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

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

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’

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. 

Read More

Do You Want To Sell More Life Insurance?

One of your most powerful sales tools, in any sales call, is a written testimonial from a satisfied client. With the clients’ permission, you can recount their situation (in general terms) and describe how you were able to help them. The only problem with this lies in the credibility of the story. Will they believe it? Your prospect may, at least partially, disregard the story as just a sales ploy. The absolute best way to overcome this problem is to also provide a testimonial of your own personal story, and own what you sell.

Your own testimonial is a great tool to help those skeptical prospects to see the value of what you are offering and buy into the concept or product you are selling. For example, if you are selling life insurance as a supplemental retirement vehicle, or a college funding vehicle, while protecting your loved ones, you better be doing what you’re preaching. How can you sell the concept, if you don’t believe in it enough to buy it for yourself?

Owning what you sell gives added credibility to all your recommendations. It demonstrates that you are a total believer in what you do. However, you can’t just tell them you own the life insurance policy yourself. You must take your own life insurance policy (ies) along with you on all your appointments to show your prospect what was appropriate for your situation. Bringing your policy (ies) along with you clearly shows the prospect you followed your own advice. It then becomes concrete evidence for your prospect, and while in the midst of making an emotional decision, your clients will see that you took the steps to protect your family and save for your future. Therefore, they should do the same. In fact, all of the agents we work with who are truly successful at selling life insurance can speak from the heart! They believe in it so strongly that they own multiple policies on themselves and their family members. Read More

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Four Simple Secrets To Selling Large Amounts Of Life Insurance!

Would you like to know how and why the best producers are able to sell large amounts of cash value life insurance?

If you knew their secrets could you sell large amounts of cash value life insurance, just like they do?

We’re talking about you earning $500,000 or more in first year commissions each year!

Some of you may be thinking; “Yah, that would be great! But, the reason those producers are able to sell so much life insurance, is they have the technical knowledge, for a very specialized life insurance niche market. They are working with 412i plans, Estate Conservation, Premium Financing, Charitable Giving or some other specialty market.”

While it’s true that some of the more prolific producers do have the technical knowledge, and work in one of these very specialized advanced markets, it isn’t how and why they are able to sell large amounts of cash value life insurance.

It may surprise you to know that every one of these ‘life insurance sales leaders’ has the same basic problems you do! In fact, in most cases, the people who work in those very specialized, advanced markets have much worse problems, because of the extremely small size of their market, plus the competition, bad publicity and the large amounts of money they work with. However, they are successful because they know four simple secrets that you don’t! Read More

Are You Frustrated With The Lack Of Training and Support?

Are you frustrated with the lack of real marketing and sales training and support you have received so far in this industry?

Have you jumped from one IMO to another IMO, (Company to Company) because they promised you a free turnkey sales program and/or leads, with training and support, if you just moved your contracts to them? (So they could make an over-ride on your business)

How did it work out? Did their program work as promised? Were their leads any good? Did you get the training and support you were promised?  Or, were you just trained on the products they wanted you to sell?

Have you invested in one lead program, after another, with lackluster results?

We know that, based on your experiences thus far in this industry, it is hard for you to believe that there are people who can and will follow through on their promises of a proven system… with real training and real support to help you to quickly grow your sales.

We also know that it is scary to think about stopping what you are doing, to start with a new system or program.

One of the great things about our systems, training, and support is that you don’t have to stop what you are doing. You can just add a little at a time, to make it work for you, before you make any big changes.

Plus, using our systems, training, and support we can help you to dramatically improve your current sales results.

Here is a testimonial we received last week…

“Dear Jeremy,

I have been licensed since June of 1976, when I graduated Fordham University and began working with Northwestern Mutual Life. I did receive some license preparation training, but after passing my state examination there was no real ongoing training program.

In addition, I became licensed in property casualty insurance in 1983 and concentrated on medium to large commercial accounts. I considered myself a multi-line producer. I saved clients money on the commercial insurance premiums and some of those savings led to sizable life sales.

I have represented many fine insurance companies over the years, but all of them share a glaring flaw. That flaw is a lack of a committed marketing program. The insurance companies I represented talked endlessly about how great their product was, or how many years the company was in existence, which seemed to matter very little to my clients.

I was a New York State Licensing Instructor for over 14 years and taught thousands of new agents and also was qualified to teach continuing education in New York. I have taught thousands of agents over the years and have a great relationship with State Farm Mutual Agents, because I pioneered telephone tutoring that was highly successful.

When I came across your excellent materials and programs I realized that your programs were the best material for new agents, as well as veteran producers like me. One of the great results of your complete program, in my case the annuity program, was the newfound confidence I felt while going through your material. Since I began the annuity training course, in the past three months, I have closed two cases with Athene for total premium of $220,000 which has generated almost 14,000 in commission. Before, I was lucky to do that in the course of a year!

Your program has made a huge difference not only in my overall production, but in my attitude. Along with my other sales, my goal is to do over 2 Million in annuity production this year. I am very confident of achieving this personal goal.

I also have been very impressed with your hands on approach and your accessibility. Any questions are answered quickly and effectively. I have also noticed that key concepts are presented not only in clear fashion, but with an emphasis on solving the real problems that prospects and clients have.

I am available to speak with any agent or broker who is undecided about the Insurance Pro Shop. I would say their greatest cost would be the opportunity cost of not signing up and following through.

I like the comment by Henry Ford when he said many years ago, “If you think you can and you think you can’t either way your right!”

In summary, in my 41 years in the insurance and investment business, I have never come across programs to help agents produce and grow their business like the programs constructed and engineered by Lew Nason and his family. I feel like I hired the best marketing department I could possibly get. Thanks for your great and ongoing achievements that benefit the producer, the man or women in the arena.

Sincerely,
Raymond R. Naclerio”

_______________________

If you are not satisfied with your sales results, when are you going to do something about it?

Is it time for you to learn the insurance marketing and sales fundamentals that 90% of the agents are missing today?

Is it time for you to check out our Specialized Systems, with 3 month of real training and support?

We are the first truly dedicated life insurance and annuity marketing and sales trainers for career and independent insurance agents, financial advisors, and P&C Agents. We Are NOT Recruiters!

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

Do you want customers or clients?

One of my favorite sayings:

If you give a man a fish – you feed him for a day. If you teach a man to fish – you feed him for a lifetime.”

The same is true in sales: If you just sell a product, you just have a ‘customer’ for today. If you help someone, and they decide to buy your product, you have a ‘client’ for life!

  • a customer is a person that buys goods or services from a store or business.
  • a client is a person who engages the professional advice or services of another.

If you want clients it is all about informing, educating, and providing value in the relationship. It’s about providing useful information that creates long-term trust and respect between you and your customers… turning them into clients!

Unfortunately, much too often today, products are sold with little or no consideration for the overall plans of the individual or family. Example: Seminars are held where financial advisors persuade potential clients about the merits of certain annuities or mutual funds. Without even knowing the individual needs or goals of potential clients. Is this what you would want from your financial advisor? Would you want to be seen as a dollar sign or commission? Or, do you want to be seen as an individual or family with specific needs and goals?

Do you want customers or clients? Do people see you as just another salesperson or as an advisor? Are you in this business for the short-term or for the long-term!