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!

How Can You Consistently Close ‘9 Out Of 10’ Life Insurance Prospects?

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 phrase 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 traditional 101 closing techniques still being taught today. 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 sales with ‘9 out of 10’ people they meet with.  It’s because they know and practice the ‘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 and attracting the ‘RIGHT’ life insurance prospects to them, and those agents and advisors are now closing a much higher percentage of their life insurance sales calls, is what makes our training unique and very special.  Read More

repeat customers... repeat sales

Turn Your Clients Into Repeat Sales!

Depending on which study you believe, and what industry you’re in, acquiring a new client is anywhere from 5 to 25 times more expensive than retaining an existing one! Accordingly, the first rule of any business that wants to be successful, is to retain their clients and build a loyal relationship with them, to acquire repeat business from them.

Any business that is always chasing new clients at the expense of repeat business from their existing clients is making a fatal mistake. And, that is certainly true for your insurance and/or financial services business.

Your clients are your loyal base, and they are invaluable to your success. Your current clients have already shown that they trust you, or they wouldn’t have followed your initial recommendations. So, if you continue to work with them, helping them to stay on track to reach their financial goals, they will do more and more business with you!

In addition, if you treat your existing clients with trust and respect, they will refer new clients to you, solving one of your most complex problems… Referrals!

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill that will enable you to turn your clients into repeat sales.

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 Make Your Life Insurance Sales Soar In 2018

During the past four decades, many of the major insurance companies, investment houses, banks, marketing companies, agencies, agents and advisors appear to have forgotten what made the financial services industry ultra-successful throughout the past century. They’ve gotten away from serving middle-income families, and are now focused on chasing after the more affluent prospects. Just look at the new and hottest life insurance sales ideas, sales systems and products. They all revolve around finding people that already have large amounts of money, and then trying to convince those people to invest in cash value insurance, annuities, or in the stock market. The problem is that 90 percent of the financial services industry is chasing after 20 percent of the population, so there’s a lot of competition.

An advisor trying to increase their life insurance sales would be wise to put him or herself in the middle of the middle-income market. If you talk to the leading life insurance producers, they’ll tell you that becoming successful in life insurance sales is about building a “bread and butter” market. It’s about serving average people, to bring in consistent sales. They’ll tell you that’s how they built their business, and it’s why they are consistently at the very top of the industry.

Here are just a few of the reasons why you want to be working in the middle-income market: Read More

Insurance Agents - Are You Making The Most Expensive Mistake of Your Career?

Are You Making The Most Expensive Mistake of Your Career?

Why is it that most insurance agents, financial advisors, and financial planners will spend huge amounts of their time, and thousands of their hard-earned dollars on learning about a hot new sales idea or a hot new product, buying and learning the latest software, or earning the latest industry designation? But, when it comes to learning and mastering the two extremely critical success functions of their business, that will make their career a whole lot easier, more fun and extremely profitable, they can’t seem to find the time or the money?

If having the latest sales ideas, products, software and designations were the actual keys to success in this industry, then why are 90% of the people who enter the industry failing and leaving the industry within the first four or five years? Why are the majority of the surviving people earning less than $50,000 per year?

Do you want to do more than just survive in this industry?

Do you want to be earning a significant six-figure income and be enjoying your career?

Then isn’t it time for you to learn and master the two critical keys to success in this industry?

What’s the first critical function for success in the financial services industry?

What I hear most from people is that they are struggling to find qualified prospects. Is that one of your main problems? How much easier and more profitable would your business be if you had a consistent flow of the ‘RIGHT’ qualified prospects? Well you can, if you’ll spend more of your time and money learning how to identify and consistently attract the right prospects to you. The people you have the best chance of selling. And, that’s about learning all you can about Marketing Your Services!

What’s the second critical function for success in the financial services industry? 

What I hear second most from people, is they are having trouble getting their prospects to take action. Whether it’s setting an appointment or closing the sale, most people are only getting a small portion of their prospects to take action right now. Be honest with yourself, are you having the same problem? You can be setting many more appointments and be closing many more (and larger) sales, if you’ll spend the time and money to Improve Your Questioning, Fact-finding & Selling Skills.

Summary

Let face it, you can have the all the latest sales ideas, the most innovative products, the latest software and a list of designations after your name, but if you aren’t able to attract the RIGHT prospects to you and then get them to take action, you’ll continue to struggle in this business.

The unfortunate part is that your companies, marketing organizations, managers, and recruiters are providing very little if any intensive training on these two very critical success functions. And, why should they spend their time and money training you? Aren’t there plenty of people for them to choose from, who want a career in the financial services industry?

If you want to succeed short-term and long-term in this industry, then it’s up to you to get the marketing and sales skills training you need and want… right now!

The question is where do you find the marketing and sales skills training you need?

Unfortunately, there are very few people in our industry who are actually offering this in-depth marketing and sales skills training.

There are lots people offering great sales ideas and product information, like LEAP, Missed Fortune, Infinite Banking, Circle of Wealth, The Wealth Preservation Institute, Annuity Selling Systems, Pension Concepts, College Funding Solutions and others. The problem is that they are primarily just offering sales concepts with very little if any real marketing or sales skills training.

Then there are all of the marketing companies that will tell you they have a great foolproof lead system that will put you in front of a ton of people, like the Broich Approach, Million Dollar Leads, Bank On Yourself and others that are either just recruiters in disguise, or are selling expensive ongoing services that empty your wallets.

Finally, there are the FMOs, IMOs, and other recruiting organizations that will promise you the world, just to get you to contract with their companies.

There are very few people that are actually providing comprehensive marketing and sales skills training, specifically for this industry.

And, there are fewer yet that have the proven industry credentials and experience, with industry leader endorsements and testimonials from successful agents, advisors, and planners.

Marketing and sales skills training is not sexy or exciting. It’s just what makes your business easier, more rewarding, more fun and extremely profitable!

Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!

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!

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

closing sales - Break through

How To Get Past The Prospect’s “Salesperson Filter.”

Believe it or not, closing sales is simply a matter of asking the right questions. If you don’t ask the right questions, you won’t uncover the needs of your prospects… and what your prospect actually wants! And, if you don’t uncover what the prospects needs and wants, you won’t understand what problems to solve for them.

Unfortunately, most agents spend most of their time during sales appointments giving a lecture about their products and services and how great they are. If you are using that presentation/sales style…

…it is costing you a lot of sales!

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