Stop Following The Herd… “Become The Life Insurance Sales Leader You Were Meant To Be”  And You’ll Start Making Real Money!

From the time we’re old enough to walk, we’re told to work hard, think for ourselves and above all else, never succumb to peer pressure.

Yet, as we grow older and less confident in ourselves and abilities, we find it’s easier to simply follow along with what everyone else is doing – a phenomenon known as the “Herd Mentality!”

This “Herd Mentality” is obvious when it comes to the fashionable clothes we wear, the expensive cars we drive, the number of credit cards we use, the large homes we buy and where and how we invest our money. Like clueless cows led to the slaughter – we simply follow what everyone else is doing.  The result is we all of a sudden wake up one day to discover that we’re in debt and broke.

The same phenomenon is also apparent on how we are building our financial practice. We are simply following what everyone else is doing… calling on our friends and family, cold calling businesses, running ads in the newspaper, using direct mail, purchasing leads or learning the latest, hot, new product or sales concept.

If these insurance prospecting and sales ideas actually worked for most people, then why are 90% of today’s agents, advisors and planners struggling year in and year out to make a mediocre living.

If you’re tired of struggling like the rest of the herd,
then you must stop following the herd.
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

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

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

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

Millennials: Dine Out, Drink Craft Beer, Connect, & Recoup $5,000 – It’s Legit!

David Szeremet, October 19, 2017

I recently consulted on a financial planning case involving a 28-year-old pharmaceutical sales rep. She is doing well, earning six figures. Recently married, she is considering the purchase of a cash value life insurance policy for income protection ($1 million death benefit) and to accumulate a rainy day fund (potentially $250,000 by age 55). The annual premium is $5,000.

I was surprised to find out she can’t afford the premium. She makes a good living, is healthy, lives in an affordable area, has no student loans, and drives a Honda Accord. She appears to be living well within her means. Something did not compute.

Here’s what we were missing. A classic millennial, she values being socially connected, informed, and meeting up with her (large) social network. Her phone gets a workout with Evites, tweets, posts, and rally texts. On average, she goes out three nights a week, consumes a great deal of media content, and is an avid reader.

It’s all good. However, an analysis of her monthly budget revealed a continuous outflow of unnecessary fees, up-charges, and nickel-dime expenditures.

We identified seven financial fixes to free up at least $5,000. The fixes will not impact her lifestyle (other than simplifying it).

  1. Cut the cord. Yes, she has cable TV. On average, cable runs $105 a month (source: Fortune magazine). It’s only getting worse because the cable TV inflation rate is up to EIGHT times the consumer inflation rate (source: Leichtman Research Group). It’s a racket. Other than live sports, I can’t remember the last time I looked forward to watching anything on cable TV.* Face it, cable TV is for suckers and procrastinators. I’m not asking anyone to revert to rabbit ears (comment if you do not understand). There are dozens of affordable internet-based options saving you at least $50 a month (that’s $600 annually – the miracle of math!)
  2. Ditch the crumb scraper. Go ahead and eat out – I’m fine with it. You can save a boatload of cash by following one simple rule: never eat at a tablecloth restaurant.** Over a three month period, I conducted a survey of the Cincinnati area. My taste buds enjoyed it. Dinner at tablecloth restaurants, not counting booze, averaged $50 a meal (appetizer, entrée and dessert). For “naked table” joints, it’s $25 on average. Skip the tablecloth once a week for a year and you will save $1,300. It’s real!
  3. Buy a growler. Craft breweries are printing money – one pint at a time. I love visiting local breweries and based on the number of millennials I see, they do too. A typical pint runs $7 ($6 plus $1 tip). “Bankruptcy by a thousand pints” is a serious risk. Instead, once a week, buy a four pint growler for $16 ($14 plus $2 tip). And like M&M’s, growlers make friends! One growler per week saves you $624 a year. Drink (financially) responsibly.
  4. Stay put. Nightclub cover charges are wallet killers. Consider a modest $5 cover charge. If you pay one cover charge instead of three, you save $10. Do this just once a week and save yourself $520 over the course of a year. You do not have to be a party chaser to have a good time. Hook up with your crew at a pre-designated locale and stay there – even if Skylar shows up and proclaims that DJ Skin-E-Jeenz is working his MacBook over at Club Elev8.
  5. Become a card carrying member… Pick up a library card. Your local library can score nearly every book, eBook, movie, or ‘zine. You simply need to organize your priorities and be willing to wait a few days – don’t worry, the words will still be there when your book arrives. If you borrow only one book a week (@ $20 per book on Amazon), it’s $1,040 annually ($260 @$5 each for eBooks).
  6. Ironic/vintage t-shirt limit: 1. Nobody loves an ironic t-shirt more than a millennial. But today’s satirical t-shirt is tomorrow’s oil rag. Ask any Gen Xer who coveted a Spuds MacKenzie or Where’s The Beef? shirt. Same goes for that “vintage” t-shirt depicting your school’s olde tyme logo. You have my permission to own one, but honestly, it’s one too many if you plan on dating. Take a pass on ten of these $35 shirts (they are so overpriced) and save $350.
  7. Live to ride – ride to save. Skip one Uber/Lyft a week. Just one. Most metropolitan areas have bike share programs with well-maintained bikes ready for you 24/7/365. And it’s good for you! I live in Cincinnati and we have a thriving bike share program. I’m confident your area does too (or will soon). An annual bike share license runs $100, or less. At an average fare of $15, skipping Uber/Lyft once a week saves you a net of $680 annually.***

So there you have it. Over $5,000**** in “found” money and your life is simplified.

*Cable TV reached its nadir in 2017. Sports talk “game shows.” Political rant panels. Endless loops of home flipping reruns. State Fair fried food close-ups. “Dump-and-stir” cooking shows. Bigfoot vs. Goat Boy. Hitler’s Secret Vacation Home. Anything on the Weather Channel. Planet of the Apes marathons. Are we really this bored?

**Unless someone else is paying.

***I’m not being a tightwad. I’m only asking you to add one bike ride a week (twice a week during good weather if you live in a city that experiences winter). We need exercise – let’s kill two birds with one stone.

****And I didn’t admonish you to clip coupons, become an Uber driver, live in your parents’ basement, join loyalty programs, enter drug trials, or “stop going to Starbucks” – those tips are played out.

It Is All To Easy For Us To Blame Our Financial Problems On The Economy!

Last week we discussed how you can help families to live the ‘American Dream!’

Do you remember the stats from the recent CareerBuilder report (7/2017)?

  • 78% of full-time workers said they live paycheck to paycheck… up from 75% last year.
  • 71% all U.S. workers said they’re now in debt… up from 68% a year ago.
  • 56% said they are in over their heads with debt.
  • 56% save $100 or less each month.
  • About 18% of workers said they cut back on their 401k contributions or personal savings in the last year.
  • More than one-third don’t put any money away for retirement.

I think these stats are extremely scary. But, what is even more scary is that most people are blaming their problems on our struggling economy… lack of good paying jobs, rising costs of the essentials, etc.!

Most people are  unwilling to take responsibility for their financial situation.

“Man must cease attributing his problems to his environment,
and learn again to exercise his will – his personal responsibility.”

Albert Einstein

Here is a recent article that I found, that should help you put things into perspective for you and your clients.

Remember it all starts with you! Read More

Can You Help Families Live The ‘American Dream?’

The American Dream envisioned by our forefathers was that “all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.” Our forefathers wanted America to be a land of freedom and opportunity, with a limited central government that would protect the people and maintain a safe environment for each person to have the Freedom to pursue their idea of happiness!

The American Dream is the idea that with hard work, anyone can achieve prosperity and happiness regardless of who they are or where they come from.

Over the centuries the American Dream has changed many times and became to mean the acquisition of material things, which is leading to the downfall of our American society. Too many Americans are living beyond their means and drowning in debt, in order to create a lifestyle they are being told and want to believe will make them happy… spending a lot of money on new cars, a huge home, etc. Read More

Don’t Have The Time Or Money?

For Advisors Who Don’t Have The Time Or Money To Hire A Personal Coach Or Attend Live Training Events!

What’s the best way to learn new skills like questioning techniques, sales presentations, lead generation, etc.? Is it by spending days reading boring technical books or manuals? Or, perhaps is it by searching on the internet and sifting through thousands of articles – some outdated, or even just wrong? Of course not!

The best way to learn is by getting live training and listening to people who really know what they’re doing, have done it themselves, are dedicated, accomplished trainers and then by following and practicing their techniques and ideas!

The problems with hiring a coach or attending a live training event is they can be expensive, and you can’t take the trainers home with you.

Four Experts, who have contributed to the Insurance Marketing and Sales Resource Center


Our ‘Insurance Marketing and Sales Resource Center’ (Exclusive, Members Only Private Site) gives you that same learning opportunity – on demand, in your home, at a coffee shop, or wherever you learn best. And, without you spending a fortune. Whether you’re trying to improve your skills, or learn new ones altogether, our private site (with all the latest information, tools, and tips, plus videos and audios from some of the best producers and trainers in the industry) can be a great way to educate yourself. It’s the next best way for you to learn the skills you need, besides you actually spending the time and money to get live personal training and coaching.

One of the biggest benefits of the private site training is, that you can fit in the learning whenever you can find the time to do so. Agents and Advisors with hectic schedules do not have to sacrifice their ‘sales time’ in order to learn, since they can fit in learning whenever they have spare time. And, best of all you can visit the private site any time you want… 24 hours a day, 7 days a week!

Our private site starts off with the basics, and then moves through the steps at a pace you can control. Miss a key detail? Just re-read the article or pause or rewind the video or audio, and you’re right back on track.

The information, course and audios contained in the ‘Insurance Marketing and Sales Resource Center’ will help you learn the needed sales skills in a tiny fraction of the time it would take finding and reading many books, or searching the internet and sifting through thousands of online articles trying to find the information you need and want.


We Are Doing Everything We Can To Save You ‘TIME’ and ‘MONEY’!

We’ve made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. It’s only $35.00 per month! (There is no long term commitment. You can cancel anytime.)

Plus, we made a ‘major update’ to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to for you to find all the information you need to be successful. No more wasting time searching for the critical information you need.

And, we’ve added even more tips, tools, training, audios and videos from the ‘best of the very best’ in this industry.

We are doing everything we can, to guarantee you get off to a quick start and guarantee you have the long-term success you want and deserve. Accordingly, as a member of the Insurance Marketing and Sales Resource Center you’ll also have Complete Access (for the life of your membership) to…

  • Over 11 hours of latest videos from our ‘Trusted Adviser Success Training™’ Boot Camp! It’s the best core and advanced insurance marketing, branding and sales training on how to Attract and Set Appointments with your VERY BEST PROSPECTS. Plus, how to conduct a thorough Fact-find to get your prospects emotionally involved, so they want to take action right now. No more hearing; “I’ve got to think about it!”
    (Normally $499.00)
  • Our Advanced Fact-finding Videos & Audios. Over 10 hours of fact-finding and questioning training, from Lew’s boot camps, with simple concept presentations and sales presentations. How To Close ‘9 Out Of 10’ Sales Appointments is a new sales mindset that frees you from unnatural selling scripts. Instead, you’ll learn how to begin new conversations with prospects, naturally – no pitching, no persuading and no pushing. (Normally $265.00)
  • Six Training Videos and Audios with over 8 hours of practical strategies and sales presentations on how to get your ideal prospects to want to take action on your recommendations, to quickly improve your sales and income. Normally $39.95 each. (6 Training Videos and Audios @ $39.95 = $239.70)
  • All ten of our Fast Track Advisers’ Guides providing you with critical insurance marketing, prospecting and sales success strategies that most agents and advisors don’t know and may never find out! Normally $9.95 each.(10 Advisors Guides @ $9.95 = $99.50)
  • Our Dynamite’ Referred Lead System that will show you how to get your friends, clients and businesses to refer everyone they know to you.  (Normally $95.00)
  • 12 Months of  Client Newsletters for pre-retirees and seniors that will keep you constantly in front of your prospects, clients and friends. Normally $59.95 per month.
    (12 for pre-retirees @ $59.95 = $719.40 ) (12 for seniors @ $59.95 = $719.40)

Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come.

Click on the following link for more details…

Insurance Marketing and Sales Resource Center
30 Day. 100% Money Back Guarantee
No Long-term Commitment… You Can Cancel Any Time!

Yours In Success,
Jeremy Nason and Alex Villa
‘The 9 Out Of 10 Guys’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Albert Gray