Are YOU Following Your Own Advice?

One obstacle that stands in the way of most financial advisors taking their business to the next level, is a lack of clarity about what they want in their own lives.

Case in point… The same problem arises time after time in my coaching sessions with producers wanting to elevate their business to the next level. They haven’t really thought about what they want for their future. Example: When do you plan on retiring? What do you want to do in your retirement years? How much income will you need? How much money will you need to save, to generate the income you need? Will Social Security be there and how much? How will income taxes affect your income?

How much have you thought about your financial future? Have you defined your goals and planned how and when it will happen?

Think about it… Why are you working? Are you working just for the fun of it? Are you working just to provide for your family today? Or, are you working for today and to secure your financial future? How much do have to earn to provide for your family today, and meet your financial goals for the future? Read More

The biggest difference between successful people and unsuccessful…

Here is 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

The IPS difference!

Did you know that, according to the Bureau of Labor Statistics report on May 2015, the median annual wage for insurance sales agents was $48,200! The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $26,330, and the highest 10 percent earned more than $122,590.

Which group are you in?

Where do you want to be by the end of 2017?

What are you going to do to get there? Read More

Why Most Selling Systems Are Worthless

There are several exciting and dynamic life insurance selling systems available today that will help you to close large life insurance sales. There’s the LEAP, Missed Fortune, Infinite Banking, Tax-Free Retirement, and Circle of Wealth Systems, along with the various ‘College Funding’, ‘Equity Management’ and ‘Mortgage Early Payoff’ sales systems, just to name a few. All of these systems may be fine ways for you to learn how to sell lots of life insurance, once you are in front of a prospect. Regrettably, the vast majority of these systems are primarily just a sales system… and NOT a real marketing, or a lead generation system. Yes, they’ll give you one or two ways to generate leads that had worked for the creators of the system, like running ads in the newspaper, sending out postcards, or buying leads. However, the lead generation methods they use do not work for everyone, in every part of the country. And, they tend to be very expensive to implement. And, no matter how good their selling system is, if their lead generation method (s) doesn’t put you in front of the ‘Right’ high-quality prospects every day, the system is almost worthless.

It’s the same with many of the career life insurance companies. They have some of the best life insurance products, and they provide you with good training on how to sell their products. Unfortunately, they do not have a good marketing system that puts you in front of good prospects, every day. Their idea of marketing is for you to do a ‘Project 100’, and try to sell 100 or more of your family, closest friends and other people you know. And then when you are done contacting those people, and you’ve made a few sales, you are supposed to have a ton of referrals to keep you going. However, it rarely works out that way, for most people.

Now, I agree, there are a few people who will purchase one of these sales systems, or join a career company and will have phenomenal success. But, as we all know, 85 percent of the agents and advisors in this industry are struggling to make a mediocre living. But, it doesn’t have to be that way for you!

So, how do you get off to the quickest start selling life insurance and keep it going.

Wouldn’t it be nice if there were one, or maybe two marketing strategies (lead generation methods) that will work for everyone, in every area in the country? But, would you agree that everyone’s situation is different? Some people have more money behind them for marketing, than others. There are people who are already well known and respected in their community or are active members in various civic groups. Some people are good speakers, love to talk in front of groups, or have an outgoing personality. There are people who are good on the phone and those that absolutely hate it.

And, there are some parts of the country where newspaper ads or postcards work great. There are some communities that are flooded with seminars or educational workshops, and others that don’t have any. Some communities are struggling financially, more than others. In some towns, you can hold educational workshops in libraries, other don’t allow them at all.

And, the worst part is that what may work today… May not work tomorrow!

Are you getting the point?

If you want to get off to the quickest start possible selling life insurance and keep it going, then you must have several marketing systems available to you, with all the tips, tools and training you need to make these systems work for you.

And, you’ll need one more thing… A Coach!

It’s very difficult for most people to determine and choose the best marketing method for their situation. There are too many variables. Too many mistakes you can make. And, what if you waste a lot of your time, and all your money by choosing the wrong method, or doing it wrong?

An experienced coach can help you to analyze your strengths and weaknesses to help you to determine what marketing program will work the best for you, short and long term based on your situation and area. And, they can help you to fine-tune the process to minimize any costly mistakes.

We can all benefit from the outside perspective of someone watching our moves closely, especially if that person has the skills and experience in the activity that’s being coached. A coach can provide you with the structure and accountability you need week after week to discover and fine-tune the best marketing methods to guarantee your success.

Do you want more Insider Sales and Marketing Secrets? Download our free book and be added to our weekly newsletter, where all these tips and secrets can be yours!

We Are Finally Back!

November 22, 2016… our Insurance Pro Shop site was moved and we lost our entire blog site.  After weeks of trying to save the old site, alas it was gone.  So we are starting fresh today 12/22/2016.

I have posted a few articles I had saved. I will be publishing more and more each week both old and new! So be sure to check back regularly for the updates and more insider tips and exclusive flash offers.

Are you struggling to set appointments?

In the insurance business, you LIVE and DIE by appointments. If you don’t have appointments you can’t make sales. With no sales, you’re out of the business.

Appointment setting can be tough, especially the ways most IMO’s, FMO’s and other “SO-Called” Sales Trainers teach it! The “one-size-fits-all” approach, with canned scripts, that in the end just offer a product or a hot new sales idea… don’t work… because very few people are looking for products or an idea that is going to require them to spend more money.

However, there are tons of people who would like real help to improve their financial situation and life. Remember no two prospects are the same; each situation is unique and different. So, you need a different and flexible approach!

There are no magic scripts or phrases that will guarantee you set an appointment, but there is a ‘PROVEN’ questioning technique, that anyone can learn, to set appointments with 9 out of 10 people you talk to! This technique can be used face to face, over the phone, or just with random people you meet!

Are you ready to learn a proven technique that can help you solve your largest problem… Setting Appointments? Read More

Selling Mortgage Insurance …The Easy Way!

There are two basic approaches to selling Mortgage Insurance. If you want to sell mortgage insurance the easy way, then you must understand why the traditional approach to selling mortgage insurance isn’t working for 90% of the insurance agents today.

The first approach is the ‘Old Fashioned’ way most trainers, recruiters, and managers teach their agents. They want you to believe that selling mortgage insurance is just a numbers game. They’ll tell you that everyone who owns a home needs mortgage insurance. So, if you talk to enough people, and you have a competitively priced product, you’ll make the sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) qualified mortgage sales leads, you’ll set three (3) sales appointments, and you’ll close one (1) sale.

The problem with that ‘outdated’ logic is that if you want to earn a minimum of $50,000 per year you’ll need a minimum of thirty (30) qualified sales leads per week, to schedule nine (9) sales appointments, and close three (3) sales per week. And, that doesn’t allow for any canceled appointments, not-taken policies, declined applications, lapsed policies, etc. Read More

Achieving Financial Freedom Is Really About Setting Your Priorities

Financial freedom doesn’t just happen. It’s a series of conscious decisions we make about our spending, saving, investing, insuring and planning wisely for the future. It’s all about establishing a clear set of financial priorities. Many of us unconsciously go through life satisfying our immediate wants, without deciding if we really need it.

Please consider the following:

Where Is All Our Money Going?

In the 1960’s the average family size was 3.29 people. The average size new home being built was just over 1200 square feet. Today, the average sized family is only around 2.58 people. However, the average size new home being built today is over 2,349 square feet. That’s almost double the home size of the 60’s! If our families are smaller, then why are we buying these huge homes? Do we really need a bigger home or is it that we ‘want’ a bigger home? Doesn’t a bigger home cost us more? Don’t we need more furniture with a bigger home? Won’t we have to spend more of our hard earned money on property taxes, utilities, and other household expenses? Is all this added expense really necessary?

Who are we trying to impress, when we end up being house poor? Read More

2 Deadly Insurance Sales Mistakes!

Insurance Sales Mistakes New and Experienced Agents Make!

Here are two of the most blatant insurance sales mistakes that we see advisors make!

Solving Problems Too Soon!

The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need. They pounce, like a lion hunting its prey!

However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales presentation or prospecting call.

You must listen to… ALL of the needs the prospect may have, then try to extract the ones he/she is really passionate about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!

Present your solutions and benefits later when they have the most emotional impact! Read More