In This Issue

Feature Article - Most Agents Are Presenting A Solution To A Problem, Before Helping The Client To Identify The Problem!

Become Their Trusted Advisor - Be A Smart “Fame Seeker” Not A Dumb “Publicity Hound”©

Coaches Corner - Approaching...the "S" Word!

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

Most Agents Are Presenting A Solution To A Problem,
Before Helping The Client To Identify The Problem!

Dear ~Contact.FirstName~,

Have you ever presented a great life insurance sales concept such as Missed Fortune, Infinite Banking, Tax Free Retirement, or a great product such as Index UL and the client tells you they like the idea and it makes sense, but they won't buy? Do you leave the prospects home, scratching you head and asking yourself why?

Is the reason they are not buying, because you are presenting a solution to a problem, before helping them to identify their problem?

And, how can you present your solution, if you don't even know if your prospect has a problem, or understands the problem?

Consider, if someone does not see why they need more life insurance, then no matter how good the idea or product is, if it includes life insurance, then why should they buy your product?

If the prospect believes they are putting enough away for their retirement, or for their child's college education, then why should they put more money away?

If they really believe they can get a 12% or higher return in the stock market, then why should they consider a safer, but lower rate of return?

If they feel they can't afford to put more money away, without cramping their current lifestyle, then why should they do it?

If they don't see a pressing need, then why should they take action right now? Can't they put if off?

The bottom line is that, if the client does not see and fully understand they have a problem, or how your solution fits in with what they are doing, and their beliefs, then why should they take any action?

If you want to close more and larger life insurance sales, then you must help your prospect to see and fully understand the problems they are facing. And, you can't tell them they have a problem. Because, if you tell them they have a problem, then won't they see you as just another salesperson trying to make a sale? You must ask questions to help your prospect to come to the realization that they have a problem. And the more questions you ask them, the better it is. The more you get people to talk about their problems, the more important it becomes for them to find a solution to those problems. Fixing those problems now becomes a priority.

Remember, almost all of the choices we make in our daily life are motivated by one of two powerful emotional forces. The most powerful of these emotional forces is the desire to avoid pain, and the second is the desire for pleasure.

Consider, all of us are born with the pleasure principle. We will seek immediate gratification, which gives us feelings of pleasure. And, the opposite is also true, while we are seeking pleasure we will try to avoid anything that causes us pain. That is why we tend to put off thinking and talking about the problems we are facing now and in the future. It's why we procrastinate when making a decision.

Jeremy Nason
Marketing and Sales Coach

Message to Financial Advisors…
You have the choice to be successful, or not to be successful. It's entirely up to you! You can sit back, do nothing and hope that things will change. Or, you can take action right now to make things change! What have you done in the last sixty days to increase your sales? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?

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Understanding How We Work
And What We Offer

Let's assume you wanted to be a doctor, lawyer or an accountant. Wouldn't you first have to go to college to learn the basics and technical aspects of that profession? That is the information we provide in our Insurance Marketing & Sales Resource Center™. Additionally it serves as your reference library and source for industry updates.

Then, once you have learned the basics and technical aspects of your profession, wouldn't you need to determine your specialty, and get the specific tools for that specialty? Plus, wouldn't you need to serve an internship or apprenticeship, to learn how to use those tools and apply what you have learned for that specialty? That is what is in our New Agent Fast Start Life Insurance Marketing, Prospecting & Sales Success System, our Advanced Life Insurance Sales Success System™ and our Advanced Annuity Sales Success System™, with our 3 months of one-on-one coaching.

Finally, if you wanted to be at the very top of your profession, wouldn't you seek out ongoing advanced training from the industry experts? That is what you get from our 'Advanced' Insurance Sales Skills Training... Fact-Finding and Questioning DVDs, and our live Trusted Advisor Success Training™ and our Trusted Advisor Mentoring Program™.

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

How to Eliminate Tension & Establish Trust:
Let's face it, lots of prospects see your sales call as an interruption from the important things they want to (or feel they ought to) be doing. A sales person is often viewed as an intruder, a moneygrabber, and sometimes even a beggar. At best, many polite prospects tend to see themselves as being nice to a fellow human, or actually doing you a favor. Unless you can change that basic attitude and atmosphere, you're a dead duck before you get started.

General Purposes of Life Insurance
Life insurance is a unique asset which is used to solve some of life's perplexing financial problems due to its potential high yield and its tax-favored benefits. There are important considerations to be taken when purchasing life insurance.  It can be used to:

Maximize Your Retirement Pension
Is it time for you and your spouse to think about the day when you will want to retire? Will you have enough income to retire in comfort? Will your spouse have a comfortable income from your pension plan, or other assets, in the event that you die first?

Our members only site is all about you and helping you to become the Respected & Trusted Financial Advisor that people want to see. On this site you'll find the proven marketing, branding, lead generation, appointment setting and sales 'Fundamentals' and 'Insider Secrets' that most agents, advisors and planners... don't know and may never find out! It's all here at your fingertips!

It's really an online Mini-University of Courses and Video Training, with Core and Advanced insurance sales curriculum, designed to help you to constantly deliver a special message of how you are actually dedicated to helping people, so you can dramatically set yourself apart from your competition! This site contains everything you need to start turning you financial services career around in only a few days; telephone scripts, prospecting letters, sales letters, appointment scripts, fact-finding scripts, sales presentations, templates, referral scripts and much more...

Improve Your Attitude And Change Your World

Earl Nightingale - Directline 1

Bridging The Gap Which Lies Between Where We Are, To Where We Want To Be,
And From What We Are, To What We Wish To Become!

We all are at our best when we are climbing, thinking, planning, working
to something we want to achieve.

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®

Be A Smart “Fame Seeker”
Not A Dumb “Publicity Hound”©
By Forrest Wallace Cato

Any successful agent, planner, or advisor will tell you that, to be a “fame seeker” is not the same as being a “publicity hound.” The two are not similar or inter-changeable. Pursuing fame and being a hoggish “publicity hound” can never be classified as related. Please understand their many differences.

One is positive and one is negative. One is commendable and one is rather annoying. One politely says “I am.” The other screams “Notice me!” The “publicity hound” seeks attention for mere ego gratification. The highly accepted famous person has direction and purpose, more worthy objectives and causes, and offers valued results and top quality work.

Fame often results from a continued long-term series of significant media exposures, effectively merchandized or exploited, all with a consistent theme or element. Each of these is a project. The media exposure that is the most lacking in accuracy and the cheapest in character-type values is television exposure. TV exposure is most often bought and paid for. Since its inception TV has propagated a multitude of phony images. Today’s intelligent young adult TV viewers are aware of this.

Thus the ulterior motives behind TV exposures are frequently obvious and the endless deceptive selling or “puffing” efforts of TV are becoming less effective. The endless hype and clutter is making TV less and less effective.

Psychiatrist and attorney Mickey Greenfield, says, “The ‘publicity hound’ may even try to hide the obvious fact that he suffers from the Napoleonic Complex, or may be just another ignorant ego maniac. In essence, throughout history, most ego maniacs have been and are actually very ignorant at their core. They are also largely copy cats.”

Nationally the “publicity hound” may also try to hide other entirely obvious facts, such as, he may be excessive-compulsive, short, fat, bald, elderly, an alcoholic, pompous, a sexual exploiter of poor young girls in Asia, he must be in every possible spotlight, he is full of self- importance, has yellow teeth, steals other people’s writings and re-publishes their work under his own name, claims to know all things, is always talking, seldom carefully listens, and the list goes on-and-on.

Many IPS readers know at least one person like this. We all do. You wish you didn’t know the “publicity hound.” Long-time MDRT Top-of-The-Table qualifier Norman G. Levine says, “You desire to know the person who is famous for the right reasons. You do not want to know Charles Manson, but you do want to know Bill Gates.”

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

Approaching...the "S" Word!

"Branding" is just one end of the client-funnel. This week, terrifying as it may be, I'd like to talk about what's at the other end...the "s" word. You know..."sales."

Whether you're marketing your services, trying to get a new job, or looking for a business partner, at some point, you'll be "selling" yourself or your products, whether you like it or not.

But if that thought scares you, take heart: It's less daunting than you may realize. Selling isn't the drift towards doom you're imagining. It's not about manipulating someone into falling down the rabbit hole with you, by getting him/her to buy something that you offer.

Selling is the asking of appropriate, yet provocative questions such that your prospective client determines for his-/her- self that he/she needs what you offer.

I teach the professionals I coach that anything you can tell a client or prospect you can get him/her to tell you, if you ask the right questions. Contrary to what many of the great sales "Gurus" of the Twentieth Century were preaching, "closing" a sale is, usually, the least relevant part of the process. Closing can only be accomplished at the end of a series of good questions, with something like:

"So, should we try this out?"

"What do you think the next step is?"

"When would you like to begin?"

From the start, ask questions about consequences--questions that elicit emotions and unearth explicit problems--and you'll convince them early on in your conversation, by no crooked means, that they should be working with you:

"How do you feel about that?"

"Is it important?"

"What's important about it to you?"

"If we can fix that, how would that affect you in the long run?"

"How would you feel then?"

Then, and only then, can you can demonstrate your value (via your genuine engagement), properly ask for the "closing", and make the "sale".

Don't suppress your interest in helping people, and don't fear your approach of the "s" word. You won't descend into darkness if you simply ask, listen, and just keep REACHING...

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