Costly Sales Mistakes and how to avoid them!

#1 Most Costly Sales Mistake & How To Avoid It

Are You Losing Sales Because You Are Trying To Solve Your Prospects Problem Too Soon? This sales mistake is costing you big time!

One of the most blatant sales mistakes that I see agents, advisors & planners routinely make today is trying to solve a prospect’s problem before the prospect sees, fully understands and wants to solve their PROBLEM /S! The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need.

Yes, I know, it’s very difficult not to respond to what you may feel is 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 tend to see you as just 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, they’ll practically sell themselves!

Present your solutions and benefits later when they have the most emotional impact!

Crush this costly sales mistake…

Take the next step and 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 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!

Stop Following The Herd… “Become The Life Insurance Sales Leader You Were Meant To Be”  And You’ll Start Making Real Money!

From the time we’re old enough to walk, we’re told to work hard, think for ourselves and above all else, never succumb to peer pressure.

Yet, as we grow older and less confident in ourselves and abilities, we find it’s easier to simply follow along with what everyone else is doing – a phenomenon known as the “Herd Mentality!”

This “Herd Mentality” is obvious when it comes to the fashionable clothes we wear, the expensive cars we drive, the number of credit cards we use, the large homes we buy and where and how we invest our money. Like clueless cows led to the slaughter – we simply follow what everyone else is doing.  The result is we all of a sudden wake up one day to discover that we’re in debt and broke.

The same phenomenon is also apparent on how we are building our financial practice. We are simply following what everyone else is doing… calling on our friends and family, cold calling businesses, running ads in the newspaper, using direct mail, purchasing leads or learning the latest, hot, new product or sales concept.

If these insurance prospecting and sales ideas actually worked for most people, then why are 90% of today’s agents, advisors and planners struggling year in and year out to make a mediocre living.

If you’re tired of struggling like the rest of the herd,
then you must stop following the herd.
Read More

Why Found Money Management™ Is The Leading Life Insurance Sales System In The Insurance Industry!

Would you agree that most financial advisors are indeed lucky today, if they are able to earn $30,000 to $40,000 per year (after expenses) selling cash value life insurance?

What if in 30-60 days from today you could be earning $30,000 to $40,000 per month, instead of $30,000 to $40,000 per year? What would it mean to your family… your career… your life?

Do you really want to double and triple your income in 2018? Then you must understand why most financial advisors are struggling today selling cash value life insurance (or any product). And, why so many advisors are investing in the Found Money ManagementTool Kit.

The main problem today is that most financial advisors were never taught an effective marketing (lead generation) system that would identify and attract a consistent flow of the ‘IDEAL’ life insurance leads to them. When they first entered this business, they were taught to approach everyone they knew (Project 100), to make some sales appointments and they were given a script to memorize, to ask for referrals. For a few advisors this worked and they’ve gone on to be very successful in this industry. Read More

How To Be In Front Of Your ‘IDEAL’ Life Insurance Prospects!

Ever since we introduced the Insurance Pro Shop in November of 1999, we’ve been helping agents all across the country, to recognize that prospecting doesn’t have to be hard, frustrating or expensive. If you’ll take the time to learn the ‘Insider Secrets’ to properly and effectively market your services in your local community and make a few minor changes and apply some simple techniques… “You can be in front of more of your ‘IDEAL’ life insurance prospects in one month than most agents will see in an entire year.”

Some agents have quickly grasped our message, immediately applied the techniques we recommended. In a matter of only a month or so, they’ve been able to double and triple their commissions and/or fees to $15,000 – $30,000 or more per month. For other agents, it’s taken six months, to a year, to double and triple their monthly income. And, unfortunately there are some agents who are still struggling, because they’re afraid to make any changes. So, they continue to do what’s easiest and most comfortable for them right now.

The simple truth is that within the next two to six months, each and everyone of you can double or triple your income, if you’ll recognize that this, or any business you’re involved in, is about your ability to consistently attract your ‘Ideal’ prospects to you. Your success in business is ultimately determined by your ability and willingness to market yourself and your services to your ‘Ideal’ prospects.

Let’s Get Down To The Critical Issues… Read More

How To Find Your Ideal Life Insurance Clients!

Every week we get a call from a successful financial advisor who is earning a gross income of $100,000 or more per year. They are calling us because, while they are making a good living, they are tired of traveling all over the county and state selling their annuity and life insurance products. They are tired of working 60 hours or more each week chasing their leads all over creation.

Are you in the same situation as these advisors? How many more people could you see, (or how much more free time would you have) if most, if not all your clients were in your local community?

How much of your hard-earned money are you spending on life insurance leads, preset appointments, direct mail campaigns, dinner seminars, etc. trying to get leads? How much more effective would these lead methods be, if the people you were contacting immediately recognized your name as the financial expert in their area?

How much of your precious time are you spending on the phone following up on those leads, trying to set an appointment? How many more appointments could you set with those prospects, if those people already knew about you and the valuable services you provide? Read More

Five Ingredients of Superstar Insurance Professionals

In the past 30 years we’ve seen a dramatic reduction in the sales force for the insurance industry. Agents are leaving in droves and there are very few companies that are bringing in new agents. This, at first, would seem to be good news for many of us… less competition.

However, the reduction in the sales force isn’t over yet. Our companies are still having trouble competing with the banks, investment houses, internet sales, television personalities and other distribution channels. Profit Margins are shrinking and our companies are still being forced to cut expenses. One of the easiest ways for them to cut expenses is to get rid of the low producing agents and only work with the most profitable agencies and producers.

So, the big question is whether you will still be here 5 years from now?

If you want to be a survivor and enjoy long term success in this industry, you’re going to have to make some major changes. You can no longer afford to be just an insurance agent selling insurance, or a financial advisor selling investments, you must become a true sales professional.

Being a sales professional means knowing you’re a salesperson, and making the customer’s needs primary. You cannot help people if you can’t get in front of them, and then get them to take action.

Most of the insurance agents and financial advisors entering this business did so because of the opportunity for exceptional financial rewards. However, the most successful agents and advisors soon discovered if they wanted to succeed it wasn’t about the money, but the service they were providing… Making A Difference In People Lives! 

Industry super-achievers, such as Ben Feldman and Mehdi Fakharzadeh have had a real passion for this business. They all have had a sincere belief in the industry and how it helps people.

What can we learn from them?

Ben Feldman pointed out that… “Most people buy not because they believe, but because the salesman believes.”

Mehdi Says: “Your Success Depends On How Other People Respond To You. Others Hasten Your Rewards. They Can Also Block Your Progress. Cultivate Sensitivity Towards People. Place Yourself In Their Shoes.” Remember The Golden Rule: “Do Unto Others As You Would Have Them Do Unto You.”

Here are five ingredients that all the industry legends have, that enabled them to build a successful lifetime career in sales. Read More

The Missing Piece To Make 2018 Your Most Profitable Year Ever!

Now, for many of you, this may sound very basic. And, as you read this you’ll probably say; “I’ve heard it all before!” The problem is… “Not one in a hundred agents are doing it!” Why aren’t more agents doing it? It’s because they believe it’s too complicated; it takes too much work, and they don’t know where to start! What am I talking about? I’m talking about creating a simple and very effective business plan!

Let’s make it very easy and we’ll help you get started…

All of the talk about a business plan is not hooplah.

If you really want to grow your business in 2018, then you must have a plan.  

An insurance business plan is just as important as it is in all other industries!

Have you ever used or heard the following? Read More

How Can You Consistently Close Sales With ‘9 Out Of 10’ People You Meet?

While most agents and advisors seem to think that closing sales with ‘9 Out Of 10’ people you see is impossible… if you know the ‘insider secrets’ it’s actually very easy!  During my 7 years as a personal producer I was able to consistently close ‘9 Out of 10’ people I met with.  That is one of the reasons my son Jeremy and I are being called the ‘9 Out Of 10 Guys’. (My Media Consultant, the legendary Forrest Wallace Cato came up with that phase when we first started the Insurance Pro Shop in 2000)  And, ‘No’, I wasn’t a pushy salesperson. I didn’t use any of the 101 closing techniques. My lapse rate was below 5%.  And, I didn’t replace other insurance policies in the home.

By the way, if you talk to most of the leading producers in our industry you’ll find that they are closing ‘9 out of 10’ people they meet with.  It’s because they know and practice these 3 ‘insider secrets’ I’m about to reveal to you. So, what I did wasn’t really anything special.

However, the fact that my sons and I have been able to help ‘9 Out Of 10’ agents and advisors to become significantly better at identifying, attracting and setting appointments with their ‘IDEAL’ prospects, and those agents and advisors are now closing a much higher percentage of their sales calls, is what makes our training unique and very special.   Read More

7 Outdated Sales Closing Techniques That Are Flat Out Terrible!

Written by Leslie Ye

In Glengarry Glen RossAlec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.

Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.

The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.

Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.

Many sales tactics have changed with the times. But closing is an area where reps still struggle.

It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.

“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.

Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.

1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More

How To Double & Triple Your Life Insurance Sales In The Next 90 Days… “GUARANTEED???”

My family and I wish we could absolutely guarantee that if you invest in one of our specialized systems you will double and triple your life insurance in the next 90 days. But, that depends entirely upon your ability, desire, dedication, effort and motivation to work and use the advanced life insurance marketing, prospecting and sales ideas, strategies, tips, tools and training in those programs.

However, we can ‘GUARANTEE’ that when you invest in one of our systems you will receive all of the personal training, coaching and support you need to make those systems work. The rest is entirely up to you. 

Now consider, is there any other insurance sales training organization that is recommended and endorsed by over 40  industry legends, leaders and experts?

Can you find any other insurance sales training organization that has hundreds of written and video testimonials from satisfied clients?

You can have everything you want in your life and career, but you have to decide what you want… and then take action!

Here is a testimonial we received a few months ago from one of our ‘Raving Fans!’

“your programs are the best material for new agents,
as well as veteran producers like me.”

Dear Jeremy, Read More