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7 Outdated Sales Closing Techniques That Are Flat Out Terrible!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

How To Be Successful Selling Mortgage Insurance!

Unfortunately most life insurance trainers, recruiters and managers today are still teaching their agents the ‘Old Fashioned’ approach to selling mortgage insurance. They still believe that selling mortgage insurance is nothing more than a numbers game. They believe that everyone who has just bought or refinanced a home needs mortgage insurance. So, if you send out enough sales letters to people with new mortgages, you’ll find enough people who say they want mortgage insurance and you will make all the mortgage insurance sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) new mortgage leads, you’ll set three (3) sales appointments, and you’ll close one (1) mortgage insurance sale. (Term Insurance – average sale of $600 in commissions)

The main problem with this ‘Outdated’ 10-3-1 logic is that if you want to earn a minimum net income of $50,000 per year you’ll need a minimum of thirty (30) new mortgage leads per week, to schedule nine (9) sales appointments, and close three (3) mortgage insurance sales per week. And, that doesn’t allow for any cancelled appointments, not-taken policies, declined applications, lapsed policies, etc.

There is a better, much EASIER and more cost-effective approach to Generating Mortgage Leads and Selling Mortgage Insurance!

The proven, time tested approach we take (in all of our systems and training) is making sure that agents are attracting, contacting and meeting with their ‘IDEAL’ mortgage insurance prospects! Instead of playing the numbers game, we want you to focus on identifying and attracting the mortgage insurance prospects that are in your local community. The people that you have the best chance of selling! Our strategy is based on 5-4-3! If you talk to five (5) of the ‘Right Prospects’, you’ll set four (4) appointments and close three (3) sales. (Cash Value Life Insurance – average sale of $2,000 in commissions) Read More

It Is All To Easy For Us To Blame Our Financial Problems On The Economy!

Last week we discussed how you can help families to live the ‘American Dream!’

Do you remember the stats from the recent CareerBuilder report (7/2017)?

  • 78% of full-time workers said they live paycheck to paycheck… up from 75% last year.
  • 71% all U.S. workers said they’re now in debt… up from 68% a year ago.
  • 56% said they are in over their heads with debt.
  • 56% save $100 or less each month.
  • About 18% of workers said they cut back on their 401k contributions or personal savings in the last year.
  • More than one-third don’t put any money away for retirement.

I think these stats are extremely scary. But, what is even more scary is that most people are blaming their problems on our struggling economy… lack of good paying jobs, rising costs of the essentials, etc.!

Most people are  unwilling to take responsibility for their financial situation.

“Man must cease attributing his problems to his environment,
and learn again to exercise his will – his personal responsibility.”

Albert Einstein

Here is a recent article that I found, that should help you put things into perspective for you and your clients.

Remember it all starts with you! Read More

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

3 Myths About Life Insurance That May Leave Your Family Unprotected!

3 Myths About Life Insurance That May Leave Your Family Unprotected!

When you’re just starting out, it often seems that a dollar never stretches far enough. And with new commitments, such as buying your first home or having children, comes the responsibility to make sure your loved ones will be provided for financially, no matter what life may bring.

If you were to die unexpectedly, life insurance is there to make sure your loved ones can maintain their standard of living, stay in your home, send your kids to the same schools and keep their plans for the future on track. It also gives the grieving spouse or partner time to make decisions, or in some cases find work outside the home, without worrying about finances.

But common misconceptions often prevent young families from purchasing the life insurance they need.

Myth 1: I only need life insurance if I’m the primary breadwinner in my family. Whether you bring home the largest paycheck in your household or a smaller one, your family relies on your income to maintain its quality of life, and it would be missed if something were to happen to you. Even if you don’t work outside of the home, having life insurance is a smart choice. Stay-at-home parents perform valuable services such as childcare, cooking, housecleaning and household management, which can be costly to replace for a surviving spouse or partner. Read More

Don’t Invest One Cent Of Your Hard-Earned Money Until You Check Out This Guide…

Are you new to insurance sales? Or, maybe you’ve been selling insurance products and financial services for five, ten or more years. Have you been looking for marketing and sales systems and training programs to help you get started, or to take your sales to a six-figure income and well beyond? Have you been searching the Internet, looking in industry publications, talking to your manager, talking  to your associates, and asking successful agents… “What’s the Best Sales System Out There?” “Who Do They Recommend?”

Did you find there are hundreds of companies offering marketing and sales systems and/or sales training? Did you decide to contact a few of these companies? After reading their materials and/or listening to them, were you totally confused and uncertain whom to choose? Because, each one of these companies tells you that they are unique and the very best.

So, how do you make an intelligent decision?

I empathize with you. I have a similar problem. How do I prove to you, that we have one of the best sales systems and training programs in the financial services industry? It’s a difficult problem.

Like many of our competitors, we could make outrageous claims that appeal to the insecurity, fears and greedy human nature of most sales people… “Guaranteed Overnight Success!” “One Thousand New Prospects In Six Weeks!” “Get High Quality Prospects To Call You And Beg For An Appointment!” “Work From Home In Your Underwear!” or “Make A Million Dollars In Six Months, Working Part Time!” But, I hope you are too intelligent to fall for any of those… ‘In-Your-Face’ advertisements! The vast majority of the people that use these ‘In-Your-Face’ advertisements tend to be hucksters and scam artists! They know that most financial professionals are like most other people, in that they all want and are looking for instant gratification and immediate success.

The truth is that none of us can ‘absolutely’ guarantee that you will succeed using our programs.

There is no marketing, prospecting and sales program that will work for everyone, in every area of the country. There are just to many variables. We don’t know you, your talents, your financial situation, your weaknesses, your strengths, your education, your experience, or how hard you are willing to work! We don’t know the people who live in your area of the country. We don’t know their attitudes, likes, dislikes, or demographics! And, we don’t know whom you are competing against, the amount of negative publicity in your immediate area, how competitive your products are, or the overall demand for your products, and services in your area?

So, how do you select the best system and sales training organization for your situation and area?

You Must Do Your Homework!

Here are the major points we look for, before we’ll invest any of our time and money in any of the companies, systems, etc. that want us to do business with them. (modified to fit your situation)

  • Does the company give you their full contact information? Do they provide you with the name of the owner, key people, their company address, telephone numbers and an email contact form? If they don’t list all of this information, you must ask yourself why they don’t! Shouldn’t you be able to call them and actually talk to a real person to find out more about their program and support to see if it is right for you, your situation and area? If they don’t provide their names, how can you verify their credentials? What does this tell you about them?
  • Have these people ever actually sold any products or services in the financial services industry? Is what they offer just information they’ve learned from a book or they’ve used in some other sales situation? Do they have any actual experience selling intangible financial products and services?
  • How successful were they in personal sales? Are they just telling you they were successful, or do they have actual documented evidence? In the financial services industry, every company that I know gives out plaques, trophies and other physical awards to the top 10-20% of their producers.
  • How long were they in sales as a personal producer? There are many people who were successful for a year or two, but are now out of personal sales because what they were doing to get sales eventually backfired and stopped working. They made a good living for a year or two… but they were the typical pushy salesperson, didn’t tell the whole truth, tricked people into buying, or were just selling to friends and family. They were forced to leave personal sales because they had a high lapse rate, were unable to get referrals and find new prospects, etc. Are these the people that you want to help you, with your career?
  • Do these people have any actual experience training new and/or experienced sales people? And, for how long? Just because a system worked for them doesn’t mean they know how to train others on how to be successful using it! Or, that the system they used is transferable to others?
  • Do they work fulltime training agents and supporting their systems? Or, are they still working fulltime in personal sales? If they are working full time in sales, how much time will they be able to spend helping you? How hard will it be to contact them?
  • Do they have testimonials from satisfied customers? Unfortunately, it’s easy for people to fake written testimonials, if they do not give the agent’s full name, picture and state. Video testimonials are harder to fake. Do they have satisfied customers that you can call?
  • Do they have multiple endorsements from financial industry leaders and associations? In general, these endorsements are not easily obtained, because successful people and associations are not willing risk their reputation by endorsing something that doesn’t work! And, these endorsements are not easily faked, because it is very easy to verify if the endorsements are real! How many endorsements do they have? Do they just have one or two endorsements from their friends?
  • Do they offer a detailed list of what’s in their courses and systems? Why not? Is it primarily just a lead system, just a sales system, or a software system? For any system to really help you, it must provide detailed information about marketing, prospecting, appointment setting and sales? It can be the best lead system, sales idea, or software but if it doesn’t help you to consistently be in front of the “Right” prospects, then it’s almost worthless!
  • Are they upfront with the actual cost of the training and materials? Or do you have to call them to get the information? Why aren’t they willing to disclose the cost of their materials and training up front? Are they trying to force you into contacting one of their sales people? Are they just interested in getting all of your contact information, so they can inundate you with offers? Or get you to contract with them?
  • Do they offer personalized training and coaching? Or, is it all group training sessions? Will you get help tailored to your personal situation?
  • Do they offer a… 90 Day, No Questions Asked, 100% Money Back Guarantee? Fortunately for you, most of the lesser programs cannot afford to offer a ‘Money Back Guarantee!’ Or, they require you go through a time consuming process to qualify for a partial refund. This makes it a little easier to determine if they are a successful and reputable company.
  • Are they members (in good standing) of one or more consumer protection agencies, such the ‘Better Business Bureau’? Most of the companies, with lesser programs, are not members of any consumer protection companies, because they get too many complaints. It’s easy to check with consumer protection agencies to verify that they are members in good standing.
  • What’s their overall reputation? With today’s Internet it’s very easy to check out any company or individual! If they can’t be found on the Internet what does that tell you about their credibility, along with their marketing and sales ability?
  • Are they just recruiters in disguise? Unfortunately, the vast majority of recruiters will do or say whatever they believe will get you to sign up with them. They’ll offer you… ‘Free Leads’, ‘Free Systems’ and ‘Free Training’ just to get you to contract with them. We suggest that, before you contract with them, ask to talk to their five newest agents. (Agents contracted within the last 6 months) If they can’t or won’t do that, then what does that tell you about them?

If you want to find the best systems and sales training for your particular situation, then you must take the time to do your homework. Do not fall prey to the ‘In-Your-Face advertising. By using all the 15 points outlined above you will give yourself a much better opportunity of ‘Selecting The Best Systems and Sales Training’ for your situation.

However, don’t stop there! Always ask to speak to one of the key people in their organization! Not just one of their sales people! Ask them to help you to determine if their system and training is right for you!

Does this make sense? Would you have your best chance of success, if you found a company that meets all 15 points?

Yours In Success,
Jeremy Nason

Two Great Ideas From Our Members

Can you believe it! It’s already September? We’re two thirds through the year. It’s less than two months until the holiday season sets in. Where does the time go?

How are you doing this year?

Is your income up this year – or is it down?

Will you reach your goals?

How do you feel about that?

Because of the nature of our business, most of the agents, advisors and planners who call us are the ones who are having problems. Their income is down. It’s getting harder to find leads, set appointments, let alone close the sale.

However, it doesn’t have to stay that way! Sometimes a simple idea can make a big difference, in only a few weeks.

Here is a great idea from our friend Lewie Wood.
Mr. Wood is a ‘Lifetime Member’ of the prestigious Million Dollar Round Table and an inductee into the MDRT Hall Of Fame! The MDRT is an international, independent association of less than 1 percent of the most successful life insurance and financial services professionals from 76 countries around the world. Note: Mr. Wood has been a member of the Insurance Pro Shop since 2009. He has invested in several of our specialized systems and attended our Trusted Advisor Success Training.

In Times Like These “PARTNER UP”

“If you are relatively new to this business, evaluate your personal strengths. Do you have good contacts with schools, hospitals, cities, counties, state, federal employees or employers that provide retirement plans? Search out a top financial advisor / insurance professional in your community who can help you harvest from your relationships. Harnessing your years of experience with personal relationships will lead to your best year ever, and you will solve problems for lots of people who will refer to others who need your help.”

“For those with no connections, host a financial planning party. Invite friends, relatives, neighbors, clients, etc to a party at your home. Nothing lavish! Have a guest speaker (i.e. expert financial advisor) make a brief presentation to show people how to “Live Debt Free and Truly Wealthy.” Start a stream of inexpensive fun ways to warm referrals that result in significant production. Partner up for success!”

Partnering up is a great way to learn how to help people and learn how to get them to take action.

 

Here is a great idea from our friend Tony Fillipone.
Mr. Fillipone is in the top 1% of producers in the country. Note: Mr. Fillipone has been a member of IPS since 2003. He has invested in all of our specialized systems, attended our many of Trusted Advisor Success Training events, an is in our coaching programs.

Educational Workshops

“I remember in 2008 between October and December things were looking pretty bleak. I was running a little scared due to the horrible economic news. It seemed as though people were not doing anything and my business was feeling it. I even decided to scale back my operation. However, thanks to Lew’s and Jeremy’s coaching and support I was able to hang-in-there, and the next year was one of my best years ever.”

“Even during that economic downturn, I never stopped sending out my newsletters, or doing my workshops. In fact, I even uncovered several free speaking engagements and starting to profit from them. I stopped doing expensive dinner seminars and am doing much cheaper workshops at the local Library. I literally, have had to turn people away from my workshops, because I had more people sign up than I could fit in the room. Not only that, but many of the people who were too scared to do anything that year called me back and told me they were ready. In the ten years I spent in this business before I started working with the Insurance Pro Shop, I can’t remember anyone ever calling me back and telling me they were ready to move forward. Now, it happens all the time.”

Yours In Success,
Jeremy Nason