2 Quick Tips That Every Insurance Agent Needs To Read!

People Don’t Buy Products!

One of the main reasons 90% of the advisors continue to struggle, is because they have a good (or a complete) understanding of the products they sell, and how those products can fix the problems people face today! Accordingly, they want to believe that all they have to do is tell (or show) people how great their products are, and what their products can do… and they will be able to convince people to buy.

Unfortunately, it takes most agents too long to find out the product is irrelevant! People don’t buy products… they buy a solution to ‘THEIR’ problems!

Yes, we know that you can convince some people to buy! But, we also know that when you try to convince people to buy, generally you end up making smaller sales… and missing the real sale!

If you want to increase your sales, then stop trying to convince people to buy your products or ideas! Instead, help them to convince themselves they have a problem!

Ask questions to get them to talk about their concerns and problems. The more they talk about what they want, the more they will want it!

Getting people to talk about their concerns and problems is the key to closing more and much larger sales!

 

Shift Your Perspective To Overcome Your Fears!

One of the main problems that is holding many agents back from reaching their full potential today, (even successful advisors) is that even though they know they need to “sell” their products and services, they feel fearful, or anxious about actually doing so. Most often, our fears of selling come in several forms. Either we worry about not being liked, or being perceived as pushy; or that we don’t know enough; we (secretly) worry that our product or service might not perform as we say, or we struggle with the idea of rejection.

Knowing the source of your fear (most of the time it is a combination of the above fears) is an important part of overcoming your fear of selling.

One of the best ways to overcome your fear (s) is to shift your perspective. How would it feel to think of yourself as “sharing information” about what you do? Or “helping people”, “showing benefits” or “sharing your passion?” If you feel uncomfortable or anxious about “selling,” find a way to shift your perspective to one of sharing information and helping, rather than “convincing someone to buy!”

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How To Attract and Sell your Perfect Prospect. Learn the consistent, cost effective ways the top producers use to have more qualified insurance prospects in a month than most advisors see in a year! And you will quickly be closing more insurance sales!

Earn the Right to Help Your Prospects With a Solution!

There is no question, among the very best producers, that people buy for their own reasons, not for yours. In fact, their motivation to buy may have very little to do with the reasons why you think they should buy.

The actual truth is… People buy for two reasons only. And they are always the same two reasons. So if you want to make a sale, you must satisfy both reasons. You can ignore either of these reasons at your own risk.

Those two reasons are…

  • Their ‘RIGHT reason’ for buying.
  • Their ‘REAL reason’ for buying.

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‘Make It A Dominant, Immediate Need’

‘If You Want To Get People to See You Today, And Buy From You Today,
Then You Have To Help People To Decide What They Want Today!’

One of the most difficult aspects, about the products we offer, is that for the most part they are for future use. Think about it. With most of our products, we explain to our prospects how they will be protected in the event that someone dies or becomes disabled, sometime in the future. Or, we paint a picture of how important it is to be saving for retirement and how a few dollars a month invested into an Annuity or Life Insurance now, will result in a nice guaranteed nest egg, in 20 or 30 years.

While all of these things are true, they can be extremely difficult to sell because they’re future needs, not immediate ones. There is no compelling reason for our prospects to do something today, instead of tomorrow. Read More

10 Keys To A More Successful Sales Career

By Ken Sundheim

Everyone has two natures. One wants us to advance, the other wants us to pull back. The one we cultivate and decide upon… determines whom we become!

Luckily, with the right kind of training, every individual could be a success. Though, it’s not in your best interest to wait and expect others to assist you on the road there.

Rather, achievement and career advancement is the culmination of gaining self will power, setting firm resolutions and making a commitment to conquer your weakness and bad habits.

If success is truly something of interest, our recruitment professionals have laid out 10 easy theories to implement in order to have a more lucrative, productive and fulfilling career.

1. The secret of success is to try to always improve yourself no matter where you are or what your position is. Learn all you can. In business, miracles do not simply happen.

Rather, success is the culmination of excessive learning and leveraging that knowledge to set firm goals then seeing those proposed accomplishments through to the end.

2.Think in terms of solutions rather than focusing on problems. Simply because we can’t see a solution at a given moment does not mean it’s not there.

Use your subconscious voice in order to gain answers and expand your horizon instead of listening to the inner voice that says a particular goal can’t be achieved.

People with a strong sense of self-worth tell themselves that they can handle anything including hurdles that arise in pursuit of their core goals. Read More

Helping Folks Create A Rich Life!

By Beau Henderson, RFC

It typically only happens when tragedy strikes – you get sick, someone you love passes away, you lose your job. Those moments force us to stop our busy lives and consider where we are, how we got there… and where, if we truly have the lives we wanted, we would go. We all have those moments. But how often do such moments truly transform us? How often do they actually lead to a better life? Rarely! And the reason is that creating the life you want is not just a philosophical question. It’s a question for your financial advisor.

What is a Rich Life?

Most clients expect their financial advisors to help them accomplish one very important objective: to make sure they will have enough money to last the rest of their lives. But truly, your financial advisor is capable of doing so much more. Readers of the Insurance Pro Shop® newsletter can help their clients go beyond a wealthy life — one that is simply financially comfortable — and help them live a rich life.

It’s easy to imagine, especially in the midst of financial troubles, that if only you could amass a comfortable amount of wealth, everything else in life would fall into place. Most people live their entire lives in pursuit of that aim. They forgo vacations. They miss recitals. They lose touch with their closest friends and go years without seeing their relatives. And when it’s time to retire, when they are able to sit back and take stock of all the money they have, are they happy? Of course not!

I learned the secret to creating a rich life from my clients. These people are all of varying ages, backgrounds and interests, yet they all tell me the same thing: having their finances in order was important, but the things that gave their lives meaning were the experiences they sought out and the relationships they built. Read More

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

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

Agency producers are “drinking from a fire hose.”

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

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

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

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

What’s the Mix?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Middle Income Families Need & Want Your Help!

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

  • Out of control Consumer Debt

  • No Savings

  • Stock Market Losses

  • Low Interest Rates

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

  • Falling House Prices, (No Home Equity)

  • Foreclosures, (Upside-down Mortgages)

  • Disappearing Jobs (Companies Folding)

  • Flat Wages

  • Unavailability of Mortgages

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

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

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

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

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

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

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

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

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

Are You Making This Huge Critical Mistake!?!

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

Why?

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

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

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

Are you one of those people?

However, it’s not your fault…

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

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

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

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

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

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

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

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

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

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

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

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

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

Would you like to learn a better way?

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

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

  1. Find and attract more new prospects.

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

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

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