Category: Prospecting

Do You Have A Life Insurance Lead System That Consistently Gets You Results?

Alex Villa Leave a comment

The reason most agents struggle in the life insurance industry is they don’t have effective life Insurance marketing, lead generation and sales systems to perform the various activities of their business!

Consider, have you ever been to a McDonald’s? Here’s a multi-billion dollar international business operated, efficiently and profitably, by a bunch of teenagers who are no more intelligent or disciplined than the teenagers you know.

Have you ever wondered how these teenagers could prepare food that tastes exactly the same and provide the same level of service every time – regardless of which McDonald’s restaurant you go to, whether in California, New York, England, Australia, or Japan?

This is because they have set systems to perform the various activities in their business, which work so well that almost any teenager can operate them and the results will be the same every time.

So, if you want to have a successful life insurance business, then you’ll need to set up systems to handle the various activities of your agency or practice.

After talking to thousand of agents, the number one frustration most agents have with their business… is that they just can’t find enough life insurance prospects to become their clients.

Many of them have said…. “If I could figure out a way to get tons of qualified life insurance prospects to call me for appointments, then I would make the kind of income I want and have lots of fun doing it. I really hate cold calling and chasing after prospects for more new business.”
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How To Find & Attract Your Ideal Life Insurance & Annuity Prospects!

Alex Villa Leave a comment

Would you like to know what the Very Best Producers know and are doing today to consistently FIND and ATTRACT their ‘IDEAL’ life insurance and annuity prospects, to successfully close more and much larger life insurance and annuity sales?

How they are doing it right in ‘their’ local community, within 5-10 miles of their home or office?

Why they only need 3-5 new appointments per week?

And, how they are consistently setting better appointments and closing sales with ‘9 out of 10’ of the prospects they see? Read More

The Amazing Secret To Getting A Flood Of Hot, Qualified Life Insurance Prospects To Call You!

Alex Villa Leave a comment

Would you like to learn one of the most remarkable concepts that you could ever use to generate a consistent flow of hot life insurance prospects and get them to call you? The concept is called Joint Venture Marketing.

Note: If you think you already know all about Joint Venture Marketing, you’ve tried it and it didn’t work for you, then please read on. The reason it didn’t work for you is because you probably went about it all wrong! Was it just a passive system, were they would refer a client to you, if their client happened to be looking for the services you offer? That isn’t really Joint Venture Marketing!

What Is Joint Venture Marketing?

Joint Venture Marketing is an extremely cost-effective and proven lead generation strategy that involves developing a relationship with another business or organization that already has a close relationship with a group of people you want as clients. The idea is to have the business or organization, with the established relationship, actively endorse you and recommend your services to all of their clients.

Let me explain… Suppose a friend recommends a movie or a restaurant to you, and you have a good relationship with that person, then aren’t you much more likely to see that movie, or go to that restaurant.

If they were to go one step further and give you a coupon they found for 20% off, then wouldn’t you be even more willing to take them up on their suggestion.

That’s the idea behind Joint Venture Marketing. You need to align yourself with other people’s client list, and have them recommend you and your services to their friends and clients.

For example, if you make your living helping seniors in retirement, then why not go to every business or organization that has seniors as their clients or members in your area… senior centers, doctors, tax preparers, attorneys, churches, etc. and see if there are compelling ways to induce them to offer your services to their clients.

The cost of the sale for you, including advertising or promotion could be as low as the cost of a postage stamp and a letter.  Knowing this, you could afford to “gift” to their clients something like a free book, a free consultation worth $150, a free information booklet, or my favorite, a free educational workshop.

Notice how I used the word “gift” and not give. There is a big difference and it’s all psychological.

The word “give” does not seem to communicate as much value as the word “gift”.

Every time you offer to do something nice for another person’s clients, you’ll want to make them feel like you are offering to give a special gift to all of their clients.  Because you are. Read More

How Can You Consistently Close ‘9 Out Of 10’ Life Insurance Prospects?

Alex Villa Leave a comment

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 phrase 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 traditional 101 closing techniques still being taught today. 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 sales with ‘9 out of 10’ people they meet with.  It’s because they know and practice the ‘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 and attracting the ‘RIGHT’ life insurance prospects to them, and those agents and advisors are now closing a much higher percentage of their life insurance sales calls, is what makes our training unique and very special.  Read More

How to Make Your Life Insurance Sales Soar In 2018

Alex Villa Leave a comment

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!

Alex Villa Leave a comment

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!

Alex Villa Leave a comment

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

Alex Villa 1 Comment

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

Need More and/or Better Insurance Leads?

Jeremy Nason Leave a comment

One of the main challenges, we face every day as trainers and coaches, is getting agents and advisors to understand the real reasons why they are not as successful as they want to be. Example: Most agents and advisors come to us believing that their main problem is they need more and/or better insurance leads. While that is basically true, is it only a symptom of their real problem?

Is the real problem that they don’t know what to do and say to set an appointment with the people they know and meet?

Would you agree that almost everyone you know and meet has a problem, and would significantly benefit from your products and services? Do they need your help to ‘find the money’ to save more money for retirement or to fund their children’s education? Or, do they need more life insurance to protect their family? Or, maybe they need more safety and guarantees on the money they have already saved? Etc.!

If almost everyone you know and meet needs your products and services, doesn’t that mean there are literally hundreds, if not thousands of people (leads) in your immediate area that would benefit from your help? So, do you really need more and/or better leads?

Or, do you need to learn what to do and say to get these people to want to meet with you?

Or, is the real problem that you are uncomfortable and don’t want to approach and talk to these people?

Is that because you lack confidence in your ability to help these people?

Or, is it because you only see yourself as just another insurance salesperson?

What are you going to do today to improve your sales?

The truly amazing part is this critical sales skill is one of the easiest skills you can learn and master, to immediately increase your sales and income!

Take step one and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

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

Alex Villa Leave a comment

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?

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