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)

Do you want customers or clients?

One of my favorite sayings:

If you give a man a fish – you feed him for a day. If you teach a man to fish – you feed him for a lifetime.”

The same is true in sales: If you just sell a product, you just have a ‘customer’ for today. If you help someone, and they decide to buy your product, you have a ‘client’ for life!

  • a customer is a person that buys goods or services from a store or business.
  • a client is a person who engages the professional advice or services of another.

If you want clients it is all about informing, educating, and providing value in the relationship. It’s about providing useful information that creates long-term trust and respect between you and your customers… turning them into clients!

Unfortunately, much too often today, products are sold with little or no consideration for the overall plans of the individual or family. Example: Seminars are held where financial advisors persuade potential clients about the merits of certain annuities or mutual funds. Without even knowing the individual needs or goals of potential clients. Is this what you would want from your financial advisor? Would you want to be seen as a dollar sign or commission? Or, do you want to be seen as an individual or family with specific needs and goals?

Do you want customers or clients? Do people see you as just another salesperson or as an advisor? Are you in this business for the short-term or for the long-term!

Be The Hard Rock Café of Insurance!

What’s the hardest and most expensive sale you’ll make to a client? Isn’t it the first one?

In most businesses, especially insurance sales, the profit from the second or third sale is significantly higher, because, the marketing cost for repeat business is much lower than for the initial sale.

For example, in direct mail, a “bounce back” offer is often sent to the customer every time they make a purchase. The “bounce back” is another offer or catalog included with shipped goods to encourage another order from the customer. The cost for sending the additional offer or catalog is very little because they are sending it with the initial purchase.

The Hard Rock Café makes at least as much profit from the gift items that they sell after the meal, including tee shirts and caps, as they do from the food sales.

Once the initial sale is made, you should have additional offers for your clients. (And annual reviews)

How much is it costing you in your time, postage, lead lists, leads, etc. to attract and sell a new prospect? If you spent more time with your current clients and keep in touch with them with a monthly newsletter, etc. how many additional sales could you make? How many more referrals would you get? How much more profitable would you be?

Compare the cost of repeat sales (and referrals) to the real cost of finding and attracting a new client.

Most salespeople spend all of their time obtaining new accounts and they tend to ignore their established business. One of the most powerful marketing tools today is good customer service. Never allow your clients to be treated as poor relatives looking for a handout. Your current clients are your most valuable assets!

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Join the movement! We need to change the perception of all insurance agents
and even most financial advisors being compared to a used car salesmen!

Get the training you need to break away from the old Insurance (used car salesman) agent. Help us to restore our profession to a respected industry it once was. Take the first step. Get to know us and our training. Help us make the change in our industry!

It all starts with a membership to our… Insurance Marketing and Sales Resource Center! This is the highly specialized 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!

There Is Nothing You Can’t Do!

Fear traps and locks us away within our comfort zone. Yet fear often develops as a result of a lack of understanding, information, resources, experience, or perspective. If you lack all these things, you will naturally lack confidence, and as a result, you will fail to take the action necessary to achieve your goals and objectives. Consequently, you will tend to make excuses about your life and circumstances in order to help boost your self-esteem. However, all you’re doing is creating the illusion of security. You’re simply masking the pain by taking a pain killer. The pain is still there and will continue to persist until you finally overcome your fears.

You have everything that the greatest of men have had: a mind and a will; so use them in accomplishing your dreams. Use these assets to create your dream, not to create imaginary walls to keep you from achieving the dream. The reality is, there’s nothing you can’t do, if you make the decision, to make it happen!

P.S. One of the keys to overcoming fear is having confidence in what you are doing. And how can you be confident if you don’t get the marketing and sales training, with the coaching you need!

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There is a reason why ‘Top Producers‘ are members of the Insurance Marketing and Sales Resource Center, are investing in our specialized systems, and are attending our live training events!

A Positive Mental Attitude Can Change Your Life!

Have you ever heard; “Whatever the Mind Can Conceive and Believe, It Can Achieve?”

It’s one of my father’s favorite quotes. And, something I firmly believe in.

If you want to succeed, it all starts with developing and maintaining a Positive Attitude. You must believe, with all your heart, you were born to win. Understand that within you are all the vast resources, potential, abilities, and the powers you need to become a Champion.

Start by mingling with people who are Positive. Don’t blame God or anyone else for your lack of success. Develop a burning desire to succeed. Keep your mind on those things you want and off the things you don’t want.

Napoleon Hill said you need certain things to change your world. They are: Read More

Are You A “Product Pusher”/”Policy Peddler”?

“Product Pushers” and “Policy Peddlers” are everywhere and they are known by many names, most of them very unflattering. They are the salespeople who present their products prematurely before they have truly understood what the clients needs and truly wants. Usually, before the client is ready to think about a solution. These salespeople are much better at talking than listening. Needless to say, they are more focused on making a sale, than helping the client to get what they really need and want.

They are the salespeople who are consistently telling people what THEY believe their problem is, instead of asking open-ended questions to get them to tell themselves what their problem is. Consequently, when these salespeople present their solution, they invariably get a wide variety of objections, with the final objection of… “I need to think about it!”

How often are you getting a lot of objections, with the final objection of… “I need to think about it?”

Would you like to make it much easier to get your clients to take action on your solution?

Then remember… “TELLING IS NOT SELLING!”

Ask questions to get them to tell you what’s important to them?

Do you want to become a “Dream Protector” or “Financial Doctor?” Then 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)

What Million-Dollar Insurance Producers Do… That You Don’t!

In a recent article, I read the author clearly explained what million-dollar producers do that most producers aren’t doing.

Top producers focus on a niche. Seventy percent of the financial advisors who earn at least $1 million on average focus on one particular type of target market or client niche. By contrast, only approximately 35 to 37 percent of the lower-income groups specialize in a client niche. This makes perfect sense. Financial advisors who devote themselves to serving one community become well known and highly regarded among the members of that community – who, in turn, tell their friends and associates about their financial advisors and how adept they are at addressing their particular issues.

Top producers emphasize client communication. The top-earning group of financial advisors (earning over $1 million) go to great lengths to reach out to their clients. Consider that during the previous 12 months before our study, these financial advisors contacted each of their top 20 clients an average of 28 times. In stark contrast, the next most successful group – those earning $500,000 to $999,999 – contacted each client an average of just 13.2 times. The least successful financial advisors were even less likely to communicate with clients. The fact is, today’s clients greatly value regular outreach from their financial advisors – and will reward those who excel in this area.

Top producers ask for introductionsand get them! I don’t need to tell you how important introductions from existing clients are to a practice’s growth. But while a full 90 percent of the top earners regularly ask their clients for introductions to ideal prospects, fewer than 60 percent of the less successful financial advisors surveyed follow suit. It should come as no surprise that these top earners received nearly six referrals from each of their top clients during the past year, while lower-earning financial advisors received just two referrals on average. Here again, we see the value of frequent client communication: The more times you reach out to clients, the more opportunities you have to ask for introductions.

Based on the above and our 30+ years of experience coaching financial advisors, we highly recommend you take these three key action steps:

1. Focus on one or two types of clients whom you can serve extremely well. Specializing in a niche will make you better at solving your clients’ problems and makes it easier for you to attract your ideal new business.

2. Reach out to clients more often. Frequent contact about what matters most to your clients will build lasting loyalty and, along with it, referrals and additional assets to manage. One of the best ways to do this is to send them a monthly newsletter.

3. Be systematic about asking for introductions to qualified prospects. If you want more clients, you’ve got to ask for them. Make such requests a part of each interaction with your top clients.

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Do you want more information on how you can get qualified life insurance prospects to call you? Then start by looking at the Insurance Marketing and Sales Resource Center? For about a dollar per day, it’s the easiest way to learn how to get ‘Qualified Prospects to Call You!’

Not ready to invest in your future, take a moment and get to know us, download one of 4 free books, or download all 4!

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!

Advisor Guide To Found Money Management. Help your prospects to ‘Find the Money’ to save more for their retirement, fund their children’s college education, and get all the life insurance they need and want to protect their family!

Selling Mortgage Insurance The Easy Way! How many more sales would you close, and how much more money would you make… if you could help your clients to ‘find the money’ to protect their family… plus pay off their mortgage 10-15 years early using Index Universal Life, Universal Life, and/or Whole Life?

10 Deadly Annuity Marketing Mistakes. What if you knew the top 10 deadly mistakes advisors make and you could fix them right now …to find more annuity prospects, set more appointments, and close more annuity sales? (Plus, collect assets under management and advisory fees)

“Your problem is to bridge the gap which exists between where
you are now and the goal you intend to reach.”
Earl Nightingale

How Do You Dramatically Increase Your Life Insurance and Annuity Sales?

You get people to see you as… Their financial guardian… Someone who is there to make their dreams come true!

In an article by Ken Varga he states… Research has shown clients of the advisors who earn more than $500,000 a year, consider their advisors as “Dream Protectors” or “Financial Doctors!”

Do your clients think of you as a “Dream Protector” or “Financial Doctor.” Do they see you as someone who is truly there to truly help them… or do they see you as “just another insurance agent who sells insurance products?”

When someone asks you, “What you do?” do you reply… “I sell insurance” or… “I am an insurance agent” or…“I am an insurance broker” or some another similar answer?

While you should be proud of being an insurance agent, if you think of yourself as someone that just sells insurance policies or products to your prospects and clients, then this is the reason you aren’t making the kind of income you want. Read More