The biggest difference between successful people and unsuccessful…

Here is an inspirational thought from James Clear

“The biggest difference between successful people and unsuccessful ones (in health, in business, and in life) is that successful people are determined to succeed rather than playing the role of the victim and searching for reasons (making excuses) why they aren’t succeeding.

No idea, technique, or strategy will work for every person on the planet, but they can work for most people… if you believe that you can make them work! You have to be willing to not just think differently, but to also experiment with new ideas, techniques and strategies and trust that you’ll discover a way to make them work.”

We believe that it is possible for you to succeed beyond your wildest dreams. We believe that if you want better health, or more happiness, or a more meaningful career that you can make those things happen.

However, if you don’t believe that it’s possible to make new things work, then it’s hard to make any progress. I don’t care how good the ideas, techniques, and strategies are, nothing will work for you if you don’t believe in it.

And more importantly, nothing will work if you don’t believe in yourself.

That is why it is critically important to surround yourself with positive, nourishing, and uplifting people… people who believe in you and encourage you to go after your dreams!”

What’s the reason you are not as successful as you want to be?

Is it because you don’t believe it is possible?

Are the people in the company you work with positive, nourishing, and uplifting?

Is the company giving you the support and encouragement you need to go after your dreams?

What are you going to do about it?

We are here to help you, support you, and encourage you!

All you have to do is call us! 877-297-4608

‘Little Secrets’ to Generating High Quality Life Insurance Leads!

Just about every agent we’ve ever talked to, has been looking for a new and improved, foolproof way of generating a steady stream of highest quality sales leads and sales appointments. They are looking for a new twist on an old idea. Or, something that has never been done before!

What these agents don’t realize is there isn’t anything actually new out there! Everything that people can think of, with very rare exceptions, has already been tried before. The reason most agents are having a problem with their prospecting systems isn’t because they don’t work in today’s market! The reason they aren’t working for them is because they are missing the ‘little secrets’, ‘little tricks of the trade’ that are the difference between total success and total failure with these systems.

Read More

Are You Making This Critical Mistake When You’re With Your Prospects?

Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

Most of the agents I talk to are trying to impress their prospects with what they know, what they’ve accomplished, the great companies they represent and the competitive products they offer. However, as the TOP Sales Professionals know, to make more sales, it’s all about you being interested, and not about being interesting.

Being Interested Closes More Sales

During your sales calls, (fact-finding) are you asking probing questions? Are you interested in and really listening to what your prospect is saying? Or, are you thinking about what you’ll say next while the prospect is talking to you?

If you ask enough probing questions and really listen to what your prospect says, you’ll discover what it is they really want and they will tell you exactly what you must do to close them. Most agents tend to do all the talking and never listen long enough or carefully enough to find out what the prospect truly wants. Consequently they miss the real sale.

Being Interested Creates Trust

Prospects need to feel that you understand what they ‘Want‘. (Notice I didn’t say, “need!” People don’t buy what they need! They buy what they want!) Only by asking questions and listening, will the prospect feel that you understand their situation, trust you, and have the confidence to follow your recommendations.

The best salespeople know they have to diagnose a situation before they can prescribe a solution, just like physicians do. How confident would you be with your doctor if you walked into his office with serious concerns, and he asked you only one or two questions before immediately writing a prescription or sticking you with a needle? You’d have zero confidence in his abilities!

How good are you at diagnosing the prospects situation, before you prescribe solutions? Do you take the time to ask questions to build credibility in your expertise and your recommendations?

The answer to the above question goes a long way in determining your sales success — or lack of success. It’s what separates the Top Producers from the average producer.

“People don’t buy when they understand;
they buy when they feel understood.”

By the way, being interested and asking questions is the best way to… ‘get people to come to you’ for help with their finances, insurance, investment, retirement, etc.

Yours in success,
Jeremy Nason and Lew Nason
“The 9 Out of 10 Guys”

The IPS difference!

Did you know that, according to the Bureau of Labor Statistics report on May 2015, the median annual wage for insurance sales agents was $48,200! The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $26,330, and the highest 10 percent earned more than $122,590.

Which group are you in?

Where do you want to be by the end of 2017?

What are you going to do to get there? Read More

Make 2017 Your Break Through Year!

We find it very disturbing that over 90% of the agents and advisers we talk to are willing to spend thousands of dollars (or take a cut in their commissions) to learn a new sales idea like LEAP, Circle of Wealth, Infinite Banking, Missed Fortune, Tax-Free Retirement, Wealth Transfer, Roth Conversions, Annuity Laddering, Social Security Income Planning or College Funding, when they haven’t mastered the critical ‘core’ marketing and sales strategies of this great insurance profession!

Yes, we know each of these programs promises to make you a ton of money. The people offering these programs certainly know how to appeal to the insecurity, fears and greedy human nature of most sales people. They make outrageous claims like “Guaranteed Overnight Success!” “One Thousand New Prospects In Six Weeks!” “Get High Quality Prospects To Call You And Beg For An Appointment!” “Work From Home In Your Underwear!” or “Make A Million Dollars In Six Months, Working Part Time!”

They know that most financial professionals are like most other people, in that they all want and are looking for instant gratification and immediate success. Read More

Why Most Selling Systems Are Worthless

There are several exciting and dynamic life insurance selling systems available today that will help you to close large life insurance sales. There’s the LEAP, Missed Fortune, Infinite Banking, Tax-Free Retirement, and Circle of Wealth Systems, along with the various ‘College Funding’, ‘Equity Management’ and ‘Mortgage Early Payoff’ sales systems, just to name a few. All of these systems may be fine ways for you to learn how to sell lots of life insurance, once you are in front of a prospect. Regrettably, the vast majority of these systems are primarily just a sales system… and NOT a real marketing, or a lead generation system. Yes, they’ll give you one or two ways to generate leads that had worked for the creators of the system, like running ads in the newspaper, sending out postcards, or buying leads. However, the lead generation methods they use do not work for everyone, in every part of the country. And, they tend to be very expensive to implement. And, no matter how good their selling system is, if their lead generation method (s) doesn’t put you in front of the ‘Right’ high-quality prospects every day, the system is almost worthless.

It’s the same with many of the career life insurance companies. They have some of the best life insurance products, and they provide you with good training on how to sell their products. Unfortunately, they do not have a good marketing system that puts you in front of good prospects, every day. Their idea of marketing is for you to do a ‘Project 100’, and try to sell 100 or more of your family, closest friends and other people you know. And then when you are done contacting those people, and you’ve made a few sales, you are supposed to have a ton of referrals to keep you going. However, it rarely works out that way, for most people.

Now, I agree, there are a few people who will purchase one of these sales systems, or join a career company and will have phenomenal success. But, as we all know, 85 percent of the agents and advisors in this industry are struggling to make a mediocre living. But, it doesn’t have to be that way for you!

So, how do you get off to the quickest start selling life insurance and keep it going.

Wouldn’t it be nice if there were one, or maybe two marketing strategies (lead generation methods) that will work for everyone, in every area in the country? But, would you agree that everyone’s situation is different? Some people have more money behind them for marketing, than others. There are people who are already well known and respected in their community or are active members in various civic groups. Some people are good speakers, love to talk in front of groups, or have an outgoing personality. There are people who are good on the phone and those that absolutely hate it.

And, there are some parts of the country where newspaper ads or postcards work great. There are some communities that are flooded with seminars or educational workshops, and others that don’t have any. Some communities are struggling financially, more than others. In some towns, you can hold educational workshops in libraries, other don’t allow them at all.

And, the worst part is that what may work today… May not work tomorrow!

Are you getting the point?

If you want to get off to the quickest start possible selling life insurance and keep it going, then you must have several marketing systems available to you, with all the tips, tools and training you need to make these systems work for you.

And, you’ll need one more thing… A Coach!

It’s very difficult for most people to determine and choose the best marketing method for their situation. There are too many variables. Too many mistakes you can make. And, what if you waste a lot of your time, and all your money by choosing the wrong method, or doing it wrong?

An experienced coach can help you to analyze your strengths and weaknesses to help you to determine what marketing program will work the best for you, short and long term based on your situation and area. And, they can help you to fine-tune the process to minimize any costly mistakes.

We can all benefit from the outside perspective of someone watching our moves closely, especially if that person has the skills and experience in the activity that’s being coached. A coach can provide you with the structure and accountability you need week after week to discover and fine-tune the best marketing methods to guarantee your success.

Do you want more Insider Sales and Marketing Secrets? Download our free book and be added to our weekly newsletter, where all these tips and secrets can be yours!

Are You Waiting Too Long?

Every year, since opening the Insurance Pro Shop in 1999, we’ve had hundreds of calls from agents who are looking for help. They have been recruited by an organization that offers leads for selling mortgage insurance or final expense insurance.

The majority of these agents have been struggling for months and are now down to their very last dollar. Their credit cards are maxed out! Many of them are on the verge of going bankrupt! And, they are looking for a miracle!

In a last ditch effort, they are calling us. They need to make a lot of money in the next 30 to 60 days, or they will be forced to leave the business.

Unfortunately, at that stage of the game, there isn’t much we can do to help. Even if we helped them to make a sale the very next day, it would take about a month for them to get paid on the case. And, it takes roughly 15-30 days to learn and really implement just a few of the fundamental marketing and sales success strategies, to start to generate the right leads, to close more and larger sales. The problem is that there are no overnight, magic cures!

The sad part is many of them told us that they had been following us for months, but felt they couldn’t afford to take the time or money to get the training they needed. So, they continued to struggle along, hoping things would turn around until it was too late.

However, there were a few people that called us in time for us to help them! Read More

Are you struggling to set appointments?

In the insurance business, you LIVE and DIE by appointments. If you don’t have appointments you can’t make sales. With no sales, you’re out of the business.

Appointment setting can be tough, especially the ways most IMO’s, FMO’s and other “SO-Called” Sales Trainers teach it! The “one-size-fits-all” approach, with canned scripts, that in the end just offer a product or a hot new sales idea… don’t work… because very few people are looking for products or an idea that is going to require them to spend more money.

However, there are tons of people who would like real help to improve their financial situation and life. Remember no two prospects are the same; each situation is unique and different. So, you need a different and flexible approach!

There are no magic scripts or phrases that will guarantee you set an appointment, but there is a ‘PROVEN’ questioning technique, that anyone can learn, to set appointments with 9 out of 10 people you talk to! This technique can be used face to face, over the phone, or just with random people you meet!

Are you ready to learn a proven technique that can help you solve your largest problem… Setting Appointments? Read More

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