Do You Ever Have Doubts?

One of my jobs at the Insurance Pro Shop is to help agents come up with the best recommendations for their clients. It’s an awesome responsibility. And one I don’t take lightly!

All of us in the financial industry have a huge responsibility. Every time we meet and talk with a client we are guiding and advising them on their financial lives. It is a huge burden to have on your back. We are dealing with people’s livelihood. If we don’t do our jobs correctly we can leave families devastated. On, the flip-side, when we do our jobs well, we give families hope, and a bright and secure financial future. Hopefully, you recognize this and truly care about the people you are meeting with. If not, I challenge you to rethink being in this industry.

If you do truly care about people, and are anything like me, there have been times when you have second-guessed yourself. Some questions and doubt might creep into your mind… Am I really doing what is best for my clients? Is that fixed rate annuity at x% good enough? Would they be better off investing in the market? And the questions go on and on! If these thoughts have ever crossed your mind, take pride in that. It means you care and are doing your best to put your clients in the best financial position possible.

It you are concerned about whether you are doing a disservice to your clients by recommending a fixed rate annuity at x% or having them put their money into cash value life insurance, then let’s look at the S&P 500, because it is the most common benchmark used to evaluate and compare investment returns.

In 1999 the S&P 500 ended at 1469.25. In 2016 the S&P ended with a historic high of 2,238.83. If you were to average the return over those 17 years, the actual average return is about 2.51%. (and that is ignoring annual fees!) So, if you had sold them a 3.0% fixed annuity they would have made more money.

Remember, by law we are required to remind our clients over and over again, “Past Performance Is Not An Indicator Of Future Results!” We have no idea what the future holds. No one does. We can only hope the market will do well, but we can’t be sure.

Also remember, for many people, this is the only money they have available to them for their retirement. Can they afford to lose any of it? If they lose money, what would that do to their retirement income? If their income goes down, will they need to start taking some of their investment principle? If they start taking their investment principle, could they eventually run out of money? Is it worth that risk?

If you want to make sure you are doing right by your clients, you need to have a real conversation with them. If you are doing a ‘1-size-fits-all’ approach, you may want to rethink what you are doing. Are you actually doing what’s best for your client? It is crucial to find out what their goals and priorities are.

I know one of the biggest issues I have seen recently when helping agents on their cases, is that the client’s original agent ignored or didn’t take the time to find out what the client actually needed or wanted… growth, liquidity, safety, guarantees, lifetime income, minimize income taxes, etc! Instead the agent put them into one of the hot new ‘income rider’ variable or index annuity products. While these products do guarantee an income, the income is based on them never needing or touching the investment principle. Is that providing what most people actually need and want?

This brings me to my final point, how can we know what’s best for them? Half of the time, our clients don’t even know what they really need or want. Many times, they don’t even know what kind of questions to ask you. There is slim to no training out there for the average family on their finances. Our country is sadly, very ignorant on their financial situations. So, if they don’t even know, how are we supposed to figure out what is best for them? Simple, ask questions! Get them thinking, and find their needs and ultimate desires.

There is much more to selling annuities than just offering ‘income riders!’ Do a proper fact-find; ask them all the different questions so you can find out their desires and tailor a plan to meet their exact needs and wants. The best part about doing this, you will close significantly more cases, and you won’t get replaced. Plus, people will refer you to everyone they know!

To find out more on how you can help your clients, the different approaches you can take, what questions to ask them, and how to truly be a hero to your clients, give us a call!

Toll-Free 877-297-4608 or Direct 770-443-2852

By Alex Villa, CTA
Insurance Pro Shop

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“I have been working with Jeremy Nason at the Insurance Pro Shop on Annuity & Life cases for the past couple years with great success. In a nutshell, I have found that my IMO’s have tunnel vision when it comes to case design. And to be blunt, most are not good at it. They tend to focus primarily on pushing product. Jeremy, on the other hand, is the polar opposite of an IMO and he uses both his creativity and case design experience to maximize the benefits for the client in a simple, easy to understand, illustration. He does a great job of comparing the client’s current plan to the “new proposed plan” that we developed in a collaborative manner. As a result, his process helps the client see clearly the major differences between what they’re currently doing and what they should be doing, if they want to live a safe, secure, comfortable retirement and meet their overall goals and objectives. I have found that when I use Jeremy’s system and his easy to understand two page illustrations, the majority of the time I end up making the sale.”
Andrew Maisch – NJ (10 years) March 2016

What You Must Know Today To Attract Your ‘IDEAL’ Life Insurance Prospects To You!

Are you curious about how and why the ‘Top Life Insurance Producers’ are still able to attract and set appointments with their ‘IDEAL’ Life Insurance Prospects, to sell huge amounts of IUL, UL, & Whole Life Insurance in the current economy, especially with all the negatives about cash value life insurance?

What is it that the ‘Top Life Insurance Producers’ know, that 99% of the other life insurance salespeople don’t know about selling life insurance?

They know that the ‘Hot, New’ life insurance products and sales ideas that are being hyped out there, along with the ‘Old Fashioned’ typical life insurance marketing, prospecting and selling techniques that have been taught during the past 40 years or more by our companies, recruiters and even the industry gurus have resulted in a deplorable 90% failure rate for new agents, and a very disappointing net income of only $40,000 – $60,000 (after expenses) for most experienced advisors.

They also know that selling life insurance, especially Whole Life, Index Universal Life, and/or Universal Life Insurance, is NOT about you, your credentials, your products, or even the amount of money your clients will ultimately have using the Missed Fortune, Circle of Wealth, Infinite Banking, LEAP, college funding or any of those other hot new life insurance sales concepts! Read More

What Are You Doing To Become Well Known In Your Community?

Do you want to increase the amount of sales in your local area, within 5-10 miles of your home or office? Then you should spend a little time to become “locally famous.” You want the people in your community to see you as someone who cares; is the expert in their field; and is there to help them!

And, the great part is that it’s not difficult, but it does take consistency and commitment to build your company’s reputation in your local marketplace. The great news is that very few of your competitors are doing it. So, if your you decide to take this on, you’ll quickly generate an ongoing stream of local leads for your company.

Here are some quick ideas for getting your brand well known in your local marketplace:

  • Write an article and get it published in your local newspapers, with your by-line and contact information… We have free articles in the Insurance Marketing and Sales Resource Center that you can use!
  • Let your local news reporters know that you are available… for interviews, comments and advice on financial happenings in your specialty!
  • Be a guest on a local radio or television program… They are looking for guests!
  • Offer free educational workshops (adult education classes, etc.) for your church, synagogue, library and local organizations. (Lions Club, Jaycees, etc.)… We have scripted PowerPoint presentations, invitations, etc. all in our specialized systems.
  • Get your event published in your local newspaper… before and after the event!
  • Join or form a lead group… with local businesses in your community!
  • Join and attend functions for your local Chamber Of Commerce… Be a speaker!
  • Host or sponsor a charity event… heart association, or other awareness event!
  • Be visible in your local community… Volunteer for local events!
  • Publish your own newsletter for people in your community… or get your article published in a newsletter put out by another business! In the Insurance Marketing and Sales Resource Center we have free newsletters and free articles you can use!
  • Get businesses to hand out your business brochure or some free gift with your contact information on it. Our personalized client booklets make a great brochure!

Consider, you may work for a great company, have great products, or great ideas, but what matters more is how much people trust YOU, whom YOU know, who knows about YOU, and the aura YOU give off around you. What other people think YOU can do is more important than what you have done!

And also consider, the person with the most connections wins. We have moved from the information age to a social one. It’s less about what you know, and more about whether you can work with other people to help them to solve their problems. So, you need to get and stay connected, or you’ll quickly become irrelevant.

The bottom line is… “You can’t hide your light under a bushel basket!”

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

‘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”

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

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

Right and Wrong Insurance Sales Methods…

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

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

Unfortunately, I know of no such magical program.
In our 30 plus years in this business, I haven’t found a single way of generating or buying leads that IS going to work for everyone, in every area of the country. Doesn’t every section of the country have different ways of looking at things, different beliefs and different preferences? Doesn’t every Agent and Advisor have their personal strengths and their weaknesses? Read More

Insurance Prospects - The struggle is real!

Struggling To Find Insurance Prospects?

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

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

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

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

Learn my secret… download my free report now!

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

In our roles as trainers, coaches, and mentors, every day we get calls from Insurance Agents, Financial Advisors and Planners who are frustrated with their current marketing and leads. They are working long hours and struggling to make a decent living. It’s the same story on every call. Every one of these people tells us that their biggest problem is that they just don’t have enough good leads and they can’t set enough good appointments! They are all looking for an inexpensive, great marketing system, a great lead company, a great direct mail program, fax system, phone dialer, newspaper ad or something that is going to provide them with a consistent flow prospects that want and need their products and/or services. They all want a consistent flow of prospects… Who have money and are ready to buy right now!

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

Then you probably don’t want to hear this… But, you are looking for the wrong things! And, it’s why there are so many scam artists out there taking unfair advantage of struggling agents, advisors, and planners. There is no lead program, lead company or single marketing idea that is going to provide you with a consistent flow of prospects…Who have money and are ready to buy right now! Read More