Featured Tip - What's the Simplest & Quickest Way to Increase My Life Insurance and Annuity Leads... and Sales In 2016?

Improve Your Attitude - Our Circumstances Reflects Our True Beliefs - Earl Nightingale

Become The Trusted Advisor - The Real Future Of Your Business

Coaches Corner - 10 Step Process Leading Your Prospect To Yes (or No)

An Important Message From Jeremy

Dear ~Contact.FirstName~,

We have over 50,000 agents and advisors on our emailing list. We have over 30,000 visits to our web site each month. However, only 50 people per week are calling us for a free 15 minute consultation.

What is stopping you from calling us for your 15 minute consultation? (We don't bite!)

Toll Free In US 877-297-4608 / Direct Line 770-443-2852

Yours in success,
Jeremy Nason

Featured Tip

The following article is one that we update and repeat about once a year. Why, because it is so critical to you building a strong foundation for your life insurance and annuity business.  It's the critical information you need if you want to be extremely successful short-term and more importantly long-term!

Note: If you are satisfied with the leads you are getting; selling lots of smaller policies; traveling all over your county and state; and working long hours to make a mediocre income; then don't bother reading this article.

However, if you're dissatisfied with the amount of money you’re making selling annuities, life insurance, investments, or your advisory services, then we think you will find this information extremely beneficial!

The fact is that everyday we have established advisors (four or more years in the business) calling us because they are not getting the sales they need from the leads they are buying or their agency is supplying. Their direct mail campaign isn't providing the amount and quality of leads they want. And, they have run out of family and friends to sell to.

And, they want to know, “What’s the quickest way to generate more leads, to get in front of more prospects, to increase my sales?”

Are you asking the same question: "What's the quickest way to increase my leads and sales?"

If you want to increase your sales quickly, then would it make sense that you need to attract your 'Ideal' prospects to you, the people you have the best chance of selling?

If you want to consistently attract your ideal prospects to you, then look at your primary market (the people you work best with) and determine what’s the biggest, most overwhelming problem you can solve for these people right now? Remember, if there is no problem, then there is no reason why they should meet with you!

People buy based on emotions. They want to either reduce their pain or increase their pleasure. The bigger the problem they have, the more pain they feel and the quicker they will want to solve the problem. So, the sooner you can identify a big, overwhelming problem that you can solve for your primary market, the easier it’s going to be to attract people to you, to set an appointment and make a sale!
 

What problems can you solve for people in your primary market?

Let’s look at some examples:

If you are primarily dealing with young families, then isn't one of their biggest problems their current cash flow? Aren't most families today struggling from month to month to meet their financial obligations? Do they have too much debt? Are they spending their money unnecessarily and/or in the wrong places? Do they have the wrong priorities? Are they saving for their future? Do you have some ideas where they can 'find the money' to reduce or eliminate debt to free up money that they can start putting away for their future?

If you are working with more affluent people and business, isn’t one of their biggest problems income taxes? Do you have some ideas that could help them reduce their income taxes?

If your primary market is retirees, what is their biggest problem? Isn’t one of their biggest problems the fear of outliving their money? What can you do to help them make their money last a lifetime, with safety and guarantees?

These are just a few examples of the problems you can solve for people in your primary market. Now the question is:

How do you turn solving their problems into a sale for you?

First, you have to get your special marketing message out to the people you want to attract. You have to help them to see that you understand their problems, and that you are the one person that can help them to solve those problems. You can...

• Write articles for your website and your Facebook page.

• Send them a monthly newsletter.

• Offer them free booklets and reports.

• Write them a heartfelt letter.

How do you set appointments with these people?

As I said earlier, if you can identify a big, overwhelming problem you can solve for people right now, it's going to be much easier to set an appointment and make a sale.

So, what is the quickest way to get your special message out to your ideal prospects, to get these people to set an appointment with you?

How about offering your current clients, friends, relatives, acquaintances, neighbors and prospects an educational workshop on “Living Debt Free and Truly Wealthy,” “5 Financial Challenges In Retirement,” “Tax Saving Ideas For Businesses” or “Stretching Your Income During Retirement?”

Why an educational workshop?

Would you agree no one wants to meet one-on-one with a salesperson? The beauty of an educational workshop is that for the prospects, there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a salesperson. It’s a non-threatening way for them to get to know you, see the type of work you do and the help you provide.

The beauty of the educational workshop for you is that you can offer them in large or very small groups. They cost very little to hold. Because they are considered a public service you can hold them almost anywhere -- in your local library, association rooms, conference rooms, etc..

And, you can have your first educational workshop in just a few weeks.

You can get people to attend your educational workshop by sending them an invitation, running an ad in the newspaper, or just by calling them and inviting them to your special educational event. The main thing is to let them know this is NOT a sales event. This is strictly educational. And, you must keep it strictly educational.

If people like the information you provide at the educational workshop and see you as someone who understands their problems and can help them, they will want to set an appointment with you.

Note: Each of our specialized marketing, prospecting, appointment setting and selling tool kits are about helping people to understand and solve their most pressing financial problems. And, each tool kit has an educational workshop to help people to see you as the advisor that can and will help them. 

Life Insurance Sales Tool Kit    Annuity Sales Tool Kit    New Agents Mortgage Insurance Tool Kit

How do you make the sale?

If you want to make a sale, then it's all about doing a thorough fact-find. Helping people to identify a problem they have, and then helping them to solve that problem. By helping them to solve just one of their problems you’ll gain their confidence, trust and respect. Now you can help them to identify other problem areas where your products and/or services are the solution.

Note: You can learn how to conduct a problem based fact-find by trial and error. Or, you could find a mentor or hire a sales trainer! Or, you can invest in our "How To Close 9 Out Of 10" DVDs, with our one-on-one personal coaching.

Summary

You can keep using your current leads and/or buy more leads... and live with selling lots of smaller policies; traveling all over your county and state; and working long hours to make a mediocre income

Or, you can implement these ideas right now to quickly increase your leads, your appointments and your sales... in the next 60-90 days!

What if you were the one person that families and businesses routinely turn to for help and guidance, and they tell their friends and family about you?

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

Not Sure What To Do, Or Where To Start?
Call us 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)

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

Five Tips & Examples of Consultative Selling
Example Number One - Adjust Your Mindset:
The first thing to understand about applying a consultative sales approach is that it is as much (and maybe more) about adjusting your mindset than it is about applying new sales skills. Consultative selling is a TWO-WAY conversation, it’s not a monologue, it’s not scripted, and the sales person certainly shouldn’t be using “tie down” questions such as “do you want to meet on Tuesday or is Wednesday better?” 

4 Myths About DI
When it comes to disability insurance, I sometimes feel like a mythbuster myself. That’s because there’s still a lack of understanding about disability among consumers and employers — and a lot of myth-busting that needs to take place. A 2014 report by the Council for Disability Awareness reveals some of the eyeopening beliefs shared by employees and human resources professionals about disability. These findings open up a tremendous opportunity for brokers and insurance professionals to help educate their clients about the realities of disability and how they can better protect themselves and their families. 

Self-Obedience
This characteristic, this ability of exceptional persons to make themselves carry out the orders they give themselves, is not merely evidence of their superiority. I submit to you, but rather is a basic reason, a fundamental ingredient contributing to their achievements. This ability to tell themselves to do what they know they should do, and then to make themselves do it. I am convinced, is truly a major contributor to their successes and their superiority.

Are you taking advantage of the FREE client newsletters in the Insurance Marketing and Sales Resource Center™? If not, why not?

Remember... People buy when they are ready to buy, not when you are ready to sell. So, if you want them to call you when they are ready, then you must be constantly in front of them!

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Help Your Prospects, Clients, Friends And Family
To See You As The 'Expert' They Need To Meet With!

Offer a free report or information booklet in everything you do!

The Amazing New Agent's 'Quick' Start Program...

Improve Your Attitude And Change Your World

Our Circumstances Reflects Our True Beliefs
Earl Nightingale

 

"Our fortunes are the sum total of what we want and
what we believe we are qualified to receive."
Earl Nightingale

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

Please take a minute & send it to...coach@insuranceproshop.com
 

"Hope you are doing well. I recently joined the insurance resource centre and I must say that I've read quite some material, though, not yet done. I feel like I know more than I have known for the more than ten years that I have sold life insurance." Peter Wanderi, Kenya , East Africa, (10 years)

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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)

 The Ultimate Life Insurance Sales Tools and Training…

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

The Real Future Of Your Business

Unfortunately, if you are like 95% of today's agents and advisors, you are leaving a lot of money on the table. You're overlooking one of the quickest, easiest and most profitable ways to significantly grow your sales, short-term and long-term. But, don't feel bad, 95% of all business are missing this one too.

Consider, if someone has already purchased a product or service from you, haven't they already shown they have some trust in you? Aren't they in effect saying that you have some credibility with them? Haven't you overcome two of the primary obstacles to closing a sale? Doesn't that give you a huge advantage over your competition?

Why not use this huge advantage?

Who would you prefer to do business with... a stranger or someone you've already done business with?

Are your clients any different?

The real future of your businesses lies in cultivating your existing clients for 'Backend Sales!' (repeat sales)

What Can You Offer As A Back End Sale?
If you really think about it, no matter what you are selling, there is always an associated product or service you could offer your existing clients.

• If you are selling life insurance or mortgage insurance… you could offer your existing clients disability insurance, life insurance on the children, long term care insurance and the list goes on and on. And, don't forget things change. People get raises, bigger mortgages, have more children and change jobs, so they need more life insurance. The average person buys life insurance seven times in their life…

• If you are selling annuities or investments... you could offer long term care insurance, along with life insurance to replace lost social security and pension income when a spouse dies...

• If you are selling homeowners insurance… you could offer your clients auto insurance, umbrella liability insurance, mortgage insurance, scheduled property insurance, business insurance, etc...

• If you are selling health insurance… you could offer them life insurance, disability insurance, LTC insurance, supplemental insurance, cancer insurance, etc…

• If you are selling investments or investment advice… you could help your clients with transferring wealth, Roth IRA conversions, charitable giving, estate planning, tax reduction strategies and more…

• If you are selling Medicare supplements… you could offer your clients a final expense policy, brokered CDs, annuities, etc....

Aren't many of your clients already buying these additional products and services from your competitors? Shouldn't they be buying them from you?

Remember, you have already built some credibility and trust with them. So, if you do it right, it should be a lot easier and cost you a lot less to get an appointment.

Making The Appointment...
Now, I'm not saying to send your clients a letter or brochure offering them a laundry list of products and services to choose from, in the hopes that they will call you. They won't call.

I am saying that you should choose one of the associated products (services) and then call each of your clients to see if they have an interest.
 

"The questions you ask are more important
than the things you could ever say."
Tom  Freese  

To set the appointment you could say and ask questions something like this...

Hi, Mrs. Smith, this is Lew Nason from Retirement Resource Management; I'm the one who helped you find your _________ policy last year. How are you today? (wait for response and then you answer) Great!

The reason I'm calling is twofold. First, I'd like to ask how you feel about your ___________ policy. (wait for response and then answer)

Any problems? (wait for response and then answer)

Any questions? (wait for response and then answer)

Is there anything I can do to help you? (wait for response and then answer)

The Second reason I'm calling is I'm doing a survey with all my clients who have money invested in the market stock market and I'd like to ask you a few questions if that's Ok. (wait for response and then answer)

Do you currently have money invested in the market? (wait for response and then answer)

How are they doing for you? (wait for response and then answer)

How do you feel about that? (wait for response and then answer)

Is that causing you a problem? (wait for response and then answer)

What would you like to see happen? (wait for response and then answer)

If I could show you how reap the upside of the market, with safety and guarantees, would it be worth sitting down and talking about it?

 

“The Pertinent Question is NOT how to do things right
- but how to find the right things to do, and to
concentrate resources and efforts on them.”
Peter Drucker
 

Make It Easier To Get Referrals!
The more you help people get what they need, the more trust and confidence they'll place in you. By making Backend Sales you'll be building a strong, long-term relationship. As that relationship builds, they'll feel better about you, and will want to refer you to the people they know!

Build Your Annual Renewal Commissions!
Property and Casualty agencies have found that their client retention increases dramatically with multiple sales in the household. And, it is the same for anyone in sales. The more business you have in the household the fewer lapses or cancellations you'll have each year. Which means, you'll have less charge backs and more annual renewal commissions… That's more money in your pocket instead of your competitions pocket!

Remember, people are not really your clients until they buy from you two or more times.

If you want to build your business for the long-term then, starting today, go after the real future of you business... Backend Sales!

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

P.S. You will find all sort of scripts to help you set appointments in the Insurance Marketing and Sales Resource Center™?

The Premiere Annuity Sales Tools and Training...

Coaching Corner

10 Step Process Leading Your Prospect To Yes (or No)
By Dennis Postema

As you know, a customer’s character and their personality are linked. Did you also know there is a defined psychological process to every sale?

Whether it is a small one-dollar purchase or a million-dollar purchase, research has shown the human brain goes through a 10-step buying process before making every purchase. A greater understanding of each step will help you better serve your prospects and ultimately make more sales.
 

“You hit home runs not by chance, but by preparation.”
Roger Maris

I promise it’s worth your time to really contemplate each of the ten steps and evaluate how you enable your prospects during each phase.

1. Involuntary Attention: Before a client ever considers buying a policy, their attention must be piqued. This is often done by subtle messages they do not even recognize.

2. The First Impression: Yes, first impressions do count! If their first impression of either you or the product isn’t satisfactory, the prospect will move on.

3. Curiosity: Humans have an instinctual need to explore the unknown. Once their interest is piqued, they tend to look for how else the product can benefit them and/or what else you can offer.

4. Interest: If you have done your job well thus far, the prospect’s curiosity will turn to interest. This is the stage of the buying game when they begin asking questions and need solid answers.

5. Consideration: Having had their initial questions answered, your prospects will begin considering the purchase, but only if they see any real value in it.

6. Imagination: All too often agents and advisors disregard the prospect’s need to imagine themselves using and owning the product. Without this important link, they might not think the policy is worth purchasing.

7. Desire: Seeing themselves use the policy and “wanting” it are two different emotions. If you can elicit the “want” feeling in your prospect and you have nearly completed the sale.

8. Deliberation: This is the part of the process when your prospect begins trying to either talk themselves into or out of the purchase.

9. Decision: Once he or she has all of the facts and can sort through their options, they will make a decision; to buy or not to buy. ​

10. Action: After the decision is made, action is necessary. This is what we know as “the close.”

Keep in mind that some prospects and clients move very quickly through these steps, only taking a few minutes. Others take hours or even days to work their way through each of the 10 psychological buying steps necessary to make a final decision.
 

“Opportunity is missed by most because
it is dressed in overalls and looks like work.”
Thomas A. Edison
 

It is your job as an agent or advisor to understand all of the steps and help your prospects work through any roadblocks they may encounter along the way. However, it is vital that you not push them through the process as each and every step is very important. Instead, be a guide in their decision-making process. Mastering this skill will help you exponentially increase your sales and income!

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It’s A Shame For You To Struggle Finding Prospects
& Closing Sales, When Our Members Do It So Easily!
(At only $35 per month can you afford to pass this up?)

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