In This Issue

Feature Article - "There Are Three (3) Ways, and Only Three (3) Ways To Increase Your Life Insurance Sales and Commissions!"

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

"There Are Three (3) Ways, and Only Three (3) Ways To Increase Your Life Insurance Sales and Commissions!"

Dear ~Contact.FirstName~,

What have you done in the past six months to increase your life insurance sales and commissions?

Are you stuck in a rut, doing the same things over and over again?

If you want to quickly increase your life insurance sales, there are only 3 basic ways to accomplish what you want, and it's relatively easy! Plus, if you'll use all three ways you can save a lot of time and money!

You can...

1. Find and attract new clients. (Which is the most expensive and time consuming way.)

2. Learn how to consistently close more and larger sales.

3. Help your clients to make additional purchases. (Repeat Sales)

However, if you want to substantially grow your business you MUST incorporate all three.

When you are new to the business, and just getting started, you have no choice but to work on finding and attracting new prospects. The problem is, finding and attracting new prospect is the most expensive and time consuming way to build your business short-term and long-term.

The problem is that most agents and advisor are always looking for an easy way to find leads and set appointments. So, they buy expensive leads or use some expensive lead generating system that puts them in front of people who have never heard of them. Accordingly, they are lucky if they are able to close one out of ten of those leads. And, that is why they are consistently struggling to earn a decent living and quit within five years.

As we've discussed previously you can make your business much easier and close more sales by contacting and staying in touch with the people you already know. Plus, by working to get well known in your local community. Generally, working with people you already know will dramatically increase your chances for setting an appointment and closing a sale.

But, if you want to make your business even easier, and much more profitable, how about if you learned how to consistently...

Close More and Larger Sales.

If you want to close more and larger sales, then it all starts with you learning how to conduct a good fact-find, so your clients want to set better priorities and take action on your recommendations.

Imagine what would happen if you could close 2 out of 10 prospects instead of the typical 1 out of 10. Wouldn't you double your commissions? How about if your could close 2, 3, 4, or 5 out of 10? How much easier would your career be? And, now what if you could close larger sales?

If you want to make a sale to almost everyone you meet with, and close larger sales, then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you and take immediate action on your recommendations. And, that is about you improving your questioning, fact-finding and presentation skills.

Consider, you can have hundreds of qualified prospects, but if you can't get them to meet with you, or get them to take immediate action on your recommendations, what good are they?

If you want to make your business highly profitable and extremely rewarding, then...

Help Your Clients To Make Additional Purchases.

Yours In Success,
Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
The Legendary Ben Feldman said: "Be dissatisfied. People who are satisfied with the way they are living and doing their job, are in a rut. If they have no driving urge to be a better person or to accomplish more in their job, then they are standing still. And, as any successful financial advisor will tell you, this is the same as going backwards. One of the greatest traits is the inability to be completely satisfied with your own work. The feeling of having successfully completed a job is rewarding, but the feeling of having done it perfectly is fatal."

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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™

Note: In our private site you find our complete "TAST... Boot Camp In A Box™".

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

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

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"$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)
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Improve Your Attitude And Change Your World

Earl Nightingale - The Miracle of Your Mind

Learn how to tap into and use infinitely more of your incredible mental powers as Earl Nightingale guides you along a daily mental exercise in this lesson from "Lead the Field". Begin to embed your goals deep into your subconscious mind, and discover the inner gold mine that is your mind.

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

Important Message From Lew Nason

If you search hard enough and long enough you will always find a few people who need and want what you are offering. As the old saying goes; "Even a blind hog finds an acorn now and then!"

However, if you want to make your life much easier and your insurance career much more profitable? If you want to set appointments with almost everyone you talk to? And, you want to make a sale to 9 out of 10 people you meet with, then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you and take immediate action on your recommendations. And, that is about you improving your questioning, fact-finding and presentation skills.

Consider, you can have hundreds of qualified life insurance and annuity prospects, but if you can't get them to meet with you, or get them to take immediate action on your recommendations, what good are they? Learn More

You Don't Have To Go It Alone!

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

You Can Cut A Greater Figure With The Insurance Pro Shop®
Seeking Fame Is Your Tough But Doable Task©
By Forrest Wallace Cato

Financial Services magazine called me “A personal fame innovator.” I have been bragging about that since they printed the story - actually it was sort of a puff piece. Please don’t expose me, as you know the truth about me.

If you are trying to make someone famous, you may need to get your fame seeker to face something that he or she subconsciously dreads and very much fears to do, or consciously is highly afraid to confront or deal with.

Let’s call that person your client. I’ve had experiences where my clients knew they were out-matched or out-classed as they competed in sales or services. Some clients reacted (to me) by being evasive, stalling, delaying, or even screaming at me, or firing me. Then the relationship was over, and the former fame candidate was out of the fight for fame and never again was a contender. Another fame maker would likely also want the demon, threat, obstacle, or opposition, to be confronted at some point. Some people look tough and act assured, but are so weak as to be cowardly. No member of any support team is usually strong enough to speak-up and encourage the subject to ‘get real’ or show some “backbone,” -- as today’s mantra is CYA (cover your ass).

Try to think in terms of how to turn a “healthy-ego-type” person, lacking sufficient willpower and accurate insights, into a famous individual. Here is my take on this: Likely your subject or ‘client’ will be difficult to work with until you (as soon as possible) earn his trust, win his total confidence, gain his complete respect, and harness any control freak tendencies that may exist among “king of the world” types. How are you going to steadily strengthen your fame candidate’s willpower? At all times you are going to have to place your mind channel parallel to that of your subject. You must thoroughly understand the subject’s objectives, time table, problems, weaknesses, strengths, market, competition, and any special related factors.

You know before you begin that you are also going to have to do a hell of a lot of preparation, research, accurate fact-finding, specialized up-to-date planning, and follow-through work – all for a client who may be demanding and never satisfied. “Why did you get half-a-page on me when you should have gotten a full page?” “Why did you get one page on me when you could have delivered two?” “Why did you obtain only two pages on me when you should have landed three pages?”

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These are just a few of the 'Names' Forrest Wallace Cato has worked with... Mehdi Fakharzadeh, Lew Nason, Zig Ziglar, Jack Gargon, Loren Dunton, Charles “Tremendous” Jones, and Napoleon Hill.

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As With Anything, You Must Have
The Right Plan To Become Famous

You must devise a winning, one-of-a-kind, precisely on target, realistic, affordable, marketing image communications and establishing plan that creates and conveys his desired hero, leader, or savior concept, within his target market region. Your plan must also provide for maintaining the resulting image. Always subject to sudden revision, your plan must be both flexible and amendable. The execution needs to be carefully done and closely monitored.

You will have to take care of the baggage that your subject is dragging into the mix, plus highly influence a huge part of your client’s critical thinking, all while guiding the fame-building process. Plus you must assist with all of the other related image-forming responsibilities. You will need to continually tweak almost everything. You will also have to constantly “deal with” the client’s amateurish inclinations and imbedded misconceptions and impatience for gaining fame.

There will be serious surprise problems. When things go wrong this is your fault. When things go right this is because your client is so great. And you will always have to remain hidden behind the curtain, keeping the client brightly glowing in front of the curtain. Does this sound like a job you want?

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 615-547-4668  -  forrestcato@gmail.com  -  www.CatoMakesYouFamous.com

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

Coaching Corner

Can a financial advisor improve your sex life?
By Rodney Ballance, Jr.

Several years ago I had a regular opportunity to host recruiting tables at local colleges. Some students were interested in a career in financial services, and others were just there for the free stuff. Most were there for the latter.

I remember one such event at North Carolina State University. I was handing out information pages, and asking passersby if they would like information on an exciting and profitable career in the Financial Services Industry.

One young man, accompanied by several of his male classmates asked me, “Can what you have improve my sex life?” We all laughed, and he and his entourage went about their way collecting as many free goodies as they could carry.

I honestly hadn’t thought of that brief encounter in many years. Then I was reading an article about the negative impact of stress on the sex drive recently. One of the top 5 causes of stress, listed right below death of a loved one and divorce is financial issues. Consequently financial issues can be a significant contributor to the two issues listed before it. Here is a link to that article: http://goo.gl/N80hvD

An excerpt from another article written by Doctor Laura Berman, PHD at www.everydayhealth.com describes the process which most all of us can understand.

“These feelings of stress can chip away at your libido. Not only is it difficult for you to be in the moment and appreciate your partner, but you're probably tired, grumpy, and anxious. Some people overeat because of stress, so in addition to their brain chemicals being out of whack, they also suffer from blood sugar spikes because of gorging on junk food and takeout. (Not to mention that overeating contributes to weight gain, which can also chip away at self-esteem and hence libido!)”

I feel it is the duty of every financial advisor worthy of their salt to look for ways, and make recommendations that actually reduce or eliminate stress in the lives of their clients. If we are doing our job correctly we provide a constant and reliable source of truth and education to our clients.

Some stress develops due to a feeling of hopelessness or feeling like you’re not in control of your own future. When people feel they have no control over their financial future, or are afraid that there is no way they can improve their plight stress can be overwhelming.

Isn’t that what we as professionals should be focused on, helping those who turn to us for guidance take control over their financial future?

Shouldn’t we be educating people about how various financial tools work, not just selling them?

Why can’t we be viewed as the “marriage whisperer” or the “stress pool lifeguard”?

What if your clients told their friends how you helped them in every room in the house? What if they told others how much stress you removed in their lives, and how they can now enjoy life because you’re there to help them? Would that help you receive more referrals?

I don’t think I’d lead with a statement like “I’d like to help you improve your sex life”, but asking if there is anything you can do to help reduce some financial stress in their lives might just might give them the same positive results.

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