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

10 Keys To A More Successful Sales Career

By Ken Sundheim

Everyone has two natures. One wants us to advance, the other wants us to pull back. The one we cultivate and decide upon… determines whom we become!

Luckily, with the right kind of training, every individual could be a success. Though, it’s not in your best interest to wait and expect others to assist you on the road there.

Rather, achievement and career advancement is the culmination of gaining self will power, setting firm resolutions and making a commitment to conquer your weakness and bad habits.

If success is truly something of interest, our recruitment professionals have laid out 10 easy theories to implement in order to have a more lucrative, productive and fulfilling career.

1. The secret of success is to try to always improve yourself no matter where you are or what your position is. Learn all you can. In business, miracles do not simply happen.

Rather, success is the culmination of excessive learning and leveraging that knowledge to set firm goals then seeing those proposed accomplishments through to the end.

2.Think in terms of solutions rather than focusing on problems. Simply because we can’t see a solution at a given moment does not mean it’s not there.

Use your subconscious voice in order to gain answers and expand your horizon instead of listening to the inner voice that says a particular goal can’t be achieved.

People with a strong sense of self-worth tell themselves that they can handle anything including hurdles that arise in pursuit of their core goals. 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’

What Can I Do Today To Increase My Life Insurance & Annuity Sales?

The first question I ask myself every morning is; “What can I do today that will increase my sales and income?” It’s the question every agent, advisor, and P&C agency should be asking himself or herself every day!

When was the last time you asked yourself that question? What was your answer?

Was your answer, buy more leads? Run an ad in the local newspaper? Send out more direct mail and postcards? Offer a dinner seminar? Contract with a different company that offers leads and take a reduction in your commissions? While these are all options, aren’t you just throwing more and more of your hard earned money at the problem?

Would you like to learn a better way?

There Are Three Ways To grow your sales and your income!

As all of the marketing gurus will tell you, there are three ways, and only three ways to grow your sales and your income. You can:

  1. Find and attract more new prospects.

  2. Convert a higher percentage of your prospects into appointments and sales.

  3. Increase the size of each sale, or make more sales from each prospect. 

Read More

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Would you like to know how and why the best producers are able to sell large amounts of cash value life insurance?

If you knew their secrets could you sell large amounts of cash value life insurance, just like they do?

We’re talking about you earning $500,000 or more in first year commissions each year!

Some of you may be thinking; “Yah, that would be great! But, the reason those producers are able to sell so much life insurance, is they have the technical knowledge, for a very specialized life insurance niche market. They are working with 412i plans, Estate Conservation, Premium Financing, Charitable Giving or some other specialty market.”

While it’s true that some of the more prolific producers do have the technical knowledge, and work in one of these very specialized advanced markets, it isn’t how and why they are able to sell large amounts of cash value life insurance.

It may surprise you to know that every one of these ‘life insurance sales leaders’ has the same basic problems you do! In fact, in most cases, the people who work in those very specialized, advanced markets have much worse problems, because of the extremely small size of their market, plus the competition, bad publicity and the large amounts of money they work with. However, they are successful because they know four simple secrets that you don’t! Read More

Are You Frustrated With The Lack Of Training and Support?

Are you frustrated with the lack of real marketing and sales training and support you have received so far in this industry?

Have you jumped from one IMO to another IMO, (Company to Company) because they promised you a free turnkey sales program and/or leads, with training and support, if you just moved your contracts to them? (So they could make an over-ride on your business)

How did it work out? Did their program work as promised? Were their leads any good? Did you get the training and support you were promised?  Or, were you just trained on the products they wanted you to sell?

Have you invested in one lead program, after another, with lackluster results?

We know that, based on your experiences thus far in this industry, it is hard for you to believe that there are people who can and will follow through on their promises of a proven system… with real training and real support to help you to quickly grow your sales.

We also know that it is scary to think about stopping what you are doing, to start with a new system or program.

One of the great things about our systems, training, and support is that you don’t have to stop what you are doing. You can just add a little at a time, to make it work for you, before you make any big changes.

Plus, using our systems, training, and support we can help you to dramatically improve your current sales results.

Here is a testimonial we received last week…

“Dear Jeremy,

I have been licensed since June of 1976, when I graduated Fordham University and began working with Northwestern Mutual Life. I did receive some license preparation training, but after passing my state examination there was no real ongoing training program.

In addition, I became licensed in property casualty insurance in 1983 and concentrated on medium to large commercial accounts. I considered myself a multi-line producer. I saved clients money on the commercial insurance premiums and some of those savings led to sizable life sales.

I have represented many fine insurance companies over the years, but all of them share a glaring flaw. That flaw is a lack of a committed marketing program. The insurance companies I represented talked endlessly about how great their product was, or how many years the company was in existence, which seemed to matter very little to my clients.

I was a New York State Licensing Instructor for over 14 years and taught thousands of new agents and also was qualified to teach continuing education in New York. I have taught thousands of agents over the years and have a great relationship with State Farm Mutual Agents, because I pioneered telephone tutoring that was highly successful.

When I came across your excellent materials and programs I realized that your programs were the best material for new agents, as well as veteran producers like me. One of the great results of your complete program, in my case the annuity program, was the newfound confidence I felt while going through your material. Since I began the annuity training course, in the past three months, I have closed two cases with Athene for total premium of $220,000 which has generated almost 14,000 in commission. Before, I was lucky to do that in the course of a year!

Your program has made a huge difference not only in my overall production, but in my attitude. Along with my other sales, my goal is to do over 2 Million in annuity production this year. I am very confident of achieving this personal goal.

I also have been very impressed with your hands on approach and your accessibility. Any questions are answered quickly and effectively. I have also noticed that key concepts are presented not only in clear fashion, but with an emphasis on solving the real problems that prospects and clients have.

I am available to speak with any agent or broker who is undecided about the Insurance Pro Shop. I would say their greatest cost would be the opportunity cost of not signing up and following through.

I like the comment by Henry Ford when he said many years ago, “If you think you can and you think you can’t either way your right!”

In summary, in my 41 years in the insurance and investment business, I have never come across programs to help agents produce and grow their business like the programs constructed and engineered by Lew Nason and his family. I feel like I hired the best marketing department I could possibly get. Thanks for your great and ongoing achievements that benefit the producer, the man or women in the arena.

Sincerely,
Raymond R. Naclerio”

_______________________

If you are not satisfied with your sales results, when are you going to do something about it?

Is it time for you to learn the insurance marketing and sales fundamentals that 90% of the agents are missing today?

Is it time for you to check out our Specialized Systems, with 3 month of real training and support?

We are the first truly dedicated life insurance and annuity marketing and sales trainers for career and independent insurance agents, financial advisors, and P&C Agents. We Are NOT Recruiters!

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

Specialize In Solving Your Ideal Prospects’ Problems!

How much easier would your life be if you could find and attract your ideal prospects to you instead of cold calling, buying leads, etc. to end up in front of people who have never heard of you?

How many more appointments could you set and sales could you close if people felt they were meeting with the local expert who can help them to solve their most pressing financial problems?

If you want to attract the most prospects to you; set more appointment with the people you talk to; and close more sales with the people you meet with; then you must provide a service that addresses an immediate problem, need, and want that your prospects have today. And, by promoting yourself as a specialist in a specific area, the automatic perception is that you are an expert in that area!

If we are talking about Middle Income families, (pre-retirees) what are the biggest concerns and the biggest priorities most of these families have today? Maybe it’s getting out of debt; reducing income taxes; reducing their family expenses to improve their cash flow; having enough money each year to take a vacation or buy a new car; saving to buy a house; saving for college expenses for their children; or saving for their retirement?

Unfortunately, very few Middle Income families see buying insurance to protect their family as an immediate concern, need, or want. It’s not on the top of their list of priorities. They see all insurance as just an additional expense that they can’t afford! And, they don’t see the need for a financial planner, an investment advisor, or higher investment returns, because they already have access to a 401k, IRA, Bank CD, etc., if and when they ever have any money to invest.

The reason our “Found Money Management” system is so effective and attracts so many more prospects is that it does NOT focus on products or investment returns! Instead, it clearly addresses the immediate concerns, needs, wants, and priorities that Middle American families have right now! And, it does it all without asking them to spend any additional money or change their current life style!

All of the marketing, prospecting tools, and training we provide in this system are designed to establish you as the specialist and foremost expert in helping families to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!”

If your want to attract the most prospects, then you must specialize right now! And, you must specialize on the immediate concerns, needs, wants, and priorities that people have right now!

Please, take a few minutes to look at our Found Money Management ‘Advanced’ Life Insurance Sales Tool Kit. Your long-term success in attracting prospects and making sales is directly related to your ability to market your services to a specific market segment that has immediate concerns, needs, wants, and priorities that you can solve for them.

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