How To Quickly Increase Your Life Insurance Sales Appointments!

First, in case you haven’t noticed, nobody really wants to meet with a ‘pushy’ insurance salesperson, even when they know they need the product or service you are offering! And, even when they have requested more information! They are all afraid they will be pushed into buying something they don’t need or want. Or, they are afraid they will be pushed into spending more money than they want to spend!

Second, most people make the assumption that all life insurance policies are pretty much alike, so to them it makes perfect sense to just pick the least expensive one. That’s why they’ll give you objections to the appointment, like… “I’m too busy right now!” “We don’t have the money!” “I just want the cheapest policy!” “Just send me a quote?” These objections are a natural part of the selling process, and they are really just an opportunity for you to help people to see how valuable your service is.

If you want to set more and better sales appointments, then you’ll have to learn how to get past these typical objections to the appointment! You must focus on helping your prospects to see the problems they face and then help them to see how they’ll benefit by meeting with you. You must be able to differentiate yourself from the rest of the agents who are calling them. And, it’s not going to happen by focusing on your products, price, investment returns or your credentials.

You must help your prospects to see ‘why’ they should meet with you, how they will benefit! If your prospect does not see they have a problem, or truly understand the depth of their problem, then why should they waste their time meeting with you?

Example:

Objection… “I’m too busy right now! Can you just send me a quote?”

Agents Response… “Mr. Prospect, I think I understand. We are all busy, and no one wants to meet with a pushy sales person, right? And, I could send you a quote. However, am I correct in assuming you want the best value for your dollar?

Prospect… “That’s Correct.”

Agent… “Mr. Prospect, I’m a little different from most of the other agents you’ll meet. I want to help you and make sure you get the best policy for you and your family. There are literally hundreds of companies and policies for you to choose from, with all sorts of options. And, without knowing the details of your situation, I’m not sure what’s the best value for you, or what you’ll actually qualify for. So, if I could, I would like to meet with you and your spouse, in person, to go over your options, to make sure you get the best policy and value for your situation. Does that make sense?

Prospect… “I guess so.”

Agent… “Mr. Prospect, if I could show you how to get the policy you need and want to protect your family, without taking any additional money out of your pocket, or changing your current life style, would it be worth 20 minutes of your time to get together and talk about it?”

Prospect… “OK.”

Agent… “What’s the best day for us to meet?”

Overcoming the objection to the appointment is your… first sale to the prospect! And, it requires you to learn a presentation, just like you do for any sales call. You wouldn’t go into a sales appointment unprepared, would you?

What you’ll want to do is write down the most common objections you hear, on the phone and in person. Then, you’ll want to think about what you will say to overcome those objections and write them down. You’ll want to practice them; know them by heart; and learn them so well that you never have to think about them while you’re trying to set the appointment. And, they will just become second nature. By doing this, you are prepared to sell the appointment, which gives you a better chance of setting the appointment.

When you know what to say to sell the appointment, you practice it, and you get good at it, you can set appointments with ‘9 out of 10’ of the leads you get. Remember, the reason these people responded and asked for more information is because they know they need help.

If you want to set an appointment, then you just have to give them a good reason to choose you!

_____________________

Now, it’s up to you… You can experiment, trying to develop your own scripts to overcome the objections to the appointment… and the sale! Or, you can invest in our How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions… Training Videos! It’s The Quickest & Easiest Way To Increase Your Sales Appointments… And Your Sales!

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

What’s Preventing You From Earning… $100,000, $200,000 or More Per Year Selling Life Insurance?

In our role as trainers, coaches, and mentors, everyday we get calls from agents, advisors, and planners who are frustrated with the amount and quality of their current life insurance leads. They are working long hours chasing people and struggling to make a decent living. It’s the same old story on every call. Every one of these people tells us that their biggest problem is that they just don’t have enough good leads and they can’t set enough good appointments! They are all looking for an inexpensive and quick, great lead generation method, (or a place to buy leads) that is going to provide them with a consistent flow of prospects that need and want their products and/or services. Everyone of the agents we talk to wants a consistent flow of prospects… “Who all have the money and are ready to buy right now!”

Is that your problem? Is that what you are looking for?

You probably don’t want to hear this… But, unfortunately you are looking for the wrong things! And, it is why there are so many scam artists out there taking unfair advantage of struggling agents, advisors, and planners. There is no lead program, lead company, or ‘single’ marketing method that is going to provide you with a consistent flow of the ‘Right’ prospects… “Who all have the money and are ready to buy right now!”

If there were such a program or system that generated a consistent flow of prospects that all have the money and are ready to buy right now, wouldn’t every Insurance and Financial Services Company in America (and the world) be using it? Consider, if there were such a program or system, companies wouldn’t need to be paying out the high commissions and fees to agents, advisors, and planners. All they would need is a salaried employee to take and process the order. Every one of these companies would get rid of you in a heartbeat, if they could. And, they’ve been trying to get rid of you for years!

Finding and attracting prospects “IS YOUR JOB” if you want to earn $100,000, 200,000 or more! Setting appointments and selling those prospects is also your job! It’s why companies are forced into paying you those high commissions and fees.

If you are serious about earning $100,000, $200,000 or more per year…

  • Then YOU must become a specialist in solving a specific problem, for a specific group of people!
  • YOU must establish a marketing and branding system that is going to consistently help you to find and attract those people to you. The people who ‘need’ your services!
  • Then it is your job, as a salesperson, to help those people to see that you understand their situation, and have a solution to their problem, so they will ‘want’ to set an appointment with you and then follow your recommendations.
  • Finally, it is your job to help those people to find and reposition their money, so they’ll want to buy from you right now.

A good marketing and sales program… is going to provide you with multiple lead generation methods and ‘step by step’ process to help you to find and attract prospects with a specific problem to you. However, most people aren’t ready to buy, when you’re ready to sell. So, you’ll also need to implement multiple methods, to stay if front of those prospects, until they are ready to buy. That’s why monthly newsletters, seasonal greeting cards, articles in the newspaper, being a guest on a radio show, etc. are so important. It’s the only way for you to generate a consistent flow of the right prospects!

And, a truly great marketing and sales program… is also going to provide you with all the scripts, tools, and training you need to convert those prospects into a sales appointment and then into a sale. Plus, help you to build your image and brand to gain the trust and respect of prospects, so you become the trusted advisor people want to see, instead of just another salesperson people want to avoid!

Learning how to properly market and brand your services isn’t an option… “IT IS YOUR JOB”… if you want to earn $100,000, $200,000 or more per year!

That is why we created the Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’, with 3 months of one-on-one training, coaching, and support!

It is why the top producers, we worked with last year, earned over $1,000,000 and many others who were earning $40,000-$60,000 per year, within a year, are now earning $150,000-$350,000 per year.

We know that your past experience with companies, IMOs, FMOs, and others probably makes it hard for you to believe we can really help you earn $100,000, $200,000 or more per year!

However, there is a reason why we are the ONLY insurance marketing and sales training organization that has over 40 endorsements from some of the most respected and trusted people in this industry, with hundreds of written and video testimonials from very successful agents and advisors.

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


Do You Ever Have Doubts?

One of my jobs at the Insurance Pro Shop is to help agents come up with the best recommendations for their clients. It’s an awesome responsibility. And one I don’t take lightly!

All of us in the financial industry have a huge responsibility. Every time we meet and talk with a client we are guiding and advising them on their financial lives. It is a huge burden to have on your back. We are dealing with people’s livelihood. If we don’t do our jobs correctly we can leave families devastated. On, the flip-side, when we do our jobs well, we give families hope, and a bright and secure financial future. Hopefully, you recognize this and truly care about the people you are meeting with. If not, I challenge you to rethink being in this industry.

If you do truly care about people, and are anything like me, there have been times when you have second-guessed yourself. Some questions and doubt might creep into your mind… Am I really doing what is best for my clients? Is that fixed rate annuity at x% good enough? Would they be better off investing in the market? And the questions go on and on! If these thoughts have ever crossed your mind, take pride in that. It means you care and are doing your best to put your clients in the best financial position possible.

It you are concerned about whether you are doing a disservice to your clients by recommending a fixed rate annuity at x% or having them put their money into cash value life insurance, then let’s look at the S&P 500, because it is the most common benchmark used to evaluate and compare investment returns.

In 1999 the S&P 500 ended at 1469.25. In 2016 the S&P ended with a historic high of 2,238.83. If you were to average the return over those 17 years, the actual average return is about 2.51%. (and that is ignoring annual fees!) So, if you had sold them a 3.0% fixed annuity they would have made more money.

Remember, by law we are required to remind our clients over and over again, “Past Performance Is Not An Indicator Of Future Results!” We have no idea what the future holds. No one does. We can only hope the market will do well, but we can’t be sure.

Also remember, for many people, this is the only money they have available to them for their retirement. Can they afford to lose any of it? If they lose money, what would that do to their retirement income? If their income goes down, will they need to start taking some of their investment principle? If they start taking their investment principle, could they eventually run out of money? Is it worth that risk?

If you want to make sure you are doing right by your clients, you need to have a real conversation with them. If you are doing a ‘1-size-fits-all’ approach, you may want to rethink what you are doing. Are you actually doing what’s best for your client? It is crucial to find out what their goals and priorities are.

I know one of the biggest issues I have seen recently when helping agents on their cases, is that the client’s original agent ignored or didn’t take the time to find out what the client actually needed or wanted… growth, liquidity, safety, guarantees, lifetime income, minimize income taxes, etc! Instead the agent put them into one of the hot new ‘income rider’ variable or index annuity products. While these products do guarantee an income, the income is based on them never needing or touching the investment principle. Is that providing what most people actually need and want?

This brings me to my final point, how can we know what’s best for them? Half of the time, our clients don’t even know what they really need or want. Many times, they don’t even know what kind of questions to ask you. There is slim to no training out there for the average family on their finances. Our country is sadly, very ignorant on their financial situations. So, if they don’t even know, how are we supposed to figure out what is best for them? Simple, ask questions! Get them thinking, and find their needs and ultimate desires.

There is much more to selling annuities than just offering ‘income riders!’ Do a proper fact-find; ask them all the different questions so you can find out their desires and tailor a plan to meet their exact needs and wants. The best part about doing this, you will close significantly more cases, and you won’t get replaced. Plus, people will refer you to everyone they know!

To find out more on how you can help your clients, the different approaches you can take, what questions to ask them, and how to truly be a hero to your clients, give us a call!

Toll-Free 877-297-4608 or Direct 770-443-2852

By Alex Villa, CTA
Insurance Pro Shop

_________________________


“I have been working with Jeremy Nason at the Insurance Pro Shop on Annuity & Life cases for the past couple years with great success. In a nutshell, I have found that my IMO’s have tunnel vision when it comes to case design. And to be blunt, most are not good at it. They tend to focus primarily on pushing product. Jeremy, on the other hand, is the polar opposite of an IMO and he uses both his creativity and case design experience to maximize the benefits for the client in a simple, easy to understand, illustration. He does a great job of comparing the client’s current plan to the “new proposed plan” that we developed in a collaborative manner. As a result, his process helps the client see clearly the major differences between what they’re currently doing and what they should be doing, if they want to live a safe, secure, comfortable retirement and meet their overall goals and objectives. I have found that when I use Jeremy’s system and his easy to understand two page illustrations, the majority of the time I end up making the sale.”
Andrew Maisch – NJ (10 years) March 2016

How To Sell More Cash Value Life Insurance!

Do you want to sell more cash value life insurance? Would you like to be selling 3-5 cash value policies every week? Then, you must first understand this: ‘Why Do So Many Agents Struggle With Selling Cash Value Life Insurance?’

Unfortunately, there are a lot of reasons why most agents struggle with selling cash value life insurance. Here are just a few of the reasons I’ve found when talking to agents. However, as we’ll discuss later in this article, there is one objection that almost every agent routinely gets from his or her prospects that stops them dead in their tracks.

They have fallen prey to the ‘Buy Term and Invest The Difference’ Myth!
There is so much negative publicity out there about cash value life insurance that most agents are afraid to even try to sell anything but term insurance. Mainly, it’s because they don’t know how to overcome the prospects confusion about the validity of cash value life insurance. And, yet there is a simple solution. The fact is that most good life insurance companies have illustration software that will compare their products to ‘Buy Term and Invest The Difference’ and it clearly shows that cash value life insurance is a much better buy. Do the comparisons for yourself and become a believer.

They don’t understand how cash value life insurance really works and how their prospects will truly benefit by owning it.
Most agents, who are trying to sell cash value life insurance, don’t really understand…

  • The incredible power of tax deferral.
  • How cash value life insurance can provide a tax-free income in retirement.
  • That because of the disability waiver of premiums and the death benefit, cash value life insurance is the only self-completing college funding and/or supplemental retirement savings plan!
  • That it’s creditor proof.
  • It doesn’t count as an asset when you apply for college financial aide.
  • By over funding a cash value life insurance policy, up to the MEC guidelines, it can become “investment grade life insurance.”

These are just a few of the outstanding benefits that make cash value life insurance a very unique savings vehicle and an exceptional buy!

The most amazing part of all this is that the majority of agents who are trying to sell cash value insurance don’t believe in it enough to own it themselves.
They have all the same objections that their prospects have to buying cash value life insurance. How can you sell something you don’t really believe in and own yourself? If you want to sell cash value life insurance, then do your homework. Learn everything you can about cash value life insurance. Become a believer…and then buy it yourself!

Overcoming The Most Common Objection
To Buying Cash Value Life Insurance!

While the above are a few of the major reasons why so many agents struggle with selling cash value life insurance, they are not the primary reason. Consider; what’s the most common objection a prospect gives you for not buying cash value life insurance? Isn’t it: “I can’t afford it!”

The problem is that most sales people just expect their prospects to somehow come up with the additional money needed to buy their product or service. However, if the prospect is like most people today, aren’t they just barely making it financially? Aren’t most people today just a paycheck away from financial disaster? So, in effect aren’t most salespeople asking their prospects to make a very difficult decision? ‘What do I have to sacrifice in order to purchase your product or service?’

If you want your prospects to buy your products or services, then you must help them to ‘Find the Money.’ Help people to reallocate their dollars, to get what they need, without them making huge sacrifices and/or changing their current lifestyle.

Where can you find the money, so that your prospects can afford to buy cash value life insurance?

  • How about raising the deductibles and waiting periods on their current insurance policies?
  • How about removing unnecessary and/or expensive riders or maybe canceling unneeded policies?
  • Can free up money by refinancing their home and lowering their monthly mortgage payments?
  • Can they take equity out of their home to eliminate credit card debt or an auto loan, to free up those payments?
  • Could they reallocate payments currently going into qualified retirement plans, college funding vehicles, etc.?

It all boils down to helping your prospects to set better financial priorities! Helping them get what’s most important to them!

Do you want to help people to ‘Find the Money’ to save more for their retirement, fund their children’s college education, pay off their home early, reduce or eliminate debt, while reducing their income taxes and protecting their family… using cash value life insurance?

Then isn’t it time for you to check out our Found Money Management Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’

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

What’s The Number One Killer To You Selling Cash Value Life Insurance?

Solving problems, (making recommendations) too soon is the number one killer to your cash value life insurance sales. It is unquestionably the most blatant sales mistake that you can make!

Consider, you hear your prospect tell you that they need and want life insurance to protect their family, and you immediately offer a solution, to meet that need.

Yes, I know, it’s very difficult not to respond to a burning need.

However, offering a solution to problems before listening to a prospect’s complete situation will have an adverse effect on any cash value life insurance sales presentation. (or prospecting call)

Read More