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

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

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

Agency producers are “drinking from a fire hose.”

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

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

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

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

What’s the Mix?

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

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

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

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

Are You Tired Of Working Long Hours To Make A Mediocre Income?

My Father and I started the Insurance Pro Shop in December of 1999, because of the serious lack of real life insurance and annuity marketing and sales training in the industry. We got tired of seeing a 95% failure rate for new agents coming into this industry. Along with seeing 90% of the agents and advisors today struggling, working long hours, to make a mediocre income.

There is plenty of technical training on how our life insurance and annuity products and riders work and the basic benefits of using those products… along with how to run basic illustrations. However, there is very little technical training on how to properly use and present those products. And, the people skills training needed today, for you to find and attract prospects; set appointments; and help people to take action are practically non-existent!

Unfortunately, because most of the training available today just focuses on products, our industry has become one of mainly salespeople, instead of advisors who are dedicated to helping people to improve their financial situation.

If you want to make more than a mediocre income selling life insurance, while working a normal work week, then you can’t continue to follow what everyone else is doing.

You need to finally get the marketing, prospecting, and sales training, coaching, and support you need… to know what the Top Producers know… and do what the Top Producers do… to attract your ideal prospects to you every day!

Then it is about you deciding to learn how to help people to set better financial priorities, so they want to take advantage of the strategies you present.

(We are dedicated insurance marketing and sales trainers, coaches, and mentors… NOT Recruiters!)

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

Get the training you need! Take the first step….
It all starts with a membership to our… Insurance Marketing and Sales Resource Center! This is the highly specialised insurance marketing and sales training you have been missing… with our complete ‘Step by Step’ programs and courses. For about $1 per day, you will learn what you must know and do today, to take your sales to heights most people can only dream about!

It’s Hard

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

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

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

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

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

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

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

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

Middle Income Families Need & Want Your Help!

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

  • Out of control Consumer Debt

  • No Savings

  • Stock Market Losses

  • Low Interest Rates

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

  • Falling House Prices, (No Home Equity)

  • Foreclosures, (Upside-down Mortgages)

  • Disappearing Jobs (Companies Folding)

  • Flat Wages

  • Unavailability of Mortgages

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

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

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

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

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

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

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

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

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

Are You Making This Huge Critical Mistake!?!

Let’s face it, 90% of “new” & “experienced” agents, advisors, planners, and P&C agents are struggling today, working long hours, to earn a mediocre income selling life insurance, annuities, investments, and their services.

Why?

A major part of the reason is because the ‘Old Fashioned’, traditional appointment setting and sales training programs that were once somewhat successful, have completely lost their effectiveness over the years. People are much smarter today and won’t fall for the ‘Out Dated’ sales tactics, presentations, and closing techniques still being taught today.

However, there is an even bigger reason why 90% of the agents and advisors are struggling today!

The main reason advisors are struggling today is because they are making a huge critical MISTAKE! They are presenting their product or sales idea before they have helped the prospect to see and fully understand the problems they are facing. So, people see them as the typical salesperson, instead of a ‘Trusted Advisor’ who is there to help them! 

Are you one of those people?

However, it’s not your fault…

You have been misinformed. You are constantly being shown a ‘fantastic and exciting new product or sales idea that everyone will love!’ Then, you are being told to go tell the world about the product or sales idea and it will practically sell itself! However, it rarely works that way! Contrary to what you are being taught or want to believe, people don’t really care about your fancy new product or sales idea. What they want is real help to find a solution to the problems they are facing! They want to know “what is in it for me.” 

How can you possibly recommend a product or sales idea to someone, if you and they don’t fully understand their situation? How can you (or they) be sure it’s right for their situation? Will it really help them? Is it the best solution for their situation? Or, will it actually hurt their situation in the long run?

Important Note: The question isn’t really whether the questioning, appointment setting, fact-finding, and sales presentation techniques we teach work. We have hundreds of testimonials from people who have doubled and tripled their income, in 90 days or less, using the techniques… that proves they work! The question is… Are you willing to put the time and effort in… to make these techniques work for you?

Is your excuse… “I’m too busy!” and/or “I can’t afford it right now!”

Stop making excuses… Challenge yourself to reach new heights. New opportunities lie hidden around every corner. However, you will never find them if you keep making excuses!

Consider, you have everything that the most successful people have had: a MIND and a WILL; so use them to accomplish your dreams. The reality is, there’s nothing you can’t do, if you make the decision, to make it happen!

(We are dedicated insurance marketing and sales trainers, coaches, and mentors… NOT Recruiters!)

If you want to make it easier to set more appointments and close more sales, then isn’t it time you learn the ‘Insider Questioning Techniques?’

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

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

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

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

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

Would you like to learn a better way?

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

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

  1. Find and attract more new prospects.

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

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

Read More

Do You Want To Sell More Life Insurance?

One of your most powerful sales tools, in any sales call, is a written testimonial from a satisfied client. With the clients’ permission, you can recount their situation (in general terms) and describe how you were able to help them. The only problem with this lies in the credibility of the story. Will they believe it? Your prospect may, at least partially, disregard the story as just a sales ploy. The absolute best way to overcome this problem is to also provide a testimonial of your own personal story, and own what you sell.

Your own testimonial is a great tool to help those skeptical prospects to see the value of what you are offering and buy into the concept or product you are selling. For example, if you are selling life insurance as a supplemental retirement vehicle, or a college funding vehicle, while protecting your loved ones, you better be doing what you’re preaching. How can you sell the concept, if you don’t believe in it enough to buy it for yourself?

Owning what you sell gives added credibility to all your recommendations. It demonstrates that you are a total believer in what you do. However, you can’t just tell them you own the life insurance policy yourself. You must take your own life insurance policy (ies) along with you on all your appointments to show your prospect what was appropriate for your situation. Bringing your policy (ies) along with you clearly shows the prospect you followed your own advice. It then becomes concrete evidence for your prospect, and while in the midst of making an emotional decision, your clients will see that you took the steps to protect your family and save for your future. Therefore, they should do the same. In fact, all of the agents we work with who are truly successful at selling life insurance can speak from the heart! They believe in it so strongly that they own multiple policies on themselves and their family members. Read More

Insurance Pro Shop’s Training… Changed The Way I sell!

Evey week, I post articles, showing you how to become a better agent or advisor. This week I want to share some stories from some of our trainees. Below are 2 quick testimonials, a link to an upcoming web class we are offering and a 2 more testimonials.

“Jeremy, I just wanted to take a minute to thank you for your coaching. Following your sales system and working one on one with you has helped me increase my sales. I know it took some time to get me started but this year I have already doubled my production and written higher quality policies. I look forward to updating you as the year goes on.” Robert Lilly, Farmers Insurance, MO (15 years) April 2017

“I just got off the phone with my CPA – I increased my bottom line 2 and half times over last year! He wanted to know what I was doing differently. He’s impressed – and wants to do a joint venture with me. You guys are right on the money. Your system absolutely works! My clients are happier and better off and so am I. I’ve said the same before but this is real proof. The bottom line doesn’t lie!” Audrey Sendrowski – MA (10 years) March 2017

Don’t miss our next class….

Have you ever seen your prospects eyes glaze over with confusion with your presentation?

Would you like to convey a complex concept in a simplistic way… in less than 5 minutes?

Join us Thursday, May 25, 2017 (1pm EST) for a special 1 hour Web Class…

“5 Minute Presentations To Quickly Sell Your Concepts”

Listen and Learn while I (Jeremy Nason, RFC, CTA) and Alex Villa, CTA share simple ‘5 Minute Presentations’, using questions that will get your clients’ to answer their own objections before they happen. The presentations will also convey complex topics in a way every prospect can understand.

  • How Much Do You Need For Retirement…
  • Qualified Plans (Seed or Harvest)…
  • Everything I Know About Life Insurance…
  • Borrowing To Invest Home Equity…
  • Using Equity To Pay Off Debts…
  • Why Use Investments To Pay Off Debts…
  • Recouping Losses With Mutual Funds…
  • Income Losses With Mutual Funds…
  • The Value Of Indexed Accounts…
  • Simple Spilt Funding…
  • The Average Return Lie…
  • Using Life Insurance to Replace Lost Income in Retirement…

At the end of the class, you will receive a full recording of the event and some Free Gifts!

If you are serious about making 2017 your best year ever! Then don’t miss this Webinar!

Reserve your spot now!

With a small investment of only $67.00!

Our web class program only allows us to offer 47 spots for this class…

“I wish every agency and professional association would use your systems. While they are far from basic they do remind me how vital the basics are to my business and our industry. They reinforce the fact that questions, not products, help people to see you as an expert. The first time I used your two page presentation template I closed a 12K commission term conversion. After reviewing it the client literally said, let’s go with the second option that you proposed. That’s it! There was no closing, no cajoling, and no begging. All the work was done during the first meeting. Thanks for all your help and coaching and please know that I appreciate your commitment to our industry.” Brandon Green, ChFC, CLU, CAS, CLTC, FSS, LUTCF, Allstate – TX

“I made $25,953.39 in commission on an annuity sale last month and $11,285.09 on two sales this month for a total of $37,238.48. I am still working a large case for this month. I couldn’t have done it without you either. It works, if you work it!” “Thanks!”  John Young – TX

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Would you like to know how and why the best producers are able to sell large amounts of cash value life insurance?

If you knew their secrets could you sell large amounts of cash value life insurance, just like they do?

We’re talking about you earning $500,000 or more in first year commissions each year!

Some of you may be thinking; “Yah, that would be great! But, the reason those producers are able to sell so much life insurance, is they have the technical knowledge, for a very specialized life insurance niche market. They are working with 412i plans, Estate Conservation, Premium Financing, Charitable Giving or some other specialty market.”

While it’s true that some of the more prolific producers do have the technical knowledge, and work in one of these very specialized advanced markets, it isn’t how and why they are able to sell large amounts of cash value life insurance.

It may surprise you to know that every one of these ‘life insurance sales leaders’ has the same basic problems you do! In fact, in most cases, the people who work in those very specialized, advanced markets have much worse problems, because of the extremely small size of their market, plus the competition, bad publicity and the large amounts of money they work with. However, they are successful because they know four simple secrets that you don’t! Read More