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! 

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

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

There is an old story that puts this into perspective…

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

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

Will You Survive The Coming Changes In Our Industry?

Unfortunately, the new DOL rules are just a tip of the iceberg of the coming changes in the insurance and financial services industry.

And for the most part we, as an industry, deserve what we are getting. Too many companies, IMOs, Agents, Advisors, etc. are focused on just selling as much product as they can, to reap as much profit as they can. They are just pushing products, with little or no regard whether it is best for the client.

Obviously, there are agents who are doing the right things, the right way, for the right reasons for their clients. These agents are reaping the financial rewards and will survive the coming changes because they are actually helping people to better their financial lives.

“When you help enough people to get what they want, you’ll get what you want.” Read More

Are you guilty of doing this?

One of the best things about writing these posts every week is that it forces me to read articles from other sales trainers. In a recent article, I was reminded of how important it is to build relationships with the right people and companies regardless of their buying time. I think we all forget this at times. If a potential client doesn’t buy from us today we drop them like a hot potato rather than continue to nurture the relationship into fruition.

Are you guilty of doing this?

Below are 5 tips, to get you back on track!

Tip 1. Have you lost your human touch? If so, make a phone call, send a card or take just a few moments to send an email to see how they are.

Tip 2. It isn’t just the first impression that counts. It’s every impression that you make. Be consistent.

Tip 3. Be personable. Your clients should want to talk to you – if they don’t, you might be trying too hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.

Tip 4. Is your customer here today and gone tomorrow? Start Thinking… “A customer is for life.” Are you willing to invest what it takes to get their business? Give people value, more than they expect and you have a customer for life!

Tip 5. Be an advisor not a salesperson. A trusted advisor will always win more sales than a high-pressure salesperson.

Take the next step…Learn More About Us, Our Training, Etc…

Download our free eBook “How To Close 9 out of 10, 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!

2 Quick Tips That Every Insurance Agent Needs To Read!

People Don’t Buy Products!

One of the main reasons 90% of the advisors continue to struggle, is because they have a good (or a complete) understanding of the products they sell, and how those products can fix the problems people face today! Accordingly, they want to believe that all they have to do is tell (or show) people how great their products are, and what their products can do… and they will be able to convince people to buy.

Unfortunately, it takes most agents too long to find out the product is irrelevant! People don’t buy products… they buy a solution to ‘THEIR’ problems!

Yes, we know that you can convince some people to buy! But, we also know that when you try to convince people to buy, generally you end up making smaller sales… and missing the real sale!

If you want to increase your sales, then stop trying to convince people to buy your products or ideas! Instead, help them to convince themselves they have a problem!

Ask questions to get them to talk about their concerns and problems. The more they talk about what they want, the more they will want it!

Getting people to talk about their concerns and problems is the key to closing more and much larger sales!

 

Shift Your Perspective To Overcome Your Fears!

One of the main problems that is holding many agents back from reaching their full potential today, (even successful advisors) is that even though they know they need to “sell” their products and services, they feel fearful, or anxious about actually doing so. Most often, our fears of selling come in several forms. Either we worry about not being liked, or being perceived as pushy; or that we don’t know enough; we (secretly) worry that our product or service might not perform as we say, or we struggle with the idea of rejection.

Knowing the source of your fear (most of the time it is a combination of the above fears) is an important part of overcoming your fear of selling.

One of the best ways to overcome your fear (s) is to shift your perspective. How would it feel to think of yourself as “sharing information” about what you do? Or “helping people”, “showing benefits” or “sharing your passion?” If you feel uncomfortable or anxious about “selling,” find a way to shift your perspective to one of sharing information and helping, rather than “convincing someone to buy!”

Want more tips like this? Take a moment and download our Free Report and automatically be added our Weekly Newsletter… “You Can Make The Difference”

How To Attract and Sell your Perfect Prospect. Learn the consistent, cost effective ways the top producers use to have more qualified insurance prospects in a month than most advisors see in a year! And you will quickly be closing more insurance sales!

Do You Know Your Prospects’ Objectives?

If you want to get more people to act on your recommendations, then you will want to learn WHY people are talking with you.

Everyone you talk to is looking for something. They may have a set of goals or objectives. Or, maybe it’s just a vague direction they want to go. Or, a problem that’s keeping them up at night! They all have something that’s important to them, something they want to accomplish.

Just Ask and You will be rewarded.

It is truly amazing what people will tell you when you simply ask them what they want:

  • “What are you trying to accomplish?”
  • “Who are you trying to protect?”
  • “Why is that important to you?”
  • “Where would you like to go with this?”
  • “How would that affect your plans or situation?”
  • “When would you like to be able to…?”

And, there are a host more questions you can easily ask about their specific situation.

Before you can make a sales presentation and close a sale, you need to know why these people are talking with you. What are they seeking? Where are they focused? What will make them happy? How does that make them feel?

Ask enough questions and the prospect will practically sell themselves!

“If you do what you always do, you’ll get what you always got!”

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 

Are You Tired Of Working Long Hours To Make A Mediocre Income?

My Father and I started the Insurance Pro Shop in December of 1999, because of the serious lack of real life insurance and annuity marketing and sales training in the industry. We got tired of seeing a 95% failure rate for new agents coming into this industry. Along with seeing 90% of the agents and advisors today struggling, working long hours, to make a mediocre income.

There is plenty of technical training on how our life insurance and annuity products and riders work and the basic benefits of using those products… along with how to run basic illustrations. However, there is very little technical training on how to properly use and present those products. And, the people skills training needed today, for you to find and attract prospects; set appointments; and help people to take action are practically non-existent!

Unfortunately, because most of the training available today just focuses on products, our industry has become one of mainly salespeople, instead of advisors who are dedicated to helping people to improve their financial situation.

If you want to make more than a mediocre income selling life insurance, while working a normal work week, then you can’t continue to follow what everyone else is doing.

You need to finally get the marketing, prospecting, and sales training, coaching, and support you need… to know what the Top Producers know… and do what the Top Producers do… to attract your ideal prospects to you every day!

Then it is about you deciding to learn how to help people to set better financial priorities, so they want to take advantage of the strategies you present.

(We are dedicated insurance marketing and sales trainers, coaches, and mentors… NOT Recruiters!)

Where do you want to be in 3 months… in a year… in four years… in ten years?

Get the training you need! Take the first step….
It all starts with a membership to our… Insurance Marketing and Sales Resource Center! This is the highly specialised insurance marketing and sales training you have been missing… with our complete ‘Step by Step’ programs and courses. For about $1 per day, you will learn what you must know and do today, to take your sales to heights most people can only dream about!

It’s Hard

We all struggle with making a decision and making a change.

But, most of what makes it difficult… is just in our minds!

It’s hard to make that decision because we are afraid of making a mistake.

It’s hard to change and try something new because we are afraid of the unknown and leaving our comfort zone.

Most often, it’s not the doing that is difficult. It’s fighting our own preconceived notions about how hard things will be, what could happen, and conflicting priorities that we created.

Is it time to take your foot off your own brake? Let go of your fear! Make a decision, commit, and go!

Remember, “If you always do what you’ve always done, you’ll always get what you’ve always got”. It is a totally true statement… in other words, if you continue doing exactly what you are doing now, then don’t be surprised when you don’t see any increase or change in your results.

Where do you want to be in 3 months… in a year… in four years… in ten years?