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

Priceless Life/Sales Advice From My DAD!

When I first entered sales, I asked my father for some sales advice and what the best selling technique was to be successful.

He replied, “The two most important parts of the sales process are your ability to:

  1. Ask The Right Questions!
  2. Shut-up and Listen To The Client!”

Asking the right questions is the number one sales technique that you can use and it makes all the difference in the world. Your ability to provide your clients with the right solution to their problems is the key to your sales success. And to find the right solution, you need to ask the right questions. When you ask the right questions, your client will tell you exactly what you need to do to make the sale.

Unfortunately, when I talk to a struggling agent or advisor, I find they are making the mistake of telling their clients about the features and benefits of their products before they understand what the client is looking for. Your clients buy for their own reasons, and you won’t learn what those reasons are, unless you first ask questions and listen to them.

A successful sales call should be about 30% asking questions and talking, and roughly 70% listening. Remember, you have two ears and one mouth. That means you listen twice as much as you speak.

Why is it important to learn how to structure your sales questions:

You use questions to gain or maintain control during the sales call. If you use questions properly, you can lead your clients to where you want them to go. The proper use of questions also helps you to isolate areas of interest. Ask the right sales questions to help you find the right solution.

By asking questions, you will find out what the prospect is interested in. If you know what they are interested in or need. You can then provide the solution they are looking for and better position them to buy.

You use questions in sales to help acknowledge a fact. When you state a fact in the form of a question, and the response is positive, you have an agreement.

Use sales questions to receive minor agreements. Selling is the sum total of a series of yeses, that lead to the final decision to own or use your service. A minor agreement will also define the area(s) in which they have the most interest. Not everyone buys your products or services for the same reasons. By asking questions, you will find out why they will want what you have to offer.

Use sales questions to arouse and control emotions. Emotions are the thinking that you must arouse in the prospect. If they can’t get excited about what you have to offer, they will not buy. They have to feel that they must own the product.

Use sales questions to isolate objections. You must isolate their objections to understand the real stumbling blocks to the sale. A skilled salesperson knows the prospect will have objections to buying their product or service. But, they also know that most objections are just a reaction and not real. You need to find the objections that are important to the buying decision and focus on what is most important to the prospect. To do that, you have to use questions.

You don’t answer objections by telling. You answer objections by asking questions. The key to handling objections is best done when you ask the right questions that allow the prospect to positively answer their own objection.

The truly amazing part is that if you want to take his sales advice, learning to ask the right questions is one of the easiest skills you can learn and master, to immediately increase your sales and income.

Take the next step 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!

Need More and/or Better Insurance Leads?

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!

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

Hamburgers & Hotdogs

Working with agents on their cases is one of the many services you receive with our one on one coaching! In doing these cases (well over 1,000 cases a year!) I have found most agents are trying to hard! Trying to do too much and flat out not giving the prospect what they want!

We try to hard sometimes to fit the square peg in the round hole. 

What we do or should be doing is two different things.

If the client wants a Hamburger, give them a hamburger! Don’t try to talk them into wanting a hot dog.

Here is an example of what I mean…

I was working with an agent and 2 senior clients. The clients wanted income from one of their IRA’s. Easily the agent could have just put them into an Annuity with Income Rider or SPIA. Instead, of doing just that, the agent, wanted to sell them on Life Insurance to maximize their pension (one the right track, just the wrong time) and leaving money to their heirs. The agent lost the case because he was trying to sell the hotdog!

Bottom Line… Give the client want they want first, Make them a client! Then through reviews educate, prove and show them there is a better way!

Find out what your client really wants and watch your sales soar! It all starts today and right here! Download my free report.

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!

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

The #1 Skill All Insurance Agents and Advisors Must Learn!

Listening Is A skill!

Studies consistently show that our customers believe that salespeople talk too much. Even more embarrassing, polls of salespeople show that we know we talk too much.

But how can we sell more while talking less?

One reason we talk too much is we don’t want to miss a detail, feature or benefit the customer might find important, so we overload them with information. And we tend to confuse them. If they are confused they’ll generally give you a response like… “I need to think about it.”

If you want to be more effective, the answer lies in letting the customer speak first. If we probe effectively, asking the who, what, where, when and how questions, then they’ll tell us everything we need to know about their problems, and how to solve them. Then, when it’s our time to talk, we can focus our remarks on what we know to be important to the customer, instead of what we think they might want to know.

Ask more questions, listen more, and the odds are you’ll speak less while significantly increasing your sales.

Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!

Jeremy Nason, RFC is the co-founder of the famous 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!

How To Be Successful Selling Mortgage Insurance!

Unfortunately most life insurance trainers, recruiters and managers today are still teaching their agents the ‘Old Fashioned’ approach to selling mortgage insurance. They still believe that selling mortgage insurance is nothing more than a numbers game. They believe that everyone who has just bought or refinanced a home needs mortgage insurance. So, if you send out enough sales letters to people with new mortgages, you’ll find enough people who say they want mortgage insurance and you will make all the mortgage insurance sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) new mortgage leads, you’ll set three (3) sales appointments, and you’ll close one (1) mortgage insurance sale. (Term Insurance – average sale of $600 in commissions)

The main problem with this ‘Outdated’ 10-3-1 logic is that if you want to earn a minimum net income of $50,000 per year you’ll need a minimum of thirty (30) new mortgage leads per week, to schedule nine (9) sales appointments, and close three (3) mortgage insurance sales per week. And, that doesn’t allow for any cancelled appointments, not-taken policies, declined applications, lapsed policies, etc.

There is a better, much EASIER and more cost-effective approach to Generating Mortgage Leads and Selling Mortgage Insurance!

The proven, time tested approach we take (in all of our systems and training) is making sure that agents are attracting, contacting and meeting with their ‘IDEAL’ mortgage insurance prospects! Instead of playing the numbers game, we want you to focus on identifying and attracting the mortgage insurance prospects that are in your local community. The people that you 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. (Cash Value Life Insurance – average sale of $2,000 in commissions) Read More

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

Are You “Pushing” Products?

One of the main reasons why so many agents and advisors are struggling today in the financial services industry is they are “Pushing” their products instead of focusing on helping people.

If all you are doing is “pushing” products, then your prospects will tend to see your products as a commodity and price will be their primary focus.

Example: If all your prospect wants is a life insurance policy to protect their family, then, in their mind, why should they buy anything but the cheapest term insurance.

Unfortunately, if you are competing based on products and price, you will live or die based on products and price. Remember, there is always someone out there who claims to have a better product and/or a lower price.

Instead of “pushing” your products, help your prospect to see the products you offer are the best ones for their situation. The beauty is when the prospects believe this, then price becomes far less of an issue.

Ask questions to get the prospect to reveal the needs they have and the outcomes they desire. By asking questions, you’re allowing the customer to drive the discussion – or so they think – and they will be far more likely to convince themselves they need your products.

Once they have convinced themselves, there is no stopping them and they will be adamant about buying your products to satisfy their needs.

Take a look at your sales process. Is it geared around you telling the prospect what they need and then “pushing” your products? How much of your presentation is geared toward “pushing?” The easiest thing you can do to begin moving away from “pushing” is to ask more questions about their situation, to get them to tell you what they really want and why. Make it your objective to add 5 more questions to each sales presentation you make. You’ll be amazed at what will happen!

The end result will not only be more sales, but also larger sales, and much higher profits!

Plus, your clients will feel much better about you and your services! They will see you as a true advisor who is there to help people. And, they will talk about how you have helped them with their friends and family.

Insanity: doing the same thing over and over again and expecting different results.

Break the cycle, Make a change!

Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!

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!