Sales vs. Insurance Knowledge: What’s More Important?

Sales vs. Insurance Knowledge:
What’s More Important?
By Ronimarie Acord

Agency producers are “drinking from a fire hose.”

That’s how Angelyn Treutel Zeringue, president of SouthGroup Insurance Gulf Coast in Bay St. Louis, Mississippi, describes the learning environment in the independent agency world: Technical knowledge is critical as new coverages, policy forms and risk exposures evolve, but building networking and sales skills is equally essential.

Insurance sales legend John Savage used to say his technical skills contributed only 5% to his success, recounts Kenneth Fields, assistant vice president and director of sales development with The State Auto Insurance Companies – the other 95% he attributed to his people skills.

But Savage – who started a Toledo, Ohio life insurance agency that still thrives as one of the 100 largest insurance and financial service agencies in the U.S. – “would then go on to say the trick was you have to have 100% of the 5%,” Fields adds. Zeringue agrees that technical training “helps producers stay keen” to ensure they provide the best coverages and reduce their E&O exposure.

When training producers, what’s the right balance between sales training and the development of technical skills?

What’s the Mix?

“Technical skills are a given – a must-have,” says Fields, who’s helped train and coach 1,600 new property-casualty producers in the 19 years since co-founding State Auto’s PaceSetterSM sales development program. But he adds that those are “useless without the ability to communicate technical information to prospects in such a way that they can understand the value of the product or service. That requires sales skills.”

In the overall process of grooming a new producer, Doug Mills, vice president of Gillis, Ellis & Baker in New Orleans, believes you can’t separate sales training from technical training. “At its core, what we sell is our expertise on insurance products and how they can be applied to the client’s risk exposures,” he says. “You have to ‘know your stuff’ to be effective at sales.”

The two demands can form a chicken-or-egg question for some agencies. “The biggest hindrance to sales success early on is the fear that the producer will be found to not know what they are talking about,” Mills says of his eight producers under age 35.

“Sales is all about confidence, and until the confidence is established, sales will languish,” Mills agrees. “Confidence cannot be established until the producer has a firm grasp on the technical side of things.” Read More

It’s Hard

We all struggle with making a decision and making a change.

But, most of what makes it difficult… is just in our minds!

It’s hard to make that decision because we are afraid of making a mistake.

It’s hard to change and try something new because we are afraid of the unknown and leaving our comfort zone.

Most often, it’s not the doing that is difficult. It’s fighting our own preconceived notions about how hard things will be, what could happen, and conflicting priorities that we created.

Is it time to take your foot off your own brake? Let go of your fear! Make a decision, commit, and go!

Remember, “If you always do what you’ve always done, you’ll always get what you’ve always got”. It is a totally true statement… in other words, if you continue doing exactly what you are doing now, then don’t be surprised when you don’t see any increase or change in your results.

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

Middle Income Families Need & Want Your Help!

Have you been reading and seeing the reports about all the financial problems middle income families are having today? Have these reports convinced you that none of them has any money, because of:

  • Out of control Consumer Debt

  • No Savings

  • Stock Market Losses

  • Low Interest Rates

  • Soaring Federal and State Taxes (Income, Property and Sales Taxes)

  • Falling House Prices, (No Home Equity)

  • Foreclosures, (Upside-down Mortgages)

  • Disappearing Jobs (Companies Folding)

  • Flat Wages

  • Unavailability of Mortgages

The truth is only a small portion of the US population is affected…
Yes, all the above are serious problems. However, don’t believe all the gloom and doom, when it comes to your financial services business. The fact is that even with all the above financial problems we hear about, there is still plenty of opportunity for you to sell life insurance and make money, in this industry.

The US unemployment rate fell to 4.4 percent in April 2017, the lowest jobless rate since May 2007. (The Unemployment Rate in the United States averaged 5.80 percent from 1948 until 2017, reaching an all time high of 10.80 percent in November of 1982 and a record low of 2.50 percent in May of 1953.)

U.S. home prices have climbed back above the record reached more than a decade ago, bringing to a close the worst period for the housing market since the Great Depression and stoking optimism for a more sustainable expansion. Housing equity now equals 58 percent of home values – the highest point since 2006.

And, there are plenty of mortgages available! While home mortgages are harder to get for people who have financial problems, they are still readily available for most of the population.

All of the problems people are facing today makes what we do even more relevant & important!
Consider, even in troubled times, the vast majority of peoples’ overall financial concerns aren’t much different than at any other time in their lives. They are still concerned about meeting their financial obligations each month; making their mortgage payment; saving for their children’s education; and saving for retirement. Most families today are looking for ‘real help’ and immediate solutions to their financial problems! They want help to reduce or eliminate their debt; cut unnecessary expenses; reduce income taxes; revise their investment strategies; and more!

And, the great part for you is they are much more willing to sit down and talk with a you, if you are adept at, and focused on, helping them to solve their immediate financial problems. They are not looking for another salesperson who wants them to spend more money.

Stop listening to all the gloom and doom out there! Stop selling products! Instead, start helping middle income families to… ‘Live Debt Free and Truly Wealthy!’

Starting today, get a message out to your ‘IDEAL prospects on how you are able to help middle income families to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!”

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

What Can I Do Today To Increase My Life Insurance & Annuity Sales?

The first question I ask myself every morning is; “What can I do today that will increase my sales and income?” It’s the question every agent, advisor, and P&C agency should be asking himself or herself every day!

When was the last time you asked yourself that question? What was your answer?

Was your answer, buy more leads? Run an ad in the local newspaper? Send out more direct mail and postcards? Offer a dinner seminar? Contract with a different company that offers leads and take a reduction in your commissions? While these are all options, aren’t you just throwing more and more of your hard earned money at the problem?

Would you like to learn a better way?

There Are Three Ways To grow your sales and your income!

As all of the marketing gurus will tell you, there are three ways, and only three ways to grow your sales and your income. You can:

  1. Find and attract more new prospects.

  2. Convert a higher percentage of your prospects into appointments and sales.

  3. Increase the size of each sale, or make more sales from each prospect. 

Read More

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’

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!

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!