In This Issue

Feature Article - You Have Only So Much Time, Don't Waste It!

Improve your attitude - Earl Nightingale - Directline 2 “Your world is a living expression of how you are using and have used your mind.”

Become Their Trusted Advisor - "You can be in front of more of your 'Ideal Prospects' in one month than most agents will see in a year."

Coaches Corner - Do You Ever Give Anything Back? SUCCESSFUL PEOPLE DO THIS!

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Do You Have A Friend Or Associate Who Might Benefit From This 'Career Changing' Information? Why Not Forward This Newsletter To Them?

Or... Take A Minute To Fill Out This Referral Form
And you'll receive our free gift... "21KeysToOpenReferrals.pdf"

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

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?) 

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™

Greatest Sales Script in the World
Ever wish you could be the fly on the wall of some of the greatest marketing and sales gurus of all time? Ever wonder how they got so great in the first place? Before the webinars and YouTube tutorials, people became students and apprentices of masters if they could afford it. Others, and some of the best, are self-taught.

IUL The Good, the Bad, and the Ugly
Indexed Universal Life (IUL) has experienced rapid sales growth in recent years due to its relatively straightforward marketing story: guaranteed downside protection with upside potential. However, the oversimplification of what is, in actuality, a very complex product, has sparked growing concerns among regulators and insurance professionals as to the product’s potential to mislead consumers with unrealistic earnings projections. This paper will take an in-depth look at IUL by examining the implications of the product’s exemption from federal securities oversight, the way in which the product works, and the important caveats to its simplified marketing pitch.

Small Changes
There are many things you can do to change your daily activities so slightly that you'll hardly notice the difference. With just a few non-life changing steps, you could cut your expenses (and cut greenhouse gas emissions CO2 by 60%). Here's a list of small things you can do to make a big difference:

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

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 be in front of more of your 'Ideal Prospects' in one month than most agents will see in a year."

During the past 15 years, ever since we introduced the Insurance Pro Shop in November of 1999, we've been helping agents, all across the country, to recognize that prospecting doesn't have to be hard, frustrating or expensive, if you'll take the time to learn the 'Insider Secrets' of how to properly and effectively market your services in your local community. With a few minor changes and applying some simple techniques... "You can be in front of more of your 'IDEAL PROSPECTS' in one month than most agents will see in an entire year."

Some agents have quickly grasped our message, immediately applied the techniques we recommended, and in a matter of only a month or so they've been able to double and triple their commissions and/or fees to $15,000 - $30,000 or more per month. For other agents, it's taken six months, to a year, to double and triple their monthly income. And, unfortunately there are some agents who are still struggling, because they are afraid to make any changes. So, they continue to do what's easiest and most comfortable for them right now.

The fact is that within the next two to six months, each and everyone of you can double or triple your income, if you'll recognize that this, or any business you're involved in, is about your ability to consistently attract your 'Ideal' prospects to you. Your success in business is ultimately determined by your ability and willingness to market yourself and your services to your 'Ideal' prospects.

Let's Get Down To The Critical Issues...
If you want to succeed big time in this business, it's actually incredibly easy if you'll first determine WHO ARE YOUR IDEAL PROSPECTS... then follow three critical steps... avoid two common mistakes... and learn one simple truth!

So, Who Are Your 'Ideal Prospects?'
In simple terms your 'Ideal Prospects' are the people you have the best chance of setting an appointment with and selling. You must know EXACTLY who your ideal prospects are. You need to know more than just the demographics. (age, income level, etc.) You need to know WHY they're struggling, what they most want in the world, what their values are, etc.

You need to be able to connect with them on a deep emotional level and that means knowing what's important to them and what keeps them up night.

Now Follow Three Critical  Steps...

The 'Right Message'... to the 'Right People'... at the 'Right Time'!

Step One... The 'Right Message' is really about you deciding what specific problem you are going to specialize in solving for people, to attract them to you. If your prospect doesn't see they have a problem, and understand how you can help them, is there any reason for them to take their precious time to meet with you, let alone buy from you? (And, it's NOT about your hot new products, having the lowest premiums, highest investment returns, a slick new sales idea, the companies you represent, or your credentials!)

Step Two... To The 'Right People' is about sending your special message to your 'Ideal Prospects'. These are the people who need and will benefit the most from your services; can be seen on a favorable basis; and have the ability to pay for your services?

Step Three... At The 'Right Time' is making sure your 'Ideal Prospects' see your message when they are ready and able to take action. "People buy when they are ready to buy, not when you are ready to sell." So, if you want to sell them you must be constantly in touch with your best prospects, so you are there when they are ready to buy.

Avoid These Two Common Mistakes...
First, most agents want to believe that marketing is something you can do every once in a while when you decide you need more prospects. They believe it's like a water facet that you can just turn on whenever you need water. Consider, the only reason you can get water immediately from your facet, is all the behind the scenes hard work the water department does 'everyday' to keep the water running fresh and clear. Your marketing, attracting the right prospects to you, requires the same daily attention, if you want to keep a steady flow of the 'IDEAL' prospects.

Second, contrary to what most agents are being taught today, effective prospecting is NOT a numbers game. The 'old fashioned' shotgun prospecting approach most agents learn is that if you contact enough people, (buy enough leads, cold call enough people, run enough Ads, or send out enough sales letters) you'll eventually find enough prospects, to set enough appointments, to close enough sales, to make the income you want. This 'Numbers Game' approach to prospecting can work to some extent, if you work with large numbers of people, and you do it consistently. However, it is very time consuming and expensive. And, even when you do work with large numbers, and do it consistently, the results can be very sporadic. You never know who will read your Ad or sales letter and then respond. The main problem is that you are generally following-up the responses to try to set appointments with people who have never heard of you before.

Learn One Simple Truth...
People always prefer to work with someone they already know and can trust. The more good things people hear about you and the work that you do, the easier it's going to be to get them to respond to your offers, set appointments, and buy from you.

So, What Does All This Mean...
What it all means, is that if you want to be in front of more of your 'IDEAL PROSPECTS' in one month than most agents will see in an entire year, then you must have a 'complete' marketing plan that you work on every day!

The more time you spend on developing a well rounded marketing plan, tailored for your unique situation, the easier and more profitable your financial services career will become!

Yours in success,
Jeremy & Lew Nason
'The 9 Out Of 10 Guys'

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

Coaching Corner

Do You Ever Give Anything Back?
SUCCESSFUL PEOPLE DO THIS!

Don M. Green is the award-winning Director of the Napoleon Hill Foundation. A successful former bank president, today he is the world’s leading authority on the entire body of works of Napoleon Hill. He manages the copyrighted Napoleon Hill intellectual properties. For years he has traveled across our globe explaining the ageless personal success teachings of the man who is possibly the world’s best-selling book author of all time. Presently Napoleon Hill is on the national best-selling list in approximately 200 countries. Legitimate book sales by Dr. Hill are estimated to exceed 600 million copies world-wide. None of these are vanity publications.

Without question, Don is America’s most proven and most qualified authority on self-help, inspirational guidance, and personal motivation. For his own great body of work helping others achieve personal success, -- in the true legacy of Napoleon Hill, -- Don Green is beloved by those who know him and advanced their lives by working with The Napoleon Hill World Learning Center. Don has never met a stranger. Once you meet this exceptional talent on their university campus or on a stage in Singapore, you feel that you have known him and loved him for all of your life. He alone makes you feel that you have great potential.

Don M. Green has written an important book titled Everything I Know About Success I Learned From Napoleon Hill.

Last week Don told me, “Over time personal success was gradually defined by mankind. It took centuries for us to learn what personal success actually is. Winners give back. Heroes contribute something. Leaders notice others. Achievers recognize those who help them. Top producers do not depend on others to pay their dues.  Successful people do this! When you depart this earth you will be remembered not for what you obtained, but for what you gave back. Legacies are based on what you contributed. Just as you are respected now for what you share, you will be remembered for what you shared. You will not be acclaimed for how big your house was. You will not be thought of for the kinds of cars you drove? You will not be appreciated for how much money you accumulated for yourself.”

What You Send Around Comes Around To You!

Don further explained, “Yes you do need and deserve to reach your goals and objectives, and with the right help you certainly can do just that! But you have an obligation to be of moral character and integrity as you go about your life and work. Remember what goes around does indeed come around. You get far more if you do not just grab all the time. You get more even if you give just a little back. You do not take advantage of people because they trust you, -- then rush to the next person to sell that person something, anything. You serve people’s needs and best interest. You help others. Of course you can not serve if you do not sell – but this should be more than an often used paragraph. This should be your standard of personal conduct.”

My name is Wally Cato and I care about you. I have shined the shoes of hundreds of agents and planners for many years, during annual conventions, in attempts to demonstrate the high regard and sincere respect I have for you and other good men and women like you. God knows enough people think you are a pest. And your field has been sullied by thoughtless and greedy agents and planners. I’ve edited two of the largest circulation magazines in your industry. And I have helped build the images and success of some of your biggest industry heroes and achievers.

Have you ever shined anyone else’s shoes in your life? If I could have the pleasure and honor of being alone with you right now, I would ask you, “Do you ever really give anything back?" Do you even say “Thank you” and mean it? Do you remind your clients and prospects of how much you appreciate them? Ever go out of your way to point-out what is unique and special about others? Do you bother to do this even if there is nothing immediately obvious involved that would benefit you?

You Listen – But Idiots Do Not Listen To Mehdi

Mehdi Fakharzadeh is a name you know well -- or you should know well. He is the most successful living and active insurance sales agent in the world today. He is 95-years old and still mentally sharper than any of us and out-performing all of us! Daily he is praised for giving back so much of his priceless sales knowledge for FREE to advisors like you. He travels the world doing this and speaks to groups of ten to ten thousand. Many millionaire agents and planners endlessly thank, praise, and honor him. Yet The Great Mehdi has never charged one cent for doing this. He says, “When I give back I always get back still more. I’ve never understood this dynamic. I just know for certain that giving back works.” Mehdi loves you and people like you. This dynamic has also been endorsed by Rodney Balance of the International Financial Leadership Association® who confirms, “I have seen this dynamic work over-and-over.”

The Great Mehdi Corrected Me!

I informed The Great Mehdi that I thought he had helped more people than anyone in our industry, now or ever. He responded by correcting me, “Oh no! Lew Nason at the Insurance Pro Shop® helps far more people than I do. Lew Nason loves the people he works with. Lew really cares and they know it.”

Mehdi Fakharzadeh is correct! What do you think? Certainly you get far more from Lew for FREE in his newsletter, e-books and web site than ads and special discount offers. Lew has to make an income to support his operation and provide his quality service to you. But along the way he literally floods you with information, strategies, techniques, and new practice info - valuable content that is well-proven to be of both (1) immediate interest and (2) lasting practical value for you to use. For FREE, Lew routinely provide you with exclusive original material from top respected names you know and trust (no hustlers) like Rodney Balance, the late Charles “Tremendous” Jones, Ben Feldman and Zig Ziglar, Norman G. Levine, Mehdi Fakharzadeh, Sandy Schussel, Loren Dunton, Dan Viñal, Jeffrey Reeves, Bill Bachrach, Jim McCarty, and others. I’ll bet you have taken this, used this, and never even said “Thanks.” No other source is providing this valuable content to you for FREE.

I’ll bet that deep down you are not really the type of person that will allow others to always pay your way for you with their time, and their effort, and their thoughtfulness.

An Easy Way You Can Give Back Right Now!

Our own Lew Nason has reigned as the “Number one rated writer and expert participating in Producer’s Web (on the Internet) for 7-years.” He’s now listed at number two. Lew needs your vote right now to regain first place. Won’t you please take the time (About fifteen minutes or less.) right now to do this! Will you please bother to ‘follow’ him on Producer’s Web right now? Better yet, get someone you value to check-out his material and ‘follow’ him also. Couldn’t you do that much in return for him? Should you make a list of others for whom you should take the time to give back because they deserve this from you -- and because you think and you have class! You don’t just take, you also give.

I Want To Send A Note Back To You

Here’s how easy it is for you to vote for Lew Nason at Producer’s Web. And after you vote for our friend Lew, please send me an e-mail (forrestcato@gmail.com) so I can reply and thank you. I promise to not try and sell you anything or to give anyone your e-mail address.

To vote for Lew you’ll want to go to Producer’s Web and become a member. (It’s easy and it’s Free)  By becoming a member you’ll now have immediate access to all the latest and best information about what’s happening and what’s working in our industry, from the best of the very best.

Once you become a member, then please go to Lew Nason’s page and click on ‘follow’. Now take a few minutes to read some of Lew’s articles and blogs and click the ‘like’ button and make ‘comments’ on his articles and blogs.

___________________________

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

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