their existing clients, helping them to stay on track to achieve their financial goals!

Are You Ready to Become A Life Insurance Sales Generator?

What’s stopping you from investing today, to dramatically increase your life insurance sales and income?

Take the next step and download our free report now! Advisor Guide To Found Money Management and learn a skill that will Increase your Life Insurance Sales!

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Costly Sales Mistakes and how to avoid them!

#1 Most Costly Sales Mistake & How To Avoid It

Are You Losing Sales Because You Are Trying To Solve Your Prospects Problem Too Soon? This sales mistake is costing you big time!

One of the most blatant sales mistakes that I see agents, advisors & planners routinely make today is trying to solve a prospect’s problem before the prospect sees, fully understands and wants to solve their PROBLEM /S! The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need.

Yes, I know, it’s very difficult not to respond to what you may feel is a burning need.

However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales call. They’ll tend to see you as just a salesperson, instead of an advisor.

You must listen to… ALL of the needs the prospect may have! Then and only then should you try to determine the ones he/she is really passionate about solving.

In other words, shut up and ask the who, what, where, when, how and why questions to clarify what they need. The more questions you ask, the more they’ll talk about their problems and concerns.

The more you get them to talk about their problems, the more emotionally involved they’ll get. And, they’ll turn that need into a want!

And, they’ll practically sell themselves!

Present your solutions and benefits later when they have the most emotional impact!

Crush this costly sales mistake…

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

repeat customers... repeat sales

Turn Your Clients Into Repeat Sales!

Depending on which study you believe, and what industry you’re in, acquiring a new client is anywhere from 5 to 25 times more expensive than retaining an existing one! Accordingly, the first rule of any business that wants to be successful, is to retain their clients and build a loyal relationship with them, to acquire repeat business from them.

Any business that is always chasing new clients at the expense of repeat business from their existing clients is making a fatal mistake. And, that is certainly true for your insurance and/or financial services business.

Your clients are your loyal base, and they are invaluable to your success. Your current clients have already shown that they trust you, or they wouldn’t have followed your initial recommendations. So, if you continue to work with them, helping them to stay on track to reach their financial goals, they will do more and more business with you!

In addition, if you treat your existing clients with trust and respect, they will refer new clients to you, solving one of your most complex problems… Referrals!

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill that will enable you to turn your clients into repeat sales.

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Insurance sales training

There Are Only Two Ways To Acquire Wisdom! Ben Franklin Told Me So!

Ben Frankin said…

“There are two ways to acquire wisdom; you can either buy it or borrow it. By buying it, you pay full price in terms of time and cost to learn the lessons you need to learn. By borrowing it, you go to those men and women who have already paid the price to learn the lessons and get their wisdom from them.”

Find the people who have already done what you want to do! Then get their input, advice, and guidance… and follow it! You will save yourself the months or years, and the thousands of dollars it would cost to learn what you need to learn by trying to go it alone.

Don’t try to reinvent the wheel. Download my free report.

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!