How to Make Your Life Insurance Sales Soar In 2018

During the past four decades, many of the major insurance companies, investment houses, banks, marketing companies, agencies, agents and advisors appear to have forgotten what made the financial services industry ultra-successful throughout the past century. They’ve gotten away from serving middle-income families, and are now focused on chasing after the more affluent prospects. Just look at the new and hottest life insurance sales ideas, sales systems and products. They all revolve around finding people that already have large amounts of money, and then trying to convince those people to invest in cash value insurance, annuities, or in the stock market. The problem is that 90 percent of the financial services industry is chasing after 20 percent of the population, so there’s a lot of competition.

An advisor trying to increase their life insurance sales would be wise to put him or herself in the middle of the middle-income market. If you talk to the leading life insurance producers, they’ll tell you that becoming successful in life insurance sales is about building a “bread and butter” market. It’s about serving average people, to bring in consistent sales. They’ll tell you that’s how they built their business, and it’s why they are consistently at the very top of the industry.

Here are just a few of the reasons why you want to be working in the middle-income market: Read More

How To Be In Front Of Your ‘IDEAL’ Life Insurance Prospects!

Ever since we introduced the Insurance Pro Shop in November of 1999, we’ve been helping agents all across the country, to recognize that prospecting doesn’t have to be hard, frustrating or expensive. If you’ll take the time to learn the ‘Insider Secrets’ to properly and effectively market your services in your local community and make a few minor changes and apply some simple techniques… “You can be in front of more of your ‘IDEAL’ life insurance prospects in one month than most agents will see in an entire year.”

Some agents have quickly grasped our message, immediately applied the techniques we recommended. In a matter of only a month or so, they’ve been able to double and triple their commissions and/or fees to $15,000 – $30,000 or more per month. For other agents, it’s taken six months, to a year, to double and triple their monthly income. And, unfortunately there are some agents who are still struggling, because they’re afraid to make any changes. So, they continue to do what’s easiest and most comfortable for them right now.

The simple truth is that within the next two to six months, each and everyone of you can double or triple your income, if you’ll recognize that this, or any business you’re involved in, is about your ability to consistently attract your ‘Ideal’ prospects to you. Your success in business is ultimately determined by your ability and willingness to market yourself and your services to your ‘Ideal’ prospects.

Let’s Get Down To The Critical Issues… Read More

How To Find Your Ideal Life Insurance Clients!

Every week we get a call from a successful financial advisor who is earning a gross income of $100,000 or more per year. They are calling us because, while they are making a good living, they are tired of traveling all over the county and state selling their annuity and life insurance products. They are tired of working 60 hours or more each week chasing their leads all over creation.

Are you in the same situation as these advisors? How many more people could you see, (or how much more free time would you have) if most, if not all your clients were in your local community?

How much of your hard-earned money are you spending on life insurance leads, preset appointments, direct mail campaigns, dinner seminars, etc. trying to get leads? How much more effective would these lead methods be, if the people you were contacting immediately recognized your name as the financial expert in their area?

How much of your precious time are you spending on the phone following up on those leads, trying to set an appointment? How many more appointments could you set with those prospects, if those people already knew about you and the valuable services you provide? Read More

Five Ingredients of Superstar Insurance Professionals

In the past 30 years we’ve seen a dramatic reduction in the sales force for the insurance industry. Agents are leaving in droves and there are very few companies that are bringing in new agents. This, at first, would seem to be good news for many of us… less competition.

However, the reduction in the sales force isn’t over yet. Our companies are still having trouble competing with the banks, investment houses, internet sales, television personalities and other distribution channels. Profit Margins are shrinking and our companies are still being forced to cut expenses. One of the easiest ways for them to cut expenses is to get rid of the low producing agents and only work with the most profitable agencies and producers.

So, the big question is whether you will still be here 5 years from now?

If you want to be a survivor and enjoy long term success in this industry, you’re going to have to make some major changes. You can no longer afford to be just an insurance agent selling insurance, or a financial advisor selling investments, you must become a true sales professional.

Being a sales professional means knowing you’re a salesperson, and making the customer’s needs primary. You cannot help people if you can’t get in front of them, and then get them to take action.

Most of the insurance agents and financial advisors entering this business did so because of the opportunity for exceptional financial rewards. However, the most successful agents and advisors soon discovered if they wanted to succeed it wasn’t about the money, but the service they were providing… Making A Difference In People Lives! 

Industry super-achievers, such as Ben Feldman and Mehdi Fakharzadeh have had a real passion for this business. They all have had a sincere belief in the industry and how it helps people.

What can we learn from them?

Ben Feldman pointed out that… “Most people buy not because they believe, but because the salesman believes.”

Mehdi Says: “Your Success Depends On How Other People Respond To You. Others Hasten Your Rewards. They Can Also Block Your Progress. Cultivate Sensitivity Towards People. Place Yourself In Their Shoes.” Remember The Golden Rule: “Do Unto Others As You Would Have Them Do Unto You.”

Here are five ingredients that all the industry legends have, that enabled them to build a successful lifetime career in sales. Read More

How Can You Consistently Close Sales With ‘9 Out Of 10’ People You Meet?

While most agents and advisors seem to think that closing sales with ‘9 Out Of 10’ people you see is impossible… if you know the ‘insider secrets’ it’s actually very easy!  During my 7 years as a personal producer I was able to consistently close ‘9 Out of 10’ people I met with.  That is one of the reasons my son Jeremy and I are being called the ‘9 Out Of 10 Guys’. (My Media Consultant, the legendary Forrest Wallace Cato came up with that phase when we first started the Insurance Pro Shop in 2000)  And, ‘No’, I wasn’t a pushy salesperson. I didn’t use any of the 101 closing techniques. My lapse rate was below 5%.  And, I didn’t replace other insurance policies in the home.

By the way, if you talk to most of the leading producers in our industry you’ll find that they are closing ‘9 out of 10’ people they meet with.  It’s because they know and practice these 3 ‘insider secrets’ I’m about to reveal to you. So, what I did wasn’t really anything special.

However, the fact that my sons and I have been able to help ‘9 Out Of 10’ agents and advisors to become significantly better at identifying, attracting and setting appointments with their ‘IDEAL’ prospects, and those agents and advisors are now closing a much higher percentage of their sales calls, is what makes our training unique and very special.   Read More

Prospecting… There has to be a better, much easier and more cost-effective approach…

Most agents in this industry are going about lead generation the wrong way!  They think prospecting is talking to anyone and everyone, knowing the more people they talk to the more they will sell.  This is true.  However there is a much easier way!  The approach we take (in all of our systems and training) is making sure that agents spend their time attracting, contacting and meeting with the right people!  Instead of playing the numbers game, we want the agent to focus on identifying the prospects that they have the best chance of selling. Our strategy is based on 5-4-3! If you talk to five (5) of the ‘Right Prospects’, you’ll set four (4) appointments and close three (3) sales.

The logic is that if you focus on finding and contacting the ‘right prospects’ it’s much easier to set appointments, close sales and make larger sales.  Plus, when you are working with the right prospects… you’ll have fewer cancelled appointments, fewer not-taken policies, fewer declined applications, fewer lapsed policies, etc.

Do you want to sell life insurance the easy way? Do you want to spend less money, generating leads? Do you want to earn $100,000 or more per year, without working 50, 60 or more hour per week?

Then Quit prospecting in the hardest way possible and ask the following questions…

  • Who Are Your Ideal Prospects Life Insurance?
  • Where Do You Find Them?
  • What are the most cost effective ways to get them to contact you?
  • What do you say to get the appointment?
  • How do you get them emotionally involved in the sales process?
  • Where do you find the money?
  • How do I sell cash-value life insurance instead of cheap term?

Read More

Are You Making This Critical Mistake When You’re With Your Prospects?

Are you guilty of this critical mistake when it comes to closing sales? Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

People think closing sales is all about fancy presentations, impressing people, and utilizing ‘closing techniques’, it’s not! Most of the agents I talk to are trying to impress their prospects with what they know, what they’ve accomplished, the great companies they represent and the competitive products they offer. However, as the TOP Sales Professionals know, closing sales (especially higher value ones) is all about you being interested, and not about being interesting.

Being Interested Closes More Sales
During your sales calls, are you asking probing questions? Are you interested in and really listening to what your prospect is saying? Or, are you thinking about what you’ll say next while the prospect is talking to you?

If you ask enough probing questions and really listen to what your prospect says, you’ll discover what it is they really want and they will tell you exactly what you must do to close them. Most agents tend to do all the talking and never listen long enough or carefully enough to find out what the prospect truly wants. Consequently they miss the real sale. Read More

Life insurance Leads - Cut you cost!

Life Insurance Leads… Cut Your Cost By 66%!

What if you could cut your life insurance leads cost by 66% or more and… Be getting a lot more of the people in your local community to know you and call you for help with their insurance and finances?

Would you like to get your clients, family, and friends to buy more, and buy more often from you?

How much easier would your career be if you could get all your clients, family and friends to refer people to you?

Most agents and advisors are overlooking one of the best, easiest and most ‘cost-effective’ way of generating consistent high-quality life insurance leads from the people in their community… and more sales!

Are you using one or more of these traditional, expensive methods of generating life insurance leads and sales? Read More

7 Outdated Sales Closing Techniques That Are Flat Out Terrible!

Written by Leslie Ye

In Glengarry Glen RossAlec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.

Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.

The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.

Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.

Many sales tactics have changed with the times. But closing is an area where reps still struggle.

It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.

“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.

Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.

1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More

How To Double & Triple Your Life Insurance Sales In The Next 90 Days… “GUARANTEED???”

My family and I wish we could absolutely guarantee that if you invest in one of our specialized systems you will double and triple your life insurance in the next 90 days. But, that depends entirely upon your ability, desire, dedication, effort and motivation to work and use the advanced life insurance marketing, prospecting and sales ideas, strategies, tips, tools and training in those programs.

However, we can ‘GUARANTEE’ that when you invest in one of our systems you will receive all of the personal training, coaching and support you need to make those systems work. The rest is entirely up to you. 

Now consider, is there any other insurance sales training organization that is recommended and endorsed by over 40  industry legends, leaders and experts?

Can you find any other insurance sales training organization that has hundreds of written and video testimonials from satisfied clients?

You can have everything you want in your life and career, but you have to decide what you want… and then take action!

Here is a testimonial we received a few months ago from one of our ‘Raving Fans!’

“your programs are the best material for new agents,
as well as veteran producers like me.”

Dear Jeremy, Read More