7 Outdated Sales Closing Techniques That Are Flat Out Terrible!

Written by Leslie Ye

In Glengarry Glen RossAlec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.

Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.

The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.

Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.

Many sales tactics have changed with the times. But closing is an area where reps still struggle.

It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.

“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.

Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.

1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More

What’s Keeping You From Obtaining The Success You Want And Deserve?

Are you as successful as you would like to be?

Have you ever wondered; “What’s keeping me from being more successful?”

Are you subconsciously holding yourself back?

Are you afraid of failure? Or, believe that you don’t deserve success in your life?

Are you afraid of making bad decisions and feeling foolish? Or, wasting your time and money?

The truth is that most people subconsciously, don’t really believe they are capable of being successful? And, it’s this limiting belief that is holding most people back.

If you want to be truly successful in your career and your life, then, first of all, you have to learn to believe in yourself. If you do not believe that you can be successful, then who will?

“If you believe you can, you probably can. If you believe you won’t, you most assuredly won’t. Belief is the ignition switch that gets you off the launching pad.” Dennis Waitley

To be a success in your career, as in your life, requires that you take some risks, make mistakes and have some failures along the way. It’s about learning from those mistakes and failures that enables you to find a better way to gain the success you ultimately want.

“The greatest mistake you can make in life is to be continually fearing you will make one.” Elbert Hubbard

Unfortunately, many of us have been conditioned early in our life to believe, in one way or another, that we can’t succeed, that we are losers. Or, we believe that by taking risks such as “getting one’s hopes up” we will ultimately end up disappointed. We have internalized this negative feedback and feel that we don’t deserve success.

One of the main fears of success is that success will change us in such a way that we will jeopardize the close relationships we have with our family and friends. Because, in order to move forward in our life, we must change the ways we do things. When we change, won’t the relationships around us be forced to change? Maybe some of our friends will cheer us on, but won’t others be jealous and berate us for moving forward? We fear success because we are afraid that being strong enough to create the life we want will render us unlikable. Maybe we fear that success will bring on attacks from our competition, or we will be bombarded by people wanting money or other things from us.

It may sound strange that the fear of succeeding could be as much of an issue, or do so much damage. However, it is an issue and it does damage our opportunity to succeed. Yet, most of the people who suffer from a fear of success are usually not even aware of their problem.

Are you one of them?

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? Actually, who are you not to be? You are a child of God. Your playing small doesn’t serve the world. There’s nothing enlightened about shrinking so that other people won’t feel insecure around you. We are all meant to shine, as children do. We are born to make manifest the glory of God that is within us. It’s not just in some of us, it’s in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.” Marianne Williamson

Are you afraid of success?

  • Do you believe that people who look out for themselves first are selfish?
  • Do you feel that the sure-fire way to end up disappointed is to want something too much?
  • When you make a decision, do you fail to follow through on that decision?
  • Do you feel guilty about being happy, if a friend tells you that they are depressed?
  • Do you avoid telling others about your good luck, so they won’t feel envious?
  • Do you have trouble saying no to people?
  • When someone you know well succeeds at something, do you feel that you’ve lost out?
  • Before starting a project, do you suddenly find a whole bunch of other things to do first?
  • Do you have trouble concentrating on something for a long period of time?
  • When you have to ask others for their help, do you feel that you’re bothering them?
  • Do you compromise in situations, just to avoid conflict?
  • Do you feel self-conscious when someone you respect compliments you?
  • When you are involved in a competitive activity (sports, a game, work), are you so concerned with how well you’re doing that you don’t enjoy the activity as much as you should?
  • Instead of wanting to celebrate, do you feel let down after completing an important project?
  • Do you often feel that you don’t measure up to the standards that you’ve set for yourself?
  • When things seem to be going extremely well, do you feel like something will happen to ruin it for you?

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.” Dale Carnegie

How can you overcome the fear of success?

Decide Whom You Want To Be!

Fear often has to do with worrying about uncertainty, feeling out of control, and wondering what your life’s purpose is.

When you realize you are part of a bigger picture, it’s easier to ascertain that you both deserve and need to be successful and happy.

If you want to succeed, then you do the right things. You help the people around you. You make being a good person a priority. You know that this isn’t just about you. It’s also about the bigger picture that you’re part of… Making a Positive Difference In People’s Lives! Helping families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence! These thoughts will give you the courage to try something new and believe that your life is successful because of the doing, not the outcome.

Every day visualize clearly about the person you want to be. Make this visualization vivid and precise. How does this person talk? How does this person dress? How does this person solve problems? How does it feel to be this person? Ask yourself these questions, as you visualize your ideal self.

“Success is the progressive realization of a worthy ideal. If a person is working toward a predetermined goal and knows where to go, then that person is  successful. If a person does not know which direction they want to go in life, then that person is a failure.” Earl Nightingale

Maintain A Positive Attitude

Instead of living your life on autopilot, letting negative thoughts come into your mind, consciously feed your mind positive thoughts.

Do not think of all the reasons why you cannot be successful. Instead, think of all the reasons why you can achieve success.

Stay away from negative people and you will dramatically decrease the amount of negativity in your life.

Give thanks for what you already have. Show appreciation to everyone around you. Write down all the positive events in your life. Read inspirational books; listen to uplifting music, or call an upbeat person and you’ll soon find your negative attitude will start melting away.

“Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.” Thomas Jefferson

Create Your Success Library

Sometimes when we lose trust in ourselves, we just need a little bit of inspiration to push us in the right direction. There are plenty of ways to find inspiration, but we forget about them when we need them the most.

Create a library of quotes, save articles and success stories that have inspired you, create a library of inspiring movies, videos, and motivational speakers. Or, create an album of your fun and happy memories. Turn to this library whenever you have any self-doubts.

“To have more than you’ve got, become more than you are.” Jim Rohn

Take The Time To Learn

People are always afraid of what they don’t know. If you have a fear of something, you just have to educate yourself about it. It is like walking into a dark room. At first you feel scared and don’t know what to expect, but once you turn the light on everything gets clear and simple.

“All of the top achievers I know are life-long learners. Looking for new skills, insights, and ideas. If they’re not learning, they’re not growing… not moving toward excellence.”  Denis Waitley

Live Your Life In Balance

No matter how important success might seem to you, it is still important to follow it with balance, otherwise, your journey towards success will turn into an obsession that will ruin everything that you truly love in life.

Unfortunately, most of us get so caught up in responsibilities and goals that we forget to enjoy our lives.

You must make time for yourself. It can be just 20 minutes a day, but this time must belong to you. If you give yourself the luxury of free time, then you will notice that the rest of your responsibilities will get easier.

Success is not a destination. It’s a journey. It’s important that we take each step feeling grounded and balanced. Spend time with your loved ones, enjoy your hobby or follow your passion, take care of your health and grow spiritually. This is the true meaning of success.

You will become a better parent. You will be able to come up with creative ideas at work. You will be able to take better care of your health. You will reduce your stress and experience the joy of living.

You can be successful. It is your right and purpose in life to be successful in whatever you are doing. If you believe, then nothing will ever stop you from achieving the success you want and deserve.

“Success is not the result of making money; making money is the result of success and success is in direct proportion to our service.” Earl Nightingale

PUSH FORWARD! 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!

No & Low Cost… Lead Generation Ideas

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. Offer your clients a free educational workshop. Have them bring a friend… (Topics – “Living Debt Free And Truly Wealthy, wtax law up dates, Medicare & Medicaid up dates, etc.)

  3. Call people using the survey approach…

  4. Use some of the articles from our client newsletters (rewrite them a little) to get yourself published in your local newspaper, associations etc. Include 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 the prospects you didn’t sell, and do a 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 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… Have them hand out a flyer to their clients offering a free report or workshop…

  10. Offer a information workshop for churches, women’s groups, senior groups and other associations… Starting with your local Church or Synagogue…

  11. Make a list of every person you, your parents, friends and relatives know, and then offer them a free educational workshop or free report…

  12. Offer a free workshop to your local library…

  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…

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

All of the above no & low cost leads generation ideas and much more are what we have in our specialized marketing and sales systems.

Most agents are making lead generation too complicated and spending much more time and money than they need to on leads and lead generation.

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

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

David Szeremet, October 19, 2017

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

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

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

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

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

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

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

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

**Unless someone else is paying.

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

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

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!

Can You Help Families Live The ‘American Dream?’

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

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

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

Whose Job Is It?

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 advisors failing and why is the average income for advisors only $30,000-50,000?

The truth is, that contrary to what you may believe, the vast majority of insurance companies, IMOs, agencies, and brokerage firms are not going to spend a lot of their time and money training and coaching you on marketing and sales! Their main focus is on recruiting agents and product training. It’s not their job to make you a superstar salesperson. Their job is to provide you with the best products and teach you how they work.

Consider, if a company hires you as an engineer or accountant are they going to train you… or do they expect you to already have and stay up to date on the specific knowledge and skills needed for the job?

If you really want to succeed today, then isn’t it up to you to get the very best life insurance and annuity marketing and sales knowledge, skills and training you need to do your job?

We created the Insurance Marketing and Sales Resource Center in 2000 because there was not one place you could go to get ALL the core marketing and sales knowledge you need to be successful!

Since 2000, we have helped thousands of insurance agents, financial advisors and planners to go from earning $30,000-$50,000 per year, to now earning $150,000-$350,000 per year.

Whether you want to achieve dynamic financial growth over the next few months, or put an end to those 12-14 hour days, so you can have more time with your friends and family… Or Both we can help you!

Isn’t it time for you to become a member?

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!

3 Myths About Life Insurance That May Leave Your Family Unprotected!

3 Myths About Life Insurance That May Leave Your Family Unprotected!

When you’re just starting out, it often seems that a dollar never stretches far enough. And with new commitments, such as buying your first home or having children, comes the responsibility to make sure your loved ones will be provided for financially, no matter what life may bring.

If you were to die unexpectedly, life insurance is there to make sure your loved ones can maintain their standard of living, stay in your home, send your kids to the same schools and keep their plans for the future on track. It also gives the grieving spouse or partner time to make decisions, or in some cases find work outside the home, without worrying about finances.

But common misconceptions often prevent young families from purchasing the life insurance they need.

Myth 1: I only need life insurance if I’m the primary breadwinner in my family. Whether you bring home the largest paycheck in your household or a smaller one, your family relies on your income to maintain its quality of life, and it would be missed if something were to happen to you. Even if you don’t work outside of the home, having life insurance is a smart choice. Stay-at-home parents perform valuable services such as childcare, cooking, housecleaning and household management, which can be costly to replace for a surviving spouse or partner. Read More