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’

Are You A “Product Pusher”/”Policy Peddler”?

“Product Pushers” and “Policy Peddlers” are everywhere and they are known by many names, most of them very unflattering. They are the salespeople who present their products prematurely before they have truly understood what the clients needs and truly wants. Usually, before the client is ready to think about a solution. These salespeople are much better at talking than listening. Needless to say, they are more focused on making a sale, than helping the client to get what they really need and want.

They are the salespeople who are consistently telling people what THEY believe their problem is, instead of asking open-ended questions to get them to tell themselves what their problem is. Consequently, when these salespeople present their solution, they invariably get a wide variety of objections, with the final objection of… “I need to think about it!”

How often are you getting a lot of objections, with the final objection of… “I need to think about it?”

Would you like to make it much easier to get your clients to take action on your solution?

Then remember… “TELLING IS NOT SELLING!”

Ask questions to get them to tell you what’s important to them?

Do you want to become a “Dream Protector” or “Financial Doctor?” Then download our Free Whitepaper How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions or start by becoming an elite member of the Insurance Marketing and Sales Resource Center! (for about a dollar per day)

Selling on Value – The Two Key Principles of Value Selling

The Difference Between Price And Value
Most agents and advisors know the difference between price and value. The challenge they face is how to ‘Sell The Value’ to their prospects. If you can’t do this and your sales strategy is based only on ‘sell based on price’ you will set yourself up for failure.

Regardless of whether you are new to sales or are a sales veteran, you must incorporate value added selling into your sales toolkit. To do this, a good starting point is to look at the two key principles behind every value added sales strategy.

Look at value from the customer’s perspective…
This is the most important principle because you can’t apply the other principles if you don’t or can’t identify a particular client’s value drivers. A product or service has value only when the customer perceives it to be so. This may sound like common sense, but surprisingly, it is not common practice.

What are the key skills needed to implement this principle? Quite simply, the ability to ask good questions, what are called ‘value creation questions,’ are essential as the first step in your value selling strategy. Read More

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.

_____________________________________

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’

How Do You Dramatically Increase Your Life Insurance and Annuity Sales?

You get people to see you as… Their financial guardian… Someone who is there to make their dreams come true!

In an article by Ken Varga he states… Research has shown clients of the advisors who earn more than $500,000 a year, consider their advisors as “Dream Protectors” or “Financial Doctors!”

Do your clients think of you as a “Dream Protector” or “Financial Doctor.” Do they see you as someone who is truly there to truly help them… or do they see you as “just another insurance agent who sells insurance products?”

When someone asks you, “What you do?” do you reply… “I sell insurance” or… “I am an insurance agent” or…“I am an insurance broker” or some another similar answer?

While you should be proud of being an insurance agent, if you think of yourself as someone that just sells insurance policies or products to your prospects and clients, then this is the reason you aren’t making the kind of income you want. Read More

What Do You Need To Know To Generate A Consistent Stream Of Qualified Prospects!

In my 20 plus years in this business, working with my father, I haven’t found a single way of generating leads and sales that is going to work for everyone, in every area of the country. Doesn’t every section of the country have different ways of looking at things, different beliefs and different preferences? Doesn’t every Agent and Advisor have their personal strengths and their weaknesses?

It’s like playing baseball. Everyone can play the game. However, not everyone is a good player. Very few are ever going to become good enough to make it to the minor leagues, let alone the major leagues. Even those players who have a lot of talent are beat out many times by players with a lot less talent.

The people who do make it into the minor and major leagues in baseball are the people who study, practice and work hard to master the fundamentals of the game. Then, they determine what position they are going to specialize in and they study, practice and work hard to master that one position.

It’s the same for anything we decide to do. If we want to be successful in the game… it takes dedication, study, practice and hard work to master the fundamentals of the game. Then, to take our game to the next level we must specialize!

Consider, you can have all the leads in the world, but if you don’t know the fundamentals of what to do and say to turn those leads into an appointment or a sale, you’ll strike out 99 times out of 100.

You can have the best products in the world. You can be extremely knowledgeable about the products and how to use them. However, if you don’t know the fundamentals of how to attract and get appointments with the right prospects, you’ll never get your turn at bat.

If you want to make it to the minor leagues in sales you must first master the fundamentals of sales! And, then to get to the major leagues you must specialize in one area!

What are some of the fundamentals of sales?

The first fundamental of sales is learning what sales is all about! Is a sale about getting people to buy the products that you want to sell them? Or, is it about helping people to buy what they need to solve a problem they have? This is where most agents have a problem and stumble right form the start. They have the wrong idea of what sales is. So, when they get a lead, they have a problem turning the lead into an appointment, let alone a sale.

  • Do you have an urgent problem that you can solve for a prospect? If your prospect doesn’t have a problem, then why should they meet with you? If it isn’t an urgent problem, then why should they meet with you right now?
  • Does the prospect recognize the problem they have? What can you do to get them to see that they have a problem and agree to an appointment?
  • Does the prospect want to solve the problem? Do they want to solve it right now? What can you do to move the sale along?
  • Even if they do want to solve the problem, do they have the money? What can you do to help them find the money?

The second fundamental of sales is learning how to identify and attract your ideal prospect. This is another area where the vast majority of agents have a major problem. They believe that everybody is a good prospect for what they offer. So, they waste their time and money sending letters to, talking to, meeting with and trying to sell the wrong people.

  • Are there some people that are better prospects than others for your products or services? Example: If you are selling life insurance, is it going to be easier to sell it to people with families or to single people?
  • Are there some areas, companies, associations, etc. that have groups of your ideal prospects? If you sell one person in that group is it going to be easier to set appointments with and sell the other people in the same group?
  • Are there some prospects that you relate to better than others? Are there prospects who you have more things in common with than others? When you relate better with a prospect isn’t it going to be easier to set an appointment and close the sale?

The third fundamental of sales is the understanding that ‘Marketing Is The Only Function In Your Business That Brings In Clients… Produces Sales… And Generates Profits!’ A lack of marketing is the primary reason most agents fail in this business. Most agents spend all their time trying to meet with and sell strangers, which is the hardest way to build their business. And, yet isn’t that what most lead systems focus on!

  • How easy is to get an appointment with someone who has never heard of you or the work that you do? How much credibility do you have with these strangers? How much trust do these strangers have in you? Don’t most people prefer to do business with people they already know?
  • How much easier would it be to get an appointment with someone, if a trusted advisor or friend recommended you and endorsed your services?
  • How much easier is it to make an appointment with people that already know you and the work that you do?

These are just some of the fundamentals you must study and master to win the sales game. And, these are just some of the fundamentals you’ll find in our member’s only private site and our specialized systems.

Remember, if there were a quick, easy way to be successful selling insurance, everyone would be earning a six-figure net income, instead of just the top 1% of all agents and advisors!

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

Do You Want Qualified Prospects To Call You?

“Then Find Out What They Really Want Right Now, And Then Give It To Them”

Have you ever heard the story about two brothers who were each going to open a hamburger stand?

It seems the two brothers were quite competitive, and so they had a bet on who could make the most money from their hamburger stand. The younger brother, George, told Ned that he could have any advantage he wanted for his own hamburger stand.

Ned thought for a minute and said, “All right, I want the best hamburgers in town.”

“Fine,” George said, “Your hamburgers will be better than mine. Now what other advantage would you like?”

“I want the cleanest, nicest-looking restaurant in the entire state.”

“Fine,” George said, “Your restaurant will be the best around. What other advantage would you like?”

“I want the friendliest, best waitresses.” “No problem. What other advantage do you want?” “I want the best location for my hamburger stand.”

“You got it- the best location is yours.”

By this time Ned was feeling a bit smug about winning their bet. After all, George had given him every advantage he wanted, so there was no way he could lose.

So when George said, “I would like to have one thing for my hamburger stand, though…”

Ned gladly obliged: “Anything else you want, you got it.”

George couldn’t help but smile: “The only thing I want for my hamburger stand is a starving crowd inside it!” And then he went on to win the bet by a landslide.

So what’s that story got to do with selling insurance and your financial services?

Everything!!!!

Even if you’re doing EVERYTHING else right in your insurance or financial services business, if you make the one mistake of NOT selling to a “starving crowd,” you’re going to struggle in this business.

Let’s look at an example outside of our industry.

Why do you think doctors make so much money? It’s definitely NOT because they’re good salespeople or marketers – in fact, they’re some of the absolute worst around. Yet their waiting rooms are always full of people wanting to see them.

Have you ever thought about what they’re doing that you’re not? They’re marketing to a starving crowd. If you’re sick, you’ll gladly wait all afternoon and pay whatever exorbitant fee your doctor charges. If you have a heart attack, you don’t negotiate fees with your doctor and you don’t postpone your date for open heart surgery because there was something else you’d rather do that day. No, you march right into the doctor, tell him to schedule you right away, and never even ask him what he charges to do the procedure.

Why? At that point, you have an “immediate need” and you’ll do whatever it takes to get your problem fixed.

To be a successful insurance agent or financial adviser today, you must find your own “starving crowd” and offer them whatever it takes to immediately satisfy their immediate hunger. Unfortunately, because insurance and financial services are at best a future need, it’s tough to find a “starving crowd” of prospects for your products.

That’s why you need to turn the tables on your prospects and offer them services which satisfy their most pressing IMMEDIATE needs before you ever offer them insurance or financial products. This strategy quickly turns even your lukewarm prospects into a “starving crowd”.

Remember, everyone is totally self-absorbed and selfish.

All people care about is themselves, and maybe their family.

How about you?

Do you care about me, or what I think… or are you reading this newsletter because of what YOU thought you could get out of it?

Of course, you’re no different from me, or anyone else.

All we care about is ourselves. It’s just human nature.

So, when doing any marketing or advertising, there’s one question that your prospects are going to ask, subconsciously, when they see your ads or whatever:

“What’s In It For Me?”

This is a major point you have to understand. Yes, I know you’ve heard this all before, but this is so critical, so we need to repeat it over and over again until it is firmly implanted in everything you do.

If your client newsletters, sales brochure, Ads and mailers you use answer this question, they will be moneymakers for you!

If they talk about things that don’t answer this question, they will not create responses!

For example, talking about the fact that your company has top ratings does not answer this question. Talking about your credentials doesn’t answer this question. Bragging about being the “best,” or that you “care” doesn’t answer this question. And so on.

But do you see how “How To Pay Off Your Mortgage 10-15 Years Early, Without taking Any Additional Money Out Of You Pocket!” or “How To Generate A Guaranteed Income In Retirement That You Can’t Outlive!” answers this question?

Keep this critical concept in mind whenever you consider any marketing attempt!

Just like you, your prospects only want to know what’s in it for them!

Do you want more information on you can get qualified 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!’

Or, you can invest in one of our specialized “step by step’ systems with 3 month of coaching and real support! 

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

What’s Preventing You From Earning… $100,000, $200,000 or More Per Year Selling Life Insurance?

In our role as trainers, coaches, and mentors, everyday we get calls from agents, advisors, and planners who are frustrated with the amount and quality of their current life insurance leads. They are working long hours chasing people and struggling to make a decent living. It’s the same old story on every call. Every one of these people tells us that their biggest problem is that they just don’t have enough good leads and they can’t set enough good appointments! They are all looking for an inexpensive and quick, great lead generation method, (or a place to buy leads) that is going to provide them with a consistent flow of prospects that need and want their products and/or services. Everyone of the agents we talk to wants a consistent flow of prospects… “Who all have the money and are ready to buy right now!”

Is that your problem? Is that what you are looking for?

You probably don’t want to hear this… But, unfortunately you are looking for the wrong things! And, it is why there are so many scam artists out there taking unfair advantage of struggling agents, advisors, and planners. There is no lead program, lead company, or ‘single’ marketing method that is going to provide you with a consistent flow of the ‘Right’ prospects… “Who all have the money and are ready to buy right now!”

If there were such a program or system that generated a consistent flow of prospects that all have the money and are ready to buy right now, wouldn’t every Insurance and Financial Services Company in America (and the world) be using it? Consider, if there were such a program or system, companies wouldn’t need to be paying out the high commissions and fees to agents, advisors, and planners. All they would need is a salaried employee to take and process the order. Every one of these companies would get rid of you in a heartbeat, if they could. And, they’ve been trying to get rid of you for years!

Finding and attracting prospects “IS YOUR JOB” if you want to earn $100,000, 200,000 or more! Setting appointments and selling those prospects is also your job! It’s why companies are forced into paying you those high commissions and fees.

If you are serious about earning $100,000, $200,000 or more per year…

  • Then YOU must become a specialist in solving a specific problem, for a specific group of people!
  • YOU must establish a marketing and branding system that is going to consistently help you to find and attract those people to you. The people who ‘need’ your services!
  • Then it is your job, as a salesperson, to help those people to see that you understand their situation, and have a solution to their problem, so they will ‘want’ to set an appointment with you and then follow your recommendations.
  • Finally, it is your job to help those people to find and reposition their money, so they’ll want to buy from you right now.

A good marketing and sales program… is going to provide you with multiple lead generation methods and ‘step by step’ process to help you to find and attract prospects with a specific problem to you. However, most people aren’t ready to buy, when you’re ready to sell. So, you’ll also need to implement multiple methods, to stay if front of those prospects, until they are ready to buy. That’s why monthly newsletters, seasonal greeting cards, articles in the newspaper, being a guest on a radio show, etc. are so important. It’s the only way for you to generate a consistent flow of the right prospects!

And, a truly great marketing and sales program… is also going to provide you with all the scripts, tools, and training you need to convert those prospects into a sales appointment and then into a sale. Plus, help you to build your image and brand to gain the trust and respect of prospects, so you become the trusted advisor people want to see, instead of just another salesperson people want to avoid!

Learning how to properly market and brand your services isn’t an option… “IT IS YOUR JOB”… if you want to earn $100,000, $200,000 or more per year!

That is why we created the Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’, with 3 months of one-on-one training, coaching, and support!

It is why the top producers, we worked with last year, earned over $1,000,000 and many others who were earning $40,000-$60,000 per year, within a year, are now earning $150,000-$350,000 per year.

We know that your past experience with companies, IMOs, FMOs, and others probably makes it hard for you to believe we can really help you earn $100,000, $200,000 or more per year!

However, there is a reason why we are the ONLY insurance marketing and sales training organization that has over 40 endorsements from some of the most respected and trusted people in this industry, with hundreds of written and video testimonials from very successful agents and advisors.

Yours in success,
Jeremy Nason
“The 9 Out of 10 Guys”


How To Sell More Cash Value Life Insurance!

Do you want to sell more cash value life insurance? Would you like to be selling 3-5 cash value policies every week? Then, you must first understand this: ‘Why Do So Many Agents Struggle With Selling Cash Value Life Insurance?’

Unfortunately, there are a lot of reasons why most agents struggle with selling cash value life insurance. Here are just a few of the reasons I’ve found when talking to agents. However, as we’ll discuss later in this article, there is one objection that almost every agent routinely gets from his or her prospects that stops them dead in their tracks.

They have fallen prey to the ‘Buy Term and Invest The Difference’ Myth!
There is so much negative publicity out there about cash value life insurance that most agents are afraid to even try to sell anything but term insurance. Mainly, it’s because they don’t know how to overcome the prospects confusion about the validity of cash value life insurance. And, yet there is a simple solution. The fact is that most good life insurance companies have illustration software that will compare their products to ‘Buy Term and Invest The Difference’ and it clearly shows that cash value life insurance is a much better buy. Do the comparisons for yourself and become a believer.

They don’t understand how cash value life insurance really works and how their prospects will truly benefit by owning it.
Most agents, who are trying to sell cash value life insurance, don’t really understand…

  • The incredible power of tax deferral.
  • How cash value life insurance can provide a tax-free income in retirement.
  • That because of the disability waiver of premiums and the death benefit, cash value life insurance is the only self-completing college funding and/or supplemental retirement savings plan!
  • That it’s creditor proof.
  • It doesn’t count as an asset when you apply for college financial aide.
  • By over funding a cash value life insurance policy, up to the MEC guidelines, it can become “investment grade life insurance.”

These are just a few of the outstanding benefits that make cash value life insurance a very unique savings vehicle and an exceptional buy!

The most amazing part of all this is that the majority of agents who are trying to sell cash value insurance don’t believe in it enough to own it themselves.
They have all the same objections that their prospects have to buying cash value life insurance. How can you sell something you don’t really believe in and own yourself? If you want to sell cash value life insurance, then do your homework. Learn everything you can about cash value life insurance. Become a believer…and then buy it yourself!

Overcoming The Most Common Objection
To Buying Cash Value Life Insurance!

While the above are a few of the major reasons why so many agents struggle with selling cash value life insurance, they are not the primary reason. Consider; what’s the most common objection a prospect gives you for not buying cash value life insurance? Isn’t it: “I can’t afford it!”

The problem is that most sales people just expect their prospects to somehow come up with the additional money needed to buy their product or service. However, if the prospect is like most people today, aren’t they just barely making it financially? Aren’t most people today just a paycheck away from financial disaster? So, in effect aren’t most salespeople asking their prospects to make a very difficult decision? ‘What do I have to sacrifice in order to purchase your product or service?’

If you want your prospects to buy your products or services, then you must help them to ‘Find the Money.’ Help people to reallocate their dollars, to get what they need, without them making huge sacrifices and/or changing their current lifestyle.

Where can you find the money, so that your prospects can afford to buy cash value life insurance?

  • How about raising the deductibles and waiting periods on their current insurance policies?
  • How about removing unnecessary and/or expensive riders or maybe canceling unneeded policies?
  • Can free up money by refinancing their home and lowering their monthly mortgage payments?
  • Can they take equity out of their home to eliminate credit card debt or an auto loan, to free up those payments?
  • Could they reallocate payments currently going into qualified retirement plans, college funding vehicles, etc.?

It all boils down to helping your prospects to set better financial priorities! Helping them get what’s most important to them!

Do you want to help people to ‘Find the Money’ to save more for their retirement, fund their children’s college education, pay off their home early, reduce or eliminate debt, while reducing their income taxes and protecting their family… using cash value life insurance?

Then isn’t it time for you to check out our Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’

Yours in success,
Jeremy Nason
“The 9 Out of 10 Guys”