In This Issue

Feature Article -  People Do Not Want To Meet With A Life Insurance Salesperson!

What Do The Top Life Producers Know That You Don't...

People Do Not Want To Meet With A
Life Insurance Salesperson!

Dear ~Contact.FirstName~,

If you have been in life insurance sales for any length of time, you've probably spent a lot of money buying life insurance prospect lists, sending out sales letters, postcards and /or running ads in the newspaper to generate qualified life insurance sales leads. Then you've followed up with those leads by calling them, sending them your newsletter, special reports, information booklets, product brochures, etc. And, for many of those leads nothing is happening. For whatever reason, these people still have not agreed to an appointment with you. Why?

Is it because they don't know you and/or how they'll benefit from seeing you?

How about if there was a non-threatening for you to get more life insurance sales appointments from your current leads?

What if there was a way for those people to meet you, get to know you and see the type of work that you do?

Wouldn't they be more receptive to meeting with you?

One of the most overlooked, most affordable and most profitable ways to increase your Life Insurance appointments and sales is to offer people an opportunity to attend a free educational workshop!

Consider:

• Does anyone really want to meet face to face with a sales person?

• Wouldn't most people feel safer meeting a sales person in a neutral, group setting?

• By attending a free educational workshop, doesn't it give prospects a non- threatening way to check you out?

• Once they attend an educational workshop, get to meet you and see the work you do, isn't it going to be easier to set an appointment?

Now Consider:

• Can't the workshop be as small or large a group as you feel comfortable with?

• Can't the education workshop be held almost anywhere?

• In most cases can't you hold an education workshop for under $100, even with a meal?

The Critical Points To A Successful Free Educational Workshop Are:

• The invitation, you must give them a good reason to attend. How will they benefit? How about: ‘Improving Your Current Cash Flow', ‘Reducing Consumer Debt', ‘Tax Saving Ideas For Businesses', ‘Paying Off your Mortgage 5 to 10 Years Early' or 'How to Live Debt Free and Truly Wealthy'?

• You must have an educational presentation that is not sales oriented. You can't talk about products, or give a sales pitch. It should be about the problems they are facing now and in the future.

• During the workshop you must ask questions to get your attendees emotionally involved. You must ask questions to get them to see how the information you are giving them relates to their situation.

• After the workshop you must be able to convert the attendees into qualified sales appointments. So, never ask for an appointment. Give your prospects an opportunity to meet with you.

The agents who are using educational workshops and following our systems are:

• Setting Appointments with 70% - 90% of the Workshop Attendees...

• Closing 70% - 90% of Their Sales Appointments…

• Earning $20,000 or more per month…

If you would like an affordable, highly profitable way to increase your Life Insurance sales, then I strongly urge you to start offering everyone you know a free educational workshop.

You'll find all the information you need to quickly and easily get people to come to your free educational workshop, by becoming a member of our Insurance Marketing and Sales Resource Center.

Yours in success,
Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It's entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales? Why not learn the marketing, prospecting, appointment setting and sales strategies that the leading agents, advisors and planners on the planet use?

______________________

______________________

We want to hear your thoughts, please drop us a 
comment on our blog or visit our Facebook!

It’s A Shame For You To Struggle Finding Prospects
& Closing Sales, When Our Members Do It So Easily!

"Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! Bryan Grissum (3 years)

"I have combed through your website (the Insurance Marketing & Sales Resource Center™) and read almost every page and want to say thank you! The information has helped big time, my production is up 65% over last year already." Rick H.

“Awesome, Awesome Site… I’ve recently become a member on your site. Wow, this is something I’ve been looking for all of my agent life, power packed with everything an agent needs to be a professional in their industry. I really have my own university wherever I happen to be. It is no doubt the best site available for education on the Insurance Industry. Thank You.” Sally H.

"Will, thank you so much for adding the Trusted Advisor videos to the Private Member site. I have watched the videos several times so far. Please continue to add great videos like those to the Private Member site. Best, Ric" Ric Komarek (7 years)

"If anybody wants to be a player in this business and really make money, they need to stop hopping from program to program and get involved with the Insurance Pro Shop to learn to be a true, trusted professional in this industry.​  Call Jeremy or Lew and let them change your practice and your life.
William Booser (23 years) and Tim Counts (10 years), National Annuity and Life Sales

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center™

Written Words Help Walk Your Talk!
The written word is incredibly powerful and in many cases not used to its fullest advantage. Online, putting things down in writing is most important as the web is completely information-driven. I'm not referring to hype or puffery, nor am I referring to the legal kind. Specifically, I am referring to using the written word on your website beyond mere sales copy -- such as for branding your online business as well as in your directional marketing tactics.

Five Ingredients of Superstar Salesmanship
In the past 10 - 12 years we've seen a dramatic reduction in the sales force for our industry. Agents are leaving in droves and very few companies are bringing in new agents. This is good news for many of us. So, the big question is whether you will still be here 5 years from now?

Improve Your Attitude And Change Your World

If the first thing you do in the morning is eat a “frog”, nothing worse can happen for the rest of the day! Are you feeling hungry? Watch Now

You'll Quickly Double and Triple Your Income, When You Become The 'Trusted Advisor' People Want To See!

You Don't Have To Go It Alone!

"After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system (Found Money Management™)is the simplicity in helping clients. I finally feel that I am offering clients more than just retirement planning. I know that my clients will be better off after meeting with me than they were before. Your system is so easy to understand, to explain to clients, and to implement, that it’s almost ridiculous. I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!"
Bryan Schurter, FMM, RFC - CA, (4 years in sales)

________

Not sure we can help, or if our services are right for you... Don’t Wait... 
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
We guarantee you'll be glad you did! 877-297-4608 (M-F, 9AM-5PM, EST)

How To Become The Most 'Trusted Advisor'
In Your Local Community!

You Can Cut A Greater Figure With The Insurance Pro Shop®

You Can Achieve Fame Right Where You Are©
By Forrest Wallace Cato

With clarity and simplicity I will express these ideas to Insurance Pro Shop® readers, but I will also be strict, blunt, direct, and get personal, though never crude. This is the same persona and passion I have displayed nationally, in both public and private, over the years, as I worked to make people like you famous in your local community or/and nationally.  Many agents and planners are amazed to finally realize that they can become famous where they are, in their local community. They are also further amazed when they understand the many sales benefits and other advantages of personal or individual fame.

Long time MDRT Top-of-The-Table qualifier, Mehdi Fakharzadeh, asks, “Which of the following two groups do you think will be the most successful, accomplish the most, earn the most money, and serve the most people?”

Team One: This group is composed of an unknown artist, an unknown architect, an unknown doctor, an unknown lawyer, an unknown actor, an unknown financial advisor, and an unknown executive, plus an unknown athlete.

Team Two: This group is composed of a famous artist, a famous architect, a famous doctor, a famous lawyer, a famous actor, a famous financial advisor, a famous executive, and a famous executive, plus a famous athlete.

This is an easy-to-answer question for any Insurance Pro Shop® newsletter reader. You immediately knew the correct group to choose. So why do you remain in the unknown group?

__________________

Forrest Wallace Cato was unknown when he was the only PR copywriter at the famous Doyle Dane Bernbach ad agency on Madison Avenue in NYC. He changed jobs to become an investigative reporter, then magazine staffer where he advanced to Editor-In-Chief. Next he evolved into a nationally-known fame creator and image manager, plus book author, and speaker. For over 40-years he made people like you famous, becoming a visionary and innovator in this specialty discipline.
Cato frequently speaks at The Insurance Pro Shop®.

You Can Become Famous Where You Need Fame Most

Here are ten rules for obtaining fame:

First, know that you can make your desire for fame a realistic quest. In fact, you can achieve fame only if you make your quest realistically. Unless you get realistic about seeking fame, your targeted objective(s) will remain forever elusive. It is essential that you act based only on logic, reason, and accurate intelligence. Most fame seekers seldom do this. This is why most fame seekers fail. They just waste their time, and time is one of your precious but limited resources.

Second, in your efforts for achieving fame, - as with any difficult major objective, - your expectations should be controlled. The candidate for fame should be grounded in reality. The fame maker and the fame seeker will both be operating in the highly competitive real world. The two people will work as closely as if they shared a foxhole while engaged in battle. Reality is essential if you are to end-up triumphant from this shared experience. Get stupid or careless and you are dead.

Third, realize that you are in a serious fight for fame. Expect some rough going during your battle for relevance. You are against an army of opponents who want the fame you seek. Other established parties do not especially want you to become famous or influential. You are competing directly with skilled celebrity promoters who are also after the same media exposures you desire. Many others are ultimately after the same prospect you are seeking in your market area. Your competition wants these media exposures that you need.

Fourth, as you move ahead expect to get arrows in your back. You must remain strong and confident, charging ever-forward, and not retreat or surrender. Once in the fame battle it is ether win or be defeated. If defeated you are not likely to get a second chance. Yes the prevailing dynamics make this a serious business.

Fifth, always remember that, as with so many difficult but worthy objectives, you win by being persistent. Like the cliché says, persistence pays.

Sixth, you can have and follow only one Commander. This is the ultimate person that creates or approves your fame “battle plan.”

Seventh, you are ultimately responsible for your own fame, regardless of the size of your team, staff, budget, or the number of services you are able to use or deploy.

Eighth, like never before, you must be resilient, bounce-back, not internalize, stay focus, control your ego and emotions, and avoid depression and defeatism.

Ninth, remain aware always that you will not reach your desired state of fame (or maintain that fame) alone. This can never be accomplished only by you. You need and require ‘key others’ during your process, journey, and reign. Without “key other’s” occasional help, kindness, cooperation, proper and timely functioning, plus their goodwill, you will never be famous. So make the effort to say ‘thank you,’ and show that you notice these ‘key others.’ Be patient, not pushy. Never act superior or condensing. Always treat your ‘key others’ as equals. When appropriate, ask for their thoughts, ideas, opinions, or evaluations. Collectively they can make you or break you. Cultivate all ‘key others,’ but don’t waste too much of their time (or your time) enjoying them. They are busy also. You are interacting so that you can take care of business (TCB).

Tenth, begin by accepting this harsh truism that Lew Nason has successfully followed for over forty years. Lew Nason says, “Most men and women (including ignorant ego maniacs) actually don’t know how to fight this battle. They really are afraid of losing (failure), but they are also afraid of winning (success). They do nothing, and guarantee that they will never be famous. They are seldom aware that their ‘working willpower’ is barely functioning. They fear they will not measure-up in this attempt. They are afraid they will never make an adequate score. They suspect that they will not be able to ‘bear the required load.’ They keep their insecurities well concealed.”

www.CatoMakesYouFamous.com          forrestcato@gmail.com

___________________

___________________________

Coaches Corner

How To Improve Your Performance
By Sandy Schussel

Two advisors start their careers with similar backgrounds -- the same education and training, and similar connections and people skills. Within two years, one of them is extremely successful, and the other is struggling.

Maybe “the other” isn’t bringing in enough clients, or the right kinds of clients. Maybe he is working so hard that he has no life. Maybe he’s just unhappy.

The struggling advisor sees that he has fallen behind, so he seeks out more training, more advice, more strategies … but his world gets no better.

Too many professionals are seeking descriptions of someone else’s successful behaviors and strategies that they can apply to their own businesses. But descriptions of someone else’s successful behaviors and performance don’t usually give you access to that same level of performance.

There is only one thing that accounts for the difference in the level of performance of these two advisors, and it’s not that one has more ideas and strategies. Access to the higher performance is based on action! The successful advisor is taking action to create what he needs. The struggling advisor isn’t.

Study any top professional and you’ll see the same thing. What distinguishes his or her performance is his or her level of action.

But why doesn’t the weaker-performing advisor display the same level of action? It’s not because he doesn’t have enough information or strategies. His performance level is lower because the way the world is occurring to him -- and the way he is occurring to himself -- is perfect for the level he has attained. His level of action perfectly matches how the world occurs to him.

Here’s how the world might be occurring to the successful advisor:

I am the best advisor in the state. The prospects I meet are godsends. They are people I can serve who will appreciate what I do for them and want me to help everyone they care about. I can be who I want to be because the world is a safe place and the people that matter will respond to me positively.

Here’s how the less successful advisor might be viewing the world:

I’m good at what I do, but sometimes, I just feel I don’t know enough. Prospecting is so difficult. Nobody ever answers the phone and they never call back. When they do, they’re already working with someone or they have no money. It’s a tough world out there and if I just told some of the people who are "thinking about" what I’ve recommended what I really think, they’d probably back away, and then there would be no business at all.

If you’re not happy with your performance, it’s because of how prospecting, sales, dealing with prospects and clients, and your role as a professional are occurring to you, not because you need more ideas. All the training in the world from the best people in the business will not substantially change your results if there isn’t a huge shift in your view of the world. It’s really about your “inner stance,” not what activities you’re doing.

How your world is occurring for you shapes every action you take, so trying to change your level or type of action to improve your overall performance without first addressing and shifting how the world occurs to you is futile. You don’t need more information, either. You need a better view of the world and your place in it.

Listen to the words you use when you talk about yourself, your family, your business, your prospects, your clients. If you’re not where you want to be, what you say about all of these things will tell you why. Your words are the window into how your world is occurring to you. Catch the negative, weak words that are holding you back and replace them with powerful words, words that show the world is occurring to you in a better way.

You don’t need more training; you need an alteration in occurrence. Only then can you change your actions, increase your performance and become the success you know you ought to be.

Are You A Member Of ProducersWeb?
If you want the latest information, from the foremost experts in the industry, to take your career to the next level, then become a member. It's Free!

Follow Rodney Ballance, Sandy Schussel, Paul Mallet, Jeremy Nason and Lew Nason!

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us