Think About This…

If this business were really about having the best products and sales ideas, like people are telling you, then why are 90% of the new advisors failing and why is the average income for advisors only $30,000-$50,000?

The truth is the vast majority of insurance companies, IMOs, and agencies are not going to spend a lot of their time and money training and coaching you on insurance marketing and sales! Their main focus is on recruiting agents and product training. It’s not their job to make you a superstar salesperson. Their job is to provide you with the products and teach you how they work.

The ‘Good News’ is that you can get started in insurance sales without having the fundamental insurance marketing and sales knowledge and skills you need to be successful long-term.

The ‘Bad News’ is that if you don’t take the time to gain the fundamental knowledge and skills you need, the chances of you surviving more than a year or so is only 1-10. And the chances of you making more than a mediocre income are 1-100.

We created the Insurance Marketing and Sales Resource Center™ in 2000 because there wasn’t one place you could go to get ALL of the core insurance marketing and sales knowledge and skills you need to be successful short-term and more importantly… long-term!

“I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds.”

Just by getting down to the fundamentals, I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds. This is not even discussing the other appointments I have set in the next two weeks. I have been recommending you to other agents I know who are having similar issues. Thanks Lew and Jeremy! You guys are great!

Mike Spence, President of Wealth Building Methods, LLC – MN

Help Others Selflessly!

Most agents think they’re networking when they hand out a business card and slap a new acquaintance on the back. However, true networking is all about getting people to “know, like and trust” you. After all, this is why people will buy from you. How do you become one of these esteemed people? You ask questions, to encourage people to talk about themselves. And, then by you being the first one to do the referring in a relationship. If you help others selflessly, you will reap the benefits.

Here Are 10 Questions You Should Ask When Networking… (by Bob Burg)

  1. “How did you get your start in the widget business?”
  2. “What do you enjoy most about your profession?”
  3. “What separates you and your company from the competition?”
  4. “What advice would you give someone just starting in the widget business?”
  5. “What one thing would you do with your business if you knew you could not fail?”
  6. “What significant changes have you seen take place in your profession through the years?”
  7. “What do you see as the coming trends in the widget business?”
  8. “Describe the strangest or funniest incident you’ve experienced in your business?”
  9. “What ways have you found to be the most effective for promoting your business?”
  10. “What one sentence would you like people to use in describing the way you do business?”

Now Ask The One “Key” Question That Will Set You Apart From Everyone Else…

“How can I know if someone I’m speaking with is a good prospect for you?”

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

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 “Pushing” Products?

One of the main reasons why so many agents and advisors are struggling today in the financial services industry is they are “Pushing” their products instead of focusing on helping people.

If all you are doing is “pushing” products, then your prospects will tend to see your products as a commodity and price will be their primary focus.

Example: If all your prospect wants is a life insurance policy to protect their family, then, in their mind, why should they buy anything but the cheapest term insurance.

Unfortunately, if you are competing based on products and price, you will live or die based on products and price. Remember, there is always someone out there who claims to have a better product and/or a lower price.

Instead of “pushing” your products, help your prospect to see the products you offer are the best ones for their situation. The beauty is when the prospects believe this, then price becomes far less of an issue.

Ask questions to get the prospect to reveal the needs they have and the outcomes they desire. By asking questions, you’re allowing the customer to drive the discussion – or so they think – and they will be far more likely to convince themselves they need your products.

Once they have convinced themselves, there is no stopping them and they will be adamant about buying your products to satisfy their needs.

Take a look at your sales process. Is it geared around you telling the prospect what they need and then “pushing” your products? How much of your presentation is geared toward “pushing?” The easiest thing you can do to begin moving away from “pushing” is to ask more questions about their situation, to get them to tell you what they really want and why. Make it your objective to add 5 more questions to each sales presentation you make. You’ll be amazed at what will happen!

The end result will not only be more sales, but also larger sales, and much higher profits!

Plus, your clients will feel much better about you and your services! They will see you as a true advisor who is there to help people. And, they will talk about how you have helped them with their friends and family.

Insanity: doing the same thing over and over again and expecting different results.

Break the cycle, Make a change!

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!

Whose Job Is It?

Think About It… If this business were really about having the best products and sales ideas like people are telling you, then why are 90% of the new advisors failing and why is the average income for advisors only $30,000-50,000?

The truth is, that contrary to what you may believe, the vast majority of insurance companies, IMOs, agencies, and brokerage firms are not going to spend a lot of their time and money training and coaching you on marketing and sales! Their main focus is on recruiting agents and product training. It’s not their job to make you a superstar salesperson. Their job is to provide you with the best products and teach you how they work.

Consider, if a company hires you as an engineer or accountant are they going to train you… or do they expect you to already have and stay up to date on the specific knowledge and skills needed for the job?

If you really want to succeed today, then isn’t it up to you to get the very best life insurance and annuity marketing and sales knowledge, skills and training you need to do your job?

We created the Insurance Marketing and Sales Resource Center in 2000 because there was not one place you could go to get ALL the core marketing and sales knowledge you need to be successful!

Since 2000, we have helped thousands of insurance agents, financial advisors and planners to go from earning $30,000-$50,000 per year, to now earning $150,000-$350,000 per year.

Whether you want to achieve dynamic financial growth over the next few months, or put an end to those 12-14 hour days, so you can have more time with your friends and family… Or Both we can help you!

Isn’t it time for you to become a member?

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!

What Does It Take To Be A ‘Successful’ Financial Advisor?

(Note: We are all financial advisors no matter what we sell!)

We all want to achieve success so we can live a comfortable life — have financial freedom, drive a nice car, and live in a beautiful house. However, although success can be achieved, it does not come easy.

Becoming a successful financial advisor is no exception. If you want to be successful, it requires constant study and hard work to master the fundamentals of your profession — and it never stops. You constantly have to educate yourself.

Above all, you’ll need to sharpen your questioning and listening skills. You’ll need to work hard at understanding what your clients really need and want. Many times, clients don’t know what they need and want, so you have to be able to help them discover it for themselves.

Our 30 plus years of experience in this industry, has shown us that these questioning and listening skills are far more important than any other skills — even marketing and prospecting!

If you like helping people to significantly enhance their lives, then being a financial advisor is a dream come true.

Start off by mastering the basics of marketing and sales, and then keep learning how to help families to ‘Find The Money’ to spend, save, invest, insure, and plan wisely for the future, to ‘Live Debt Free And Truly Wealthy!’

Remember, the most successful financial advisors are voracious learners. They start each day reading. They take time each day to practice and study their craft.

And, a successful financial advisor always puts their clients above themselves!

“If you help enough people to get what they want, then you’ll get what you want… a great, rewarding and very successful Financial Services career.”

Note: The U.S. Bureau of Labor Statistics (BLS) reported that the median income for personal financial advisors was $90,530 in May 2016 (www.bls.gov). Those in the top-paid ten percent earned more than $208,000 a year, and those in the bottom-paid ten percent earned $41,160 or less per year.

If you want your circumstances to change, you need to act now. 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!

An Inspirational thought from James Clear…

“The biggest difference between successful people and unsuccessful ones (in health, in business, and in life) is that successful people are determined to succeed rather than playing the role of the victim and searching for reasons (making excuses) why they aren’t succeeding.

No idea, technique, or strategy will work for every person on the planet, but they can work for most people… if you believe that you can make them work! You have to be willing to not just think differently, but to also experiment with new ideas, techniques and strategies and trust that you’ll discover a way to make them work.”

We believe that it is possible for you to succeed beyond your wildest dreams. We believe that if you want better health or more happiness, or a more meaningful career that you can make those things happen.

However, if you don’t believe that it’s possible to make new things work, then it’s hard to make any progress. I don’t care how good the ideas, techniques, and strategies are, nothing will work for you if you don’t believe in it.

And more importantly, nothing will work if you don’t believe in yourself.

That is why it is critically important to surround yourself with positive, nourishing, and uplifting people… people who believe in you and encourage you to go after your dreams!”

What’s the reason you are not as successful as you want to be?

Is it because you don’t believe it is possible?

Are the people in the company you work with positive, nourishing, and uplifting?

Is the company giving you the support and encouragement you need to go after your dreams?

What are you going to do about it?

We are here to help you, support you, and encourage you!

All you have to do is call us! 877-297-4608

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!

Are You Trying To Solve Your Prospects Problems Too Soon?

This is one of the most blatant sales mistakes that I see advisors make! The advisor hears the prospect express a need that can easily be met with their company’s products and/or services and he/she immediately offers to meet the need.

Yes, I know, it’s very difficult not to immediately respond to 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 see you as 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, then they’ll practically sell themselves!

Present your solutions and benefits only after you have really listen to them, asked more questions, and got them to really think about their situation!

Let me ask you a question…

Would you like to close more sales?

Would you like your prospects to act on your recommendations, without having to hard sell them?

What would it mean to you and your family, if you were able to increase your closing %, increase your commission per household while helping the families you work with to achieve their financial goals?

If you want your circumstances to change, you need to act now. 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!

4 Quick Success Tips!

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

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

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

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

Become a better you! For only about a $1 per day, you will have immediate, unlimited access (24/7) to an online Mini University of insurance marketing and sales techniques, tips, and strategies providing you with everything you need to know… to get you off to a quick start… and guarantee your long-term success selling life insurance and annuities!

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!

How Do I Make It To The Top In Sales?

If you you spend just one hour reading each day, that will translate into 1 book per week, and 52 books per year. In a society where the average person reads less than 1 book per year, what kind of advantage do think you’ll have over most people?

Commit to Lifelong Learning… One quality of high achievers in every area seems to be a commitment to ongoing personal and professional development. They look upon themselves as self-made people, as “works in progress.” They never become complacent or satisfied. They are always striving toward ever greater heights of knowledge and understanding. (Brian Tracy)

You can make it to the Top in Five Years… The legendary Earl Nightingale said many years ago that; “One hour per day of study in your chosen field was all it takes. One hour per day of study will put you at the top of your field within three years. Within five years you’ll be a national authority. In seven years, you can be one of the best people in the world at what you do.”

According to Brian Tracy… “If you read only one book per month, that will put you into the top 1% of income earners in our society. But if you read one book per week, 50 books per year, that will make you one of the best educated, smartest, most capable and highest paid people in your field. Regular reading will transform your life completely.”

We have made it easy and affordable for you to learn what you must know today to be successful in insurance marketing and sales. Everything you need is in our Insurance Marketing and Sales Resource Center! The key is to spend an hour each day reading and watching the videos.

Boy Scout Motto… Be Prepared!

“Winging it” and generally being unprepared usually yields horrible results.

It’s quite simple to prepare for what you’ll say… practicing, editing, and fine-tuning.

But why do many insurance agents insist on diving blindly into a prospecting or sales call, and spew out the first words that come to mind?

Would a surgeon walk into an operating room, slap on the gloves and say, “OK, give me the knife. By the way, what are we doing with this guy?”

Would a lawyer dash into a trial, pop open a briefcase, begin an opening argument, then turn and whisper to the client, “What are we working on here again?”

Yet as I coach agents and ask what they are saying to set an appointment or what questions are they asking during the sales call, they stumble all over themselves.

Are you prepared? Do you have a prospecting script you follow?

When you meet with people do you have a series of questions you ask them? Or, are you just shooting from the hip!

In the Insurance Marketing and Sales Resource Center we have provided you with all the proven scripts and questions you need. But, you have to study them and practice them, to make them work!