What You Must Know Today To Attract Your ‘IDEAL’ Life Insurance Prospects To You!

Are you curious about how and why the ‘Top Life Insurance Producers’ are still able to attract and set appointments with their ‘IDEAL’ Life Insurance Prospects, to sell huge amounts of IUL, UL, & Whole Life Insurance in the current economy, especially with all the negatives about cash value life insurance?

What is it that the ‘Top Life Insurance Producers’ know, that 99% of the other life insurance salespeople don’t know about selling life insurance?

They know that the ‘Hot, New’ life insurance products and sales ideas that are being hyped out there, along with the ‘Old Fashioned’ typical life insurance marketing, prospecting and selling techniques that have been taught during the past 40 years or more by our companies, recruiters and even the industry gurus have resulted in a deplorable 90% failure rate for new agents, and a very disappointing net income of only $40,000 – $60,000 (after expenses) for most experienced advisors.

They also know that selling life insurance, especially Whole Life, Index Universal Life, and/or Universal Life Insurance, is NOT about you, your credentials, your products, or even the amount of money your clients will ultimately have using the Missed Fortune, Circle of Wealth, Infinite Banking, LEAP, college funding or any of those other hot new life insurance sales concepts! Read More

Are YOU Following Your Own Advice?

One obstacle that stands in the way of most financial advisors taking their business to the next level, is a lack of clarity about what they want in their own lives.

Case in point… The same problem arises time after time in my coaching sessions with producers wanting to elevate their business to the next level. They haven’t really thought about what they want for their future. Example: When do you plan on retiring? What do you want to do in your retirement years? How much income will you need? How much money will you need to save, to generate the income you need? Will Social Security be there and how much? How will income taxes affect your income?

How much have you thought about your financial future? Have you defined your goals and planned how and when it will happen?

Think about it… Why are you working? Are you working just for the fun of it? Are you working just to provide for your family today? Or, are you working for today and to secure your financial future? How much do have to earn to provide for your family today, and meet your financial goals for the future? Read More

What Are You Doing To Become Well Known In Your Community?

Do you want to increase the amount of sales in your local area, within 5-10 miles of your home or office? Then you should spend a little time to become “locally famous.” You want the people in your community to see you as someone who cares; is the expert in their field; and is there to help them!

And, the great part is that it’s not difficult, but it does take consistency and commitment to build your company’s reputation in your local marketplace. The great news is that very few of your competitors are doing it. So, if your you decide to take this on, you’ll quickly generate an ongoing stream of local leads for your company.

Here are some quick ideas for getting your brand well known in your local marketplace:

  • Write an article and get it published in your local newspapers, with your by-line and contact information… We have free articles in the Insurance Marketing and Sales Resource Center that you can use!
  • Let your local news reporters know that you are available… for interviews, comments and advice on financial happenings in your specialty!
  • Be a guest on a local radio or television program… They are looking for guests!
  • Offer free educational workshops (adult education classes, etc.) for your church, synagogue, library and local organizations. (Lions Club, Jaycees, etc.)… We have scripted PowerPoint presentations, invitations, etc. all in our specialized systems.
  • Get your event published in your local newspaper… before and after the event!
  • Join or form a lead group… with local businesses in your community!
  • Join and attend functions for your local Chamber Of Commerce… Be a speaker!
  • Host or sponsor a charity event… heart association, or other awareness event!
  • Be visible in your local community… Volunteer for local events!
  • Publish your own newsletter for people in your community… or get your article published in a newsletter put out by another business! In the Insurance Marketing and Sales Resource Center we have free newsletters and free articles you can use!
  • Get businesses to hand out your business brochure or some free gift with your contact information on it. Our personalized client booklets make a great brochure!

Consider, you may work for a great company, have great products, or great ideas, but what matters more is how much people trust YOU, whom YOU know, who knows about YOU, and the aura YOU give off around you. What other people think YOU can do is more important than what you have done!

And also consider, the person with the most connections wins. We have moved from the information age to a social one. It’s less about what you know, and more about whether you can work with other people to help them to solve their problems. So, you need to get and stay connected, or you’ll quickly become irrelevant.

The bottom line is… “You can’t hide your light under a bushel basket!”

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

Are You Making This Critical Mistake When You’re With Your Prospects?

Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

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, to make more sales, it’s all about you being interested, and not about being interesting.

Being Interested Closes More Sales

During your sales calls, (fact-finding) 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.

Being Interested Creates Trust

Prospects need to feel that you understand what they ‘Want‘. (Notice I didn’t say, “need!” People don’t buy what they need! They buy what they want!) Only by asking questions and listening, will the prospect feel that you understand their situation, trust you, and have the confidence to follow your recommendations.

The best salespeople know they have to diagnose a situation before they can prescribe a solution, just like physicians do. How confident would you be with your doctor if you walked into his office with serious concerns, and he asked you only one or two questions before immediately writing a prescription or sticking you with a needle? You’d have zero confidence in his abilities!

How good are you at diagnosing the prospects situation, before you prescribe solutions? Do you take the time to ask questions to build credibility in your expertise and your recommendations?

The answer to the above question goes a long way in determining your sales success — or lack of success. It’s what separates the Top Producers from the average producer.

“People don’t buy when they understand;
they buy when they feel understood.”

By the way, being interested and asking questions is the best way to… ‘get people to come to you’ for help with their finances, insurance, investment, retirement, etc.

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

The IPS difference!

Did you know that, according to the Bureau of Labor Statistics report on May 2015, the median annual wage for insurance sales agents was $48,200! The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $26,330, and the highest 10 percent earned more than $122,590.

Which group are you in?

Where do you want to be by the end of 2017?

What are you going to do to get there? Read More

Make 2017 Your Break Through Year!

We find it very disturbing that over 90% of the agents and advisers we talk to are willing to spend thousands of dollars (or take a cut in their commissions) to learn a new sales idea like LEAP, Circle of Wealth, Infinite Banking, Missed Fortune, Tax-Free Retirement, Wealth Transfer, Roth Conversions, Annuity Laddering, Social Security Income Planning or College Funding, when they haven’t mastered the critical ‘core’ marketing and sales strategies of this great insurance profession!

Yes, we know each of these programs promises to make you a ton of money. The people offering these programs certainly know how to appeal to the insecurity, fears and greedy human nature of most sales people. They make outrageous claims like “Guaranteed Overnight Success!” “One Thousand New Prospects In Six Weeks!” “Get High Quality Prospects To Call You And Beg For An Appointment!” “Work From Home In Your Underwear!” or “Make A Million Dollars In Six Months, Working Part Time!”

They know that most financial professionals are like most other people, in that they all want and are looking for instant gratification and immediate success. Read More

Are You Waiting Too Long?

Every year, since opening the Insurance Pro Shop in 1999, we’ve had hundreds of calls from agents who are looking for help. They have been recruited by an organization that offers leads for selling mortgage insurance or final expense insurance.

The majority of these agents have been struggling for months and are now down to their very last dollar. Their credit cards are maxed out! Many of them are on the verge of going bankrupt! And, they are looking for a miracle!

In a last ditch effort, they are calling us. They need to make a lot of money in the next 30 to 60 days, or they will be forced to leave the business.

Unfortunately, at that stage of the game, there isn’t much we can do to help. Even if we helped them to make a sale the very next day, it would take about a month for them to get paid on the case. And, it takes roughly 15-30 days to learn and really implement just a few of the fundamental marketing and sales success strategies, to start to generate the right leads, to close more and larger sales. The problem is that there are no overnight, magic cures!

The sad part is many of them told us that they had been following us for months, but felt they couldn’t afford to take the time or money to get the training they needed. So, they continued to struggle along, hoping things would turn around until it was too late.

However, there were a few people that called us in time for us to help them! Read More

We Are Finally Back!

November 22, 2016… our Insurance Pro Shop site was moved and we lost our entire blog site.  After weeks of trying to save the old site, alas it was gone.  So we are starting fresh today 12/22/2016.

I have posted a few articles I had saved. I will be publishing more and more each week both old and new! So be sure to check back regularly for the updates and more insider tips and exclusive flash offers.

Middle-Income Families – An Untapped Life Insurance Market!

Is there any question that, during the past three decades, many of the major companies have been moving into the more affluent markets. They appear to have forgotten whom they initially served and what made them the company they are today. According to LIMRA this leaves the Middle Income Family marketplace wide open. And, in our opinion provides an exceptional opportunity for those financial advisors who learn how to help Middle-Income Families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence. We want to help people to take control over their money using traditional strategies and products to build a solid financial foundation before they ever think about investments.

“When people understand how money really works, they can make their money work for them.”
Rodney Ballance – Understanding The Problem Read More