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’

Finding The Best Prospects To Successfully Sell Life Insurance!

During the past 30 years, most of the major life insurance and annuity companies, independent marketing organizations (IMOs), insurance agencies, sales trainers, sales system providers, industry support organizations, and it seems that practically everyone in the financial services industry has shifted their focus away from servicing Middle Income Families. They are now focusing the majority of their marketing efforts and training, on attracting and servicing prospects in the more affluent markets. They’ll tell you that they believe that’s where agents and advisors can make the most money, quickly and with the least amount of effort and expense. Everyone seems to want to believe that, because these people have more money and they have more discretionary dollars, they are an easier sale. If only it were true and that easy!

The Reality Of Their Decision…
To begin with, is there any question that there are a lot less prospects in the more affluent market segments? When we talk to most advisors they believe that we are talking about the top 10% -15% of the U.S. population, which if it were true, would give them an abundance of prospects to see.

However, the reality of the situation is that, only 4% of households have a million or more in assets including their homes. But, only 1 in 125 Americans have more than $1 million in financial assets such as stocks, bonds, bank accounts, real estate and businesses they own. That’s based on a study published by Capgemini and Merrill Lynch & Co. Only about 2.5 million Americans, or less than 1 percent of the population over age 15 are millionaires. The report did not factor in the value of people’s primary residences, which obviously would increase the number of millionaires. And, because many of these millionaires have their assets tied up in their businesses and real estate, there are even less of these people who have liquid assets to invest in or purchase your products.

Think about it…
With all the insurance agents and financial advisors moving into the more affluent markets and chasing the top 0.5% – 1% of the population, is it any wonder that most of these agents and advisors are struggling to make a decent living? It has gotten extremely competitive in the affluent markets. You just need to take a look in your local newspaper, on a Sunday, to get an idea of how many financial services professionals are currently offering annuity and investment seminars every month to the affluent markets! And, then to compound the problem, isn’t it where you will find the most competition from banks, attorneys, accountants, investment brokers and all the get rich quick scam artists?

Now consider…
When Tom Stanley and William Danko, the authors of ‘The Millionaire Next Door’, decided to investigate how people get wealthy, they found something extremely odd. They found that many of the people who live in the upscale neighborhoods and drive luxurious cars ‘do not’ have extreme wealth. They are not millionaires. Most of them are living well above their means. They are spending more money than they are making in order to maintain the appearance of being wealthy. The truth is that, like most people today, these people are struggling every month just to make ends meet.

The Capgemini/Merrill Lynch report also broke out how these very rich people allocated their assets. These millionaires put 34 percent in equities; 27 percent in fixed-income investments; 13 percent in real estate investments; 14 percent in alternative investments like hedge funds, foreign currency and commodities; and kept 12 percent in cash or deposits.

The Spectrum Group survey found that more than 35 percent of the affluent are retired and 36 percent are business owners. The overwhelming majority, 86 percent are married, and the mean age is just under 56.

According to a report from the Economic Policy Institute, The State of Working America… “64 percent of American households have stock holdings worth $5,000 or less, or own no stock at all.”

So, Where Can You Make The Most Money Selling Life Insurance?
If you want to find and make more money selling life insurance (or annuities) then you’ll want to serve Middle Income Families. We are talking about the top 50% or more of the US population, that is 50 to 100 times the amount of prospects available in the affluent markets. Obviously, that means there are a lot more prospects for you to see. And, there is a lot less competition from the other financial services professionals.

The only real problem with servicing Middle Income Families is that in order to find the money it requires you do a lot more work with the prospect. Many, if not most of these people are living beyond their means, and they are drowning in consumer debt.

At first glance it would appear, that the majority of these people do not have any discretionary money. But, in most of the cases appearances are deceiving. They do have discretionary money! You just have to learn how to help them find it! It’s about helping Middle Income Families to understand the problems they face today and then helping them to prioritize where they spend their money.

In most cases, you can help them to find the money ($3,000 to $12,000 per year) if you know where to look. And, you can do it all without taking additional money out of their pockets or changing their current life style. It’s simply a matter of helping them to re-allocate where they are spending their money unnecessarily.

Studies on the problems facing Middle American Families…

US Savings Lag – 64% of full-time U.S. workers are either behind in their retirement savings, or haven’t yet started. Widows in particular are likely to be behind – 70% are living “paycheck to paycheck.” MetLife Employee Benefits Trend Study

Americans Gripped By Fear – 95% of Americans have some financial-related concerns when it comes to retirement. 42% expressed fears related to retirement income: either that they will run out of money prematurely, or that they will have to downgrade their lifestyle in retirement. NAVA Financial Retirement Fears Study

Americans Have Wrong priorities – 70% of Americans are most concerned with short and midterm financial spending, while placing retirement savings at a distant third priority. Prudential Financial “Roadblocks to Retirement” Study

A message from Bob Kerzner, President and CEO of LIMRA International, 5/8/06.

“Retirement is more than simply income planning. People must also prepare for the potentially ‘dangerous highway ahead’ that may include outliving one’s assets, health risks and long-term care needs, inflation and other pitfalls. Most Americans have not saved enough to retire as comfortably as they would like to.”

“We need to respond to their failure to save. To point out, especially to younger consumers, that the way to a great retirement is through systematic savings, not hot investments that boom today and bust tomorrow. Companies should do more to educate consumers about retirement. They need to know the risks they face or they will not be able to create that retirement paycheck, plan for long life, or rely on their personal savings for retirement.”

“I believe those companies that start looking more at the totality of retirement are the ones that will do better. People want a lifestyle, a great retirement, not a specific product. They will buy a product only if they see how it will get them the retirement they envision.”

“Serve the classes, live with the masses.
Serve the masses, live with the classes.”
John Jacob Astor

The more you learn, the more you’ll earn!
Do you remember your Mom and Dad telling you; “Study hard and you will earn more!” It’s one of those irrefutable facts of life! Is it possible that a few simple changes in your marketing could make a major difference in your livelihood?

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 advisers failing and why is the average income for advisers only $40,000-50,000?

Don’t wait to get started, take action now! You’ll get everything we’ve promised, and much, more! Go ahead and hold our feet to the fire to provide you with cost-effective life insurance marketing, prospecting and sales training that really works – your satisfaction is 100% guaranteed.

In our Found Money Management™, Life Insurance Marketing, Prospecting, & Sales ‘Tool Kit’, With Our 3 Months of One-on-One Training & SUPPORT… you’ll find detailed explanations how to attract and sell middle income families.

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

Do You Want Qualified Prospects To Call You?

“Then Find Out What They Really Want Right Now, And Then Give It To Them”

Have you ever heard the story about two brothers who were each going to open a hamburger stand?

It seems the two brothers were quite competitive, and so they had a bet on who could make the most money from their hamburger stand. The younger brother, George, told Ned that he could have any advantage he wanted for his own hamburger stand.

Ned thought for a minute and said, “All right, I want the best hamburgers in town.”

“Fine,” George said, “Your hamburgers will be better than mine. Now what other advantage would you like?”

“I want the cleanest, nicest-looking restaurant in the entire state.”

“Fine,” George said, “Your restaurant will be the best around. What other advantage would you like?”

“I want the friendliest, best waitresses.” “No problem. What other advantage do you want?” “I want the best location for my hamburger stand.”

“You got it- the best location is yours.”

By this time Ned was feeling a bit smug about winning their bet. After all, George had given him every advantage he wanted, so there was no way he could lose.

So when George said, “I would like to have one thing for my hamburger stand, though…”

Ned gladly obliged: “Anything else you want, you got it.”

George couldn’t help but smile: “The only thing I want for my hamburger stand is a starving crowd inside it!” And then he went on to win the bet by a landslide.

So what’s that story got to do with selling insurance and your financial services?

Everything!!!!

Even if you’re doing EVERYTHING else right in your insurance or financial services business, if you make the one mistake of NOT selling to a “starving crowd,” you’re going to struggle in this business.

Let’s look at an example outside of our industry.

Why do you think doctors make so much money? It’s definitely NOT because they’re good salespeople or marketers – in fact, they’re some of the absolute worst around. Yet their waiting rooms are always full of people wanting to see them.

Have you ever thought about what they’re doing that you’re not? They’re marketing to a starving crowd. If you’re sick, you’ll gladly wait all afternoon and pay whatever exorbitant fee your doctor charges. If you have a heart attack, you don’t negotiate fees with your doctor and you don’t postpone your date for open heart surgery because there was something else you’d rather do that day. No, you march right into the doctor, tell him to schedule you right away, and never even ask him what he charges to do the procedure.

Why? At that point, you have an “immediate need” and you’ll do whatever it takes to get your problem fixed.

To be a successful insurance agent or financial adviser today, you must find your own “starving crowd” and offer them whatever it takes to immediately satisfy their immediate hunger. Unfortunately, because insurance and financial services are at best a future need, it’s tough to find a “starving crowd” of prospects for your products.

That’s why you need to turn the tables on your prospects and offer them services which satisfy their most pressing IMMEDIATE needs before you ever offer them insurance or financial products. This strategy quickly turns even your lukewarm prospects into a “starving crowd”.

Remember, everyone is totally self-absorbed and selfish.

All people care about is themselves, and maybe their family.

How about you?

Do you care about me, or what I think… or are you reading this newsletter because of what YOU thought you could get out of it?

Of course, you’re no different from me, or anyone else.

All we care about is ourselves. It’s just human nature.

So, when doing any marketing or advertising, there’s one question that your prospects are going to ask, subconsciously, when they see your ads or whatever:

“What’s In It For Me?”

This is a major point you have to understand. Yes, I know you’ve heard this all before, but this is so critical, so we need to repeat it over and over again until it is firmly implanted in everything you do.

If your client newsletters, sales brochure, Ads and mailers you use answer this question, they will be moneymakers for you!

If they talk about things that don’t answer this question, they will not create responses!

For example, talking about the fact that your company has top ratings does not answer this question. Talking about your credentials doesn’t answer this question. Bragging about being the “best,” or that you “care” doesn’t answer this question. And so on.

But do you see how “How To Pay Off Your Mortgage 10-15 Years Early, Without taking Any Additional Money Out Of You Pocket!” or “How To Generate A Guaranteed Income In Retirement That You Can’t Outlive!” answers this question?

Keep this critical concept in mind whenever you consider any marketing attempt!

Just like you, your prospects only want to know what’s in it for them!

Do you want more information on you can get qualified prospects to call you? Then start by looking at the Insurance Marketing and Sales Resource Center? For about a dollar per day it’s the easiest way to learn how to get ‘Qualified Prospects to Call You!’

Or, you can invest in one of our specialized “step by step’ systems with 3 month of coaching and real support! 

Yours In Success,
Jeremy 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”

Are YOU Following Your Own Advice?

One obstacle that stands in the way of most financial advisors taking their business to the next level, is a lack of clarity about what they want in their own lives.

Case in point… The same problem arises time after time in my coaching sessions with producers wanting to elevate their business to the next level. They haven’t really thought about what they want for their future. Example: When do you plan on retiring? What do you want to do in your retirement years? How much income will you need? How much money will you need to save, to generate the income you need? Will Social Security be there and how much? How will income taxes affect your income?

How much have you thought about your financial future? Have you defined your goals and planned how and when it will happen?

Think about it… Why are you working? Are you working just for the fun of it? Are you working just to provide for your family today? Or, are you working for today and to secure your financial future? How much do have to earn to provide for your family today, and meet your financial goals for the future? Read More

Right and Wrong Insurance Sales Methods…

For the past month, we’ve been conducting a survey of the few agents and advisors who have cancelled their memberships to the Insurance Marketing & Sales Resource Center or returned one of our specialized systems. It appears that the majority of these agents and advisors were expecting to find a magical cure to all their prospecting and sales problems. They want to believe all of the hype being spewed out there. They want to believe that there is a magical system that is going to get hundreds of prospects to come banging on their door and begging to buy their products.

Wouldn’t it be nice if they were right?
Wouldn’t it be great if you could invest in a single lead generation and/or sales program that would work in every area of the country for every agent? You could just follow exactly what they tell you to do and just like magic you are making a six or seven figure income!

Unfortunately, I know of no such magical program.
In our 30 plus years in this business, I haven’t found a single way of generating or buying leads that IS going to work for everyone, in every area of the country. Doesn’t every section of the country have different ways of looking at things, different beliefs and different preferences? Doesn’t every Agent and Advisor have their personal strengths and their weaknesses? Read More