In This Issue

Feature Article - The Key To Setting Appointments & Closing Life Insurance & Annuity Sales

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

The Key To Setting Appointments and Closing
Life Insurance and Annuity Sales...

Is Finding Out What Your Prospect Needs And Really Wants,
And Then Helping Them To Get It!

Over the past 16 years, we’ve spoken to thousands of agents who tell us they have a problem. They are not making enough life insurance or annuity sales or money. They want to find a way to find more life insurance and annuity leads, or they want to get into a more lucrative market. However, as we discuss their situation, in most cases, it turns out their problem is not what they think it is.

Let me give you an example... A few days ago an agent called us. He wanted to know how to generate more life insurance leads for the mortgage insurance market. He told me he was struggling and needed to make some quick sales. I asked him how long he had been it the business. He told me 10 years. In the past, he had sold Medicare supplements and LTCI, but that had dried up. So, he moved into the annuity market doing seminars, unfortunately without much success. A few weeks ago, he started selling mortgage insurance, using purchased leads. He is not making enough appointments or sales from those leads, so he wants more leads, so he can make more sales.

This is typical of what we hear almost every day. Most agents think that they need to have more leads, to set more appointments and close more sales. However, what they really need is to become better at asking questions to set more appointments and close more sales. They need to ask questions to help people to see and understand the problems they are facing, so they want to take action now.

The problem is that most agents view selling as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it...

There is an old story that puts this into perspective... A customer walks into a hardware store and tells the salesperson he’s looking for a ¼” drill bit. The question actually is "what is it that the customer really wants?" Isn’t it a ¼ inch hole?

If the salesperson is smart! If he really wants to make a sale! And, if he wants to keep the customer coming back to buy more, then shouldn’t he be asking the customer some important questions? Isn’t his job to help the customer to buy the right drill bit for the job? Shouldn’t he be asking; “How many quarter inch holes do you want?” “In what material are you going to be drilling?” “What kind of drill are you using?” etc.

It’s the same if you are selling Medicare supplements, LTCI, annuities or life insurance. If you want to make more sales and make a six-figure income, then you must learn to ask more questions. You must help your customer to buy the right product for their situation.

There are no easier products to sell. You don’t need 15 or more new appointments each week.

Take the time to learn to ask better questions. Help your prospects to see and understand the problems they are facing. It will pay big dividends...

Points To Consider... If you want to make a significant six-figure income selling life insurance, you generally only need to be closing 2 sales per week. That’s assuming you are helping the prospect buy the right product for their situation. To make 2 sales per week, even if you only have a 50% closing ratio, means you only need to have 4 new appointments per week. And, as a side benefit, if you are really helping people, instead of just making a sale, you’ll start getting lots of great referrals.

Note: When done right the average commission is between $2,000 and $5,000 per sale. Assuming a minimum commission of just $2,000 per sale, that over $200,000 per year.
 

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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 $29.95 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) 

Improve Your Attitude And You Can Change Your World

The Boss, Why Your Customer Is In Charge.
Earl Nightingale

We are compensated exactly equal to the service that we provide. If we go the extra mile for our customers, they will do more business with us. Successful entrepreneurs know that this translates directly into more profits. For those of us working for someone else, we often feel that it will just result in more work. So many people are scared to death that they are going to get taken advantage of. However, this is a very short-term attitude. When we increase our value to our customers, it will result in more money for us. It may take awhile, but eventually people are going to notice. The increase may come as a raise, promotion, or new job opportunity, but it will come.

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

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

Business Building Concepts From Norman G. Levine

I just finished re-reading the VIP interview with Norman G. Levine. Anyone reading this interview can immediately see why Mr. Levine is so respected in our industry and is considered an industry legend. And, the best part is that by reading this interview carefully, every insurance agent and financial advisor has the foundation they need to create a solid business plan that they can use to take his or her career to extraordinary heights.

If I may, I’ll like to summarize three of his most important business building concepts:

1. Most agents and advisors are not constantly in contact with the right people. They aren’t doing the things they need to do to get known as the financial expert these people want to see. They aren’t taking the time to build a solid reputation of trust and confidence with their ideal prospects. You must “live a life style consistent with what you preach” and be “associated with the people” you want to be your clients.

2. Most agents and advisors are one-dimensional. They are product driven and aren’t addressing all of the prospects economic risks. They aren’t completely buying into the big picture of financial advising. “The future is dependent on trusted financial advisors, not a product driven salesperson.”

3. There is a definite process that you must follow before you can make a sale. Mr. Levine calls it the A-C-T-I-O-N process. What it involves is asking questions and truly listening to what the prospect has to say. It all begins with finding out what the prospect really wants. Then reviewing their current situation. Helping them to identify the problems and roadblocks they’ll have along the way. Then helping them to find the best solutions for those problems. After you do all that, “Now you begin the sales process.”

As Mr. Levine Says: “All insurance agents will become trusted financial advisors, or they will not be able to compete in the financial products and services arena.” “Only the people person who is an advisor will succeed.”

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!

Coaching Corner

Courage Is The First Step To Growing Your Business
By Dennis Postema

Recently I attended a ceremony at the National Academy of Best-Selling Authors and it was quite an experience! The reason I bring this up is because I met a new friend there and he taught me so much in the three days we were there. The new friend, who will remain anonymous, has more courage to grow his business than anyone I have ever met.

For starters, he took pictures of everything. He got pictures with every author and speaker at the summit. He took a video of everything, including the crowd on his way to the podium, and the crowd while he was getting ready to speak. If any of the other speakers would talk to him, he would video that and take more pictures.

He did all of this to capture every opportunity he could to use for his business and for as much free advertising on social media as he could. It was amazing! He didn’t care who he went up and talked to or who he asked to take a picture with, he was not going to let fear stop him from seizing these opportunities.

To top it off, on his way home, he told the flight attendant he was a best-selling author and they gave him five minutes to talk to the entire group of passengers on the microphone about his best-selling book.

If that isn't courage, I don't know what is!

Here are four tips that may help you gain some courage for your business:

1. Create small goals daily that help you step out of your comfort zone.

2. Believe in yourself and have confidence.

3. Have a positive attitude. The more likable you are, the more people will want to associate with you.

4. Don't hesitate because of the fear of rejection. The worst thing they can say is no, and that one 'yes' may be the biggest deal you have ever made.

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