Selling Mortgage Insurance …The Easy Way!

There are two basic approaches to selling Mortgage Insurance. If you want to sell mortgage insurance the easy way, then you must understand why the traditional approach to selling mortgage insurance isn’t working for 90% of the insurance agents today.

The first approach is the ‘Old Fashioned’ way most trainers, recruiters, and managers teach their agents. They want you to believe that selling mortgage insurance is just a numbers game. They’ll tell you that everyone who owns a home needs mortgage insurance. So, if you talk to enough people, and you have a competitively priced product, you’ll make the sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) qualified mortgage sales leads, you’ll set three (3) sales appointments, and you’ll close one (1) sale.

The problem with that ‘outdated’ logic is that if you want to earn a minimum of $50,000 per year you’ll need a minimum of thirty (30) qualified sales leads per week, to schedule nine (9) sales appointments, and close three (3) sales per week. And, that doesn’t allow for any canceled appointments, not-taken policies, declined applications, lapsed policies, etc. Read More

Achieving Financial Freedom Is Really About Setting Your Priorities

Financial freedom doesn’t just happen. It’s a series of conscious decisions we make about our spending, saving, investing, insuring and planning wisely for the future. It’s all about establishing a clear set of financial priorities. Many of us unconsciously go through life satisfying our immediate wants, without deciding if we really need it.

Please consider the following:

Where Is All Our Money Going?

In the 1960’s the average family size was 3.29 people. The average size new home being built was just over 1200 square feet. Today, the average sized family is only around 2.58 people. However, the average size new home being built today is over 2,349 square feet. That’s almost double the home size of the 60’s! If our families are smaller, then why are we buying these huge homes? Do we really need a bigger home or is it that we ‘want’ a bigger home? Doesn’t a bigger home cost us more? Don’t we need more furniture with a bigger home? Won’t we have to spend more of our hard earned money on property taxes, utilities, and other household expenses? Is all this added expense really necessary?

Who are we trying to impress, when we end up being house poor? Read More

2 Deadly Insurance Sales Mistakes!

Insurance Sales Mistakes New and Experienced Agents Make!

Here are two of the most blatant insurance sales mistakes that we see advisors make!

Solving Problems Too Soon!

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. They pounce, like a lion hunting its prey!

However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales presentation or prospecting call.

You must listen to… ALL of the needs the prospect may have, then try to extract the ones he/she is really passionate about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!

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

Middle-Income Families – An Untapped Life Insurance Market!

Is there any question that, during the past three decades, many of the major companies have been moving into the more affluent markets. They appear to have forgotten whom they initially served and what made them the company they are today. According to LIMRA this leaves the Middle Income Family marketplace wide open. And, in our opinion provides an exceptional opportunity for those financial advisors who learn how to help Middle-Income Families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence. We want to help people to take control over their money using traditional strategies and products to build a solid financial foundation before they ever think about investments.

“When people understand how money really works, they can make their money work for them.”
Rodney Ballance – Understanding The Problem Read More

How To Generate Automatic Referrals… By Providing Outstanding Customer Service!

This is one of the most important subjects I will ever talk to you about. And, it is what makes the difference of being just an average producer and a top producer in our industry.

Why, you ask?

It’s simple – if you don’t take excellent care of your existing clients, they will find someone else who will. (Your Competition)

Why did you think corporate earnings have slowed for many businesses? It’s because they fail to place a high enough value on client retention.

Most companies focus all of their time, energy, and money on one thing… Getting New Customers In The Door!

But once they get a new client, they spend almost no time, energy or money on keeping that client happy.

This Is A Huge Mistake! Read More

Right and Wrong Insurance Sales Methods…

For the past month, we’ve been conducting a survey of the few agents and advisors who have cancelled their memberships to the Insurance Marketing & Sales Resource Center or returned one of our specialized systems. It appears that the majority of these agents and advisors were expecting to find a magical cure to all their prospecting and sales problems. They want to believe all of the hype being spewed out there. They want to believe that there is a magical system that is going to get hundreds of prospects to come banging on their door and begging to buy their products.

Wouldn’t it be nice if they were right?
Wouldn’t it be great if you could invest in a single lead generation and/or sales program that would work in every area of the country for every agent? You could just follow exactly what they tell you to do and just like magic you are making a six or seven figure income!

Unfortunately, I know of no such magical program.
In our 30 plus years in this business, I haven’t found a single way of generating or buying leads 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? Read More

Insurance Prospects - The struggle is real!

Struggling To Find Insurance Prospects?

The primary reason agents struggle with finding Life Insurance prospects, is they don’t have a niche market. They aren’t specializing in solving a specific problem for a specific group of people. They are focusing on finding high quantities of life insurance prospects instead of finding high-quality prospects. So, they end up chasing prospects who have no real interest in what they are offering.  Chasing the WRONG PROSPECTS!

When I first started in this business, my specialty was helping families to pay-off their home 5 to 10 years early. That was my niche and how I attracted people to me.

Then, once I was in the door we I was able to do a full fact find on these families. Not only I was showing them how to pay off their home early, but also helped them qualify for college financial aid, reposition their assets to… reduce income taxes, eliminate debt, acquire the life insurance they needed and achieve financial security.

I became the Advisor / Life Insurance Professional people wanted to see!

Learn my secret… download my free report now!

What’s Stopping You From Earning $100,000, $200,000 or More Per Year?

In our roles as trainers, coaches, and mentors, every day we get calls from Insurance Agents, Financial Advisors and Planners who are frustrated with their current marketing and leads. They are working long hours and struggling to make a decent living. It’s the same 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, great marketing system, a great lead company, a great direct mail program, fax system, phone dialer, newspaper ad or something that is going to provide them with a consistent flow prospects that want and need their products and/or services. They all want a consistent flow of prospects… Who have money and are ready to buy right now!

Is that your problem? Is that what you are looking for?

Then you probably don’t want to hear this… But, you are looking for the wrong things! And, it’s 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 idea that is going to provide you with a consistent flow of prospects…Who have money and are ready to buy right now! Read More

Getting You In Front Of The Right Prospects… Isn’t Something Someone Else Can Do For You!

Many of the agents and advisors that call us don’t seem to understand, or want to hear, that for the most part getting you in front of the right prospects isn’t something someone else can do for you!

Yes, you can and should outsource parts of your prospecting/marketing campaign, like direct mail. You can’t make a $100 per hour doing a $10 per hour clerical job. But, you and your immediate organization must do the basics and coordination of an effective prospecting/marketing campaign, if you want to grow your business and position yourself for long-term success!

Let ‘s see if we can explain it in a different way, to help you to become the prospector/marketer you need to be, to “Have More Of The ‘IDEAL’ Prospects Than You Can Possibly Handle!Read More