Insurance Pro Shop’s Training… Changed The Way I sell!

Evey week, I post articles, showing you how to become a better agent or advisor. This week I want to share some stories from some of our trainees. Below are 2 quick testimonials, a link to an upcoming web class we are offering and a 2 more testimonials.

“Jeremy, I just wanted to take a minute to thank you for your coaching. Following your sales system and working one on one with you has helped me increase my sales. I know it took some time to get me started but this year I have already doubled my production and written higher quality policies. I look forward to updating you as the year goes on.” Robert Lilly, Farmers Insurance, MO (15 years) April 2017

“I just got off the phone with my CPA – I increased my bottom line 2 and half times over last year! He wanted to know what I was doing differently. He’s impressed – and wants to do a joint venture with me. You guys are right on the money. Your system absolutely works! My clients are happier and better off and so am I. I’ve said the same before but this is real proof. The bottom line doesn’t lie!” Audrey Sendrowski – MA (10 years) March 2017

Don’t miss our next class….

Have you ever seen your prospects eyes glaze over with confusion with your presentation?

Would you like to convey a complex concept in a simplistic way… in less than 5 minutes?

Join us Thursday, May 25, 2017 (1pm EST) for a special 1 hour Web Class…

“5 Minute Presentations To Quickly Sell Your Concepts”

Listen and Learn while I (Jeremy Nason, RFC, CTA) and Alex Villa, CTA share simple ‘5 Minute Presentations’, using questions that will get your clients’ to answer their own objections before they happen. The presentations will also convey complex topics in a way every prospect can understand.

  • How Much Do You Need For Retirement…
  • Qualified Plans (Seed or Harvest)…
  • Everything I Know About Life Insurance…
  • Borrowing To Invest Home Equity…
  • Using Equity To Pay Off Debts…
  • Why Use Investments To Pay Off Debts…
  • Recouping Losses With Mutual Funds…
  • Income Losses With Mutual Funds…
  • The Value Of Indexed Accounts…
  • Simple Spilt Funding…
  • The Average Return Lie…
  • Using Life Insurance to Replace Lost Income in Retirement…

At the end of the class, you will receive a full recording of the event and some Free Gifts!

If you are serious about making 2017 your best year ever! Then don’t miss this Webinar!

Reserve your spot now!

With a small investment of only $67.00!

Our web class program only allows us to offer 47 spots for this class…

“I wish every agency and professional association would use your systems. While they are far from basic they do remind me how vital the basics are to my business and our industry. They reinforce the fact that questions, not products, help people to see you as an expert. The first time I used your two page presentation template I closed a 12K commission term conversion. After reviewing it the client literally said, let’s go with the second option that you proposed. That’s it! There was no closing, no cajoling, and no begging. All the work was done during the first meeting. Thanks for all your help and coaching and please know that I appreciate your commitment to our industry.” Brandon Green, ChFC, CLU, CAS, CLTC, FSS, LUTCF, Allstate – TX

“I made $25,953.39 in commission on an annuity sale last month and $11,285.09 on two sales this month for a total of $37,238.48. I am still working a large case for this month. I couldn’t have done it without you either. It works, if you work it!” “Thanks!”  John Young – TX

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Would you like to know how and why the best producers are able to sell large amounts of cash value life insurance?

If you knew their secrets could you sell large amounts of cash value life insurance, just like they do?

We’re talking about you earning $500,000 or more in first year commissions each year!

Some of you may be thinking; “Yah, that would be great! But, the reason those producers are able to sell so much life insurance, is they have the technical knowledge, for a very specialized life insurance niche market. They are working with 412i plans, Estate Conservation, Premium Financing, Charitable Giving or some other specialty market.”

While it’s true that some of the more prolific producers do have the technical knowledge, and work in one of these very specialized advanced markets, it isn’t how and why they are able to sell large amounts of cash value life insurance.

It may surprise you to know that every one of these ‘life insurance sales leaders’ has the same basic problems you do! In fact, in most cases, the people who work in those very specialized, advanced markets have much worse problems, because of the extremely small size of their market, plus the competition, bad publicity and the large amounts of money they work with. However, they are successful because they know four simple secrets that you don’t! Read More

Sell It With A Winning Impression!

Sales professionals who exude confidence are in demand by clients.

The mere impression that you are a winner will add tremendous credibility to everything you say during a sales presentation.

Why? Because most of us just naturally want to associate with winners! We like them and we believe what they say. Subconsciously, we feel that winning qualities will rub off on us. And, in a sense that’s true. Winners tend to encourage us because they exude confidence and optimism.

Salespeople who create winning impressions are in great demand by clients – not just for their products and services, but for their attention, help, and company. This is because true winners are not self-oriented. They feel good about themselves and can, therefore, direct their energy and attention toward others. Winners are strong individuals who, as sales professionals, also relate strongly to their clients and associates.

So a winning impression goes a long way. It not only opens the door, but it also ensures that you will create and maintain long-term relationships.

Here’s what you can do: Use the power of a winning impression to help you sell it! Display your confidence and optimism without being cocky. Be self-assured, so you can pay attention to the needs and interests of you customers and clients.

How would you act if you knew you couldn’t fail?

 

Get the training you need to become the Winner! Take the first step….

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)

Are You Frustrated With The Lack Of Training and Support?

Are you frustrated with the lack of real marketing and sales training and support you have received so far in this industry?

Have you jumped from one IMO to another IMO, (Company to Company) because they promised you a free turnkey sales program and/or leads, with training and support, if you just moved your contracts to them? (So they could make an over-ride on your business)

How did it work out? Did their program work as promised? Were their leads any good? Did you get the training and support you were promised?  Or, were you just trained on the products they wanted you to sell?

Have you invested in one lead program, after another, with lackluster results?

We know that, based on your experiences thus far in this industry, it is hard for you to believe that there are people who can and will follow through on their promises of a proven system… with real training and real support to help you to quickly grow your sales.

We also know that it is scary to think about stopping what you are doing, to start with a new system or program.

One of the great things about our systems, training, and support is that you don’t have to stop what you are doing. You can just add a little at a time, to make it work for you, before you make any big changes.

Plus, using our systems, training, and support we can help you to dramatically improve your current sales results.

Here is a testimonial we received last week…

“Dear Jeremy,

I have been licensed since June of 1976, when I graduated Fordham University and began working with Northwestern Mutual Life. I did receive some license preparation training, but after passing my state examination there was no real ongoing training program.

In addition, I became licensed in property casualty insurance in 1983 and concentrated on medium to large commercial accounts. I considered myself a multi-line producer. I saved clients money on the commercial insurance premiums and some of those savings led to sizable life sales.

I have represented many fine insurance companies over the years, but all of them share a glaring flaw. That flaw is a lack of a committed marketing program. The insurance companies I represented talked endlessly about how great their product was, or how many years the company was in existence, which seemed to matter very little to my clients.

I was a New York State Licensing Instructor for over 14 years and taught thousands of new agents and also was qualified to teach continuing education in New York. I have taught thousands of agents over the years and have a great relationship with State Farm Mutual Agents, because I pioneered telephone tutoring that was highly successful.

When I came across your excellent materials and programs I realized that your programs were the best material for new agents, as well as veteran producers like me. One of the great results of your complete program, in my case the annuity program, was the newfound confidence I felt while going through your material. Since I began the annuity training course, in the past three months, I have closed two cases with Athene for total premium of $220,000 which has generated almost 14,000 in commission. Before, I was lucky to do that in the course of a year!

Your program has made a huge difference not only in my overall production, but in my attitude. Along with my other sales, my goal is to do over 2 Million in annuity production this year. I am very confident of achieving this personal goal.

I also have been very impressed with your hands on approach and your accessibility. Any questions are answered quickly and effectively. I have also noticed that key concepts are presented not only in clear fashion, but with an emphasis on solving the real problems that prospects and clients have.

I am available to speak with any agent or broker who is undecided about the Insurance Pro Shop. I would say their greatest cost would be the opportunity cost of not signing up and following through.

I like the comment by Henry Ford when he said many years ago, “If you think you can and you think you can’t either way your right!”

In summary, in my 41 years in the insurance and investment business, I have never come across programs to help agents produce and grow their business like the programs constructed and engineered by Lew Nason and his family. I feel like I hired the best marketing department I could possibly get. Thanks for your great and ongoing achievements that benefit the producer, the man or women in the arena.

Sincerely,
Raymond R. Naclerio”

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If you are not satisfied with your sales results, when are you going to do something about it?

Is it time for you to learn the insurance marketing and sales fundamentals that 90% of the agents are missing today?

Is it time for you to check out our Specialized Systems, with 3 month of real training and support?

We are the first truly dedicated life insurance and annuity marketing and sales trainers for career and independent insurance agents, financial advisors, and P&C Agents. We Are NOT Recruiters!

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

Do you want customers or clients?

One of my favorite sayings:

If you give a man a fish – you feed him for a day. If you teach a man to fish – you feed him for a lifetime.”

The same is true in sales: If you just sell a product, you just have a ‘customer’ for today. If you help someone, and they decide to buy your product, you have a ‘client’ for life!

  • a customer is a person that buys goods or services from a store or business.
  • a client is a person who engages the professional advice or services of another.

If you want clients it is all about informing, educating, and providing value in the relationship. It’s about providing useful information that creates long-term trust and respect between you and your customers… turning them into clients!

Unfortunately, much too often today, products are sold with little or no consideration for the overall plans of the individual or family. Example: Seminars are held where financial advisors persuade potential clients about the merits of certain annuities or mutual funds. Without even knowing the individual needs or goals of potential clients. Is this what you would want from your financial advisor? Would you want to be seen as a dollar sign or commission? Or, do you want to be seen as an individual or family with specific needs and goals?

Do you want customers or clients? Do people see you as just another salesperson or as an advisor? Are you in this business for the short-term or for the long-term!

Specialize In Solving Your Ideal Prospects’ Problems!

How much easier would your life be if you could find and attract your ideal prospects to you instead of cold calling, buying leads, etc. to end up in front of people who have never heard of you?

How many more appointments could you set and sales could you close if people felt they were meeting with the local expert who can help them to solve their most pressing financial problems?

If you want to attract the most prospects to you; set more appointment with the people you talk to; and close more sales with the people you meet with; then you must provide a service that addresses an immediate problem, need, and want that your prospects have today. And, by promoting yourself as a specialist in a specific area, the automatic perception is that you are an expert in that area!

If we are talking about Middle Income families, (pre-retirees) what are the biggest concerns and the biggest priorities most of these families have today? Maybe it’s getting out of debt; reducing income taxes; reducing their family expenses to improve their cash flow; having enough money each year to take a vacation or buy a new car; saving to buy a house; saving for college expenses for their children; or saving for their retirement?

Unfortunately, very few Middle Income families see buying insurance to protect their family as an immediate concern, need, or want. It’s not on the top of their list of priorities. They see all insurance as just an additional expense that they can’t afford! And, they don’t see the need for a financial planner, an investment advisor, or higher investment returns, because they already have access to a 401k, IRA, Bank CD, etc., if and when they ever have any money to invest.

The reason our “Found Money Management” system is so effective and attracts so many more prospects is that it does NOT focus on products or investment returns! Instead, it clearly addresses the immediate concerns, needs, wants, and priorities that Middle American families have right now! And, it does it all without asking them to spend any additional money or change their current life style!

All of the marketing, prospecting tools, and training we provide in this system are designed to establish you as the specialist and foremost expert in helping families to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!”

If your want to attract the most prospects, then you must specialize right now! And, you must specialize on the immediate concerns, needs, wants, and priorities that people have right now!

Please, take a few minutes to look at our Found Money Management ‘Advanced’ Life Insurance Sales Tool Kit. Your long-term success in attracting prospects and making sales is directly related to your ability to market your services to a specific market segment that has immediate concerns, needs, wants, and priorities that you can solve for them.

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

Be The Hard Rock Café of Insurance!

What’s the hardest and most expensive sale you’ll make to a client? Isn’t it the first one?

In most businesses, especially insurance sales, the profit from the second or third sale is significantly higher, because, the marketing cost for repeat business is much lower than for the initial sale.

For example, in direct mail, a “bounce back” offer is often sent to the customer every time they make a purchase. The “bounce back” is another offer or catalog included with shipped goods to encourage another order from the customer. The cost for sending the additional offer or catalog is very little because they are sending it with the initial purchase.

The Hard Rock Café makes at least as much profit from the gift items that they sell after the meal, including tee shirts and caps, as they do from the food sales.

Once the initial sale is made, you should have additional offers for your clients. (And annual reviews)

How much is it costing you in your time, postage, lead lists, leads, etc. to attract and sell a new prospect? If you spent more time with your current clients and keep in touch with them with a monthly newsletter, etc. how many additional sales could you make? How many more referrals would you get? How much more profitable would you be?

Compare the cost of repeat sales (and referrals) to the real cost of finding and attracting a new client.

Most salespeople spend all of their time obtaining new accounts and they tend to ignore their established business. One of the most powerful marketing tools today is good customer service. Never allow your clients to be treated as poor relatives looking for a handout. Your current clients are your most valuable assets!

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Join the movement! We need to change the perception of all insurance agents
and even most financial advisors being compared to a used car salesmen!

Get the training you need to break away from the old Insurance (used car salesman) agent. Help us to restore our profession to a respected industry it once was. Take the first step. Get to know us and our training. Help us make the change in our industry!

It all starts with a membership to our… Insurance Marketing and Sales Resource Center! This is the highly specialized 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!

The Top 6 Ways To Generate…

… High Quality Life Insurance
And Annuity Leads… For Long-term Success!

What the biggest concern most agents have? Isn’t it, not having enough high quality leads every week?

Is that your biggest concern?

Have you tried buying leads and/or preset appointments?

Have you tried post cards and direct mail systems?

Have you tried running ads in your local newspaper or offering free reports?

Are you frustrated because none of these lead sources have provided you with a consistent flow of high quality leads that produced consistent sales?

If so, you are not alone!

It’s the biggest complaint we get from most agents.

Why are most agents struggling with the above lead sources? Is it because:

  • The leads aren’t consistently putting them in front of the right people for what they are offering?

  • The leads are putting them in front of shoppers and people with health issues?

  • The lead systems don’t give them a good way to consistently turn leads into appointments?

  • The amount of leads they get is inconsistent from week to week?

  • The leads/systems are too expensive to use on a long-term basis?

  • The leads are putting them in front of people who have never heard of them?

All of the above leads sources are an adequate way for you to get started in this business. And, they can be used to provide a boost during the slow times. However, for long-term success, they aren’t your best primary source of leads. And, they aren’t what Top Producers use to generate consistent high quality business.

If I were forced to start over from scratch, offering something new, I wouldn’t use any of the above lead sources…

No matter what product I was offering, whether it was investments, health insurance, P&C insurance, LTCI, DI, annuities or life insurance, I would do some research and determine how I could best help the people in my local area. What’s the biggest problem I could solve for them? Then, I would do everything I could do to position myself as the expert in that area!

Here Are The Top 6 Ways I would Use To Generate High Quality Leads!

I would:

  1. Ask my friends and family for their help. Would they allow me to practice on them and give me an honest opinion/feedback of the service I am offering?

  2. Invite everyone I know to a Free Seminar or Educational Workshop. People feel better about coming to seminars than meeting a salesperson face to face.

  3. Establish a Joint Venture with a local business that caters to my ideal prospects and get them to endorse my services.

  4. Create or join a local lead exchange group.

  5. I would set up a referral system to get referrals from everyone I know and meet!

  6. I would send a monthly newsletter to everyone I know and meet.

Remember… People buy when the ready to buy not when you’re ready to sell! So, if you want to sell them, you must be in front of them when they are ready to buy!

I wouldn’t rely on someone else for my leads. I’d take in control of my business and make sure:

  • I’m consistently attracting the people I have the best chance of turning into a client!

  • I have a cost effective lead generation system.

  • I have a consistent flow of leads.

  • I am in front of front of people who have heard of me!

  • I know what to do and say to convert those leads into appointments.

These are the Top 6 ways we teach advisors to use, in our specialized systems, to consistently generate high quality insurance leads. Do these insurance lead generation strategies work?

The answer is yes! Over the past 30 plus years, using these strategies, we’ve had an 80% success rate with new agents, verses the industry failure rate of 90%.

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

 

There Is Nothing You Can’t Do!

Fear traps and locks us away within our comfort zone. Yet fear often develops as a result of a lack of understanding, information, resources, experience, or perspective. If you lack all these things, you will naturally lack confidence, and as a result, you will fail to take the action necessary to achieve your goals and objectives. Consequently, you will tend to make excuses about your life and circumstances in order to help boost your self-esteem. However, all you’re doing is creating the illusion of security. You’re simply masking the pain by taking a pain killer. The pain is still there and will continue to persist until you finally overcome your fears.

You have everything that the greatest of men have had: a mind and a will; so use them in accomplishing your dreams. Use these assets to create your dream, not to create imaginary walls to keep you from achieving the dream. The reality is, there’s nothing you can’t do, if you make the decision, to make it happen!

P.S. One of the keys to overcoming fear is having confidence in what you are doing. And how can you be confident if you don’t get the marketing and sales training, with the coaching you need!

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There is a reason why ‘Top Producers‘ are members of the Insurance Marketing and Sales Resource Center, are investing in our specialized systems, and are attending our live training events!

A Positive Mental Attitude Can Change Your Life!

Have you ever heard; “Whatever the Mind Can Conceive and Believe, It Can Achieve?”

It’s one of my father’s favorite quotes. And, something I firmly believe in.

If you want to succeed, it all starts with developing and maintaining a Positive Attitude. You must believe, with all your heart, you were born to win. Understand that within you are all the vast resources, potential, abilities, and the powers you need to become a Champion.

Start by mingling with people who are Positive. Don’t blame God or anyone else for your lack of success. Develop a burning desire to succeed. Keep your mind on those things you want and off the things you don’t want.

Napoleon Hill said you need certain things to change your world. They are: Read More