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

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7 Outdated Sales Closing Techniques That Are Flat Out Terrible!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

How To Be Successful Selling Mortgage Insurance!

Unfortunately most life insurance trainers, recruiters and managers today are still teaching their agents the ‘Old Fashioned’ approach to selling mortgage insurance. They still believe that selling mortgage insurance is nothing more than a numbers game. They believe that everyone who has just bought or refinanced a home needs mortgage insurance. So, if you send out enough sales letters to people with new mortgages, you’ll find enough people who say they want mortgage insurance and you will make all the mortgage insurance sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) new mortgage leads, you’ll set three (3) sales appointments, and you’ll close one (1) mortgage insurance sale. (Term Insurance – average sale of $600 in commissions)

The main problem with this ‘Outdated’ 10-3-1 logic is that if you want to earn a minimum net income of $50,000 per year you’ll need a minimum of thirty (30) new mortgage leads per week, to schedule nine (9) sales appointments, and close three (3) mortgage insurance sales per week. And, that doesn’t allow for any cancelled appointments, not-taken policies, declined applications, lapsed policies, etc.

There is a better, much EASIER and more cost-effective approach to Generating Mortgage Leads and Selling Mortgage Insurance!

The proven, time tested approach we take (in all of our systems and training) is making sure that agents are attracting, contacting and meeting with their ‘IDEAL’ mortgage insurance prospects! Instead of playing the numbers game, we want you to focus on identifying and attracting the mortgage insurance prospects that are in your local community. The people that you 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. (Cash Value Life Insurance – average sale of $2,000 in commissions) Read More

It Is All To Easy For Us To Blame Our Financial Problems On The Economy!

Last week we discussed how you can help families to live the ‘American Dream!’

Do you remember the stats from the recent CareerBuilder report (7/2017)?

  • 78% of full-time workers said they live paycheck to paycheck… up from 75% last year.
  • 71% all U.S. workers said they’re now in debt… up from 68% a year ago.
  • 56% said they are in over their heads with debt.
  • 56% save $100 or less each month.
  • About 18% of workers said they cut back on their 401k contributions or personal savings in the last year.
  • More than one-third don’t put any money away for retirement.

I think these stats are extremely scary. But, what is even more scary is that most people are blaming their problems on our struggling economy… lack of good paying jobs, rising costs of the essentials, etc.!

Most people are  unwilling to take responsibility for their financial situation.

“Man must cease attributing his problems to his environment,
and learn again to exercise his will – his personal responsibility.”

Albert Einstein

Here is a recent article that I found, that should help you put things into perspective for you and your clients.

Remember it all starts with you! Read More

Can You Help Families Live The ‘American Dream?’

The American Dream envisioned by our forefathers was that “all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.” Our forefathers wanted America to be a land of freedom and opportunity, with a limited central government that would protect the people and maintain a safe environment for each person to have the Freedom to pursue their idea of happiness!

The American Dream is the idea that with hard work, anyone can achieve prosperity and happiness regardless of who they are or where they come from.

Over the centuries the American Dream has changed many times and became to mean the acquisition of material things, which is leading to the downfall of our American society. Too many Americans are living beyond their means and drowning in debt, in order to create a lifestyle they are being told and want to believe will make them happy… spending a lot of money on new cars, a huge home, etc. Read More

Don’t Have The Time Or Money?

For Advisors Who Don’t Have The Time Or Money To Hire A Personal Coach Or Attend Live Training Events!

What’s the best way to learn new skills like questioning techniques, sales presentations, lead generation, etc.? Is it by spending days reading boring technical books or manuals? Or, perhaps is it by searching on the internet and sifting through thousands of articles – some outdated, or even just wrong? Of course not!

The best way to learn is by getting live training and listening to people who really know what they’re doing, have done it themselves, are dedicated, accomplished trainers and then by following and practicing their techniques and ideas!

The problems with hiring a coach or attending a live training event is they can be expensive, and you can’t take the trainers home with you.

Four Experts, who have contributed to the Insurance Marketing and Sales Resource Center


Our ‘Insurance Marketing and Sales Resource Center’ (Exclusive, Members Only Private Site) gives you that same learning opportunity – on demand, in your home, at a coffee shop, or wherever you learn best. And, without you spending a fortune. Whether you’re trying to improve your skills, or learn new ones altogether, our private site (with all the latest information, tools, and tips, plus videos and audios from some of the best producers and trainers in the industry) can be a great way to educate yourself. It’s the next best way for you to learn the skills you need, besides you actually spending the time and money to get live personal training and coaching.

One of the biggest benefits of the private site training is, that you can fit in the learning whenever you can find the time to do so. Agents and Advisors with hectic schedules do not have to sacrifice their ‘sales time’ in order to learn, since they can fit in learning whenever they have spare time. And, best of all you can visit the private site any time you want… 24 hours a day, 7 days a week!

Our private site starts off with the basics, and then moves through the steps at a pace you can control. Miss a key detail? Just re-read the article or pause or rewind the video or audio, and you’re right back on track.

The information, course and audios contained in the ‘Insurance Marketing and Sales Resource Center’ will help you learn the needed sales skills in a tiny fraction of the time it would take finding and reading many books, or searching the internet and sifting through thousands of online articles trying to find the information you need and want.


We Are Doing Everything We Can To Save You ‘TIME’ and ‘MONEY’!

We’ve made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. It’s only $35.00 per month! (There is no long term commitment. You can cancel anytime.)

Plus, we made a ‘major update’ to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to for you to find all the information you need to be successful. No more wasting time searching for the critical information you need.

And, we’ve added even more tips, tools, training, audios and videos from the ‘best of the very best’ in this industry.

We are doing everything we can, to guarantee you get off to a quick start and guarantee you have the long-term success you want and deserve. Accordingly, as a member of the Insurance Marketing and Sales Resource Center you’ll also have Complete Access (for the life of your membership) to…

  • Over 11 hours of latest videos from our ‘Trusted Adviser Success Training™’ Boot Camp! It’s the best core and advanced insurance marketing, branding and sales training on how to Attract and Set Appointments with your VERY BEST PROSPECTS. Plus, how to conduct a thorough Fact-find to get your prospects emotionally involved, so they want to take action right now. No more hearing; “I’ve got to think about it!”
    (Normally $499.00)
  • Our Advanced Fact-finding Videos & Audios. Over 10 hours of fact-finding and questioning training, from Lew’s boot camps, with simple concept presentations and sales presentations. How To Close ‘9 Out Of 10’ Sales Appointments is a new sales mindset that frees you from unnatural selling scripts. Instead, you’ll learn how to begin new conversations with prospects, naturally – no pitching, no persuading and no pushing. (Normally $265.00)
  • Six Training Videos and Audios with over 8 hours of practical strategies and sales presentations on how to get your ideal prospects to want to take action on your recommendations, to quickly improve your sales and income. Normally $39.95 each. (6 Training Videos and Audios @ $39.95 = $239.70)
  • All ten of our Fast Track Advisers’ Guides providing you with critical insurance marketing, prospecting and sales success strategies that most agents and advisors don’t know and may never find out! Normally $9.95 each.(10 Advisors Guides @ $9.95 = $99.50)
  • Our Dynamite’ Referred Lead System that will show you how to get your friends, clients and businesses to refer everyone they know to you.  (Normally $95.00)
  • 12 Months of  Client Newsletters for pre-retirees and seniors that will keep you constantly in front of your prospects, clients and friends. Normally $59.95 per month.
    (12 for pre-retirees @ $59.95 = $719.40 ) (12 for seniors @ $59.95 = $719.40)

Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come.

Click on the following link for more details…

Insurance Marketing and Sales Resource Center
30 Day. 100% Money Back Guarantee
No Long-term Commitment… You Can Cancel Any Time!

Yours In Success,
Jeremy Nason and Alex Villa
‘The 9 Out Of 10 Guys’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Albert Gray

What Are You Going To Do To Make Sure You Have A Strong Finish For 2017?

Here are a few quick ideas that the best advisors we work with are using! These ideas are bringing in immediate sales…

  • Why not, once a month, offer 10 of your clients, family, friends and prospects a free educational workshop on ‘Living Debt Free and Truly Wealthy!’ or on some other immediate problem you can solve for them. The workshop will cost you less than $100.
  • How about forming a true ‘Joint Venture Partnership’ with a P&C agency (or some other business) and have them offer a free financial consultation from you, to their best clients. Or, they can invite their best clients to your free educational workshop.
  • Or, how about you send a letter to your best clients asking for their help, with a referred lead form? And, then follow-up with a phone call, a few days later.
  • Are you sending your clients, family, friends and prospects a monthly newsletter? When was the last time you included a referred lead form with your newsletter? And, then followed-up with a phone call, a few days later.
  • When was the last time you offered your clients an annual review? Annual reviews are a great way to make additional sales… and get referrals.
  • Why not offer to be a guest speaker at a local association or religious group? And, then offer them a free report and a free financial consultation.

These are just a few of the ideas that the best advisors we work with are using to bring in sales.

What else can you think of?

Yours In Success,
Jeremy Nason

Our Best 10 Tips Every Agent Ought To Know Today… To Build A Highly Successful Insurance Sales Career!

No matter what you sell, whether it is life insurance, disability insurance, annuities, or investments, the ultimate goal is make a good, consistent income that keeps growing each and every year.

The reason so many agents are struggling today, making a mediocre living, is they are missing many of the basics, the fundamentals of successful insurance marketing and sales.

Here are 10 tips every agent and advisor should know if they want a successful insurance sales career.

  1. Listen More, and Talk Less…
    How much talking are you doing during your sales call, and how much listening? I mean really listening and focusing on fully understanding what the other person is saying… instead of thinking of what you’ll say next, when the prospect stops talking?

    Most agents, the minute they sit with a prospect, start explaining all the benefits of their products and why it will help the prospect. Instead of pitching your product, sit down and ask the prospect about their family and their concerns for the future. Let the prospect tell you what it is they are looking for. Your role is to be their advisor, not an insurance salesperson.

Read More

Specialize In Solving Your Ideal Prospects’ Problems!

How much easier would your life be if you could find and attract your ideal prospects to you instead of cold calling, buying leads, etc. to end up in front of people who have never heard of you?

How many more appointments could you set and sales could you close if people felt they were meeting with the local expert who can help them to solve their most pressing financial problems?

If you want to attract the most prospects to you; set more appointment with the people you talk to; and close more sales with the people you meet with; then you must provide a service that addresses an immediate problem, need, and want that your prospects have today. And, by promoting yourself as a specialist in a specific area, the automatic perception is that you are an expert in that area!

If we are talking about Middle Income families, (pre-retirees) what are the biggest concerns and the biggest priorities most of these families have today? Maybe it’s getting out of debt; reducing income taxes; reducing their family expenses to improve their cash flow; having enough money each year to take a vacation or buy a new car; saving to buy a house; saving for college expenses for their children; or saving for their retirement?

Unfortunately, very few Middle Income families see buying insurance to protect their family as an immediate concern, need, or want. It’s not on the top of their list of priorities. They see all insurance as just an additional expense that they can’t afford! And, they don’t see the need for a financial planner, an investment advisor, or higher investment returns, because they already have access to a 401k, IRA, Bank CD, etc., if and when they ever have any money to invest.

The reason our “Found Money Management” system is so effective and attracts so many more prospects is that it does NOT focus on products or investment returns! Instead, it clearly addresses the immediate concerns, needs, wants, and priorities that Middle American families have right now! And, it does it all without asking them to spend any additional money or change their current life style!

All of the marketing, prospecting tools, and training we provide in this system are designed to establish you as the specialist and foremost expert in helping families to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!”

If your want to attract the most prospects, then you must specialize right now! And, you must specialize on the immediate concerns, needs, wants, and priorities that people have right now!

Please, take a few minutes to look at our Found Money Management ‘Advanced’ Life Insurance Sales Tool Kit. Your long-term success in attracting prospects and making sales is directly related to your ability to market your services to a specific market segment that has immediate concerns, needs, wants, and priorities that you can solve for them.

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