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?

Are You Making This Huge Critical Mistake!?!

Let’s face it, 90% of “new” & “experienced” agents, advisors, planners, and P&C agents are struggling today, working long hours, to earn a mediocre income selling life insurance, annuities, investments, and their services.

Why?

A major part of the reason is because the ‘Old Fashioned’, traditional appointment setting and sales training programs that were once somewhat successful, have completely lost their effectiveness over the years. People are much smarter today and won’t fall for the ‘Out Dated’ sales tactics, presentations, and closing techniques still being taught today.

However, there is an even bigger reason why 90% of the agents and advisors are struggling today!

The main reason advisors are struggling today is because they are making a huge critical MISTAKE! They are presenting their product or sales idea before they have helped the prospect to see and fully understand the problems they are facing. So, people see them as the typical salesperson, instead of a ‘Trusted Advisor’ who is there to help them! 

Are you one of those people?

However, it’s not your fault…

You have been misinformed. You are constantly being shown a ‘fantastic and exciting new product or sales idea that everyone will love!’ Then, you are being told to go tell the world about the product or sales idea and it will practically sell itself! However, it rarely works that way! Contrary to what you are being taught or want to believe, people don’t really care about your fancy new product or sales idea. What they want is real help to find a solution to the problems they are facing! They want to know “what is in it for me.” 

How can you possibly recommend a product or sales idea to someone, if you and they don’t fully understand their situation? How can you (or they) be sure it’s right for their situation? Will it really help them? Is it the best solution for their situation? Or, will it actually hurt their situation in the long run?

Important Note: The question isn’t really whether the questioning, appointment setting, fact-finding, and sales presentation techniques we teach work. We have hundreds of testimonials from people who have doubled and tripled their income, in 90 days or less, using the techniques… that proves they work! The question is… Are you willing to put the time and effort in… to make these techniques work for you?

Is your excuse… “I’m too busy!” and/or “I can’t afford it right now!”

Stop making excuses… Challenge yourself to reach new heights. New opportunities lie hidden around every corner. However, you will never find them if you keep making excuses!

Consider, you have everything that the most successful people have had: a MIND and a WILL; so use them to accomplish your dreams. The reality is, there’s nothing you can’t do, if you make the decision, to make it happen!

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

If you want to make it easier to set more appointments and close more sales, then isn’t it time you learn the ‘Insider Questioning Techniques?’

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

Insurance Pro Shop’s Training… Changed The Way I sell!

Evey week, I post articles, showing you how to become a better agent or advisor. This week I want to share some stories from some of our trainees. Below are 2 quick testimonials, a link to an upcoming web class we are offering and a 2 more testimonials.

“Jeremy, I just wanted to take a minute to thank you for your coaching. Following your sales system and working one on one with you has helped me increase my sales. I know it took some time to get me started but this year I have already doubled my production and written higher quality policies. I look forward to updating you as the year goes on.” Robert Lilly, Farmers Insurance, MO (15 years) April 2017

“I just got off the phone with my CPA – I increased my bottom line 2 and half times over last year! He wanted to know what I was doing differently. He’s impressed – and wants to do a joint venture with me. You guys are right on the money. Your system absolutely works! My clients are happier and better off and so am I. I’ve said the same before but this is real proof. The bottom line doesn’t lie!” Audrey Sendrowski – MA (10 years) March 2017

Don’t miss our next class….

Have you ever seen your prospects eyes glaze over with confusion with your presentation?

Would you like to convey a complex concept in a simplistic way… in less than 5 minutes?

Join us Thursday, May 25, 2017 (1pm EST) for a special 1 hour Web Class…

“5 Minute Presentations To Quickly Sell Your Concepts”

Listen and Learn while I (Jeremy Nason, RFC, CTA) and Alex Villa, CTA share simple ‘5 Minute Presentations’, using questions that will get your clients’ to answer their own objections before they happen. The presentations will also convey complex topics in a way every prospect can understand.

  • How Much Do You Need For Retirement…
  • Qualified Plans (Seed or Harvest)…
  • Everything I Know About Life Insurance…
  • Borrowing To Invest Home Equity…
  • Using Equity To Pay Off Debts…
  • Why Use Investments To Pay Off Debts…
  • Recouping Losses With Mutual Funds…
  • Income Losses With Mutual Funds…
  • The Value Of Indexed Accounts…
  • Simple Spilt Funding…
  • The Average Return Lie…
  • Using Life Insurance to Replace Lost Income in Retirement…

At the end of the class, you will receive a full recording of the event and some Free Gifts!

If you are serious about making 2017 your best year ever! Then don’t miss this Webinar!

Reserve your spot now!

With a small investment of only $67.00!

Our web class program only allows us to offer 47 spots for this class…

“I wish every agency and professional association would use your systems. While they are far from basic they do remind me how vital the basics are to my business and our industry. They reinforce the fact that questions, not products, help people to see you as an expert. The first time I used your two page presentation template I closed a 12K commission term conversion. After reviewing it the client literally said, let’s go with the second option that you proposed. That’s it! There was no closing, no cajoling, and no begging. All the work was done during the first meeting. Thanks for all your help and coaching and please know that I appreciate your commitment to our industry.” Brandon Green, ChFC, CLU, CAS, CLTC, FSS, LUTCF, Allstate – TX

“I made $25,953.39 in commission on an annuity sale last month and $11,285.09 on two sales this month for a total of $37,238.48. I am still working a large case for this month. I couldn’t have done it without you either. It works, if you work it!” “Thanks!”  John Young – TX

Sell It With A Winning Impression!

Sales professionals who exude confidence are in demand by clients.

The mere impression that you are a winner will add tremendous credibility to everything you say during a sales presentation.

Why? Because most of us just naturally want to associate with winners! We like them and we believe what they say. Subconsciously, we feel that winning qualities will rub off on us. And, in a sense that’s true. Winners tend to encourage us because they exude confidence and optimism.

Salespeople who create winning impressions are in great demand by clients – not just for their products and services, but for their attention, help, and company. This is because true winners are not self-oriented. They feel good about themselves and can, therefore, direct their energy and attention toward others. Winners are strong individuals who, as sales professionals, also relate strongly to their clients and associates.

So a winning impression goes a long way. It not only opens the door, but it also ensures that you will create and maintain long-term relationships.

Here’s what you can do: Use the power of a winning impression to help you sell it! Display your confidence and optimism without being cocky. Be self-assured, so you can pay attention to the needs and interests of you customers and clients.

How would you act if you knew you couldn’t fail?

 

Get the training you need to become the Winner! Take the first step….

Download our Free Whitepaper How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions or start by becoming an elite member of the Insurance Marketing and Sales Resource Center! (for about a dollar per day)