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’

The Top 6 Ways To Generate…

… High Quality Life Insurance
And Annuity Leads… For Long-term Success!

What the biggest concern most agents have? Isn’t it, not having enough high quality leads every week?

Is that your biggest concern?

Have you tried buying leads and/or preset appointments?

Have you tried post cards and direct mail systems?

Have you tried running ads in your local newspaper or offering free reports?

Are you frustrated because none of these lead sources have provided you with a consistent flow of high quality leads that produced consistent sales?

If so, you are not alone!

It’s the biggest complaint we get from most agents.

Why are most agents struggling with the above lead sources? Is it because:

  • The leads aren’t consistently putting them in front of the right people for what they are offering?

  • The leads are putting them in front of shoppers and people with health issues?

  • The lead systems don’t give them a good way to consistently turn leads into appointments?

  • The amount of leads they get is inconsistent from week to week?

  • The leads/systems are too expensive to use on a long-term basis?

  • The leads are putting them in front of people who have never heard of them?

All of the above leads sources are an adequate way for you to get started in this business. And, they can be used to provide a boost during the slow times. However, for long-term success, they aren’t your best primary source of leads. And, they aren’t what Top Producers use to generate consistent high quality business.

If I were forced to start over from scratch, offering something new, I wouldn’t use any of the above lead sources…

No matter what product I was offering, whether it was investments, health insurance, P&C insurance, LTCI, DI, annuities or life insurance, I would do some research and determine how I could best help the people in my local area. What’s the biggest problem I could solve for them? Then, I would do everything I could do to position myself as the expert in that area!

Here Are The Top 6 Ways I would Use To Generate High Quality Leads!

I would:

  1. Ask my friends and family for their help. Would they allow me to practice on them and give me an honest opinion/feedback of the service I am offering?

  2. Invite everyone I know to a Free Seminar or Educational Workshop. People feel better about coming to seminars than meeting a salesperson face to face.

  3. Establish a Joint Venture with a local business that caters to my ideal prospects and get them to endorse my services.

  4. Create or join a local lead exchange group.

  5. I would set up a referral system to get referrals from everyone I know and meet!

  6. I would send a monthly newsletter to everyone I know and meet.

Remember… People buy when the ready to buy not when you’re ready to sell! So, if you want to sell them, you must be in front of them when they are ready to buy!

I wouldn’t rely on someone else for my leads. I’d take in control of my business and make sure:

  • I’m consistently attracting the people I have the best chance of turning into a client!

  • I have a cost effective lead generation system.

  • I have a consistent flow of leads.

  • I am in front of front of people who have heard of me!

  • I know what to do and say to convert those leads into appointments.

These are the Top 6 ways we teach advisors to use, in our specialized systems, to consistently generate high quality insurance leads. Do these insurance lead generation strategies work?

The answer is yes! Over the past 30 plus years, using these strategies, we’ve had an 80% success rate with new agents, verses the industry failure rate of 90%.

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

 

Finding The Best Prospects To Successfully Sell Life Insurance!

During the past 30 years, most of the major life insurance and annuity companies, independent marketing organizations (IMOs), insurance agencies, sales trainers, sales system providers, industry support organizations, and it seems that practically everyone in the financial services industry has shifted their focus away from servicing Middle Income Families. They are now focusing the majority of their marketing efforts and training, on attracting and servicing prospects in the more affluent markets. They’ll tell you that they believe that’s where agents and advisors can make the most money, quickly and with the least amount of effort and expense. Everyone seems to want to believe that, because these people have more money and they have more discretionary dollars, they are an easier sale. If only it were true and that easy!

The Reality Of Their Decision…
To begin with, is there any question that there are a lot less prospects in the more affluent market segments? When we talk to most advisors they believe that we are talking about the top 10% -15% of the U.S. population, which if it were true, would give them an abundance of prospects to see.

However, the reality of the situation is that, only 4% of households have a million or more in assets including their homes. But, only 1 in 125 Americans have more than $1 million in financial assets such as stocks, bonds, bank accounts, real estate and businesses they own. That’s based on a study published by Capgemini and Merrill Lynch & Co. Only about 2.5 million Americans, or less than 1 percent of the population over age 15 are millionaires. The report did not factor in the value of people’s primary residences, which obviously would increase the number of millionaires. And, because many of these millionaires have their assets tied up in their businesses and real estate, there are even less of these people who have liquid assets to invest in or purchase your products.

Think about it…
With all the insurance agents and financial advisors moving into the more affluent markets and chasing the top 0.5% – 1% of the population, is it any wonder that most of these agents and advisors are struggling to make a decent living? It has gotten extremely competitive in the affluent markets. You just need to take a look in your local newspaper, on a Sunday, to get an idea of how many financial services professionals are currently offering annuity and investment seminars every month to the affluent markets! And, then to compound the problem, isn’t it where you will find the most competition from banks, attorneys, accountants, investment brokers and all the get rich quick scam artists?

Now consider…
When Tom Stanley and William Danko, the authors of ‘The Millionaire Next Door’, decided to investigate how people get wealthy, they found something extremely odd. They found that many of the people who live in the upscale neighborhoods and drive luxurious cars ‘do not’ have extreme wealth. They are not millionaires. Most of them are living well above their means. They are spending more money than they are making in order to maintain the appearance of being wealthy. The truth is that, like most people today, these people are struggling every month just to make ends meet.

The Capgemini/Merrill Lynch report also broke out how these very rich people allocated their assets. These millionaires put 34 percent in equities; 27 percent in fixed-income investments; 13 percent in real estate investments; 14 percent in alternative investments like hedge funds, foreign currency and commodities; and kept 12 percent in cash or deposits.

The Spectrum Group survey found that more than 35 percent of the affluent are retired and 36 percent are business owners. The overwhelming majority, 86 percent are married, and the mean age is just under 56.

According to a report from the Economic Policy Institute, The State of Working America… “64 percent of American households have stock holdings worth $5,000 or less, or own no stock at all.”

So, Where Can You Make The Most Money Selling Life Insurance?
If you want to find and make more money selling life insurance (or annuities) then you’ll want to serve Middle Income Families. We are talking about the top 50% or more of the US population, that is 50 to 100 times the amount of prospects available in the affluent markets. Obviously, that means there are a lot more prospects for you to see. And, there is a lot less competition from the other financial services professionals.

The only real problem with servicing Middle Income Families is that in order to find the money it requires you do a lot more work with the prospect. Many, if not most of these people are living beyond their means, and they are drowning in consumer debt.

At first glance it would appear, that the majority of these people do not have any discretionary money. But, in most of the cases appearances are deceiving. They do have discretionary money! You just have to learn how to help them find it! It’s about helping Middle Income Families to understand the problems they face today and then helping them to prioritize where they spend their money.

In most cases, you can help them to find the money ($3,000 to $12,000 per year) if you know where to look. And, you can do it all without taking additional money out of their pockets or changing their current life style. It’s simply a matter of helping them to re-allocate where they are spending their money unnecessarily.

Studies on the problems facing Middle American Families…

US Savings Lag – 64% of full-time U.S. workers are either behind in their retirement savings, or haven’t yet started. Widows in particular are likely to be behind – 70% are living “paycheck to paycheck.” MetLife Employee Benefits Trend Study

Americans Gripped By Fear – 95% of Americans have some financial-related concerns when it comes to retirement. 42% expressed fears related to retirement income: either that they will run out of money prematurely, or that they will have to downgrade their lifestyle in retirement. NAVA Financial Retirement Fears Study

Americans Have Wrong priorities – 70% of Americans are most concerned with short and midterm financial spending, while placing retirement savings at a distant third priority. Prudential Financial “Roadblocks to Retirement” Study

A message from Bob Kerzner, President and CEO of LIMRA International, 5/8/06.

“Retirement is more than simply income planning. People must also prepare for the potentially ‘dangerous highway ahead’ that may include outliving one’s assets, health risks and long-term care needs, inflation and other pitfalls. Most Americans have not saved enough to retire as comfortably as they would like to.”

“We need to respond to their failure to save. To point out, especially to younger consumers, that the way to a great retirement is through systematic savings, not hot investments that boom today and bust tomorrow. Companies should do more to educate consumers about retirement. They need to know the risks they face or they will not be able to create that retirement paycheck, plan for long life, or rely on their personal savings for retirement.”

“I believe those companies that start looking more at the totality of retirement are the ones that will do better. People want a lifestyle, a great retirement, not a specific product. They will buy a product only if they see how it will get them the retirement they envision.”

“Serve the classes, live with the masses.
Serve the masses, live with the classes.”
John Jacob Astor

The more you learn, the more you’ll earn!
Do you remember your Mom and Dad telling you; “Study hard and you will earn more!” It’s one of those irrefutable facts of life! Is it possible that a few simple changes in your marketing could make a major difference in your livelihood?

Think about it… If this business were really about having the best products and sales ideas, like people are telling you, then why are 90% of the new advisers failing and why is the average income for advisers only $40,000-50,000?

Don’t wait to get started, take action now! You’ll get everything we’ve promised, and much, more! Go ahead and hold our feet to the fire to provide you with cost-effective life insurance marketing, prospecting and sales training that really works – your satisfaction is 100% guaranteed.

In our Found Money Management™, Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’, With Our 3 Months of One-on-One Training & SUPPORT… you’ll find detailed explanations how to attract and sell middle income families.

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

What Million-Dollar Insurance Producers Do… That You Don’t!

In a recent article, I read the author clearly explained what million-dollar producers do that most producers aren’t doing.

Top producers focus on a niche. Seventy percent of the financial advisors who earn at least $1 million on average focus on one particular type of target market or client niche. By contrast, only approximately 35 to 37 percent of the lower-income groups specialize in a client niche. This makes perfect sense. Financial advisors who devote themselves to serving one community become well known and highly regarded among the members of that community – who, in turn, tell their friends and associates about their financial advisors and how adept they are at addressing their particular issues.

Top producers emphasize client communication. The top-earning group of financial advisors (earning over $1 million) go to great lengths to reach out to their clients. Consider that during the previous 12 months before our study, these financial advisors contacted each of their top 20 clients an average of 28 times. In stark contrast, the next most successful group – those earning $500,000 to $999,999 – contacted each client an average of just 13.2 times. The least successful financial advisors were even less likely to communicate with clients. The fact is, today’s clients greatly value regular outreach from their financial advisors – and will reward those who excel in this area.

Top producers ask for introductionsand get them! I don’t need to tell you how important introductions from existing clients are to a practice’s growth. But while a full 90 percent of the top earners regularly ask their clients for introductions to ideal prospects, fewer than 60 percent of the less successful financial advisors surveyed follow suit. It should come as no surprise that these top earners received nearly six referrals from each of their top clients during the past year, while lower-earning financial advisors received just two referrals on average. Here again, we see the value of frequent client communication: The more times you reach out to clients, the more opportunities you have to ask for introductions.

Based on the above and our 30+ years of experience coaching financial advisors, we highly recommend you take these three key action steps:

1. Focus on one or two types of clients whom you can serve extremely well. Specializing in a niche will make you better at solving your clients’ problems and makes it easier for you to attract your ideal new business.

2. Reach out to clients more often. Frequent contact about what matters most to your clients will build lasting loyalty and, along with it, referrals and additional assets to manage. One of the best ways to do this is to send them a monthly newsletter.

3. Be systematic about asking for introductions to qualified prospects. If you want more clients, you’ve got to ask for them. Make such requests a part of each interaction with your top clients.

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Do you want more information on how you can get qualified life insurance prospects to call you? Then start by looking at the Insurance Marketing and Sales Resource Center? For about a dollar per day, it’s the easiest way to learn how to get ‘Qualified Prospects to Call You!’

Not ready to invest in your future, take a moment and get to know us, download one of 4 free books, or download all 4!

How To Attract and Sell your Perfect Prospect. Learn the consistent, cost effective ways the top producers use to have more qualified insurance prospects in a month than most advisors see in a year! And you will quickly be closing more insurance sales!

Advisor Guide To Found Money Management. Help your prospects to ‘Find the Money’ to save more for their retirement, fund their children’s college education, and get all the life insurance they need and want to protect their family!

Selling Mortgage Insurance The Easy Way! How many more sales would you close, and how much more money would you make… if you could help your clients to ‘find the money’ to protect their family… plus pay off their mortgage 10-15 years early using Index Universal Life, Universal Life, and/or Whole Life?

10 Deadly Annuity Marketing Mistakes. What if you knew the top 10 deadly mistakes advisors make and you could fix them right now …to find more annuity prospects, set more appointments, and close more annuity sales? (Plus, collect assets under management and advisory fees)

“Your problem is to bridge the gap which exists between where
you are now and the goal you intend to reach.”
Earl Nightingale

15 ‘LOW & NO COST’ Ways To Find Life Insurance and Annuity Prospects

One of the main reasons agents and advisors are continually struggling to make enough money selling life insurance and annuities is they are taking what they think is the easy way to find prospects. They are spending a lot of their money, buying leads or taking a cut in commissions to get leads. Consequently, they end up wasting most of their TIME and MONEY trying to set appointments with a lot of low-end prospects. (People who are shoppers, have health problems, or are just curious!) They are missing the actual easiest and most cost effective ways to be in front of their ‘IDEAL’ prospects every day.

Here is a question we get every week from agents and advisors who finally realize there has to be a better way…

QUESTION: I could use some help in other marketing areas. I use the phone a lot. I’m on a very limited budget right now and am very frustrated. I love my work, but I’m not doing what I need to do, to be successful. Can you help me?

ANSWER: There are a lot of ‘NO COST’ or very low cost things you can do to help you find more prospects. You can:

  1. Call all your existing clients and ask for referrals…
  2. Call all your existing clients and offer them client workshop. Have them bring a friend…
  3. Call all the people in your neighborhood and use the survey approach…
  4. Use some of the articles from our newsletters (rewrite them a little) to get yourself published in your local newspaper, associations etc. … Make sure you have a byline with all your contact information.
  5. Set up a joint venture with a P&C agency, attorney, accountant, doctor, chiropractor, dentist, optician, beautician, auto dealers, etc…
  6. Call all the prospects you didn’t sell, and do the survey…
  7. Put up a flyer offering a free report, or workshop – in grocery stores, car washes, and oil change places. Or, put it on cars in doctor’s parking lots, etc.…
  8. Put a free report in a nice, clear front binder, with all your contact information, into waiting rooms…
  9. Make a list of everyone you do business with… Ask for their help… Ask them hand out a flyer to every one of their clients… offering a free report or workshop…
  10. Offer a information workshop for churches, women’s groups, and other associations… Starting with your local Church or Synagogue…
  11. Make a list of every one you, your parents, friends, and relatives know, and then offer them a free workshop or free report
  12. Offer a free educational workshop to your local library or senior center…
  13. Offer an adult education class at a high school or college… (They might even pay you)
  14. Offer to be a guest on a local radio, or TV Show… offer a free workshop or free report
  15. Set up your company page on Facebook… offer a free workshop or free report

These are just a few ideas… What else can you think of? Be creative…

Stop wasting your time and money chasing low-end prospects!

All fifteen of these (and many more) ‘NO COST’ or very low cost ways to find high quality prospects are explained in each of our specialized life insurance and annuity sales systems with all the tools, training, and personal coaching you will need to make them work.

“Opportunity is missed by most people because
it is dressed in overalls and looks like work.”
Thomas A. Edison

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