Most Of Today’s Life Insurance Sales Trainers Have Got It Wrong!

Let’s face it, the ‘Old Style Insurance Sales Techniques’ that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind games and gimmicks. Sales occur 98% of the time because the prospect has developed some respect and trust for the insurance agent. That type of relationship is born from having real conversations with people.

Today, you must learn to ask the RIGHT questions to get your insurance prospects to tell you about their problems, what they really want, so they’ll want to meet with you and they’ll practically sell themselves!

Here’s some points to consider… Read More

Consistent Flow on Insurance prospects

Generate A Consistent Flow Of The Right Insurance Prospects!

To consistently attract the ‘right’ high-quality insurance prospects to you, it is absolutely critical that you specialize in solving a specific, immediate problem they have. People are not looking for an insurance agent who is just trying to sell them another insurance product or service that they feel they can’t afford. People are looking for expert advice and help from someone they respect and trust. That person should be you!

Your goal, if you want long-term success in insurance sales, is to get your name out there as often as possible, so that prospects feel they already know you. Then when you send them an insurance sales letter, invite them to your educational workshops, or run ad’s they’ll feel comfortable calling you and meeting with you.

Get Your Name Out There!

To get your name out there you must get your articles published, with your byline, in your local newspapers.  Get newsworthy public service events published in your local newspaper. Write comments to the editor. Be active in local associations. Be interviewed on a local talk radio station. Be listed on local websites. Offer free educational workshops at colleges and libraries.

Why should or would anyone call you or set an appointment with you, if they have never heard of you. You must become the expert, trusted advisor people want to see!

The most effective option for you to increase your leads and sales is to become better at marketing. And, if done properly you can actually significantly reduce your lead costs while attracting more prospects to you and closing more sales.

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!

Ben Feldman

…Doing Nothing Costs A Lot More!

The late, legendary Ben Feldman was one of the greatest salesmen in the history of the world, and has been written up in the Guinness Book of World Records for his accomplishments. He went from being a $10-a-week butter-and-egg salesman, to becoming one of the world’s greatest salesmen ever. Ben made the record books by selling ‘life insurance!’ For 52 years, from 1941 until his death in 1993, he sold life insurance for New York Life. His lifetime sales volume exceeded $1.5 billion… with 1/3 of his sales coming after he reached the age of 65. And, he did it all in Liverpool, Ohio, a small town of only 13,000 people!

There have been many books and articles written by and about Ben Feldman that have attempted to explain how and why he was able to achieve this extraordinary level of insurance sales success. Ultimately, it boils down to… Ben Feldman was successful because he mastered the basics, and did them better than any of his competition!

Nothing has really changed in our business, only our perceptions. If you want to be successful selling life insurance, (or anything else) then you need to get back to the basics… Marketing & Sales!

One of the primary reasons for Ben Feldman’s outrageous success is that for most of his career he spent two hours every night, from 10:00 P.M. to midnight, studying the field of life insurance. He not only studied life insurance, but also selling methodologies and persuasion skills, along with financial planning, actuarial tables, and every other subject he could think of that would make him more knowledgeable and, therefore, more capable of ‘serving’ his clients.

In Ben’s own words, “Read! Study never stops because publications never stop coming in. It’s read and study. And think about what you’re studying. Take it apart and put it together. Ask ‘why?’ And know the answers.”

Ben Feldman was famous for his ‘power phrases’ to get his prospects to take action. One of his most famous ‘power phases’ was: “Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!”

The above quote certainly applies to everyone in this business! There is a price to pay in time and money if you want to be successful in insurance sales. There’s also a price you’ll pay by doing nothing, and that price is ‘Lost Sales!’

Buying Decision!

Overcoming The Prospect’s Anxiety To Making A Buying Decision!

Numerous studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don’t want to make a decision. Believe it or not, your prospects are very often looking for an excuse not to take action. The decision-making process is just too stressful for them.

What does that mean for you? Your job as a sales professional is to help your prospects overcome this anxiety – their desire to avoid making a decision – and commit to satisfying their needs or wants with YOUR product or service.

So how do you do it? There are two keys:

1. Asking the right questions and then listen…

Most salespeople will talk instead of listening and they will lose sales because they are not listening and focused on learning what is most important to the prospect. They start thinking about what they want to happen, instead of what their prospects want to have happen.

2. Listening to your prospect’s responses and then asking the right follow-up questions…

You must listen carefully to your prospect so your follow-up questions keep the focus where it needs to be – on that prospect, and what he or she wants to have happen.

You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool. The better you become at asking questions, the easier it will be for you to close the sale.

“I took your advice and went back to those two prospects I thought I had lost. I started over with them using your fact-finding techniques and at the second meeting, I closed the biggest case of my career – $42,000 plus in commissions. The clients are extremely happy, and you can imagine how my confidence is.” Jeff Cody, TN,

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!

Life Insurance Sales Generator

Are You A Life Insurance Sales Generator?

There are two types of Life Insurance Sales Agents / Financial Advisors… sales interceptors and sales generators. Sales Generators represent only 20% of the financial services sales force, but consistently produce 80% of the business. Why is that?

Let’s study their traits and make them yours.

First, sales generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation!

Second, sales generators are relationship builders. They know that all things being equal, prospects buy from the people they know, like and trust!

Third, sales generators work at the right things. They focus on those few marketing and sales activities that make the big difference… that produce results!

Fourth, sales generators identify and meet with their ‘IDEAL’ prospects. The people that are looking for help. They do not want to waste their time with lookers and shoppers!

Fifth, sales generators have a sales call objective. They have in mind a “bottom line result” as they enter every selling situation… their objective is to ‘help people’, not just to make a sale!

Sixth, sales generators ask probing questions. They ask the RIGHT questions, to arouse the prospect’s interest, to get them to talk about their problems and concerns!

Seventh, sales generators help people to ‘Find The Money’ to spend, save, invest, insure, and plan wisely for the future, to ‘Live Debt Free And Truly Wealthy!’

Finally, sales generators understand ‘ULTIMATE SECRET’ to extracting wealth from their life insurance business… is repeat sales and referrals! And, that is about the care and nurturing of their existing clients, helping them to stay on track to achieve their financial goals!

Are You Ready to Become A Life Insurance Sales Generator?

What’s stopping you from investing today, to dramatically increase your life insurance sales and income?

Take the next step and download our free report now! Advisor Guide To Found Money Management and learn a skill that will Increase your Life Insurance Sales!

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!

repeat customers... repeat sales

Turn Your Clients Into Repeat Sales!

Depending on which study you believe, and what industry you’re in, acquiring a new client is anywhere from 5 to 25 times more expensive than retaining an existing one! Accordingly, the first rule of any business that wants to be successful, is to retain their clients and build a loyal relationship with them, to acquire repeat business from them.

Any business that is always chasing new clients at the expense of repeat business from their existing clients is making a fatal mistake. And, that is certainly true for your insurance and/or financial services business.

Your clients are your loyal base, and they are invaluable to your success. Your current clients have already shown that they trust you, or they wouldn’t have followed your initial recommendations. So, if you continue to work with them, helping them to stay on track to reach their financial goals, they will do more and more business with you!

In addition, if you treat your existing clients with trust and respect, they will refer new clients to you, solving one of your most complex problems… Referrals!

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 that will enable you to turn your clients into repeat sales.

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 Do I Make It To The Top In Sales?

If you you spend just one hour reading each day, that will translate into 1 book per week, and 52 books per year. In a society where the average person reads less than 1 book per year, what kind of advantage do think you’ll have over most people?

Commit to Lifelong Learning… One quality of high achievers in every area seems to be a commitment to ongoing personal and professional development. They look upon themselves as self-made people, as “works in progress.” They never become complacent or satisfied. They are always striving toward ever greater heights of knowledge and understanding. (Brian Tracy)

You can make it to the Top in Five Years… The legendary Earl Nightingale said many years ago that; “One hour per day of study in your chosen field was all it takes. One hour per day of study will put you at the top of your field within three years. Within five years you’ll be a national authority. In seven years, you can be one of the best people in the world at what you do.”

According to Brian Tracy… “If you read only one book per month, that will put you into the top 1% of income earners in our society. But if you read one book per week, 50 books per year, that will make you one of the best educated, smartest, most capable and highest paid people in your field. Regular reading will transform your life completely.”

We have made it easy and affordable for you to learn what you must know today to be successful in insurance marketing and sales. Everything you need is in our Insurance Marketing and Sales Resource Center! The key is to spend an hour each day reading and watching the videos.

Will You Survive The Coming Changes In Our Industry?

Unfortunately, the new DOL rules are just a tip of the iceberg of the coming changes in the insurance and financial services industry.

And for the most part we, as an industry, deserve what we are getting. Too many companies, IMOs, Agents, Advisors, etc. are focused on just selling as much product as they can, to reap as much profit as they can. They are just pushing products, with little or no regard whether it is best for the client.

Obviously, there are agents who are doing the right things, the right way, for the right reasons for their clients. These agents are reaping the financial rewards and will survive the coming changes because they are actually helping people to better their financial lives.

“When you help enough people to get what they want, you’ll get what you want.” Read More

Are You Tired Of Working Long Hours To Make A Mediocre Income?

My Father and I started the Insurance Pro Shop in December of 1999, because of the serious lack of real life insurance and annuity marketing and sales training in the industry. We got tired of seeing a 95% failure rate for new agents coming into this industry. Along with seeing 90% of the agents and advisors today struggling, working long hours, to make a mediocre income.

There is plenty of technical training on how our life insurance and annuity products and riders work and the basic benefits of using those products… along with how to run basic illustrations. However, there is very little technical training on how to properly use and present those products. And, the people skills training needed today, for you to find and attract prospects; set appointments; and help people to take action are practically non-existent!

Unfortunately, because most of the training available today just focuses on products, our industry has become one of mainly salespeople, instead of advisors who are dedicated to helping people to improve their financial situation.

If you want to make more than a mediocre income selling life insurance, while working a normal work week, then you can’t continue to follow what everyone else is doing.

You need to finally get the marketing, prospecting, and sales training, coaching, and support you need… to know what the Top Producers know… and do what the Top Producers do… to attract your ideal prospects to you every day!

Then it is about you deciding to learn how to help people to set better financial priorities, so they want to take advantage of the strategies you present.

(We are dedicated insurance marketing and sales trainers, coaches, and mentors… NOT Recruiters!)

Where do you want to be in 3 months… in a year… in four years… in ten years?

Get the training you need! Take the first step….
It all starts with a membership to our… Insurance Marketing and Sales Resource Center! This is the highly specialised insurance marketing and sales training you have been missing… with our complete ‘Step by Step’ programs and courses. For about $1 per day, you will learn what you must know and do today, to take your sales to heights most people can only dream about!

Are you struggling to set appointments?

In the insurance business, you LIVE and DIE by appointments. If you don’t have appointments you can’t make sales. With no sales, you’re out of the business.

Appointment setting can be tough, especially the ways most IMO’s, FMO’s and other “SO-Called” Sales Trainers teach it! The “one-size-fits-all” approach, with canned scripts, that in the end just offer a product or a hot new sales idea… don’t work… because very few people are looking for products or an idea that is going to require them to spend more money.

However, there are tons of people who would like real help to improve their financial situation and life. Remember no two prospects are the same; each situation is unique and different. So, you need a different and flexible approach!

There are no magic scripts or phrases that will guarantee you set an appointment, but there is a ‘PROVEN’ questioning technique, that anyone can learn, to set appointments with 9 out of 10 people you talk to! This technique can be used face to face, over the phone, or just with random people you meet!

Are you ready to learn a proven technique that can help you solve your largest problem… Setting Appointments? Read More