Can You Help Families Live The ‘American Dream?’

The American Dream envisioned by our forefathers was that “all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.” Our forefathers wanted America to be a land of freedom and opportunity, with a limited central government that would protect the people and maintain a safe environment for each person to have the Freedom to pursue their idea of happiness!

The American Dream is the idea that with hard work, anyone can achieve prosperity and happiness regardless of who they are or where they come from.

Over the centuries the American Dream has changed many times and became to mean the acquisition of material things, which is leading to the downfall of our American society. Too many Americans are living beyond their means and drowning in debt, in order to create a lifestyle they are being told and want to believe will make them happy… spending a lot of money on new cars, a huge home, etc. Read More

Whose Job Is It?

Think About It… If this business were really about having the best products and sales ideas like people are telling you, then why are 90% of the new advisors failing and why is the average income for advisors only $30,000-50,000?

The truth is, that contrary to what you may believe, the vast majority of insurance companies, IMOs, agencies, and brokerage firms are not going to spend a lot of their time and money training and coaching you on marketing and sales! Their main focus is on recruiting agents and product training. It’s not their job to make you a superstar salesperson. Their job is to provide you with the best products and teach you how they work.

Consider, if a company hires you as an engineer or accountant are they going to train you… or do they expect you to already have and stay up to date on the specific knowledge and skills needed for the job?

If you really want to succeed today, then isn’t it up to you to get the very best life insurance and annuity marketing and sales knowledge, skills and training you need to do your job?

We created the Insurance Marketing and Sales Resource Center in 2000 because there was not one place you could go to get ALL the core marketing and sales knowledge you need to be successful!

Since 2000, we have helped thousands of insurance agents, financial advisors and planners to go from earning $30,000-$50,000 per year, to now earning $150,000-$350,000 per year.

Whether you want to achieve dynamic financial growth over the next few months, or put an end to those 12-14 hour days, so you can have more time with your friends and family… Or Both we can help you!

Isn’t it time for you to become a member?

Jeremy Nason, RFC is the co-founder of the famous 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!

Are You Trying To Solve Your Prospects Problems Too Soon?

This is one of the most blatant sales mistakes that I see advisors make! The advisor hears the prospect express a need that can easily be met with their company’s products and/or services and he/she immediately offers to meet the need.

Yes, I know, it’s very difficult not to immediately respond to 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 see you as 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, then they’ll practically sell themselves!

Present your solutions and benefits only after you have really listen to them, asked more questions, and got them to really think about their situation!

Let me ask you a question…

Would you like to close more sales?

Would you like your prospects to act on your recommendations, without having to hard sell them?

What would it mean to you and your family, if you were able to increase your closing %, increase your commission per household while helping the families you work with to achieve their financial goals?

If you want your circumstances to change, you need to act now. 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 famous 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 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

Our Best 10 Tips Every Agent Ought To Know Today… To Build A Highly Successful Insurance Sales Career!

No matter what you sell, whether it is life insurance, disability insurance, annuities, or investments, the ultimate goal is make a good, consistent income that keeps growing each and every year.

The reason so many agents are struggling today, making a mediocre living, is they are missing many of the basics, the fundamentals of successful insurance marketing and sales.

Here are 10 tips every agent and advisor should know if they want a successful insurance sales career.

  1. Listen More, and Talk Less…
    How much talking are you doing during your sales call, and how much listening? I mean really listening and focusing on fully understanding what the other person is saying… instead of thinking of what you’ll say next, when the prospect stops talking?

    Most agents, the minute they sit with a prospect, start explaining all the benefits of their products and why it will help the prospect. Instead of pitching your product, sit down and ask the prospect about their family and their concerns for the future. Let the prospect tell you what it is they are looking for. Your role is to be their advisor, not an insurance salesperson.

Read More

‘Make It A Dominant, Immediate Need’

‘If You Want To Get People to See You Today, And Buy From You Today,
Then You Have To Help People To Decide What They Want Today!’

One of the most difficult aspects, about the products we offer, is that for the most part they are for future use. Think about it. With most of our products, we explain to our prospects how they will be protected in the event that someone dies or becomes disabled, sometime in the future. Or, we paint a picture of how important it is to be saving for retirement and how a few dollars a month invested into an Annuity or Life Insurance now, will result in a nice guaranteed nest egg, in 20 or 30 years.

While all of these things are true, they can be extremely difficult to sell because they’re future needs, not immediate ones. There is no compelling reason for our prospects to do something today, instead of tomorrow. Read More

10 Keys To A More Successful Sales Career

By Ken Sundheim

Everyone has two natures. One wants us to advance, the other wants us to pull back. The one we cultivate and decide upon… determines whom we become!

Luckily, with the right kind of training, every individual could be a success. Though, it’s not in your best interest to wait and expect others to assist you on the road there.

Rather, achievement and career advancement is the culmination of gaining self will power, setting firm resolutions and making a commitment to conquer your weakness and bad habits.

If success is truly something of interest, our recruitment professionals have laid out 10 easy theories to implement in order to have a more lucrative, productive and fulfilling career.

1. The secret of success is to try to always improve yourself no matter where you are or what your position is. Learn all you can. In business, miracles do not simply happen.

Rather, success is the culmination of excessive learning and leveraging that knowledge to set firm goals then seeing those proposed accomplishments through to the end.

2.Think in terms of solutions rather than focusing on problems. Simply because we can’t see a solution at a given moment does not mean it’s not there.

Use your subconscious voice in order to gain answers and expand your horizon instead of listening to the inner voice that says a particular goal can’t be achieved.

People with a strong sense of self-worth tell themselves that they can handle anything including hurdles that arise in pursuit of their core goals. Read More

Do You Know Your Prospects’ Objectives?

If you want to get more people to act on your recommendations, then you will want to learn WHY people are talking with you.

Everyone you talk to is looking for something. They may have a set of goals or objectives. Or, maybe it’s just a vague direction they want to go. Or, a problem that’s keeping them up at night! They all have something that’s important to them, something they want to accomplish.

Just Ask and You will be rewarded.

It is truly amazing what people will tell you when you simply ask them what they want:

  • “What are you trying to accomplish?”
  • “Who are you trying to protect?”
  • “Why is that important to you?”
  • “Where would you like to go with this?”
  • “How would that affect your plans or situation?”
  • “When would you like to be able to…?”

And, there are a host more questions you can easily ask about their specific situation.

Before you can make a sales presentation and close a sale, you need to know why these people are talking with you. What are they seeking? Where are they focused? What will make them happy? How does that make them feel?

Ask enough questions and the prospect will practically sell themselves!

“If you do what you always do, you’ll get what you always got!”

Let me ask you a question…

Would you like to close more sales?

Would you like your prospects to act on your recommendations, without having to hard sell them?

What would it mean to you and your family, if you were able to increase your closing %, increase your commission per household while helping the families you work with to achieve their financial goals?

If you want your circumstances to change, you need to act now. Download our free report now!
How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions 

Helping Folks Create A Rich Life!

By Beau Henderson, RFC

It typically only happens when tragedy strikes – you get sick, someone you love passes away, you lose your job. Those moments force us to stop our busy lives and consider where we are, how we got there… and where, if we truly have the lives we wanted, we would go. We all have those moments. But how often do such moments truly transform us? How often do they actually lead to a better life? Rarely! And the reason is that creating the life you want is not just a philosophical question. It’s a question for your financial advisor.

What is a Rich Life?

Most clients expect their financial advisors to help them accomplish one very important objective: to make sure they will have enough money to last the rest of their lives. But truly, your financial advisor is capable of doing so much more. Readers of the Insurance Pro Shop® newsletter can help their clients go beyond a wealthy life — one that is simply financially comfortable — and help them live a rich life.

It’s easy to imagine, especially in the midst of financial troubles, that if only you could amass a comfortable amount of wealth, everything else in life would fall into place. Most people live their entire lives in pursuit of that aim. They forgo vacations. They miss recitals. They lose touch with their closest friends and go years without seeing their relatives. And when it’s time to retire, when they are able to sit back and take stock of all the money they have, are they happy? Of course not!

I learned the secret to creating a rich life from my clients. These people are all of varying ages, backgrounds and interests, yet they all tell me the same thing: having their finances in order was important, but the things that gave their lives meaning were the experiences they sought out and the relationships they built. Read More

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’