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’

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

Are You Frustrated With The Lack Of Training and Support?

Are you frustrated with the lack of real marketing and sales training and support you have received so far in this industry?

Have you jumped from one IMO to another IMO, (Company to Company) because they promised you a free turnkey sales program and/or leads, with training and support, if you just moved your contracts to them? (So they could make an over-ride on your business)

How did it work out? Did their program work as promised? Were their leads any good? Did you get the training and support you were promised?  Or, were you just trained on the products they wanted you to sell?

Have you invested in one lead program, after another, with lackluster results?

We know that, based on your experiences thus far in this industry, it is hard for you to believe that there are people who can and will follow through on their promises of a proven system… with real training and real support to help you to quickly grow your sales.

We also know that it is scary to think about stopping what you are doing, to start with a new system or program.

One of the great things about our systems, training, and support is that you don’t have to stop what you are doing. You can just add a little at a time, to make it work for you, before you make any big changes.

Plus, using our systems, training, and support we can help you to dramatically improve your current sales results.

Here is a testimonial we received last week…

“Dear Jeremy,

I have been licensed since June of 1976, when I graduated Fordham University and began working with Northwestern Mutual Life. I did receive some license preparation training, but after passing my state examination there was no real ongoing training program.

In addition, I became licensed in property casualty insurance in 1983 and concentrated on medium to large commercial accounts. I considered myself a multi-line producer. I saved clients money on the commercial insurance premiums and some of those savings led to sizable life sales.

I have represented many fine insurance companies over the years, but all of them share a glaring flaw. That flaw is a lack of a committed marketing program. The insurance companies I represented talked endlessly about how great their product was, or how many years the company was in existence, which seemed to matter very little to my clients.

I was a New York State Licensing Instructor for over 14 years and taught thousands of new agents and also was qualified to teach continuing education in New York. I have taught thousands of agents over the years and have a great relationship with State Farm Mutual Agents, because I pioneered telephone tutoring that was highly successful.

When I came across your excellent materials and programs I realized that your programs were the best material for new agents, as well as veteran producers like me. One of the great results of your complete program, in my case the annuity program, was the newfound confidence I felt while going through your material. Since I began the annuity training course, in the past three months, I have closed two cases with Athene for total premium of $220,000 which has generated almost 14,000 in commission. Before, I was lucky to do that in the course of a year!

Your program has made a huge difference not only in my overall production, but in my attitude. Along with my other sales, my goal is to do over 2 Million in annuity production this year. I am very confident of achieving this personal goal.

I also have been very impressed with your hands on approach and your accessibility. Any questions are answered quickly and effectively. I have also noticed that key concepts are presented not only in clear fashion, but with an emphasis on solving the real problems that prospects and clients have.

I am available to speak with any agent or broker who is undecided about the Insurance Pro Shop. I would say their greatest cost would be the opportunity cost of not signing up and following through.

I like the comment by Henry Ford when he said many years ago, “If you think you can and you think you can’t either way your right!”

In summary, in my 41 years in the insurance and investment business, I have never come across programs to help agents produce and grow their business like the programs constructed and engineered by Lew Nason and his family. I feel like I hired the best marketing department I could possibly get. Thanks for your great and ongoing achievements that benefit the producer, the man or women in the arena.

Sincerely,
Raymond R. Naclerio”

_______________________

If you are not satisfied with your sales results, when are you going to do something about it?

Is it time for you to learn the insurance marketing and sales fundamentals that 90% of the agents are missing today?

Is it time for you to check out our Specialized Systems, with 3 month of real training and support?

We are the first truly dedicated life insurance and annuity marketing and sales trainers for career and independent insurance agents, financial advisors, and P&C Agents. We Are NOT Recruiters!

Yours In Success,
Jeremy 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’

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’

Are You Caught Up In The ‘Instant Gratification’​ Trap?

Instant gratification is when you decide to avoid short-term pain that will eventually lead to long-term pleasure… and instead, you indulge in short-term pleasure that might eventually lead to long-term pain. In other words, you find reasons (excuses) not to do something because of the pain it creates in the moment, even though you know that this action is necessary to help you attain your long-term goals and objectives.

Example… Buying leads because it seems easier than spending the time right now to learn how to market your services.

Instant gratification often manifests as procrastination. It is a form of self-sabotage where you get caught up indulging in the temptations of life at the cost of your long-term goals. It is where the pleasures of the moment just seem so much more enticing than the temporary pain you might need to go through to get to your ultimate outcome.

And this is why instant gratification rarely gets you what you really want in the long-term!

People who are caught up in the instant gratification trap often expect to gain something from nothing. And they want it now! Unfortunately, the world doesn’t work that way. You need to give something in order to get something back. Whether that involves your time, energy, or money, makes no difference. It’s the act of giving that counts. And often this “giving” might feel uncomfortable and painful. However, the pain you experience during these fleeting moments is what will bring you tremendous pleasure in the future when you finally obtain your desired outcomes.

Flee the trap, Take a moment and download our Free eBook “How to Attract And Sell The Perfect Prospects”​ and get to know us a little more. https://ipsproshop.infusionsoft.com/app/page/attract-and-sell-jn

 

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’

How To Quickly Increase Your Life Insurance Sales Appointments!

First, in case you haven’t noticed, nobody really wants to meet with a ‘pushy’ insurance salesperson, even when they know they need the product or service you are offering! And, even when they have requested more information! They are all afraid they will be pushed into buying something they don’t need or want. Or, they are afraid they will be pushed into spending more money than they want to spend!

Second, most people make the assumption that all life insurance policies are pretty much alike, so to them it makes perfect sense to just pick the least expensive one. That’s why they’ll give you objections to the appointment, like… “I’m too busy right now!” “We don’t have the money!” “I just want the cheapest policy!” “Just send me a quote?” These objections are a natural part of the selling process, and they are really just an opportunity for you to help people to see how valuable your service is.

If you want to set more and better sales appointments, then you’ll have to learn how to get past these typical objections to the appointment! You must focus on helping your prospects to see the problems they face and then help them to see how they’ll benefit by meeting with you. You must be able to differentiate yourself from the rest of the agents who are calling them. And, it’s not going to happen by focusing on your products, price, investment returns or your credentials.

You must help your prospects to see ‘why’ they should meet with you, how they will benefit! If your prospect does not see they have a problem, or truly understand the depth of their problem, then why should they waste their time meeting with you?

Example:

Objection… “I’m too busy right now! Can you just send me a quote?”

Agents Response… “Mr. Prospect, I think I understand. We are all busy, and no one wants to meet with a pushy sales person, right? And, I could send you a quote. However, am I correct in assuming you want the best value for your dollar?

Prospect… “That’s Correct.”

Agent… “Mr. Prospect, I’m a little different from most of the other agents you’ll meet. I want to help you and make sure you get the best policy for you and your family. There are literally hundreds of companies and policies for you to choose from, with all sorts of options. And, without knowing the details of your situation, I’m not sure what’s the best value for you, or what you’ll actually qualify for. So, if I could, I would like to meet with you and your spouse, in person, to go over your options, to make sure you get the best policy and value for your situation. Does that make sense?

Prospect… “I guess so.”

Agent… “Mr. Prospect, if I could show you how to get the policy you need and want to protect your family, without taking any additional money out of your pocket, or changing your current life style, would it be worth 20 minutes of your time to get together and talk about it?”

Prospect… “OK.”

Agent… “What’s the best day for us to meet?”

Overcoming the objection to the appointment is your… first sale to the prospect! And, it requires you to learn a presentation, just like you do for any sales call. You wouldn’t go into a sales appointment unprepared, would you?

What you’ll want to do is write down the most common objections you hear, on the phone and in person. Then, you’ll want to think about what you will say to overcome those objections and write them down. You’ll want to practice them; know them by heart; and learn them so well that you never have to think about them while you’re trying to set the appointment. And, they will just become second nature. By doing this, you are prepared to sell the appointment, which gives you a better chance of setting the appointment.

When you know what to say to sell the appointment, you practice it, and you get good at it, you can set appointments with ‘9 out of 10’ of the leads you get. Remember, the reason these people responded and asked for more information is because they know they need help.

If you want to set an appointment, then you just have to give them a good reason to choose you!

_____________________

Now, it’s up to you… You can experiment, trying to develop your own scripts to overcome the objections to the appointment… and the sale! Or, you can invest in our How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions… Training Videos! It’s The Quickest & Easiest Way To Increase Your Sales Appointments… And Your Sales!

Yours In Success,
Jeremy Nason 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”