Don’t Invest One Cent Of Your Hard-Earned Money Until You Check Out This Guide…

Are you new to insurance sales? Or, maybe you’ve been selling insurance products and financial services for five, ten or more years. Have you been looking for marketing and sales systems and training programs to help you get started, or to take your sales to a six-figure income and well beyond? Have you been searching the Internet, looking in industry publications, talking to your manager, talking  to your associates, and asking successful agents… “What’s the Best Sales System Out There?” “Who Do They Recommend?”

Did you find there are hundreds of companies offering marketing and sales systems and/or sales training? Did you decide to contact a few of these companies? After reading their materials and/or listening to them, were you totally confused and uncertain whom to choose? Because, each one of these companies tells you that they are unique and the very best.

So, how do you make an intelligent decision?

I empathize with you. I have a similar problem. How do I prove to you, that we have one of the best sales systems and training programs in the financial services industry? It’s a difficult problem.

Like many of our competitors, we could make outrageous claims that appeal to the insecurity, fears and greedy human nature of most sales people… “Guaranteed Overnight Success!” “One Thousand New Prospects In Six Weeks!” “Get High Quality Prospects To Call You And Beg For An Appointment!” “Work From Home In Your Underwear!” or “Make A Million Dollars In Six Months, Working Part Time!” But, I hope you are too intelligent to fall for any of those… ‘In-Your-Face’ advertisements! The vast majority of the people that use these ‘In-Your-Face’ advertisements tend to be hucksters and scam artists! They know that most financial professionals are like most other people, in that they all want and are looking for instant gratification and immediate success.

The truth is that none of us can ‘absolutely’ guarantee that you will succeed using our programs.

There is no marketing, prospecting and sales program that will work for everyone, in every area of the country. There are just to many variables. We don’t know you, your talents, your financial situation, your weaknesses, your strengths, your education, your experience, or how hard you are willing to work! We don’t know the people who live in your area of the country. We don’t know their attitudes, likes, dislikes, or demographics! And, we don’t know whom you are competing against, the amount of negative publicity in your immediate area, how competitive your products are, or the overall demand for your products, and services in your area?

So, how do you select the best system and sales training organization for your situation and area?

You Must Do Your Homework!

Here are the major points we look for, before we’ll invest any of our time and money in any of the companies, systems, etc. that want us to do business with them. (modified to fit your situation)

  • Does the company give you their full contact information? Do they provide you with the name of the owner, key people, their company address, telephone numbers and an email contact form? If they don’t list all of this information, you must ask yourself why they don’t! Shouldn’t you be able to call them and actually talk to a real person to find out more about their program and support to see if it is right for you, your situation and area? If they don’t provide their names, how can you verify their credentials? What does this tell you about them?
  • Have these people ever actually sold any products or services in the financial services industry? Is what they offer just information they’ve learned from a book or they’ve used in some other sales situation? Do they have any actual experience selling intangible financial products and services?
  • How successful were they in personal sales? Are they just telling you they were successful, or do they have actual documented evidence? In the financial services industry, every company that I know gives out plaques, trophies and other physical awards to the top 10-20% of their producers.
  • How long were they in sales as a personal producer? There are many people who were successful for a year or two, but are now out of personal sales because what they were doing to get sales eventually backfired and stopped working. They made a good living for a year or two… but they were the typical pushy salesperson, didn’t tell the whole truth, tricked people into buying, or were just selling to friends and family. They were forced to leave personal sales because they had a high lapse rate, were unable to get referrals and find new prospects, etc. Are these the people that you want to help you, with your career?
  • Do these people have any actual experience training new and/or experienced sales people? And, for how long? Just because a system worked for them doesn’t mean they know how to train others on how to be successful using it! Or, that the system they used is transferable to others?
  • Do they work fulltime training agents and supporting their systems? Or, are they still working fulltime in personal sales? If they are working full time in sales, how much time will they be able to spend helping you? How hard will it be to contact them?
  • Do they have testimonials from satisfied customers? Unfortunately, it’s easy for people to fake written testimonials, if they do not give the agent’s full name, picture and state. Video testimonials are harder to fake. Do they have satisfied customers that you can call?
  • Do they have multiple endorsements from financial industry leaders and associations? In general, these endorsements are not easily obtained, because successful people and associations are not willing risk their reputation by endorsing something that doesn’t work! And, these endorsements are not easily faked, because it is very easy to verify if the endorsements are real! How many endorsements do they have? Do they just have one or two endorsements from their friends?
  • Do they offer a detailed list of what’s in their courses and systems? Why not? Is it primarily just a lead system, just a sales system, or a software system? For any system to really help you, it must provide detailed information about marketing, prospecting, appointment setting and sales? It can be the best lead system, sales idea, or software but if it doesn’t help you to consistently be in front of the “Right” prospects, then it’s almost worthless!
  • Are they upfront with the actual cost of the training and materials? Or do you have to call them to get the information? Why aren’t they willing to disclose the cost of their materials and training up front? Are they trying to force you into contacting one of their sales people? Are they just interested in getting all of your contact information, so they can inundate you with offers? Or get you to contract with them?
  • Do they offer personalized training and coaching? Or, is it all group training sessions? Will you get help tailored to your personal situation?
  • Do they offer a… 90 Day, No Questions Asked, 100% Money Back Guarantee? Fortunately for you, most of the lesser programs cannot afford to offer a ‘Money Back Guarantee!’ Or, they require you go through a time consuming process to qualify for a partial refund. This makes it a little easier to determine if they are a successful and reputable company.
  • Are they members (in good standing) of one or more consumer protection agencies, such the ‘Better Business Bureau’? Most of the companies, with lesser programs, are not members of any consumer protection companies, because they get too many complaints. It’s easy to check with consumer protection agencies to verify that they are members in good standing.
  • What’s their overall reputation? With today’s Internet it’s very easy to check out any company or individual! If they can’t be found on the Internet what does that tell you about their credibility, along with their marketing and sales ability?
  • Are they just recruiters in disguise? Unfortunately, the vast majority of recruiters will do or say whatever they believe will get you to sign up with them. They’ll offer you… ‘Free Leads’, ‘Free Systems’ and ‘Free Training’ just to get you to contract with them. We suggest that, before you contract with them, ask to talk to their five newest agents. (Agents contracted within the last 6 months) If they can’t or won’t do that, then what does that tell you about them?

If you want to find the best systems and sales training for your particular situation, then you must take the time to do your homework. Do not fall prey to the ‘In-Your-Face advertising. By using all the 15 points outlined above you will give yourself a much better opportunity of ‘Selecting The Best Systems and Sales Training’ for your situation.

However, don’t stop there! Always ask to speak to one of the key people in their organization! Not just one of their sales people! Ask them to help you to determine if their system and training is right for you!

Does this make sense? Would you have your best chance of success, if you found a company that meets all 15 points?

Yours In Success,
Jeremy Nason

Two Great Ideas From Our Members

Can you believe it! It’s already September? We’re two thirds through the year. It’s less than two months until the holiday season sets in. Where does the time go?

How are you doing this year?

Is your income up this year – or is it down?

Will you reach your goals?

How do you feel about that?

Because of the nature of our business, most of the agents, advisors and planners who call us are the ones who are having problems. Their income is down. It’s getting harder to find leads, set appointments, let alone close the sale.

However, it doesn’t have to stay that way! Sometimes a simple idea can make a big difference, in only a few weeks.

Here is a great idea from our friend Lewie Wood.
Mr. Wood is a ‘Lifetime Member’ of the prestigious Million Dollar Round Table and an inductee into the MDRT Hall Of Fame! The MDRT is an international, independent association of less than 1 percent of the most successful life insurance and financial services professionals from 76 countries around the world. Note: Mr. Wood has been a member of the Insurance Pro Shop since 2009. He has invested in several of our specialized systems and attended our Trusted Advisor Success Training.

In Times Like These “PARTNER UP”

“If you are relatively new to this business, evaluate your personal strengths. Do you have good contacts with schools, hospitals, cities, counties, state, federal employees or employers that provide retirement plans? Search out a top financial advisor / insurance professional in your community who can help you harvest from your relationships. Harnessing your years of experience with personal relationships will lead to your best year ever, and you will solve problems for lots of people who will refer to others who need your help.”

“For those with no connections, host a financial planning party. Invite friends, relatives, neighbors, clients, etc to a party at your home. Nothing lavish! Have a guest speaker (i.e. expert financial advisor) make a brief presentation to show people how to “Live Debt Free and Truly Wealthy.” Start a stream of inexpensive fun ways to warm referrals that result in significant production. Partner up for success!”

Partnering up is a great way to learn how to help people and learn how to get them to take action.

 

Here is a great idea from our friend Tony Fillipone.
Mr. Fillipone is in the top 1% of producers in the country. Note: Mr. Fillipone has been a member of IPS since 2003. He has invested in all of our specialized systems, attended our many of Trusted Advisor Success Training events, an is in our coaching programs.

Educational Workshops

“I remember in 2008 between October and December things were looking pretty bleak. I was running a little scared due to the horrible economic news. It seemed as though people were not doing anything and my business was feeling it. I even decided to scale back my operation. However, thanks to Lew’s and Jeremy’s coaching and support I was able to hang-in-there, and the next year was one of my best years ever.”

“Even during that economic downturn, I never stopped sending out my newsletters, or doing my workshops. In fact, I even uncovered several free speaking engagements and starting to profit from them. I stopped doing expensive dinner seminars and am doing much cheaper workshops at the local Library. I literally, have had to turn people away from my workshops, because I had more people sign up than I could fit in the room. Not only that, but many of the people who were too scared to do anything that year called me back and told me they were ready. In the ten years I spent in this business before I started working with the Insurance Pro Shop, I can’t remember anyone ever calling me back and telling me they were ready to move forward. Now, it happens all the time.”

Yours In Success,
Jeremy Nason

What Are You Going To Do To Make Sure You Have A Strong Finish For 2017?

Here are a few quick ideas that the best advisors we work with are using! These ideas are bringing in immediate sales…

  • Why not, once a month, offer 10 of your clients, family, friends and prospects a free educational workshop on ‘Living Debt Free and Truly Wealthy!’ or on some other immediate problem you can solve for them. The workshop will cost you less than $100.
  • How about forming a true ‘Joint Venture Partnership’ with a P&C agency (or some other business) and have them offer a free financial consultation from you, to their best clients. Or, they can invite their best clients to your free educational workshop.
  • Or, how about you send a letter to your best clients asking for their help, with a referred lead form? And, then follow-up with a phone call, a few days later.
  • Are you sending your clients, family, friends and prospects a monthly newsletter? When was the last time you included a referred lead form with your newsletter? And, then followed-up with a phone call, a few days later.
  • When was the last time you offered your clients an annual review? Annual reviews are a great way to make additional sales… and get referrals.
  • Why not offer to be a guest speaker at a local association or religious group? And, then offer them a free report and a free financial consultation.

These are just a few of the ideas that the best advisors we work with are using to bring in sales.

What else can you think of?

Yours In Success,
Jeremy Nason

How To Get More Sales From The People You Meet!

Would you like to learn how to have more people buy from you, buy more, and buy more often, then you must understand the reasons ‘why people buy!’ All of the leading sales trainers will tell you that; “People buy based on emotions and then justify their decisions based on logic.”

So, if you want to increase your sales, then it’s about you locating and pushing the right emotional buttons to get your prospect to make the decision to buy? The most prevalent reasons for people to buy are… to avoid pain, or to gain pleasure. But what pain and what pleasure?

Of course, locating and pushing the right emotional buttons only works if you are in front of the right prospects. The people who actually need what your are offering. These are the people you have the best chance of selling, if you learn how to push these emotional buttons.

Emotional Button #1. People buy… To Make Money or Save Money
There is no question that today, money is a factor in almost every one of our buying decisions; What does it cost? Where will I make the most money? Why is this a good deal? How can I save more? You have to answer their questions about money to help them to buy, and to make them feel good about their buying decision.

However, making money or saving money are not the only buying factors. If you want people to buy, then you’ll need to find and push multiple emotional buttons, like the ones below. Read More

Our Best 10 Tips Every Agent Ought To Know Today… To Build A Highly Successful Insurance Sales Career!

No matter what you sell, whether it is life insurance, disability insurance, annuities, or investments, the ultimate goal is make a good, consistent income that keeps growing each and every year.

The reason so many agents are struggling today, making a mediocre living, is they are missing many of the basics, the fundamentals of successful insurance marketing and sales.

Here are 10 tips every agent and advisor should know if they want a successful insurance sales career.

  1. Listen More, and Talk Less…
    How much talking are you doing during your sales call, and how much listening? I mean really listening and focusing on fully understanding what the other person is saying… instead of thinking of what you’ll say next, when the prospect stops talking?

    Most agents, the minute they sit with a prospect, start explaining all the benefits of their products and why it will help the prospect. Instead of pitching your product, sit down and ask the prospect about their family and their concerns for the future. Let the prospect tell you what it is they are looking for. Your role is to be their advisor, not an insurance salesperson.

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

‘Make It A Dominant, Immediate Need’

‘If You Want To Get People to See You Today, And Buy From You Today,
Then You Have To Help People To Decide What They Want Today!’

One of the most difficult aspects, about the products we offer, is that for the most part they are for future use. Think about it. With most of our products, we explain to our prospects how they will be protected in the event that someone dies or becomes disabled, sometime in the future. Or, we paint a picture of how important it is to be saving for retirement and how a few dollars a month invested into an Annuity or Life Insurance now, will result in a nice guaranteed nest egg, in 20 or 30 years.

While all of these things are true, they can be extremely difficult to sell because they’re future needs, not immediate ones. There is no compelling reason for our prospects to do something today, instead of tomorrow. Read More