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”

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