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In This Issue

Feature Article - "If You've Been In The Insurance Business For At Least Six Months, Then You Should Be Getting Most Of Your New Life Insurance & Annuity Prospects Through Referrals."

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

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

(At only $25 per month can you afford to pass this up?) 

"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™

LIMRA Combination Product Report:
Over the past seven years, LIMRA has been tracking annual sales of life combination products, a subset of the U.S. individual life insurance market. New sales premiums for 2013 marked the fifth consecutive year of double-digit year-over-year growth. Life combination products are defined as life insurance products that pay benefits when the insured meets certain criteria for chronic illness or long-term care. Benefits are also potentially payable to the beneficiary upon death if the insured never meets the chronic illness or long-term care criteria, or did not exhaust all the benefits.

LIMRA Individual LIfe Persistency Report:
For all individual life insurance products combined, lapse rates have increased from levels observed in a previous LIMRA persistency study covering the mid-1990s experience period. With the exception of the early years, policy lapse rates for the current study observation period were higher across all durations.

2015 Insurance Barometer Report:
The Insurance Barometer is an annual trending study tracking the perceptions, attitudes, and behaviors of consumers in the United States. Now in its fourth year, the study seeks to understand consumers’ financial concerns and how they think and act with regards to financial products, with a particular focus on life insurance.

Note: In our private site you find our complete "Dynamite Referred Lead System". It's hundreds of pages on how to become a referral magnet.

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"It is truly something every agent, broker, and financial pro should have"
"Thank You. I greatly appreciate your efforts and all you do to promote the well being of America and Americans. You are a hero that many look up to. I just received the 'Dynamite Referred Lead System' I ordered (for 20 for my best agents) online at www.insuranceproshop.com. It is truly something every agent, broker, and financial pro should have; including every sales person whatever their sales agenda be. In my next article "The Secret to making New Years Resolutions come true - Yours & Others," I will recommend all sales people add to their New Years Resolution list - Get a copy of The 'Dynamite Referred Lead System' - it will help your New Years Resolutions come true. "
Paul Cross, IL, Founder of the Annuity National Brokerage Corp. (30+ years)

________________

Improve Your Attitude And Change Your World

Evaluate Where You Are

Zig Ziglar gives us the straight talk he’s famous for and makes a case for living a purpose centered life. Evaluate where you are and get started rocking the eight pillars of purpose: Happiness, health, prosperity, security, friends, family, peace of mind and hope.
 

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

We are doing everything we can to help you...
We Even Offer Affordable Payment Plans To Help You To Get Going Today!
Click on the product for the complete details.

You Don't Have To Go It Alone!

"Jeremy, I just wanted to drop a line to say that this package (Mortgage Insurance Tool Kit) far exceeds what I expected. It is so full of information and practical techniques that I am still working my way through disk one. I am a new financial advisor and insurance salesman. I find myself studying this material more than I study my new firm's marketing material, because it makes more sense to build my practice the way you guys suggest, than it does to use the firm's suggestions... AND it's a lot less expensive for a beginner like me. So, thanks for all of the info you provide in this package. I can't and won't wait to start implementing what I am learning, and will keep you guys posted on the results. Thanks a billion," Evan Blackmon - PA

"For the record the program that was purchased was very informative indeed. (Found Money Management Tool Kit) I went from a struggling adviser to one producing £120k (approx $180,0000) in my second year of business. If you could pass the message on to Lew and the team and say that I'm just saying 'thanks for everything'." Luke Taffetsauffer - United Kingdom

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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.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

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

Why You Need To Use Presentation 'Videos' To Get
Your Prospects To Buy Into Your Sales Concepts
By Dan Viñal

Studies have shown that people are 8 times more likely to make a decision to purchase life insurance or put money into annuities when they are motivated by the need to solve a problem.

But studies have also proven that if you rely on conventional sales and marketing material to explain the need to solve a problem . . . you are almost certainly losing sales opportunities.

Why? Because conventional sales and marketing material (especially those produced by insurance and annuity companies) are actually quite ineffective at communicating "useful" information.

Proven by the U.S. Department of Labor

However, you probably think that the material you use IS effective. But studies show that people understand as little as 20% of what they read, and remember as little as 10% of what they hear!

These are proven facts, examples of which are referenced in excerpts from a report titled "Presenting Effective Presentations" by a division of the U.S. Department of Labor:

". . . studies by educational researchers suggest that approximately 83% of human learning occurs visually, and the remaining 17% through the other senses . . . 11% through hearing, 3.5% through smell, 1% through taste, and 1.5% through touch."

". . . studies have shown that three days after a meeting, people retain only 10% from an oral presentation, 35% from a visual presentation, but 65% from a visual and oral presentation."

Video Engages, Informs and Compels MUCH Better

That's why video has become the single best way to easily introduce and quickly explain the need to solve a problem using insurance or annuities - in as little as five minutes.

Because when people watch a video that combines both text and narrative together, at the same time, they comprehend and retain more than twice as much!

In fact, video has been shown to improve attention, impression, comprehension and retention of a message by as much as 600% over spoken words, and as much as 300% over written words.

What's more, 6 out of 7 people prefer to watch a video – rather than read printed text or listen to someone talk – even when it's done with a slide presentation.

Offer Your Clients and Prospects What They Want

So why would you invest so much time adding pages or content to your website, if people don't read much of it, and if they don't understand or remember most of it?!!

And why would you rely on a verbal presentation alone, if your prospective clients understand and remember as little as 10% of what they hear you say?!!

That's why you need WebPrez Videos - five minute presentation videos that use more than 40 scientifically proven communication techniques to present the problems that sell the need for insurance or annuities – and make them up to 400% more effective than other videos.

Focus your prospect's attention on solving problems, and psychologically influence their buying decisions.

Nine Ways to Use Your WebPrez Videos

1) Add the Videos to Your Website
2) Email the Videos to Your Clients and Prospects
3) Share the Videos Through Your Social Media Networks
4) Play the Videos off Your Laptop or Notepad
5) Integrate the Videos into Your Database Marketing System
6) Feature the Videos in Your Monthly Newsletter
7) Use the Videos to Set Meetings with Leads You Purchase
8) Share the Videos with CPAs and Other Referral Resources
9) Project the Videos onto a Screen in Your Seminars

1) Add the Videos to Your Website:

You can "embed" each video separately onto any page of your website, by locating the video on your video dashboard, and clicking on the "Embed" icon. Then simply copy and paste the embed code onto the page location you want. If you do not know how toedit your own web pages, we recommend that you assign this task to your website developer.

2) Email the Videos to Your Clients and Prospects:

Log in to your WebPrez video dashboard, and locate the video you want to send. Then drag your cursor over the title (beginning with "Learn How . . .) and the video link below it. Right click and copy the highlighted text. Then simply paste it into your own email message.

That's all there is to it. Your video link will appear in the receiver's inbox as blue hypertext (meaning that it is a "live" link), and they only need to click on that link to open and play your video. You will receive an email viewing notice telling you when your client or prospect has watched the video, and is now ready for you to call back to schedule a meeting.

3) Share the Videos Through Your Social Media Networks (Linkedin, Facebook, Google+)

To post or share your videos on any or all of your social media networks, log in to your WebPrez video dashboard, locate the video you want to post, click on the Share icon, choose the network you want to post it to, and simply follow the prompts.

4) Play the Videos off Your Laptop or Notepad - in Someone's Home or Office:

We always recommend embedding your videos into your website. So when meeting with a client or prospect in their home or office, you can either go to your website to present a video, or simply type a video link directly into the web address bar of your browser.

5) Integrate the Videos into Your Database Marketing System:

Create email messages featuring a video title and link (just like a "one to one" email message) and schedule these messages to be delivered to every email address in your database - all at the same time (on a biweekly schedule) or sequentially (15, 30, 45 days etc - after initial entry).

6) Feature the Videos in Your Monthly Newsletter:

Create a headline using the title of the video you want to feature, followed by "Simply type this link into your iPhone, iPad or Laptop, and watch this short five minute video."

Then log in to your WebPrez video dashboard, locate the video you want to feature, and simply copy and paste the blue hypertext link into the text of your newsletter.

7) Use the Videos to Set Meetings with the Leads You Purchase:

As usual, call right away. But instead of trying to schedule a meeting right away, simply ask your lead only one question: "If I send you a short 5 minute video on "How to (title)" . . . will you watch it?"

Verify their email address, then log in to your WebPrez video dashboard, and simply follow the same instructions for sending a video out in an email message (see #2).

8) Share the Videos with CPAs and Other Centers of Influence:

Tell them you have a short five minute educational video on "How to . . . (video title)", and ask for their permission to email the video to five of their friends, relatives, colleagues or associates.

Then log in to your WebPrez video dashboard, find the video you want to feature, and simply follow the same instructions for sending a video out in an email message (see #2).

9) Use the Videos to Improve Both Your Seminar Attendance and Conversion:

a) feature a video title and link in your seminar invitations, or in your confirmations . . . providing registrants with a compelling example of what they will learn by attending your seminar.

b) during your presentation, project a video from your laptop onto a screen, just as you do with your slides, and allow the video to set up your audience with the value proposition.

Double and Triple Your Appointments and Sales,
By Learning To Ask The Right Questions!

Imagine, in just a few days from now, you could be on your way to making your sales breakthrough, so you don't have to subject yourself to the painful chasing of  prospects or pushing for sales.

Learning to ask the 'RIGHT' questions is the critical key to you consistently
...Setting high quality appointments, with your 'IDEAL' insurance prospects!
...Closing ‘9 out of 10’ insurance sales! ...Doubling Your Commissions!

And This Special Bonus...
You'll receive a 2 Hour, in depth, presentation from our friend and coach, Sandy Schussel discussing how to 'Become a Client Magnet!' As a speaker and workshop leader, Sandy empowers firms and sales teams with systems designed specifically to engage or enroll more or better clients. As an author, he has introduced thousands of readers to simple strategies to win over prospects and to overcome the fears that keep them from doing the things they know they need to do. As a business and life coach, Sandy has encouraged hundreds of individuals to figure out what they really want, to develop a plan to go get it, and to take action on that plan.
 

Coaches Corner

Are You Missing This Huge 'Insider Secret'
To Earning A Significant Six-Figure Income?
By Lew Nason

In the 80's, I was very active in the Boy Scouts of America with my two sons Jeremy and Will. I was an active member on the board of trustees for the Methodist Church. Plus, I was moderating weekly LUTC classes (NIAFA), providing training in the Regional Metropolitan Branch Offices and attending every Advanced Sales Training class offered by Met Life. Even though I was working less than 20 hours per week on my sales and was taking most of the summer off each year, (Boy Scout Summer Camp) I was still able to consistently earn a significant six-figure income.

How was I able to do all these things and still maintain my sales?
One of the huge 'Insider Secrets' to my success was that within just 18 months of entering this business, I was getting the majority of my new sales from... Client Referrals. And, I wasn't asking for them! 

That's the huge 'Insider Secret' most agents and advisors are missing!

The ability to consistently receive Client Referrals is why the very best producers, past and current leaders, such as Ben Feldman, Norman G. Levine, Mehdi Fakharzadeh, Thomas Wolff and Van Mueller were all able to make over a million in a single year!

If you want to succeed long-term in this business. Consistently earn a significant six-figure, or even a seven-figure income. Have more fun and be working fewer hours, then you must find a way to Stop Prospecting. Isn't prospecting the most time consuming and frustrating part of your business? If all you had to do was to meet with qualified and motivated prospects, how many hours would you need to work each week?  

How do you get people to refer their friends and family to you?

If you want people to refer you to their friends and family, without you asking them for a referral, then you must make yourself referable! There are six critical parts to making yourself referable and they are actually very easy to implement!  

1. You must solve a real, immediate problem people have!
   You must get known for solving a specific problem for people and become known as the expert in your community. Consider, salesmen are the people who chase after us, hungry for a sale. Experts are people we actively seek out, money in hand. In my case, I became the recognized expert for helping families to qualify for college financial aide.

2. You must be doing a good, through fact-find with everyone!
   Help people to define and understand the problems they need and most of all want to solve. Many people only have a vague idea of the problems they are facing and can get lost in what they are trying to solve, so that no solution seems to fit. You must help your prospects to get emotionally involved and show them you are more concerned about helping them to solve their problems, than you are about making a sale!

3. You must under promise and over deliver!
   Why do people buy from you? Would you agree one of the major reasons is they trust you. They believe what you say is what you mean. So, to become referable, you must exceed your customers' expectations by giving them more than what you promise. Little things like answering your emails everyday, having a live person answering the phone when it rings, showing up to meetings on time and delivering when you say you will, can make your refer-ability skyrocket. And, don't forget to conduct regular annual reviews.

4. You must follow-up on every part of the sales process!  
   Make it easy for your clients to do business with you. Every part of a sales process from the initial contact, to personally delivering the policy, are all equally important. Following up makes your clients feel important. Following up shows that you care. As many of the top agent will tell you... "The Sale Begins - When the Customer Says . . . Yes!"

5. You must keep in touch with your clients!
   In order to increase customer loyalty, get repeat sales and get referrals, the client needs to remember your name and need to know how to find you. The more you stay in contact with your customers, the stronger your relationship with them becomes. The stronger the relationship, the more business and referrals you can expect from them. So stay in touch, Always! Are your sending your clients, family, friends, neighbors and prospects a monthly newsletter? If not, you are making another Huge Mistake.

6. You must become the recognized 'NAME' in your local community!
   You don’t have to be rock-star famous before you are recognized as an authority in your field. You just have to begin to get the word out. Your goal is to be the person that people think of whenever your field is mentioned. Offer a free educational workshop at your local library, church or community center. Get it in the community calendars, from newspapers to cable television. Call up your local news stations and offer yourself as the subject of an interview. One listing or call at a time, and you’ll begin to make a name for yourself.

Plus, contribute to public discussions. Write letters to the editors of newspapers and magazines whenever they cover stories in your field. You may offer an alternate viewpoint or simply compliment them on a well-written article. The more people see your name in connection with your subject, the more they’ll recognize you as an authority in your field.

You can make yourself referable and earn the significant six-figure income you've been dreaming about!

Stop putting your emphasis on making a sale and instead, shift your efforts towards helping people and providing better service. Start building impeccable relationships with your clients so that they become long-term repeat buyers. Focus on your service and become the recognized name in your local community, and you will soon become incredibly referable as satisfied clients start to tell all their friends and family about how you have helped them.

Choosing between what pays well and what is right for the client is not an option. Just believe in what you do, be there for them and you will be rewarded! 

Remember, if you help enough people to get what they want, then you'll get what you want!

Lew Nason
“The Nine Out Of Ten Guy”
 

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