Costly Sales Mistakes and how to avoid them!

#1 Most Costly Sales Mistake & How To Avoid It

Are You Losing Sales Because You Are Trying To Solve Your Prospects Problem Too Soon? This sales mistake is costing you big time!

One of the most blatant sales mistakes that I see agents, advisors & planners routinely make today is trying to solve a prospect’s problem before the prospect sees, fully understands and wants to solve their PROBLEM /S! The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need.

Yes, I know, it’s very difficult not to respond to what you may feel is a burning need.

However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales call. They’ll tend to see you as just a salesperson, instead of an advisor.

You must listen to… ALL of the needs the prospect may have! Then and only then should you try to determine the ones he/she is really passionate about solving.

In other words, shut up and ask the who, what, where, when, how and why questions to clarify what they need. The more questions you ask, the more they’ll talk about their problems and concerns.

The more you get them to talk about their problems, the more emotionally involved they’ll get. And, they’ll turn that need into a want!

And, they’ll practically sell themselves!

Present your solutions and benefits later when they have the most emotional impact!

Crush this costly sales mistake…

Take the next step and 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!

How To Find Your Ideal Life Insurance Clients!

Every week we get a call from a successful financial advisor who is earning a gross income of $100,000 or more per year. They are calling us because, while they are making a good living, they are tired of traveling all over the county and state selling their annuity and life insurance products. They are tired of working 60 hours or more each week chasing their leads all over creation.

Are you in the same situation as these advisors? How many more people could you see, (or how much more free time would you have) if most, if not all your clients were in your local community?

How much of your hard-earned money are you spending on life insurance leads, preset appointments, direct mail campaigns, dinner seminars, etc. trying to get leads? How much more effective would these lead methods be, if the people you were contacting immediately recognized your name as the financial expert in their area?

How much of your precious time are you spending on the phone following up on those leads, trying to set an appointment? How many more appointments could you set with those prospects, if those people already knew about you and the valuable services you provide? Read More

Five Ingredients of Superstar Insurance Professionals

In the past 30 years we’ve seen a dramatic reduction in the sales force for the insurance industry. Agents are leaving in droves and there are very few companies that are bringing in new agents. This, at first, would seem to be good news for many of us… less competition.

However, the reduction in the sales force isn’t over yet. Our companies are still having trouble competing with the banks, investment houses, internet sales, television personalities and other distribution channels. Profit Margins are shrinking and our companies are still being forced to cut expenses. One of the easiest ways for them to cut expenses is to get rid of the low producing agents and only work with the most profitable agencies and producers.

So, the big question is whether you will still be here 5 years from now?

If you want to be a survivor and enjoy long term success in this industry, you’re going to have to make some major changes. You can no longer afford to be just an insurance agent selling insurance, or a financial advisor selling investments, you must become a true sales professional.

Being a sales professional means knowing you’re a salesperson, and making the customer’s needs primary. You cannot help people if you can’t get in front of them, and then get them to take action.

Most of the insurance agents and financial advisors entering this business did so because of the opportunity for exceptional financial rewards. However, the most successful agents and advisors soon discovered if they wanted to succeed it wasn’t about the money, but the service they were providing… Making A Difference In People Lives! 

Industry super-achievers, such as Ben Feldman and Mehdi Fakharzadeh have had a real passion for this business. They all have had a sincere belief in the industry and how it helps people.

What can we learn from them?

Ben Feldman pointed out that… “Most people buy not because they believe, but because the salesman believes.”

Mehdi Says: “Your Success Depends On How Other People Respond To You. Others Hasten Your Rewards. They Can Also Block Your Progress. Cultivate Sensitivity Towards People. Place Yourself In Their Shoes.” Remember The Golden Rule: “Do Unto Others As You Would Have Them Do Unto You.”

Here are five ingredients that all the industry legends have, that enabled them to build a successful lifetime career in sales. Read More

How Can You Consistently Close Sales With ‘9 Out Of 10’ People You Meet?

While most agents and advisors seem to think that closing sales with ‘9 Out Of 10’ people you see is impossible… if you know the ‘insider secrets’ it’s actually very easy!  During my 7 years as a personal producer I was able to consistently close ‘9 Out of 10’ people I met with.  That is one of the reasons my son Jeremy and I are being called the ‘9 Out Of 10 Guys’. (My Media Consultant, the legendary Forrest Wallace Cato came up with that phase when we first started the Insurance Pro Shop in 2000)  And, ‘No’, I wasn’t a pushy salesperson. I didn’t use any of the 101 closing techniques. My lapse rate was below 5%.  And, I didn’t replace other insurance policies in the home.

By the way, if you talk to most of the leading producers in our industry you’ll find that they are closing ‘9 out of 10’ people they meet with.  It’s because they know and practice these 3 ‘insider secrets’ I’m about to reveal to you. So, what I did wasn’t really anything special.

However, the fact that my sons and I have been able to help ‘9 Out Of 10’ agents and advisors to become significantly better at identifying, attracting and setting appointments with their ‘IDEAL’ prospects, and those agents and advisors are now closing a much higher percentage of their sales calls, is what makes our training unique and very special.   Read More

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

Are you guilty of this critical mistake when it comes to closing sales? Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

People think closing sales is all about fancy presentations, impressing people, and utilizing ‘closing techniques’, it’s not! 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, closing sales (especially higher value ones) is all about you being interested, and not about being interesting.

Being Interested Closes More Sales
During your sales calls, 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. Read More

Life insurance Leads - Cut you cost!

Life Insurance Leads… Cut Your Cost By 66%!

What if you could cut your life insurance leads cost by 66% or more and… Be getting a lot more of the people in your local community to know you and call you for help with their insurance and finances?

Would you like to get your clients, family, and friends to buy more, and buy more often from you?

How much easier would your career be if you could get all your clients, family and friends to refer people to you?

Most agents and advisors are overlooking one of the best, easiest and most ‘cost-effective’ way of generating consistent high-quality life insurance leads from the people in their community… and more sales!

Are you using one or more of these traditional, expensive methods of generating life insurance leads and sales? Read More

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

Don’t Have The Time Or Money?

For Advisors Who Don’t Have The Time Or Money To Hire A Personal Coach Or Attend Live Training Events!

What’s the best way to learn new skills like questioning techniques, sales presentations, lead generation, etc.? Is it by spending days reading boring technical books or manuals? Or, perhaps is it by searching on the internet and sifting through thousands of articles – some outdated, or even just wrong? Of course not!

The best way to learn is by getting live training and listening to people who really know what they’re doing, have done it themselves, are dedicated, accomplished trainers and then by following and practicing their techniques and ideas!

The problems with hiring a coach or attending a live training event is they can be expensive, and you can’t take the trainers home with you.

Four Experts, who have contributed to the Insurance Marketing and Sales Resource Center


Our ‘Insurance Marketing and Sales Resource Center’ (Exclusive, Members Only Private Site) gives you that same learning opportunity – on demand, in your home, at a coffee shop, or wherever you learn best. And, without you spending a fortune. Whether you’re trying to improve your skills, or learn new ones altogether, our private site (with all the latest information, tools, and tips, plus videos and audios from some of the best producers and trainers in the industry) can be a great way to educate yourself. It’s the next best way for you to learn the skills you need, besides you actually spending the time and money to get live personal training and coaching.

One of the biggest benefits of the private site training is, that you can fit in the learning whenever you can find the time to do so. Agents and Advisors with hectic schedules do not have to sacrifice their ‘sales time’ in order to learn, since they can fit in learning whenever they have spare time. And, best of all you can visit the private site any time you want… 24 hours a day, 7 days a week!

Our private site starts off with the basics, and then moves through the steps at a pace you can control. Miss a key detail? Just re-read the article or pause or rewind the video or audio, and you’re right back on track.

The information, course and audios contained in the ‘Insurance Marketing and Sales Resource Center’ will help you learn the needed sales skills in a tiny fraction of the time it would take finding and reading many books, or searching the internet and sifting through thousands of online articles trying to find the information you need and want.


We Are Doing Everything We Can To Save You ‘TIME’ and ‘MONEY’!

We’ve made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. It’s only $35.00 per month! (There is no long term commitment. You can cancel anytime.)

Plus, we made a ‘major update’ to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to for you to find all the information you need to be successful. No more wasting time searching for the critical information you need.

And, we’ve added even more tips, tools, training, audios and videos from the ‘best of the very best’ in this industry.

We are doing everything we can, to guarantee you get off to a quick start and guarantee you have the long-term success you want and deserve. Accordingly, as a member of the Insurance Marketing and Sales Resource Center you’ll also have Complete Access (for the life of your membership) to…

  • Over 11 hours of latest videos from our ‘Trusted Adviser Success Training™’ Boot Camp! It’s the best core and advanced insurance marketing, branding and sales training on how to Attract and Set Appointments with your VERY BEST PROSPECTS. Plus, how to conduct a thorough Fact-find to get your prospects emotionally involved, so they want to take action right now. No more hearing; “I’ve got to think about it!”
    (Normally $499.00)
  • Our Advanced Fact-finding Videos & Audios. Over 10 hours of fact-finding and questioning training, from Lew’s boot camps, with simple concept presentations and sales presentations. How To Close ‘9 Out Of 10’ Sales Appointments is a new sales mindset that frees you from unnatural selling scripts. Instead, you’ll learn how to begin new conversations with prospects, naturally – no pitching, no persuading and no pushing. (Normally $265.00)
  • Six Training Videos and Audios with over 8 hours of practical strategies and sales presentations on how to get your ideal prospects to want to take action on your recommendations, to quickly improve your sales and income. Normally $39.95 each. (6 Training Videos and Audios @ $39.95 = $239.70)
  • All ten of our Fast Track Advisers’ Guides providing you with critical insurance marketing, prospecting and sales success strategies that most agents and advisors don’t know and may never find out! Normally $9.95 each.(10 Advisors Guides @ $9.95 = $99.50)
  • Our Dynamite’ Referred Lead System that will show you how to get your friends, clients and businesses to refer everyone they know to you.  (Normally $95.00)
  • 12 Months of  Client Newsletters for pre-retirees and seniors that will keep you constantly in front of your prospects, clients and friends. Normally $59.95 per month.
    (12 for pre-retirees @ $59.95 = $719.40 ) (12 for seniors @ $59.95 = $719.40)

Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come.

Click on the following link for more details…

Insurance Marketing and Sales Resource Center
30 Day. 100% Money Back Guarantee
No Long-term Commitment… You Can Cancel Any Time!

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

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Albert Gray

What Are You Going To Do To Make Sure You Have A Strong Finish For 2017?

Here are a few quick ideas that the best advisors we work with are using! These ideas are bringing in immediate sales…

  • Why not, once a month, offer 10 of your clients, family, friends and prospects a free educational workshop on ‘Living Debt Free and Truly Wealthy!’ or on some other immediate problem you can solve for them. The workshop will cost you less than $100.
  • How about forming a true ‘Joint Venture Partnership’ with a P&C agency (or some other business) and have them offer a free financial consultation from you, to their best clients. Or, they can invite their best clients to your free educational workshop.
  • Or, how about you send a letter to your best clients asking for their help, with a referred lead form? And, then follow-up with a phone call, a few days later.
  • Are you sending your clients, family, friends and prospects a monthly newsletter? When was the last time you included a referred lead form with your newsletter? And, then followed-up with a phone call, a few days later.
  • When was the last time you offered your clients an annual review? Annual reviews are a great way to make additional sales… and get referrals.
  • Why not offer to be a guest speaker at a local association or religious group? And, then offer them a free report and a free financial consultation.

These are just a few of the ideas that the best advisors we work with are using to bring in sales.

What else can you think of?

Yours In Success,
Jeremy Nason

How To Get More Sales From The People You Meet!

Would you like to learn how to have more people buy from you, buy more, and buy more often, then you must understand the reasons ‘why people buy!’ All of the leading sales trainers will tell you that; “People buy based on emotions and then justify their decisions based on logic.”

So, if you want to increase your sales, then it’s about you locating and pushing the right emotional buttons to get your prospect to make the decision to buy? The most prevalent reasons for people to buy are… to avoid pain, or to gain pleasure. But what pain and what pleasure?

Of course, locating and pushing the right emotional buttons only works if you are in front of the right prospects. The people who actually need what your are offering. These are the people you have the best chance of selling, if you learn how to push these emotional buttons.

Emotional Button #1. People buy… To Make Money or Save Money
There is no question that today, money is a factor in almost every one of our buying decisions; What does it cost? Where will I make the most money? Why is this a good deal? How can I save more? You have to answer their questions about money to help them to buy, and to make them feel good about their buying decision.

However, making money or saving money are not the only buying factors. If you want people to buy, then you’ll need to find and push multiple emotional buttons, like the ones below. Read More