In This Issue

Important Message From Our Founder, Lew Nason - Would it be worth $25 per month, if you could increase your Life Insurance and Annuity Sales income by $1,000 or more each and every month?

Feature Article - "You Must Give Your Life Insurance Prospects A Good Reason To Set An Appointment With You!

Important Message From Our Founder, Lew Nason

Would it be worth $25 per month, if you could increase your Life Insurance and Annuity Sales income by $1,000 or more each and every month?

Dear ~Contact.FirstName~,

Please take a few minutes to carefully read and really think about how you would answer each of the following questions. I think you will find this very enlightening.

If I may ask:

How much money are you currently earning each year?

Is that what you would like to be earning?

What is your biggest obstacle to earning the income you want?

How do you feel about the amount of qualified appointments you are setting every week?

How much simpler would your career be, if you knew how to set appointments with almost everyone you talk to?

How much more of your time could you spend working with clients and closing sales, if you didn’t have to chase people for an appointment?

How much more income could you earn, if you had more and stronger appointments?

Why is that important to you?

Who would benefit from you earning more income?

What would that income mean to your family?

How do you feel about that?

Where would you like your income to be next year?

How about the year after that?

When would you like to start setting more appointments and increase your income?

What if, for only $25 per month, you could learn some simple techniques that would enable you to set more and stronger appointments in the next 30 days?

Would it be worth $25 per month, if you could increase your income by $1,000 or more each and every month?

_________________________

How did you feel after reading and answering the previous questions?

Have I got you emotionally involved and really thinking about your situation?

How do you feel about that?

Did you notice that I got you emotionally involved and thinking, by just asking you questions?

Now, what would it mean to you if you could do the same thing with your current prospects and clients?

What if you could learn the right questions to ask, to help people see and understand the problems they are facing, so they want to meet with you?

Consider, if you want more appointments and more sales, then wouldn’t it follow that you must help your prospects to recognize they have a problem and then get them emotionally involved in finding a solution to that problem?                                       

What if there was a special Web Site that had all sorts of scripts and videos to help you learn to ask the right questions, to set more and stronger appointments?

Would it be worth $25 to see if you could learn how to set more appointments and increase your income by $1,000 or more each month?

What if there was no risk or obligation and you could get your $25 back, if you decided the Web Site wasn’t what you wanted? (30 Day Money Back Guarantee)

Do you want to know more about our private advisor web site, the Insurance Marking and Sales Resource Center?  Then Click Here.

Yours In Success,
Lew Nason
'The 9 Out Of 10 Guy"

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"Sometimes the change we seek is right under our nose. Where it’s hardest to see. Hidden from view because our success can fool us into thinking we 'already know.' Like how to listen. R-e-a-l-l-y listen! Not to be confused with the absence of talking! That and Lew’s mastery of the art of question asking are an indispensable part of unearthing a client’s real needs and wants. Go there! Get connected to the INSURANCE PRO SHOP and revitalize your business and yourself."
Rhona C. Porter, RFC, MSM, FMM - CA

"I believe EVERYONE should buy your fact finding DVD's at a minimum. This is the foundation for working with a potential client, asking questions in order to get them to realize they have problems (some that they may not know about previously), understand those problems simply and how you can help their problems with simple solutions without discussing product. I now know when I exit my initial meeting if I did a good job of asking questions and getting the potential client to buy into concepts. If I didn't do a good job, I know what I need to work on as well. Just by getting down to the fundamentals, I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds. This is not even discussing the other appointments I have set in the next two weeks. I have been recommending you to other agents I know who are having similar issues. Thanks Lew and Jeremy! You guys are great!"
Mike Spence, President of Wealth Building Methods, LLC - MN

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

You Must Give Your Life Insurance Prospects A Good Reason To Set An Appointment With You!

Are you having a problem setting life insurance appointments, and then keeping them from postponing or canceling? Then consider the following…

How many salespeople are calling you every week? Do you have the time to meet with every salesperson that calls you, on the off chance they may have something that you want or need?

You don't and your prospects don't!

When a salesperson calls us, we don't have the time to talk to them on the phone, let alone take 40 minutes or more out of our day to meet with them, unless that person can give us a real good reason… WIIFM (What In It For Me!)

When most agents call, they will introduce themselves and tell the prospect that they would like to meet with them to review their policies, give them a second opinion and save them some money. Or, they have a great idea they would like to share with them. Or, they have some fabulous new investment that will make them more money. I don't know about you, but meeting with a salesperson, on the off chance that may be able to save me $10 or for me to spend money on some new investment that I can't afford, is a waste of my very precious time.

However, if a salesperson calls me, introduces themselves, gives me a quick idea of what they do and asks permission to ask me some questions, then I might give them a few seconds of my time… Then, if I agree it's really important, I will meet with them.

Examples:

"Mr. Smith, this is Lew Nason of Retirement Resource Management of Paulding County. The reason I'm calling is we specialize in showing Paulding County residents how to save for the retirement of their dreams, without sacrificing their current life style. And, if I may, I'd like to ask you a few questions?

If I may ask, are you satisfied with what you are currently saving for retirement?

How do you feel about that?

When would you like to retire?

What would you like to do when you retire?

Where would you like to go?"

The more questions you ask to get them talking about what they want, the better. You want to have a real conversation with them and really listen to what they say. Then to set the appointment your could ask ...

"If I could show you how to save more money for retirement without you taking additional money out of your pockets or changing your currant life style, would it be worth 40 minutes of your time to sit down and talk about it?"

 ___________________________

"Mr. Smith, this is Lew Nason of Retirement Resource Management of Paulding County. The reason I'm calling is we are offering a new mortgage protection plan for Paulding County families. And, if I may, I'd like to ask you a few  questions?

If I may ask, do you currently have a mortgage on your home?

Do you have insurance to pay-off your home for your family if something would happen to you?

How do you feel about that?

If something were to happen to you tomorrow and your family lost your income what would happen?

What would they have to do?"

The more questions you ask to get them talking about what they want, the better. You want to have a real conversation with them and really listen to what they say. Then to set the appointment your could ask ...

"If I could show you how to get the insurance you need to protect your family without you taking additional money out of your pockets or changing your currant life style, would it be worth 40 minutes of your time to sit down and talk about it?"

If you want to make rock solid appointments, then be very specific on how the prospect will benefit by meeting with you right now. And always remember, to get lots of appointments, you must be calling the "IDEAL" prospects for that product or service. Plus, to make it much easier you want to be talking to the people in your local community that already know you, or have at least heard of you.

Important Note: Our 30 plus years of experience in this insurance industry, has shown us that these questioning and listening sales skills are far more important than any other skills -- even insurance marketing and prospecting. Consider, you can have hundreds of insurance prospects, but if you can't get them to set an appointment with you, or take action on your recommendations, what good are they?

Jeremy Nason
Marketing and Sales Coach

_____________________

______________________

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!

(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™

Practice Ferociously, and Build Your Charisma Muscle!
So, charismatic people have the ability to let their light shine. But if this glow is something you can develop…how? Here are a few ways the experts say you can boost your “Charisma Factor”...

Focus on the Service, Not the Standings!
Two years ago, Karen became a “Top Ten” representative out of the several hundred agents at her financial services firm. She received a certificate, a $15,000 bonus, and a great deal of attention from her peers. Last year, she barely made it into the Top Thirty… 

NEW VIDEO
Zig Ziglar's Attitude Makes All the Difference!
 

Note: In our private site you find our complete "TAST... Boot Camp In A Box™" which includes asking the right questions.

These Advanced Trusted Advisor Success Training Videos Are Over 11 Hours Of The Very Best Advanced Life Insurance and Annuity Marketing, Branding, Prospecting, Appointment Setting, Fact-Finding, sales Presentations and Sales Skills Training For Today's Serious Financial Professional.

It's The Next Best Thing To Attending Our Trusted Adviser Success Training™!

____________________

"$270,000 of life premiums in the past two months"
"Thanks for everything. I’ve written over $270,000 of life premiums in the past two months
since attending the (Trusted Adviser Success Training™ ) boot camp in December.
($190,000 in commissions) Freedom Equity Group has asked me to do a teleconference
to explain how I’ve accomplished this dramatic increase in my business. I’ll be
recommending your system and your boot camp to everyone on the call."
Randy Delph, RFC, LUTCF, FMM - IN (Freedom Equity Group)
________________

Improve Your Attitude And Change Your World

19 Minutes That Can Change Your Life!
(Listen and Learn!)

Here is a great video of Earl Nightingale that can change your life. Even though the audio is old, his words are still very true today. Many people do not get what they want in life because they simply do not plan.  Give it a listen and then take action. You will be amazed at the results.

You Can 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 You Will Receive 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.
 

"Lew, I recently purchased your Advanced Fact-Finding Video... I have been on two interviews so far and used the methods you described. It was surprising how the folks opened-up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were before they were asked to buy anything. In both cases the customer actually told me what they were going to buy... By the way, I am going to recommend that you contact Allstate's Financial Specialist Manger, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name." Robert Dupuis, Allstate Agency Owner, TX

"Thank you for the dynamic, simple principles you shared with me and others at the Found Money Management™ Boot Camp two weeks ago. Yesterday I made my first calls to share the FMM principles with an existing client, a referral, and a friend at a property and casualty agency I refer business to here in town. And, I’m batting three for three because I used the questioning techniques you taught me." 
Mark Davis, ChFC, RFC - FL

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

‘Building Relationships’
The Key To Building Your Business

Building relationships to build your business is just like raising kids. Kids grow and develop by being loved, nurtured, eating good foods and being active. Relationships need the same kind of nurturing care that children do. These relationships will grow up and turn into customers, joint ventures and referrals.

People do business with people that they know and trust. As an advisor, your goal is to make yourself known to your target market and then elevate the relationship to the trust level.

Take a few minutes to review what is working for you in your local area. Then consider these ideas to add to your relationship building techniques.

Elevator Speech / 30 Second Introduction
Have you updated your introduction lately? If you have not revisited lately, chances are the impact / shock value may be gone. A new introduction can spark your own energy, which will show through when you introduce yourself. You should try to use some of these powerful action words such as create, design, compose, organize, generate, solve, produce, and supply. Practice this in front of a mirror and see what others see.

What do you have to give?
We often think of what we want to get from relationships. Things like a request for a proposal, a new resource, a joint venture, or a sale. Flip this over and consider what you are willing to GIVE to your potential customers? Do you have free information that your niche market can use? Can you provide a free consultation on your client’s current situation? Keep in mind that building relationships is a two way street, that starts with you the advisor. Approaching these relationships in a giving, proactive mode is the best way to start.

There is no such thing a to much follow-up!
“Out Of Sight, Out Of Mind” is the fastest way to kill any business. With that being said, the acts of following up with people that you meet for the first time will make you stand out above the crowd. Most advisors lack a consistent follow-up method. Over a time your prospects will forget who you are unless you keep in constant contact with them. The simple actions of following-up with newsletters, holiday or birthday cards, thank you cards, articles of interest, will keep your name in front of them and help the relationship and trust building process. The idea is to choose several actions that fit your business style and do them consistently. Watch your clientele grow as you demonstrate an interest in building the relationships with them.

Contact Management System
You must have a consistent way to capture and maintain contact information that is practical and easy to use. This means being easy to access, update and change. Contact software such as ACT, Goldmine, Practice Builder and Outlook were created for this purpose. Choose the system that fits your work style and schedule. This nut and bolts step is an important part of building relationships over time.

These are four great techniques to add to your business, and help you become the most trusted advisor in your local community.

Lew Nason
"The 9 Out Of 10 Guy"

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!

"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

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)
 

Coaches Corner

Coaching for Continued Sales Success

I've only been working with my uncle and grandfather for about six months, but based on what I've been seeing almost every day, I've come to some very definite conclusions about what it takes to succeed and stay successful in sales, or any business.

If you want to be and stay successful then you need support and ongoing development. Now this can come in many different forms, via significant other, business partner or boss, your coach, additional training programs or even something simple as reading an hour a day. The important part is that you are receiving support and are improving yourself and your business as you go.

When we become successful it is easy to get comfortable in our ways and become stagnant. However this is possibly one of the most dangerous things we can do. Does society stay the same? Of course not, it is constantly evolving; shouldn’t we evolve with it? How do we do that? Ongoing training and coaching!

Let’s take one of my favorite football players for example, Matt Ryan. We can agree that he is successful professional in his career right? Do you think he was born that way or did he receive training to get him there? Do you think he would stay successful without his coaches, his agent, and his teammates uplifting him? NO WAY! How are you any different? What does this mean for you? You need ongoing support from someone you can trust that will continually help you improve. I recommend three different important people in your life, MINIMUM.

The first is your motivational or life coach. They will help you to stay motivated, positive and in the right mindset. They will also teach you some general things, and some philosophies that will help you. As well as helping you become more appealing or the most appealing to your market. Sticking to the example above, this would be the head coach of the team. He gives philosophies, pep-talks, helps with all major decisions and helps the image of the team as a whole.

The Second is your business coach. They are the direct trainers. They are going to help you with the core of your business; they will push you and guide you along the path on the technical side of things. They will teach you things that directly influence how you conduct yourself. They will help with your technique, approach, and making sure you stay on track. Furthermore, they will help you to build cases, answer all of your and your client’s questions, as well as being a direct resource for anything you might need. Lastly, they make sure you are continually learning and improving. Continuing with our example above would be the Quarterback Coach and offensive coordinator. They talk to Matt about his technique, game situations, how to improve in this area, a mistake he made here etc…

The last person I recommend is an emotional support system. This should not be one of your other coaches or inside of your business. This could be a significant other, a trusted friend in your church, your best friend from high school or even a sibling or parent. Bottom line, is you need someone you can vent to and let your mind escape from your business world. This will help you be a well-rounded individual, and will keep you refreshed and motivated. They will make you a warm, sane person, and just help you to be genuinely happy. This will help with your relations to clients, your attitude, some unbiased insight into your business and also you being able to sympathize with them. Lastly, it gives some separation from your work and home life and relieves stress.

In order to be successful in this business or any business you need a support system. You need coaches to help you stay motivated, help you market better, improve your image, and make sure you are continually improving.

On top of this you need an emotional support individual. This person will help keep you sane, happy and someone to help you deal with the day to day struggles. All three of these coaches are vital so you can have the successful, happiness filled, well rounded career and live you want and deserve.

Alex Villa
Insurance Pro Shop

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