Featured Tip - The Quickest Way To Increase Your Life Insurance Sales Appointments!

Improve Your Attitude - Jim Rohn - Walk away from the 90 percent

Become Their Trusted Advisor - Avoid This Common Mistake

Coaches Corner - Don't Let Fear Sabotage Your Success!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

How do you feel about where you are today in your career?

Would you agree that even the best of the best have room for improvement? Is it time for you to make the decision to improve your weaknesses, and set goals to force yourself to do the things you don't like to do?

Do you know what to do and why you're doing it, at every step in the sales process? Who are you targeting and why? What are you going to ask them and why? What is your presentation going to look like and why? When and how you are going to ask for the sale?

Where would you like to be in 6 months from now? How about in one year?
 

If you don't feel completely sure of yourself at every step of the selling process, then isn't it time to get some additional training or guidance?

What if you could make some simple changes to become just a little bit better in your prospecting, appointment setting, fact-finding, and presentation skills?

Whether you have been in this business for 30 days or 30 years, our Members' Only Private Site, the Insurance Marketing and Sales Resource Center™ is the most affordable and best way for you to master the critical success principles of life insurance and annuity sales!

Will you be our next success story?

Not Sure What The Next Step Is!
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

Yours in success,
Jeremy Nason

Featured Tip

The Quickest Way To Increase Your
Life Insurance Sales Appointments!

A while ago, I got a call from an agent who had been a career agent with a major insurance company, but decided to go independent. He called me for help, because in the past month he had purchased 200 life insurance leads - and he wasn't happy with the results. From those 200 leads, this agent had only set about five appointments per week (23 appointments for the month); actually met with only two of those people each week (10 fact-finds for the month); and closed one sale per week (four sales for the month). Needless to say, this agent wanted to know where he could buy more - and better - leads.

As we talked, he told me that the majority of his leads only wanted him to send them a quote, some of them had health problems, and more than half of the prospects with whom he had set appointments cancelled or were no-shows.

I get calls like this several times a week. Whether these producers are buying leads, or using direct mail, newspaper ads or dinner seminars to generate them, they are only getting a 10 percent to 15 percent appointment rate. And, they have a lot of fallout from the appointments they do set. Just about every agent I talk to wants to blame the quality of their leads for their lack of appointments.

How to quickly increase your Life Insurance appointments

First, in case you don't know it, nobody wants to meet with a pushy salesperson, even when they know they need and want the product or service you are offering. Prospects are all afraid they'll be pushed into buying something they don't need or want - or they're afraid they will be pushed into spending more money than they want to spend.

Second, most prospects make the assumption that all insurance policies are pretty much alike, so to them it makes perfect sense to just pick the least expensive one. That's why they'll object to the appointment with statements such as, "I'm too busy right now," "We don't have the money," "I just want the cheapest policy," or "Just send me a quote."

These objections are a natural part of the selling process - and an opportunity for you to help people see how valuable your service is.

If you want to set more - and better - sales appointments, then you'll have to learn how to get past the typical objections to the appointment. You must focus on helping your prospects see the problems they face, and then help them to see how they'll benefit from meeting with you.

You must also be able to differentiate yourself from the rest of the agents who also are calling them. And, it's not going to happen by focusing on your products, price, investment returns or your credentials.

You must ask questions to help your prospects to see why they should meet with you. If your prospect does not see they have a problem, or truly understand the depth of their problem, then why would they waste their time meeting with you? For example:

Prospect: I'm too busy right now. Can you just send me a quote?

Agent: Mr. Prospect, I think I understand. We are all busy and no one wants to meet with a pushy salesperson, right? I could just send you a quote, but am I correct in assuming you want the best value for your dollar?

Prospect: That's correct.

Agent: Mr. Prospect, I'm a little different from most of the other agents you'll meet. I want to help you and make sure you get the best policy for you and your family. There are literally hundreds of companies and policies for you to choose from, with a variety of options. And, without knowing the details of your situation, I'm not sure what the best value is for you, or what you'll actually qualify for. So, if I could, I would like to meet with you and your spouse - in person - to go over your options and ensure that you get the best policy at the best value for your situation. Does that make sense?

Prospect: I guess so.

Agent: Mr. Prospect, if I could show you how to get the policy you need and want to protect your family, without taking any additional money out of your pocket, or changing your current lifestyle, would it be worth 20 minutes of your time?

Prospect: Yes.

Agent: What's the best day for us to meet?

Overcoming the objection to the appointment is your first sale to the prospect and it requires you to learn a presentation, just like you do for any sales call. You wouldn't go into a sales appointment unprepared, would you?

Overcoming objections

Write down the most common objections you hear on the phone and in person. Then, think about what you will say to overcome those objections in the future and write those down as well. Practice these responses until you know them by heart. By doing this, your answers will become second nature, and you will be prepared to sell the appointment - which gives you a better chance of setting the appointment.

When you know what to say to sell the appointment, you can set appointments with nine out of ten of your leads. Remember, the reason these people responded to your letter, ad or invitation is because they are interested in, and want more information about, how you can help them! If you want to set an appointment, then you just have to give prospects a good reason to see 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.
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Improve Your Attitude And Change Your World

Jim Rohn - Walk away from the 90 percent

Free Down Load - 'The Richest Man In Babylon'
 

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Avoid This Common Mistake

A very common mistake that most agents, make is trying to appeal to everyone, with the result that you attract too many people who don't want to pay for your products and/or services, don't have any money or are people you'd rather not work with.

The more profitable and effective marketing/prospecting strategy is to position yourself and your firm to attract just those people in your local community, that want to work with you and with whom you'd enjoy sharing your expertise.

Imagine, if every lead you pursued turned into a client, one who you could be honest and direct with, a person who you looked forward to working with, wouldn't you make more money and have more fun?

While you can't completely control who contacts you, you can use your marketing to position yourself to attract promising prospects in your local community. The people who would make good clients.


 

Here's how...

A Simple Idea

Take a long hard look at your existing clients.

What do your best clients have in common... age, gender, marital status, occupation, income, family status, education, etc?

Now, what are the biggest concerns, needs or problems that they all have?

Now can you offer a free report, booklet, article, etc. tailored to attract those people to you?

And, Avoid This Mistake

Don't run ads in newspapers! You never know who is going to see the ad and where the live. So, you will generally get a lot of the wrong people to respond and you will end up traveling all over creation.

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

 The Ultimate Life Insurance Sales Tools and Training…

Coaching Corner

Don't Let Fear Sabotage Your Success!
By Dennis Postema

Are you afraid of success? Fear can be our greatest enemy, keeping us from even trying to achieve our dreams let alone actually doing so. But how do you know if your attempts at success are being sabotaged by your own fear? Here are a few questions to ask yourself to figure it out:

Do I always seem to find something wrong with myself and others just as I’m about to experience success?

If you become agitated, easily angered and negative about everyone and everything as success draws near, you may be reacting more to your fears than to what’s actually happening. Picking apart your endeavors and the people helping you is one way to ensure failure, which may be exactly what your subconscious is after.

Do I lose focus as I get closer to succeeding?

Another way to stop success in its tracks is to lose focus and momentum. This tendency may also show itself in the form of procrastination.

Am I worried achieving success will mean I sold out?

You can’t please everyone. As you succeed you’ll move on to new adventures and new relationships. You will likely move to a new neighborhood as your finances improve and even start making new friends. This is not selling out, it’s moving forward.
 

Do I think success will change me?

Yes, success will change some things about you, but it doesn’t mean who you are as a person and what you believe in will change. You can strive to be the same old you -- just a more successful version. It’s like putting on makeup or getting an attractive haircut. These things help you create a better version of yourself that accentuates all your positive features. Success does the same thing.

Do I worry I can’t handle success?

Success comes with a lot of responsibility. As your company grows, you’re suddenly responsible for other people’s livelihoods and happiness. This can be burdensome to some people. Instead of concentrating on all the responsibility that will fall on your shoulders, concentrate on the good things your success can accomplish and the opportunities it will afford to others.

Success can be scary. It means taking on more work and more responsibility. Sometimes it’s easier to fail than succeed, such as during the summer months when many agents and advisors let their sales decline due to the summer slump everyone experiences.

Don’t let those fears scare you or stand in your way. Instead, admit you have them so you can work through them and continue on your path toward success. Stop thinking about the negative aspects of success and instead concentrate on all the wonderful things it can bring into your life.

_____________________

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