Insurance Agents - Are You Making The Most Expensive Mistake of Your Career?

Are You Making The Most Expensive Mistake of Your Career?

Why is it that most insurance agents, financial advisors, and financial planners will spend huge amounts of their time, and thousands of their hard-earned dollars on learning about a hot new sales idea or a hot new product, buying and learning the latest software, or earning the latest industry designation? But, when it comes to learning and mastering the two extremely critical success functions of their business, that will make their career a whole lot easier, more fun and extremely profitable, they can’t seem to find the time or the money?

If having the latest sales ideas, products, software and designations were the actual keys to success in this industry, then why are 90% of the people who enter the industry failing and leaving the industry within the first four or five years? Why are the majority of the surviving people earning less than $50,000 per year?

Do you want to do more than just survive in this industry?

Do you want to be earning a significant six-figure income and be enjoying your career?

Then isn’t it time for you to learn and master the two critical keys to success in this industry?

What’s the first critical function for success in the financial services industry?

What I hear most from people is that they are struggling to find qualified prospects. Is that one of your main problems? How much easier and more profitable would your business be if you had a consistent flow of the ‘RIGHT’ qualified prospects? Well you can, if you’ll spend more of your time and money learning how to identify and consistently attract the right prospects to you. The people you have the best chance of selling. And, that’s about learning all you can about Marketing Your Services!

What’s the second critical function for success in the financial services industry? 

What I hear second most from people, is they are having trouble getting their prospects to take action. Whether it’s setting an appointment or closing the sale, most people are only getting a small portion of their prospects to take action right now. Be honest with yourself, are you having the same problem? You can be setting many more appointments and be closing many more (and larger) sales, if you’ll spend the time and money to Improve Your Questioning, Fact-finding & Selling Skills.

Summary

Let face it, you can have the all the latest sales ideas, the most innovative products, the latest software and a list of designations after your name, but if you aren’t able to attract the RIGHT prospects to you and then get them to take action, you’ll continue to struggle in this business.

The unfortunate part is that your companies, marketing organizations, managers, and recruiters are providing very little if any intensive training on these two very critical success functions. And, why should they spend their time and money training you? Aren’t there plenty of people for them to choose from, who want a career in the financial services industry?

If you want to succeed short-term and long-term in this industry, then it’s up to you to get the marketing and sales skills training you need and want… right now!

The question is where do you find the marketing and sales skills training you need?

Unfortunately, there are very few people in our industry who are actually offering this in-depth marketing and sales skills training.

There are lots people offering great sales ideas and product information, like LEAP, Missed Fortune, Infinite Banking, Circle of Wealth, The Wealth Preservation Institute, Annuity Selling Systems, Pension Concepts, College Funding Solutions and others. The problem is that they are primarily just offering sales concepts with very little if any real marketing or sales skills training.

Then there are all of the marketing companies that will tell you they have a great foolproof lead system that will put you in front of a ton of people, like the Broich Approach, Million Dollar Leads, Bank On Yourself and others that are either just recruiters in disguise, or are selling expensive ongoing services that empty your wallets.

Finally, there are the FMOs, IMOs, and other recruiting organizations that will promise you the world, just to get you to contract with their companies.

There are very few people that are actually providing comprehensive marketing and sales skills training, specifically for this industry.

And, there are fewer yet that have the proven industry credentials and experience, with industry leader endorsements and testimonials from successful agents, advisors, and planners.

Marketing and sales skills training is not sexy or exciting. It’s just what makes your business easier, more rewarding, more fun and extremely profitable!

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!

closing sales - Break through

How To Get Past The Prospect’s “Salesperson Filter.”

Believe it or not, closing sales is simply a matter of asking the right questions. If you don’t ask the right questions, you won’t uncover the needs of your prospects… and what your prospect actually wants! And, if you don’t uncover what the prospects needs and wants, you won’t understand what problems to solve for them.

Unfortunately, most agents spend most of their time during sales appointments giving a lecture about their products and services and how great they are. If you are using that presentation/sales style…

…it is costing you a lot of sales!

Read More

Priceless Life/Sales Advice From My DAD!

When I first entered sales, I asked my father for some sales advice and what the best selling technique was to be successful.

He replied, “The two most important parts of the sales process are your ability to:

  1. Ask The Right Questions!
  2. Shut-up and Listen To The Client!”

Asking the right questions is the number one sales technique that you can use and it makes all the difference in the world. Your ability to provide your clients with the right solution to their problems is the key to your sales success. And to find the right solution, you need to ask the right questions. When you ask the right questions, your client will tell you exactly what you need to do to make the sale.

Unfortunately, when I talk to a struggling agent or advisor, I find they are making the mistake of telling their clients about the features and benefits of their products before they understand what the client is looking for. Your clients buy for their own reasons, and you won’t learn what those reasons are, unless you first ask questions and listen to them.

A successful sales call should be about 30% asking questions and talking, and roughly 70% listening. Remember, you have two ears and one mouth. That means you listen twice as much as you speak.

Why is it important to learn how to structure your sales questions:

You use questions to gain or maintain control during the sales call. If you use questions properly, you can lead your clients to where you want them to go. The proper use of questions also helps you to isolate areas of interest. Ask the right sales questions to help you find the right solution.

By asking questions, you will find out what the prospect is interested in. If you know what they are interested in or need. You can then provide the solution they are looking for and better position them to buy.

You use questions in sales to help acknowledge a fact. When you state a fact in the form of a question, and the response is positive, you have an agreement.

Use sales questions to receive minor agreements. Selling is the sum total of a series of yeses, that lead to the final decision to own or use your service. A minor agreement will also define the area(s) in which they have the most interest. Not everyone buys your products or services for the same reasons. By asking questions, you will find out why they will want what you have to offer.

Use sales questions to arouse and control emotions. Emotions are the thinking that you must arouse in the prospect. If they can’t get excited about what you have to offer, they will not buy. They have to feel that they must own the product.

Use sales questions to isolate objections. You must isolate their objections to understand the real stumbling blocks to the sale. A skilled salesperson knows the prospect will have objections to buying their product or service. But, they also know that most objections are just a reaction and not real. You need to find the objections that are important to the buying decision and focus on what is most important to the prospect. To do that, you have to use questions.

You don’t answer objections by telling. You answer objections by asking questions. The key to handling objections is best done when you ask the right questions that allow the prospect to positively answer their own objection.

The truly amazing part is that if you want to take his sales advice, learning to ask the right questions is one of the easiest skills you can learn and master, to immediately increase your sales and income.

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!

Need More and/or Better Insurance Leads?

One of the main challenges, we face every day as trainers and coaches, is getting agents and advisors to understand the real reasons why they are not as successful as they want to be. Example: Most agents and advisors come to us believing that their main problem is they need more and/or better insurance leads. While that is basically true, is it only a symptom of their real problem?

Is the real problem that they don’t know what to do and say to set an appointment with the people they know and meet?

Would you agree that almost everyone you know and meet has a problem, and would significantly benefit from your products and services? Do they need your help to ‘find the money’ to save more money for retirement or to fund their children’s education? Or, do they need more life insurance to protect their family? Or, maybe they need more safety and guarantees on the money they have already saved? Etc.!

If almost everyone you know and meet needs your products and services, doesn’t that mean there are literally hundreds, if not thousands of people (leads) in your immediate area that would benefit from your help? So, do you really need more and/or better leads?

Or, do you need to learn what to do and say to get these people to want to meet with you?

Or, is the real problem that you are uncomfortable and don’t want to approach and talk to these people?

Is that because you lack confidence in your ability to help these people?

Or, is it because you only see yourself as just another insurance salesperson?

What are you going to do today to improve your sales?

The truly amazing part is this critical sales skill is one of the easiest skills you can learn and master, to immediately increase your sales and income!

Take step one 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!

Hamburgers & Hotdogs

Working with agents on their cases is one of the many services you receive with our one on one coaching! In doing these cases (well over 1,000 cases a year!) I have found most agents are trying to hard! Trying to do too much and flat out not giving the prospect what they want!

We try to hard sometimes to fit the square peg in the round hole. 

What we do or should be doing is two different things.

If the client wants a Hamburger, give them a hamburger! Don’t try to talk them into wanting a hot dog.

Here is an example of what I mean…

I was working with an agent and 2 senior clients. The clients wanted income from one of their IRA’s. Easily the agent could have just put them into an Annuity with Income Rider or SPIA. Instead, of doing just that, the agent, wanted to sell them on Life Insurance to maximize their pension (one the right track, just the wrong time) and leaving money to their heirs. The agent lost the case because he was trying to sell the hotdog!

Bottom Line… Give the client want they want first, Make them a client! Then through reviews educate, prove and show them there is a better way!

Find out what your client really wants and watch your sales soar! It all starts today and right here! 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!

Why Are You Not Where You Want To Be?

Let’s keep this quick and simple…

Every day I speak with agents and advisors all over the world. They tell me that their sales aren’t where they want them, they don’t have enough prospects, they’re frustrated with their companies/FMO’s training, etc…

All these agents and advisor typically have all the tools they need except one thing.

Someone who will coach/mentor them through all the ups and downs of business. See, in my experience (20+years), You are just inches away from success. In most cases, you just need someone to put foot to butt to get you going, keep you motivated and fill in the gaps of information your missing that will blow up your sales, keep you in front of qualified prospects.

When I suggest this to agents and advisors, I almost always get the same response “I cannot afford a coach!”. When really the answer is “You can’t afford not to have a coach!” After discussing this with agents, I find money is not really the issue. It’s their pride, ego, fear. It’s not really the money. The problem is between there ears, getting the better of them.

Bottom Line… You’re not where you want to be because you don’t have a coach guiding you, pushing you, educating you, helping you fight these mental battles. The money will come with the right coach you should see almost an instant increase in sales and/or a decrease in expenses.

If you want to make 2018 a special year. Isn’t time for you to invest in yourself and get the help you need!

Download our Free eBook “How to Attract And Sell The Perfect Prospects” and get to know us a little more.

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!

The #1 Skill All Insurance Agents and Advisors Must Learn!

Listening Is A skill!

Studies consistently show that our customers believe that salespeople talk too much. Even more embarrassing, polls of salespeople show that we know we talk too much.

But how can we sell more while talking less?

One reason we talk too much is we don’t want to miss a detail, feature or benefit the customer might find important, so we overload them with information. And we tend to confuse them. If they are confused they’ll generally give you a response like… “I need to think about it.”

If you want to be more effective, the answer lies in letting the customer speak first. If we probe effectively, asking the who, what, where, when and how questions, then they’ll tell us everything we need to know about their problems, and how to solve them. Then, when it’s our time to talk, we can focus our remarks on what we know to be important to the customer, instead of what we think they might want to know.

Ask more questions, listen more, and the odds are you’ll speak less while significantly increasing your sales.

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 famous 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!

Three Quick Thoughts About How To Progress In Your Career!

Here are three thoughts to help you have a very successful and highly rewarding career.

1. Take action immediately, rather than over analyzing and stalling.

The anticipation of an event (change) is always scarier than the event itself.

Just do it. Train yourself to respond immediately when you feel you should do something. Stop questioning yourself. Don’t over analyze it. Don’t question if it came from God or from yourself. Just act.

Have faith in your ability. Until you take action, nothing is going to change.

“He who hesitates is lost.” Cato

2. Ordinary people seek entertainment. Extraordinary people seek education and learning. When you want to become the best at what you do, you never stop learning. You never stop improving and honing your skills and knowledge.

“The best time to plant a tree was 20 years ago. The second best time is now.” Chinese Proverb

3. You will miss every shot you don’t take. And most people are afraid to take the shot. Fear of failure paralyzes them.

The only way you can become unstoppable in your career is if you stop thinking about it. Just take the shot. Don’t do it only when it’s convenient or when you feel ready. Just go and make whatever changes you need to right now.

As the great Ben Feldman said…

“Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!”

Let us help you to take the action you need to have a very successful and highly rewarding career.

PUSH FORWARD! Take step one 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!

What’s Keeping You From Obtaining The Success You Want And Deserve?

Are you as successful as you would like to be?

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

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, as 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 can you overcome the fear of success?

Decide Whom 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 motivational 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

PUSH FORWARD! Take step one 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!

Are You Over Thinking The Solution To Your Problem?

Overthinking is a cruel trick that you can play on yourself. It tricks you into believing that you are on your way to solving your problems. It keeps you protected against the perceived dangers out there like, failure, rejection, and embarrassment by keeping your actions to a minimum. It feeds your ego and tells you that you know more than others, that you are a clever person that has things figured out.

The problem is that ‘over thinking’ clouds your judgment because you tend to focus too much on the negatives. And, when you focus on all the negative things that might happen, it’s easy to become paralyzed.

Stop thinking about what can go wrong… Instead, think about what can go right!

Decide what you want, and then… Just Do It!

The biggest mistake you can make is doing nothing!

“The Best Way To Avoid Work Is To Think About It!”

Just Do it! 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!