A Positive Mental Attitude Can Change Your Life!

Have you ever heard; “Whatever the Mind Can Conceive and Believe, It Can Achieve?”

It’s one of my father’s favorite quotes. And, something I firmly believe in.

If you want to succeed, it all starts with developing and maintaining a Positive Attitude. You must believe, with all your heart, you were born to win. Understand that within you are all the vast resources, potential, abilities, and the powers you need to become a Champion.

Start by mingling with people who are Positive. Don’t blame God or anyone else for your lack of success. Develop a burning desire to succeed. Keep your mind on those things you want and off the things you don’t want.

Napoleon Hill said you need certain things to change your world. They are: Read More

You Must Have An Agenda You Follow During The Entire Sales Cycle!

…To Close More Life Insurance And Annuity Sales

Your prospect has made an important decision, they have decided to meet with you. Congratulations, you’ve made your ‘first sale’ to the prospect. You sold them on the reason for the appointment. Now, you want them to become your client. So, what do you do? Are you going to wing it like most agents and advisors? Or, do you have a set ‘step by step’ agenda for that appointment?

What do you want to accomplish at this first meeting?

  • Do you want to make a good first impression… gain their trust, respect and build their confidence in you?
  • Do you want to help the prospect to see and understand the problems he/she has, so that they will buy into the solution you can provide them?

One of the best ways to make a good first impression is by following a set, ‘step by step’ agenda throughout the entire sales cycle. You want to send a POWERFUL message to your prospect: “This meeting was important enough to justify advanced planning on my part.”

You are a professional financial services advisor. Having a well-rehearsed agenda reveals your preparation. Prospects and clients will know that you respect their time. An agenda demonstrates what they can expect throughout the process; you are thorough, leaving nothing to chance.

What’s included in your agenda?

  • Do you tell your clients how you work, what they can expect from you, what it will cost them, and give them a brief outline of your credentials?
  • Do you have a series of ‘thought provoking questions’ that gets them to think and talk about the problems their family and they face today and in the future?
  • Do you have a set sales presentation (s) that demonstrates how your product and/or service will help them to solve their problems?
  • Do you summarize what they have told you they want and need at the end of the sales presentation to show them you were listening to them and you understand their problems and concerns?
  • Do you tell them that you are going to take all the information they gave you, back to your office and review it, so you can come back with your best recommendations?
  • Do you present a written summary of the first meeting with written recommendations?

If you are not closing 9 out of 10 sales calls, is it because you don’t have a set, ‘step-by-step’ agenda?

How do create a ‘step by step’ agenda? You can do it by experimenting (trail and error). Or you can invest in our How To Close ‘9 Out Of 10 Sales’… By Asking The ‘Right’ Questions… Videos! And, the scripts, questions, simple presentations, and closing presentations are all there, written out for you.

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’

Are You A “Product Pusher”/”Policy Peddler”?

“Product Pushers” and “Policy Peddlers” are everywhere and they are known by many names, most of them very unflattering. They are the salespeople who present their products prematurely before they have truly understood what the clients needs and truly wants. Usually, before the client is ready to think about a solution. These salespeople are much better at talking than listening. Needless to say, they are more focused on making a sale, than helping the client to get what they really need and want.

They are the salespeople who are consistently telling people what THEY believe their problem is, instead of asking open-ended questions to get them to tell themselves what their problem is. Consequently, when these salespeople present their solution, they invariably get a wide variety of objections, with the final objection of… “I need to think about it!”

How often are you getting a lot of objections, with the final objection of… “I need to think about it?”

Would you like to make it much easier to get your clients to take action on your solution?

Then remember… “TELLING IS NOT SELLING!”

Ask questions to get them to tell you what’s important to them?

Do you want to become a “Dream Protector” or “Financial Doctor?” Then download our Free Whitepaper How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions or start by becoming an elite member of the Insurance Marketing and Sales Resource Center! (for about a dollar per day)

Selling on Value – The Two Key Principles of Value Selling

The Difference Between Price And Value
Most agents and advisors know the difference between price and value. The challenge they face is how to ‘Sell The Value’ to their prospects. If you can’t do this and your sales strategy is based only on ‘sell based on price’ you will set yourself up for failure.

Regardless of whether you are new to sales or are a sales veteran, you must incorporate value added selling into your sales toolkit. To do this, a good starting point is to look at the two key principles behind every value added sales strategy.

Look at value from the customer’s perspective…
This is the most important principle because you can’t apply the other principles if you don’t or can’t identify a particular client’s value drivers. A product or service has value only when the customer perceives it to be so. This may sound like common sense, but surprisingly, it is not common practice.

What are the key skills needed to implement this principle? Quite simply, the ability to ask good questions, what are called ‘value creation questions,’ are essential as the first step in your value selling strategy. Read More

15 ‘LOW & NO COST’ Ways To Find Life Insurance and Annuity Prospects

One of the main reasons agents and advisors are continually struggling to make enough money selling life insurance and annuities is they are taking what they think is the easy way to find prospects. They are spending a lot of their money, buying leads or taking a cut in commissions to get leads. Consequently, they end up wasting most of their TIME and MONEY trying to set appointments with a lot of low-end prospects. (People who are shoppers, have health problems, or are just curious!) They are missing the actual easiest and most cost effective ways to be in front of their ‘IDEAL’ prospects every day.

Here is a question we get every week from agents and advisors who finally realize there has to be a better way…

QUESTION: I could use some help in other marketing areas. I use the phone a lot. I’m on a very limited budget right now and am very frustrated. I love my work, but I’m not doing what I need to do, to be successful. Can you help me?

ANSWER: There are a lot of ‘NO COST’ or very low cost things you can do to help you find more prospects. You can:

  1. Call all your existing clients and ask for referrals…
  2. Call all your existing clients and offer them client workshop. Have them bring a friend…
  3. Call all the people in your neighborhood and use the survey approach…
  4. Use some of the articles from our newsletters (rewrite them a little) to get yourself published in your local newspaper, associations etc. … Make sure you have a byline with all your contact information.
  5. Set up a joint venture with a P&C agency, attorney, accountant, doctor, chiropractor, dentist, optician, beautician, auto dealers, etc…
  6. Call all the prospects you didn’t sell, and do the survey…
  7. Put up a flyer offering a free report, or workshop – in grocery stores, car washes, and oil change places. Or, put it on cars in doctor’s parking lots, etc.…
  8. Put a free report in a nice, clear front binder, with all your contact information, into waiting rooms…
  9. Make a list of everyone you do business with… Ask for their help… Ask them hand out a flyer to every one of their clients… offering a free report or workshop…
  10. Offer a information workshop for churches, women’s groups, and other associations… Starting with your local Church or Synagogue…
  11. Make a list of every one you, your parents, friends, and relatives know, and then offer them a free workshop or free report
  12. Offer a free educational workshop to your local library or senior center…
  13. Offer an adult education class at a high school or college… (They might even pay you)
  14. Offer to be a guest on a local radio, or TV Show… offer a free workshop or free report
  15. Set up your company page on Facebook… offer a free workshop or free report

These are just a few ideas… What else can you think of? Be creative…

Stop wasting your time and money chasing low-end prospects!

All fifteen of these (and many more) ‘NO COST’ or very low cost ways to find high quality prospects are explained in each of our specialized life insurance and annuity sales systems with all the tools, training, and personal coaching you will need to make them work.

“Opportunity is missed by most people because
it is dressed in overalls and looks like work.”
Thomas A. Edison

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

What Do You Need To Know To Generate A Consistent Stream Of Qualified Prospects!

In my 20 plus years in this business, working with my father, I haven’t found a single way of generating leads and sales 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?

It’s like playing baseball. Everyone can play the game. However, not everyone is a good player. Very few are ever going to become good enough to make it to the minor leagues, let alone the major leagues. Even those players who have a lot of talent are beat out many times by players with a lot less talent.

The people who do make it into the minor and major leagues in baseball are the people who study, practice and work hard to master the fundamentals of the game. Then, they determine what position they are going to specialize in and they study, practice and work hard to master that one position.

It’s the same for anything we decide to do. If we want to be successful in the game… it takes dedication, study, practice and hard work to master the fundamentals of the game. Then, to take our game to the next level we must specialize!

Consider, you can have all the leads in the world, but if you don’t know the fundamentals of what to do and say to turn those leads into an appointment or a sale, you’ll strike out 99 times out of 100.

You can have the best products in the world. You can be extremely knowledgeable about the products and how to use them. However, if you don’t know the fundamentals of how to attract and get appointments with the right prospects, you’ll never get your turn at bat.

If you want to make it to the minor leagues in sales you must first master the fundamentals of sales! And, then to get to the major leagues you must specialize in one area!

What are some of the fundamentals of sales?

The first fundamental of sales is learning what sales is all about! Is a sale about getting people to buy the products that you want to sell them? Or, is it about helping people to buy what they need to solve a problem they have? This is where most agents have a problem and stumble right form the start. They have the wrong idea of what sales is. So, when they get a lead, they have a problem turning the lead into an appointment, let alone a sale.

  • Do you have an urgent problem that you can solve for a prospect? If your prospect doesn’t have a problem, then why should they meet with you? If it isn’t an urgent problem, then why should they meet with you right now?
  • Does the prospect recognize the problem they have? What can you do to get them to see that they have a problem and agree to an appointment?
  • Does the prospect want to solve the problem? Do they want to solve it right now? What can you do to move the sale along?
  • Even if they do want to solve the problem, do they have the money? What can you do to help them find the money?

The second fundamental of sales is learning how to identify and attract your ideal prospect. This is another area where the vast majority of agents have a major problem. They believe that everybody is a good prospect for what they offer. So, they waste their time and money sending letters to, talking to, meeting with and trying to sell the wrong people.

  • Are there some people that are better prospects than others for your products or services? Example: If you are selling life insurance, is it going to be easier to sell it to people with families or to single people?
  • Are there some areas, companies, associations, etc. that have groups of your ideal prospects? If you sell one person in that group is it going to be easier to set appointments with and sell the other people in the same group?
  • Are there some prospects that you relate to better than others? Are there prospects who you have more things in common with than others? When you relate better with a prospect isn’t it going to be easier to set an appointment and close the sale?

The third fundamental of sales is the understanding that ‘Marketing Is The Only Function In Your Business That Brings In Clients… Produces Sales… And Generates Profits!’ A lack of marketing is the primary reason most agents fail in this business. Most agents spend all their time trying to meet with and sell strangers, which is the hardest way to build their business. And, yet isn’t that what most lead systems focus on!

  • How easy is to get an appointment with someone who has never heard of you or the work that you do? How much credibility do you have with these strangers? How much trust do these strangers have in you? Don’t most people prefer to do business with people they already know?
  • How much easier would it be to get an appointment with someone, if a trusted advisor or friend recommended you and endorsed your services?
  • How much easier is it to make an appointment with people that already know you and the work that you do?

These are just some of the fundamentals you must study and master to win the sales game. And, these are just some of the fundamentals you’ll find in our member’s only private site and our specialized systems.

Remember, if there were a quick, easy way to be successful selling insurance, everyone would be earning a six-figure net income, instead of just the top 1% of all agents and advisors!

Yours In Success,
Jeremy 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 Keeping You From Being Successful …Selling Life Insurance & Annuities?

Are you as successful as you would like to be selling life insurance and annuities?

Have you ever wondered; “What’s keeping me from being more successful?”

Over the past 30 years, working with thousands of agent and advisors, I heard all sort of excuses why they aren’t successful… “I don’t know enough.”, “My area is different.”, “My products aren’t competitive.”, “I can’t compete with the banks.”, “I don’t have the support (or training) I need.”,  and the list of excuses goes on and on.

However, I believe that the main reason that the vast majority of people struggle is… they are ‘AFRAID’ to even try? They are constantly holding themselves back!

Are you subconsciously holding yourself back?

Are you afraid of failure? Or, believe that you don’t deserve success in your life?

Are you afraid of making bad decisions and feeling foolish? Or, wasting your time and money?

The truth is that most people subconsciously don’t really believe they are capable of being successful? And, it’s this limiting belief that is holding most people back.

If you want to be truly successful in your career and your life, then first of all you have to learn to believe in yourself. If you do not believe that you can be successful, then who will?

“If you believe you can, you probably can.
If you believe you won’t, you most assuredly won’t.
Belief is the ignition switch that gets you off the launching pad.”
Dennis Waitley

To be a success in your career, and in your life, requires that you take some risks, make mistakes, and have some failures along the way. It’s about learning from those mistakes and failures that enables you to find a better way to gain the success you ultimately want.

“The greatest mistake you can make in life is to be
continually fearing you will make one.”

Elbert Hubbard

Unfortunately, many of us have been conditioned early in our life to believe, in one way or another, that we can’t succeed, that we are losers. Or, we believe that by taking risks such as “getting one’s hopes up” we will ultimately end up disappointed. We have internalized this negative feedback and feel that we don’t deserve success.

One of the main fears of success, is that success will change us in such a way that we will jeopardize the close relationships we have with our family and friends. Because, in order to move forward in our life, we must change the ways we do things. When we change, won’t the relationships around us be forced to change? Maybe some of our friends will cheer us on, but won’t others be jealous and berate us for moving forward? We fear success because we are afraid that being strong enough to create the life we want will render us unlikable. Maybe we fear that success will bring on attacks from our competition, or we will be bombarded by people wanting money or other things from us.

It may sound strange that the fear of succeeding could be as much of an issue, or do so much damage. However, it is an issue, and it does damage our opportunity to succeed. Yet, most of the people who suffer from a fear of success are usually not even aware of their problem.

Are you one of them?

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? Actually, who are you not to be? You are a child of God. Your playing small doesn’t serve the world. There’s nothing enlightened about shrinking so that other people won’t feel insecure around you. We are all meant to shine, as children do. We are born to make manifest the glory of God that is within us. It’s not just in some of us, it’s in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.” Marianne Williamson

Are you afraid of success?

  • Do you believe that people who look out for themselves first are selfish?
  • Do you feel that the sure-fire way to end up disappointed is to want something too much?
  • When you make a decision, do you fail to follow through on that decision?
  • Do you feel guilty about being happy, if a friend tells you that they are depressed?
  • Do you avoid telling others about your good luck, so they won’t feel envious?
  • Do you have trouble saying no to people?
  • When someone you know well succeeds at something, do you feel that you’ve lost out?
  • Before starting a project, do you suddenly find a whole bunch of other things to do first?
  • Do you have trouble concentrating on something for a long period of time?
  • When you have to ask others for their help, do you feel that you’re bothering them?
  • Do you compromise in situations, just to avoid conflict?
  • Do you feel self-conscious when someone you respect compliments you?
  • When you are involved in a competitive activity (sports, a game, work), are you so concerned with how well you’re doing that you don’t enjoy the activity as much as you should?
  • Instead of wanting to celebrate, do you feel let down after completing an important project?
  • Do you often feel that you don’t measure up to the standards that you’ve set for yourself?
  • When things seem to be going extremely well, do you feel like something will happen to ruin it for you?

“Inaction breeds doubt and fear. Action breeds confidence and courage.
If you want to conquer fear, do not sit home and think about it.
Go out and get busy.”

Dale Carnegie

How do you overcome the fear of success?

Decide Who You Want To Be…

Fear often has to do with worrying about uncertainty, feeling out of control, and wondering what your life’s purpose is.

When you realize you are part of a bigger picture, it’s easier to ascertain that you both deserve and need to be successful and happy.

If you want to succeed, then you do the right things. You help the people around you. You make being a good person a priority. You know that this isn’t just about you. It’s also about the bigger picture that you’re part of… Making a Positive Difference In People’s Lives! Helping families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence! These thoughts will give you the courage to try something new and believe that your life is successful because of the doing, not the outcome.

Every day visualize clearly about the person you want to be. Make this visualization vivid and precise. How does this person talk? How does this person dress? How does this person solve problems? How does it feel to be this person? Ask yourself these questions, as you visualize your ideal self.

“Success is the progressive realization of a worthy ideal.
If a person is working toward a predetermined goal and knows where to go, then that person is  successful. If a person does not know which direction they want to go in life, then that person is a failure
.”
Earl Nightingale

Maintain A Positive Attitude…

Instead of living your life on autopilot, letting negative thoughts come into your mind, consciously feed your mind positive thoughts.

Do not think of all the reasons why you cannot be successful. Instead think of all the reasons why you can achieve success.

Stay away from negative people and you will dramatically decrease the amount of negativity in your life.

Give thanks for what you already have. Show appreciation to everyone around you. Write down all the positive events in your life. Read inspirational books; listen to uplifting music, or call an upbeat person and you’ll soon find your negative attitude will start melting away.

“Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.”
Thomas Jefferson

Create Your Success Library…

Sometimes when we lose trust in ourselves, we just need a little bit of inspiration to push us in the right direction. There are plenty of ways to find inspiration, but we forget about them when we need them the most.

Create a library of quotes, save articles and success stories that have inspired you, create a library of inspiring movies, videos, and motivation speakers. Or, create an album of your fun and happy memories. Turn to this library whenever you have any self doubts.

“To have more than you’ve got,
become more than you are.”

Jim Rohn

Take The Time To Learn…

People are always afraid of what they don’t know. If you have a fear of something, you just have to educate yourself about it. It is like walking into a dark room. At first you feel scared and don’t know what to expect, but once you turn the light on everything gets clear and simple.

“All of the top achievers I know are life-long learners.
Looking for new skills, insights, and ideas.
If they’re not learning, they’re not growing…
not moving toward excellence.”

 Denis Waitley

Live Your Life In Balance…

No matter how important success might seem to you, it is still important to follow it with balance, otherwise your journey towards success will turn into an obsession that will ruin everything that you truly love in life.

Unfortunately, most of us get so caught up in responsibilities and goals that we forget to enjoy our lives.

You must make time for yourself. It can be just 20 minutes a day, but this time must belong to you. If you give yourself the luxury of free time, then you will notice that the rest of your responsibilities will get easier.

Success is not a destination. It’s a journey. It’s important that we take each step feeling grounded and balanced. Spend time with your loved ones, enjoy your hobby or follow your passion, take care of your health and grow spiritually. This is the true meaning of success!

You will become a better parent. You will be able to come up with creative ideas at work. You will be able to take better care of your health. You will reduce your stress and experience the joy of living.

You can be successful. It is your right and purpose in life to be successful in whatever you are doing. If you believe, then nothing will ever stop you from achieving the success you want and deserve.

“Success is not the result of making money;
making money is the result of success
and success is in direct proportion to our service.”

Earl Nightingale

Jeremy Nason, Alex Villa, 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”