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

Are You Missing This ‘Little’ Secret To Closing More Annuity Sales?

There is a simple reason why the top annuity producers across the country are not having, or even seeing the problems that most of the other advisors are having. There is a ‘little’ secret they know and use. A secret that when most advisors hear it, they just think it can’t be that easy.

Would you like to know the ‘little’ secret to success in annuity sales? (And success in any sales for that matter!)

In almost every article we’ve had published during the past 17 years, we’ve revealed the ‘little’ secret, and unfortunately only about one in hundred agents ever picks up on this secret and uses it. All the best sales and marketing trainers are always telling people about this ‘little’ secret for whatever product they are selling. Yet, very few people ever truly understand the power of it, and use it.

Here’s their little secret… if you want to have more annuity prospects than you can possibly handle, to set more appointments, and close more sales:

“Then, you must stop selling people a product, and instead help people
to identify, understand and solve THEIR problems!”

How many times have you read, or been told about this ‘little’ secret? This ‘little’ secret is what sets the top producers apart from everyone else, in all the sales fields.

Some agents seemed to have learned this ‘little’ secret, and are successfully using it in their lead generation programs, and they are attracting tons of prospects. However, then they blow it in their seminars, workshops and approaches, because they revert back to pushing a product or the latest sales idea. Then, they wonder why people won’t set an appointment with them. And, then during the few appointments they do get, they push a product or a sales idea, and wonder why they can’t close the sale.

If the prospect doesn’t see and understand the problems they are facing? If they don’t see how you can help them to solve their problems, then why should they waste their time contacting you, set an appointment with you, or buy your products?

If you’re just another annuity sales person selling a product, then why would they refer their friends, family or business associates to you?

If you want to succeed in annuity sales, and collect a million dollars of annuity premiums every month, then you must help people to identify, understand and solve THEIR problems through EVERY PHASE of the sales process!

In every phase of the sales process, you must be discussing how these retirees can make their money last during their ENTIRE retirement years, with safety and guarantees. It’s about you addressing their real concerns about outliving their money, and helping them to improve their lives. It’s helping these people to understand how you can help them to beat inflation, reduce income taxes, minimize investment risks, protect their income from the devastation of long-term care and replacing lost income when a spouse dies.

What’s the quickest and most affordable way for you to learn how to help seniors and boomers to identify, understand, and solve THEIR problems? It’s by becoming a member of the Insurance Marketing and Sales Resource Center!”  

Yours In Success,
Jeremy Nason

Get More Life Insurance & Annuity Sales From The People You Meet!

Over the years there have been numerous surveys concerning the honesty and ethical conduct of business professionals. As you are probably well aware insurance salespeople and car salespeople are consistently ranked at the bottom of the list in these surveys.

However, you can change people’s perception in your world, if you’ll take a few minutes to learn the sales skills that will have your prospects thinking differently about you. You can quickly become the trusted advisor people want to see. And, you’ll be amazed how many more life insurance and annuity sales you will close!

But, only if you’ll follow these 11 sales success strategies:

  1. Get people to talk about themselves!
    During the first few minutes you are meeting with a prospect, whether it’s in an elevator, at your seminar, or during the initial fact-finding meeting resist the temptation to talk about yourself, your products or services. No one cares how great you are until they understand how great you think they are. Ask questions to get them to talk about themselves and what they really need and want. Resist the temptation to throw out any “sales pitches” about your product or service. At this point, what could you possibly talk about? You have no idea how or if you can help them!
  2. Telling is not selling!
    If you tell the prospect something, they may or may not believe you. Remember, in their eyes you are just another salesperson trying to make a sale. If you want to sell most of the people you meet with, then you have to get your prospects to “tell themselves” what’s important to them and their family. To do this, you need to get fascinated with your prospect; you need to ask questions with no hidden agenda or ulterior motives.
  3. Pretend you’re on a first date with your prospect.
    Get curious about your prospect. Ask about their dreams, concerns and problems. The more you get them to talk about their dreams, concerns and problems the more important they become to them, and the more they’ll want to find a solution. Then ask… What products and services are they already using? How did they happen to choose that product or service? Are they happy? Is it too expensive, not reliable enough? Find out what they really want. If not from you, then perhaps from someone you could recommend.
  4. Speak to your prospects as you would speak to your family or friends.
    This isn’t the time for you to switch into the “sales mode” with heavy-handed persuasion techniques. Speak normally, like you do when you’re around your friends and loved ones. Keep it simple. Don’t try to impress people. And, don’t use technical jargon. “If you speak at sixth grade level, then even the college professors will understand you!”
  5. Pay close attention to what your prospect is and isn’t saying.
    Most salespeople are so concerned about what they’re going to say next that they forget that there’s another human being involved in the conversation.
  6. If you’re asked a question, answer it briefly and then move on.
    This isn’t about you or your knowledge; it’s about whether you’re right for them.
  7. Find out what they need and want first.
    Only after you’ve correctly assessed the needs and wants of your prospect do you mention anything about what you’re offering.
  8. Keep it simple.
    Don’t try to impress people. And, don’t use technical jargon. “If you speak at sixth grade level, then even the college professors will understand you!”
  9. Refrain from delivering the three-hour product seminar.
    Don’t ramble on and on about features and benefits that have no bearing on anything your prospect has told you. Pick a handful of benefits you think could help with your prospect’s particular situation and tell him/her about them. And if possible, reiterate the benefits in their own words, not yours.
  10. Ask the prospect if there are any barriers to them taking the next logical step?
    After having gone through the first eight steps, you should have a good understanding of your prospects needs and wants in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you are now ready to bridge the gap between your prospect’s needs and wants… and what you’re offering. You’re now ready to…
  11. Invite your prospect to take some kind of action.
    If you learn and use the previous ten ‘Sales Success Strategies’ you’ll obliterate the need for any of “101 closing techniques” you’ve learned, because the ball is now placed on the prospect’s court. Using a “closing technique” keeps the ball in your court and put’s the focus on you, the salesperson. You don’t want the focus to be on you. You don’t want the prospect to be reminded that he or she is dealing with a “salesperson.” You’re not a “salesperson,” you’re a financial advisor helping them to solve their problems by offering a particular product or service.

If you want more people to buy more life insurance and annuities from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions. To get people emotionally involved, you must ask open ended questions so they will see and understand the dreams, concerns and problems they have. The more emotionally involved people are in the sales process, the more likely they are to take action.

Yours In Success,
Jeremy Nason

My Top 4 Tips To Making Money Selling Life Insurance.

Let’s be honest! Most life insurance agents fail, within the first few years. Making good money selling life insurance can be a real struggle! Especially, if you are new and just starting out!

To attract clients and make money selling life insurance, you must focus on the business part of insurance sales. It is no longer enough to “have great products” or “a great idea!” You must be business-wise and learn HOW to increase your PROFITS.

With new insurance agents starting every day, increasing the competition in your area, it’s essential to think outside the box and differentiate yourself from your competition.

If you are struggling to make money selling life insurance, then you will most likely recognize yourself in one or more of the following:

  • Are you WAITING for people to contact you? (you post product ads on Facebook or in the newspaper and wait for the phone to ring – nothing happens).
  • You pay to get new followers on Facebook in the hope of getting new potential clients to find you. (Your likes increase, but no one calls you).
  • You offer low cost mortgage and final expense products. (nothing happens or perhaps you get a few annoying clients?)
  • You set up a blog and a website to showcase your products. (but it doesn’t get the phone to ring either…)
  • You offer a free report on your web site or Facebook. A few people call you for your free report, but no one calls you or agrees to an appointment.
  • You heard that newsletters are the key to increasing your income, so you set it up. (but hardly any one calls you.)
  • You buy mortgage and/or final expense leads, you struggle to set a few appointments and close a few small sales.
  • You feel like giving up, and you begin to think that you are not cut out for selling life insurance, so you get even less active and become even less known to potential clients.

It’s time to roll up your business sleeves and do the work.

If you recognize yourself in the above – do NOT feel like a failure! Going through this is NORMAL. I’ve been there, and I have coached plenty of life insurance agents who have been there. The fact is, if you have never run a business before in your life, how on earth would you know how to do it effectively?

Instead of beating yourself up, it’s time to roll up your sleeves and get to work. Now all the fun begins – evolving your creative business mind. It’s time to learn new strategies and gain new powerful knowledge!

Are you ready?

With over 22 years of experience as an insurance agent and business owner and over 22 years of insurance marketing and sales training, with some of the best in the world, I will give you my top 4 tips to making money selling life insurance.

#1 Stop chasing people who don’t know you!!!
I know this might sound scary – especially if you are an introverted person. Nevertheless, if you are not willing to talk to the people you know, you will not succeed! Those who do not ask for the sale, with the people they know, are the ones that close their business soon after they get started.

But don’t worry, you do not have to be a sleazy sales person! There’s no need for a sales pitch! Instead, have a conversation with the people you know, about the financial problems they are facing, and what will happen if they keep doing what they are currently doing. Talk about the benefits they will get from working with you. Ask them how it will make them FEEL. Help them to understand ALL the benefits of your service. Explain the process of working with you and show your passion for what you do. Nothing sells better than passion and excitement!

TIP: Shift your thinking from believing that you are an annoying salesperson, to thinking that you are a helper. Think of ways you can HELP and serve your clients and make their life better. From that state of mind, it is easier to sell from the heart.

# 2 Do one thing every day to promote yourself!
That’s right! Do ONE thing every day – no less, no more. Make it your number one priority – the first thing you do every morning. Use different platforms for this – online and in your local area.

Do a brainstorm exercise and write down at least 50 ideas (small and big) on ways to promote yourself in your community! Use this list every day!

Design a flyer, booklet, or brochure that tells them about how you are helping people solve their financial concerns and problems. NOT about your products! Have it in your briefcase and hand it out to everyone you meet when you are out and about.

TIP: People prefer to work with people they know or at least have heard of. The more people know about you and how you can help them, the easier it will be to set an appointment and make a sale.

#3 Collaborate with like-minded Businesses!
Create your own active and supportive network with other business owners in your area and help promote each other.

Make a list of local shops, hairdressers, spas, nail salons, yoga studios, coffee shops, tax preparers, and independent P&C agencies – think of places where your dream client will typically show up.

TIP: When networking ask yourself what you can do for your network, not what they can do for you. Be a giver, a supporter and you will benefit from this in the end. Networking is a long-term investment. When trust has been established, your revenue will increase.

#4 Learn from the best
Okay, I’m a business geek. I love to investigate and experiment and find new effective ways to make my business flourish. During my time as a insurance agent and business owner, I’ve been lucky to learn from some of the best insurance sales people and experts in the world. It is crucial to have a mentor or a support system to help you succeed when you work on your own.

I hope you enjoyed this article and feel inspired to go out there and actively do something to meet new amazing clients.

Yours In Success,
Jeremy Nason

Earn the Right to Help Your Prospects With a Solution!

There is no question, among the very best producers, that people buy for their own reasons, not for yours. In fact, their motivation to buy may have very little to do with the reasons why you think they should buy.

The actual truth is… People buy for two reasons only. And they are always the same two reasons. So if you want to make a sale, you must satisfy both reasons. You can ignore either of these reasons at your own risk.

Those two reasons are…

  • Their ‘RIGHT reason’ for buying.
  • Their ‘REAL reason’ for buying.

Read More

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 

Helping Folks Create A Rich Life!

By Beau Henderson, RFC

It typically only happens when tragedy strikes – you get sick, someone you love passes away, you lose your job. Those moments force us to stop our busy lives and consider where we are, how we got there… and where, if we truly have the lives we wanted, we would go. We all have those moments. But how often do such moments truly transform us? How often do they actually lead to a better life? Rarely! And the reason is that creating the life you want is not just a philosophical question. It’s a question for your financial advisor.

What is a Rich Life?

Most clients expect their financial advisors to help them accomplish one very important objective: to make sure they will have enough money to last the rest of their lives. But truly, your financial advisor is capable of doing so much more. Readers of the Insurance Pro Shop® newsletter can help their clients go beyond a wealthy life — one that is simply financially comfortable — and help them live a rich life.

It’s easy to imagine, especially in the midst of financial troubles, that if only you could amass a comfortable amount of wealth, everything else in life would fall into place. Most people live their entire lives in pursuit of that aim. They forgo vacations. They miss recitals. They lose touch with their closest friends and go years without seeing their relatives. And when it’s time to retire, when they are able to sit back and take stock of all the money they have, are they happy? Of course not!

I learned the secret to creating a rich life from my clients. These people are all of varying ages, backgrounds and interests, yet they all tell me the same thing: having their finances in order was important, but the things that gave their lives meaning were the experiences they sought out and the relationships they built. Read More

Sales vs. Insurance Knowledge: What’s More Important?

Sales vs. Insurance Knowledge:
What’s More Important?
By Ronimarie Acord

Agency producers are “drinking from a fire hose.”

That’s how Angelyn Treutel Zeringue, president of SouthGroup Insurance Gulf Coast in Bay St. Louis, Mississippi, describes the learning environment in the independent agency world: Technical knowledge is critical as new coverages, policy forms and risk exposures evolve, but building networking and sales skills is equally essential.

Insurance sales legend John Savage used to say his technical skills contributed only 5% to his success, recounts Kenneth Fields, assistant vice president and director of sales development with The State Auto Insurance Companies – the other 95% he attributed to his people skills.

But Savage – who started a Toledo, Ohio life insurance agency that still thrives as one of the 100 largest insurance and financial service agencies in the U.S. – “would then go on to say the trick was you have to have 100% of the 5%,” Fields adds. Zeringue agrees that technical training “helps producers stay keen” to ensure they provide the best coverages and reduce their E&O exposure.

When training producers, what’s the right balance between sales training and the development of technical skills?

What’s the Mix?

“Technical skills are a given – a must-have,” says Fields, who’s helped train and coach 1,600 new property-casualty producers in the 19 years since co-founding State Auto’s PaceSetterSM sales development program. But he adds that those are “useless without the ability to communicate technical information to prospects in such a way that they can understand the value of the product or service. That requires sales skills.”

In the overall process of grooming a new producer, Doug Mills, vice president of Gillis, Ellis & Baker in New Orleans, believes you can’t separate sales training from technical training. “At its core, what we sell is our expertise on insurance products and how they can be applied to the client’s risk exposures,” he says. “You have to ‘know your stuff’ to be effective at sales.”

The two demands can form a chicken-or-egg question for some agencies. “The biggest hindrance to sales success early on is the fear that the producer will be found to not know what they are talking about,” Mills says of his eight producers under age 35.

“Sales is all about confidence, and until the confidence is established, sales will languish,” Mills agrees. “Confidence cannot be established until the producer has a firm grasp on the technical side of things.” Read More

Middle Income Families Need & Want Your Help!

Have you been reading and seeing the reports about all the financial problems middle income families are having today? Have these reports convinced you that none of them has any money, because of:

  • Out of control Consumer Debt

  • No Savings

  • Stock Market Losses

  • Low Interest Rates

  • Soaring Federal and State Taxes (Income, Property and Sales Taxes)

  • Falling House Prices, (No Home Equity)

  • Foreclosures, (Upside-down Mortgages)

  • Disappearing Jobs (Companies Folding)

  • Flat Wages

  • Unavailability of Mortgages

The truth is only a small portion of the US population is affected…
Yes, all the above are serious problems. However, don’t believe all the gloom and doom, when it comes to your financial services business. The fact is that even with all the above financial problems we hear about, there is still plenty of opportunity for you to sell life insurance and make money, in this industry.

The US unemployment rate fell to 4.4 percent in April 2017, the lowest jobless rate since May 2007. (The Unemployment Rate in the United States averaged 5.80 percent from 1948 until 2017, reaching an all time high of 10.80 percent in November of 1982 and a record low of 2.50 percent in May of 1953.)

U.S. home prices have climbed back above the record reached more than a decade ago, bringing to a close the worst period for the housing market since the Great Depression and stoking optimism for a more sustainable expansion. Housing equity now equals 58 percent of home values – the highest point since 2006.

And, there are plenty of mortgages available! While home mortgages are harder to get for people who have financial problems, they are still readily available for most of the population.

All of the problems people are facing today makes what we do even more relevant & important!
Consider, even in troubled times, the vast majority of peoples’ overall financial concerns aren’t much different than at any other time in their lives. They are still concerned about meeting their financial obligations each month; making their mortgage payment; saving for their children’s education; and saving for retirement. Most families today are looking for ‘real help’ and immediate solutions to their financial problems! They want help to reduce or eliminate their debt; cut unnecessary expenses; reduce income taxes; revise their investment strategies; and more!

And, the great part for you is they are much more willing to sit down and talk with a you, if you are adept at, and focused on, helping them to solve their immediate financial problems. They are not looking for another salesperson who wants them to spend more money.

Stop listening to all the gloom and doom out there! Stop selling products! Instead, start helping middle income families to… ‘Live Debt Free and Truly Wealthy!’

Starting today, get a message out to your ‘IDEAL prospects on how you are able to help middle income families to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!”

Yours In Success,
Jeremy Nason
‘The Nine Out Of Ten Guys’

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?