Five Ingredients of Superstar Insurance Professionals

In the past 30 years we’ve seen a dramatic reduction in the sales force for the insurance industry. Agents are leaving in droves and there are very few companies that are bringing in new agents. This, at first, would seem to be good news for many of us… less competition.

However, the reduction in the sales force isn’t over yet. Our companies are still having trouble competing with the banks, investment houses, internet sales, television personalities and other distribution channels. Profit Margins are shrinking and our companies are still being forced to cut expenses. One of the easiest ways for them to cut expenses is to get rid of the low producing agents and only work with the most profitable agencies and producers.

So, the big question is whether you will still be here 5 years from now?

If you want to be a survivor and enjoy long term success in this industry, you’re going to have to make some major changes. You can no longer afford to be just an insurance agent selling insurance, or a financial advisor selling investments, you must become a true sales professional.

Being a sales professional means knowing you’re a salesperson, and making the customer’s needs primary. You cannot help people if you can’t get in front of them, and then get them to take action.

Most of the insurance agents and financial advisors entering this business did so because of the opportunity for exceptional financial rewards. However, the most successful agents and advisors soon discovered if they wanted to succeed it wasn’t about the money, but the service they were providing… Making A Difference In People Lives! 

Industry super-achievers, such as Ben Feldman and Mehdi Fakharzadeh have had a real passion for this business. They all have had a sincere belief in the industry and how it helps people.

What can we learn from them?

Ben Feldman pointed out that… “Most people buy not because they believe, but because the salesman believes.”

Mehdi Says: “Your Success Depends On How Other People Respond To You. Others Hasten Your Rewards. They Can Also Block Your Progress. Cultivate Sensitivity Towards People. Place Yourself In Their Shoes.” Remember The Golden Rule: “Do Unto Others As You Would Have Them Do Unto You.”

Here are five ingredients that all the industry legends have, that enabled them to build a successful lifetime career in sales. Read More

How Can You Consistently Close Sales With ‘9 Out Of 10’ People You Meet?

While most agents and advisors seem to think that closing sales with ‘9 Out Of 10’ people you see is impossible… if you know the ‘insider secrets’ it’s actually very easy!  During my 7 years as a personal producer I was able to consistently close ‘9 Out of 10’ people I met with.  That is one of the reasons my son Jeremy and I are being called the ‘9 Out Of 10 Guys’. (My Media Consultant, the legendary Forrest Wallace Cato came up with that phase when we first started the Insurance Pro Shop in 2000)  And, ‘No’, I wasn’t a pushy salesperson. I didn’t use any of the 101 closing techniques. My lapse rate was below 5%.  And, I didn’t replace other insurance policies in the home.

By the way, if you talk to most of the leading producers in our industry you’ll find that they are closing ‘9 out of 10’ people they meet with.  It’s because they know and practice these 3 ‘insider secrets’ I’m about to reveal to you. So, what I did wasn’t really anything special.

However, the fact that my sons and I have been able to help ‘9 Out Of 10’ agents and advisors to become significantly better at identifying, attracting and setting appointments with their ‘IDEAL’ prospects, and those agents and advisors are now closing a much higher percentage of their sales calls, is what makes our training unique and very special.   Read More

Hamburgers & Hotdogs

Working with agents on their cases is one of the many services you receive with our one on one coaching! In doing these cases (well over 1,000 cases a year!) I have found most agents are trying to hard! Trying to do too much and flat out not giving the prospect what they want!

We try to hard sometimes to fit the square peg in the round hole. 

What we do or should be doing is two different things.

If the client wants a Hamburger, give them a hamburger! Don’t try to talk them into wanting a hot dog.

Here is an example of what I mean…

I was working with an agent and 2 senior clients. The clients wanted income from one of their IRA’s. Easily the agent could have just put them into an Annuity with Income Rider or SPIA. Instead, of doing just that, the agent, wanted to sell them on Life Insurance to maximize their pension (one the right track, just the wrong time) and leaving money to their heirs. The agent lost the case because he was trying to sell the hotdog!

Bottom Line… Give the client want they want first, Make them a client! Then through reviews educate, prove and show them there is a better way!

Find out what your client really wants and watch your sales soar! It all starts today and right here! Download my free report.

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Prospecting… There has to be a better, much easier and more cost-effective approach…

Most agents in this industry are going about lead generation the wrong way!  They think prospecting is talking to anyone and everyone, knowing the more people they talk to the more they will sell.  This is true.  However there is a much easier way!  The approach we take (in all of our systems and training) is making sure that agents spend their time attracting, contacting and meeting with the right people!  Instead of playing the numbers game, we want the agent to focus on identifying the prospects that they have the best chance of selling. Our strategy is based on 5-4-3! If you talk to five (5) of the ‘Right Prospects’, you’ll set four (4) appointments and close three (3) sales.

The logic is that if you focus on finding and contacting the ‘right prospects’ it’s much easier to set appointments, close sales and make larger sales.  Plus, when you are working with the right prospects… you’ll have fewer cancelled appointments, fewer not-taken policies, fewer declined applications, fewer lapsed policies, etc.

Do you want to sell life insurance the easy way? Do you want to spend less money, generating leads? Do you want to earn $100,000 or more per year, without working 50, 60 or more hour per week?

Then Quit prospecting in the hardest way possible and ask the following questions…

  • Who Are Your Ideal Prospects Life Insurance?
  • Where Do You Find Them?
  • What are the most cost effective ways to get them to contact you?
  • What do you say to get the appointment?
  • How do you get them emotionally involved in the sales process?
  • Where do you find the money?
  • How do I sell cash-value life insurance instead of cheap term?

Read More

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

Are you guilty of this critical mistake when it comes to closing sales? Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

People think closing sales is all about fancy presentations, impressing people, and utilizing ‘closing techniques’, it’s not! 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, closing sales (especially higher value ones) is all about you being interested, and not about being interesting.

Being Interested Closes More Sales
During your sales calls, 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. Read More

The #1 Skill All Insurance Agents and Advisors Must Learn!

Listening Is A skill!

Studies consistently show that our customers believe that salespeople talk too much. Even more embarrassing, polls of salespeople show that we know we talk too much.

But how can we sell more while talking less?

One reason we talk too much is we don’t want to miss a detail, feature or benefit the customer might find important, so we overload them with information. And we tend to confuse them. If they are confused they’ll generally give you a response like… “I need to think about it.”

If you want to be more effective, the answer lies in letting the customer speak first. If we probe effectively, asking the who, what, where, when and how questions, then they’ll tell us everything we need to know about their problems, and how to solve them. Then, when it’s our time to talk, we can focus our remarks on what we know to be important to the customer, instead of what we think they might want to know.

Ask more questions, listen more, and the odds are you’ll speak less while significantly increasing your sales.

Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!

Jeremy Nason, RFC is the co-founder of the famous Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

Life insurance Leads - Cut you cost!

Life Insurance Leads… Cut Your Cost By 66%!

What if you could cut your life insurance leads cost by 66% or more and… Be getting a lot more of the people in your local community to know you and call you for help with their insurance and finances?

Would you like to get your clients, family, and friends to buy more, and buy more often from you?

How much easier would your career be if you could get all your clients, family and friends to refer people to you?

Most agents and advisors are overlooking one of the best, easiest and most ‘cost-effective’ way of generating consistent high-quality life insurance leads from the people in their community… and more sales!

Are you using one or more of these traditional, expensive methods of generating life insurance leads and sales? Read More

7 Outdated Sales Closing Techniques That Are Flat Out Terrible!

Written by Leslie Ye

In Glengarry Glen RossAlec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.

Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.

The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.

Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.

Many sales tactics have changed with the times. But closing is an area where reps still struggle.

It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.

“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.

Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.

1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More

Three Quick Thoughts About How To Progress In Your Career!

Here are three thoughts to help you have a very successful and highly rewarding career.

1. Take action immediately, rather than over analyzing and stalling.

The anticipation of an event (change) is always scarier than the event itself.

Just do it. Train yourself to respond immediately when you feel you should do something. Stop questioning yourself. Don’t over analyze it. Don’t question if it came from God or from yourself. Just act.

Have faith in your ability. Until you take action, nothing is going to change.

“He who hesitates is lost.” Cato

2. Ordinary people seek entertainment. Extraordinary people seek education and learning. When you want to become the best at what you do, you never stop learning. You never stop improving and honing your skills and knowledge.

“The best time to plant a tree was 20 years ago. The second best time is now.” Chinese Proverb

3. You will miss every shot you don’t take. And most people are afraid to take the shot. Fear of failure paralyzes them.

The only way you can become unstoppable in your career is if you stop thinking about it. Just take the shot. Don’t do it only when it’s convenient or when you feel ready. Just go and make whatever changes you need to right now.

As the great Ben Feldman said…

“Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!”

Let us help you to take the action you need to have a very successful and highly rewarding career.

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

Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!

How To Double & Triple Your Life Insurance Sales In The Next 90 Days… “GUARANTEED???”

My family and I wish we could absolutely guarantee that if you invest in one of our specialized systems you will double and triple your life insurance in the next 90 days. But, that depends entirely upon your ability, desire, dedication, effort and motivation to work and use the advanced life insurance marketing, prospecting and sales ideas, strategies, tips, tools and training in those programs.

However, we can ‘GUARANTEE’ that when you invest in one of our systems you will receive all of the personal training, coaching and support you need to make those systems work. The rest is entirely up to you. 

Now consider, is there any other insurance sales training organization that is recommended and endorsed by over 40  industry legends, leaders and experts?

Can you find any other insurance sales training organization that has hundreds of written and video testimonials from satisfied clients?

You can have everything you want in your life and career, but you have to decide what you want… and then take action!

Here is a testimonial we received a few months ago from one of our ‘Raving Fans!’

“your programs are the best material for new agents,
as well as veteran producers like me.”

Dear Jeremy, Read More