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Feature Article - Agents Are Overlooking The Quickest And Simplest Way To Find Life Insurance Leads, Set Appointments And Close Life Insurance Sales!

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THE REFLECTION IN YOUR MIRROR!

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

Agents Are Overlooking The Quickest And
Simplest Way To Find Life Insurance Leads,
Set Appointments And Close Life Insurance Sales!

Most of the agents and advisors today are making this business much too complicated. They are looking for a hot, new sales idea that is going to magically attract a ton of new prospects to them. Unfortunately, they are overlooking one of the absolute easiest and best ways to find all the life insurance sales leads they can possibly handle, starting today! So they can set high-quality sales appointments and close more life insurance sales

Would you agree that if you want to sell more life insurance, then you have to find the people who recognize they need life insurance?

And, if you want to sell a life insurance policy today, then you must find the people who have a strong immediate need right now? The stronger the need, the quicker people will want to take action.
 

Understanding Peoples Needs

According to Abraham Maslow, father of humanistic psychology, there are certain basic needs that take precedence over others. (Maslow's Hierarchy of Needs)

First, there are the physiological needs. These are biological needs. They consist of the needs for food, water, shelter and clothing. They are the strongest needs, because if a person were deprived of all needs, the physiological ones would come first in the person's search for satisfaction.

Second, come the safety and security needs. After the ‘physiological needs’ are met, then people become increasingly interested in finding safe circumstances… family security and protection. In the ordinary American adult, this set of needs manifest themselves in the form of our urges to have a home in a safe neighborhood, a little job security, a nest egg, a good retirement plan and a bit of insurance, and so on.

Third, are the needs of love, affection and belonging. Only after the ‘physiological needs’ and ‘safety and security needs’ are met, will people seek belonging, friendship, and love. This involves both giving and receiving love, affection and the sense of belonging.

Fourth, are the needs for esteem. People need to be a respected individual. When these needs are satisfied, people feel self-confident and valuable as a person in the world. When these needs are frustrated, the person feels inferior, weak, helpless and worthless.

Fifth, are the needs for self-actualization. People need to feel complete and valid in all aspects of self, to feel confident in being oneself. Maslow describes self-actualization as a person's need to be and do that which the person was "born to do." "A musician must make music, an artist must paint, and a poet must write."

Only when the preceding classes of needs are satisfied, will the next set of needs become important and dominate! People do not feel the second need until the demands of the first have been satisfied, nor the third until the second has been satisfied, and so on.

Accordingly, if you want to find the best life insurance lead... the people who need to take action right now, then you must address one of their strongest immediate ‘physiological needs’… (Food, water, shelter and clothing.) And, then by helping them to get the life insurance they need and want, you are also satisfying one or more of their ‘safety and security needs!
 

The Quickest & Simplest Way To Find Life Insurance Leads, Set Appointments & Close Sales!

One of the primary ‘physiological needs’ that fits here; is the need for shelter, a roof over our heads, a home.

Do you have a mortgage on your home? If you (or your spouse) weren’t there tomorrow, or you lost your income, what would happen to your family? What would they do?

Selling mortgage insurance is a great way to find people who have an immediate need. It quickly opens doors and will get you into people’s homes.

Consider, the homeownership rate is about 68%. according to HUD. So it's a wide open market.

Today, there are very few homeowners who don’t have a large mortgage on their home. It’s generally the largest monthly expense families have, and typically consumes 30% to 50% of a family’s net monthly income. The ability to pay off the home mortgage, in the event of the death or disability of a breadwinner, is a need that most people easily recognize and would like to cover.

That is great news for you. There are an abundance of great prospects for you to talk to, right in your local area. People want to protect their primary needs for themselves and their family. And, if you are passionate about what you do, then it becomes very easy to become emotionally connected with a prospect, so they will open their hearts to you. All you need to do is have confidence in yourself and let your passion and caring nature shine through.

I’ll give you an example of what I mean. As you know, I do phone coaching sessions with financial advisors everyday. And, during those coaching sessions, we always get into role-playing the questioning techniques you must use to get your prospects emotionally involved, so they recognize the need and want to set an appointment with you.

Here’s one example…

I’ll say: “If I may ask, do you currently have a mortgage on your home?”

Advisor as Prospect: “Yes, I Do.”

I’ll ask: “And, if I may ask, do you have insurance to pay off your home for your family if something were to happen to you?”

Advisor as Prospect: “No I Don’t”

I’ll say: “How do you feel about that?”

Advisor as Prospect: “I never thought about it. And, I don’t feel good about it. But unfortunately, I can’t do anything right now. I just can’t afford it.”

I’ll say: “I understand. None of has any extra money. But, you do feel it’s important to have the home paid-off for your family if you weren’t there tomorrow?”

Advisor as Prospect: “Yes, I do.”

I’ll say: “Well, if I could show you how to get the insurance you need to protect your family, without taking any additional money out of your pocket, would you like to know how?”

Advisor as Prospect: “Yes, I would.”

The whole idea is to set an appointment with these people and then once you are in front of them you do a complete fact-find.

The strategies involve getting in front of people who have had a mortgage for two or more years. Then helping them to buy cash value life insurance to protect their family, and pay off their home 5-15 years early... without taking any additional money out of their pocket.
 

Do our strategies work?

Proven 80% Success Rate…
I‘ve been training and coaching life insurance agents for almost three decades. For example: As a branch manager for Met Life, from 1989 to 1993, I hired 23 brand new agents. Each of these agents started their careers using mortgage life insurance as a door opener! Over 10 years later, 18 of these agents are still selling life insurance and they are making well over $100,000 per year. Today, many of them are making $200,000, $300,000 and much more. (They are mostly selling cash value life insurance!)

Consider, according to LIMRA, (Life Insurance Marketing and Research Association) the failure rate for new life insurance agents coming into this business is over 90% in the first 5 years. I was able to achieve an 80% success rate!

If you want to have one of the quickest and simplest ways to find life insurance leads, set appointments, close life insurance sales and be earning a six-figure plus income, then you need to take a look at our ‘New Agent Mortgage Insurance Tool Kit™’… Today!!!

When you get your hands on this powerful information, you'll find these state-of-the-art life insurance marketing, prospecting and sales strategies are organized into a step-by-step procedure.

How much longer are you willing to struggle to make a mediocre income?

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 life insurance sales? Why not learn the life insurance marketing, prospecting, appointment setting and sales strategies that most of the leading agents and advisors on the planet use?
 

______________________

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Earl Nightingale - Directline 3

"Imagination Is Everything" - You can become what you imagine.

Here are three ways to look at the power of imagination and the truth that you become what you imagine:

• Everything you are today is what you have imagined in the past.
• You can free yourself from the past through the power of imagination.
• You can predict your own future by the wise use of imagination.

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THE REFLECTION IN YOUR MIRROR!
By Forrest Wallace Cato

Most agents and advisors start selling before they are ready. Did you do this? Common sense tells us that insurance agents and financial planners must have income. The Insurance Information Institute® reports that ambitious folks start selling before they properly equip themselves to sell effectively. They make some sales and their cycle begins - the cycle of struggling from sale-to-sale. Many of these good folks worry about where their next sale will come from.

The Great Sales Champion Explains: Mehdi Fakharzadeh is rated by the MDRT as “The world’s most successful living and active insurance sales agent.” The Great Mehdi says, “The tragedy for those who continue this practice is that they struggle for sales for years to come. Unfortunately, they never get really established. They never really see the image in their own mirror. They compound their tragedy by missing so many opportunities. They depart with no sale, yet their prospect could have benefited highly by the offer that was available. That lost prospect would have likely wanted to make the purchase if he or she had first accepted the advisor, plus, better understood the offer and the ways to make the purchase affordable.”

The Brutal Truth! The teachings of most sales motivators do not work sufficiently. All sales gurus are self-proclaimed gurus! There are no quick-and-easy fixes or formulas for your lack of adequate sales. Search for the “magic sales bullet” and you search in vain. People who should know better keep falling for these myths. Only the application of well-proven sales habits and up-to-date sales tools produce desired sales!

Who’s Responsible For Your Sales? You are. Not the home office. Not your broker dealer. Not the product provider, but you. So stop ignoring the image in your mirror.

To Improve Your Sales, Start When? Now, start now! Or you may never start. You will not start some day. You will start on a specific day at a specific time. It is likely now or never. No one will guide you by your hand. It is up to you to act now and begin practical and realistic progress toward improving your sales.

Insurance Sales Legend Ben Feldman Said: “The worst salesperson on earth can sell as well as the un-established brand. You don’t want to be an un-established brand.”

Who Can Take Correct Action To Improve Your Sales? Only the person you see when you look into your mirror -- that is the one person who can act correctly to highly increase your sales results. That person either will or will not act.

Do You Know What To Do, But Still Fail To Close Enough Sales? No doubt you practice many of the proven and timeless success rules, such as, “Isolate the objection to making the sale and cover it.” And, “Plan your work and work your plan.” Most likely you will never get the opportunity to demonstrate all that you know, and your sales will remain few and far between. MDRT Hero Norman G. Levine is honored as “The man who built more insurance agencies than any other person in history.” From his home in Palm Springs, Levine states, “If you are not using the most proven and effective sales building tool then it is logical to believe that you are not reaching your full potential or becoming well established.”

Will Your Prospects Quickly Identify You As A “Winner,” Or As A “Loser,” In Your Field? We learn in Psychology 101 that a winner stands tall and holds his or her shoulder’s back, makes eye contact, puts the other person at ease, speaks-up, projects authority, conveys confidence, is sharp in appearance (clothes, jewelry, hair style), wears clean and shined shoes, gently assumes command, etc. But all of these essential traits can be negated, or even destroyed, if you fail to effectively communicate more – much more. And the obligation is on you to do this!

Are You Just Another Sales Person With Nothing To Show That You Are Unique And Special? People selling financial products and services, come and go with frequency. Industry studies reveal that approximately 30% fail and drop-out every year, with drop-out rates rapidly increasing. These drop-outs obviously never actually learned how to effectively sell. Unfortunately, too many kept trying the hard way. Many of those who do adopt and use proven sales techniques make fortunes while helping lots of people progress toward their financial goals and objectives. Successful agents and planners become respected, trusted, and admired. They know how to convey their uniqueness that helps give them their market advantage.

Do You Simply Fail To Measure-Up To The Advisor Who Makes The Sale To Your Prospect? Right now, if you and the market sales leader in your area were in direct competition for the same sale, who would win? Odds are, the way things are going, your competition would win! Remember, you are in direct competition right now with everyone. However you are actually in the perfect position to reposition yourself as the market leader and out-sell all of those who compete with you in your area. You can become the market leader! People react to you according to how you are positioned. Your image determines how you are perceived and positioned.

Is Your Brand Conveniently Documented?

Have You Ever Spent Even Ten Minutes Improving Your Brand? Do you have a strong brand? Can the sales person with a strong brand “eat your lunch?” Is your brand documented? Do you even have a brand?

Why Does A 28-Year Millionaire Insurance Agent Need To Document His Personal Brand? Joe Casey is a 28-year old insurance agent in Louisville, Kentucky. Joe earns over a million dollars a year. Joe is a member of the IPS. He says, “Not having a VIP Interview in today’s market of distrust and suspicion is like not being documented in a world where documentation is oxygen. Thorough documentation has replaced credentials. With this recession have come major changes that create multiple obstacles that make your sales far more difficult. Conditions will never again be like they were a few years ago. Embrace change. Don’t ignore the recent changes in your market.”

Is It Absurd For You To Expect To Sell Against Your Better Positioned Competition? Many experts believe it all boils down to who impresses your buyer the most, -- you or the other guy? Is the person you need to impress actually impressed with you? Can you quickly make your prospect comfortable with you? MDRT sales super-star Guy Baker says, “Ask the person in the mirror if your prospect’s instincts tell him or her that you are the on-and-only financial advisor that he or she should select? Will your prospect feel fortunate that you are there and involved?

Has Your Prospect Ever Even Heard OF You? Let’s be realistic. If your prospect knows nothing about you then how can your prospect even be favorably disposed toward you? The cardinal rule is: “Buyers always select the well-known or better-known (brand) agent or advisor. Those who remain relatively unknown (un-branded) never make multiple sales.”

Does Your Potential Client Have Reasons To Be Afraid Of You? According to no less an authority than Will Nason, RFC, Research Director of the famous Insurance Pro Shop®, “Each and every prospect you encounter now has many thousands of reasons to be suspicious of you, thanks to the economic collapse that resulted due to the greed and self–serving of insiders at mortgage companies, Wall Street, and big banks." Ninety-one percent of Americans participating in a recent Gallop Poll said: “The average mortgage company is not honest. Banks and Wall Street operatives serve themselves first.” Now you get blamed, and you suffer the consequences, while the crooks were (and are) allowed to steal and cheat.

What One Point Do The Many Different Associations Of Financial Professionals All Agree Upon? They all agree -- the Million Dollar Round Table, the Financial Planning Association, the Investment Management Consultants Association, the National Association of Personal Financial Advisors, the International Association of Registered Financial Consultants, and the Mutual Fund Marketing Association, International Financial Leadership Academy -- all report that insurance agents and financial advisors are bearing the blunt of the scandalous Wall Street, mortgage company, and big bank self-dealing, even though these advisors are totally innocent. Thus you too are a victim! But your prospects most likely view you with dread, apprehension, or even scorn. No doubt you have discovered that the former methods of selling no longer work in today’s era of lost trust.

Can You Provide Anything That Immediately Proves You Are Safe, Established, and Qualified? Either you can do this or you can not do this. Obviously, today’s sales go to the person who can do this. Either you know how to expedite your sales process or you do not. If you do not, then you may begin to flounder at this point.

Do You Use The Quick Advantage?

Do You Quickly Show That You Are Experienced And Have A History Of Satisfied Clients? You too can accomplish this by providing your prospects with a document that presents you as the subject of the famous VIP Interview. The VIP Interview was created by Forrest Wallace Cato when he served as Editor-In-Chief of Trusts & Estates Magazine and Financial Planning magazine.

According to Financial Advisor magazine, “Cato, now a well-known image builder for advisors, remains one of the most respected men in the financial industry.” Over a 20-year period Cato kept refining the VIP Interview. Cato wanted to capture the unique personality of the person being interviewed, plus reveal what was special and precious about his subject. Subjects have included such untarnished luminaries as Warren Buffett, John Bogle, David Rockefeller, Peter Lynch, Mehdi Fakharzadeh, Lew Nason, Norman G. Levine, and many of the world’s most successful top producers. Yes, the VIP Interview is a priceless tool used by many of the world’ leading financial industry money makers. Many used this tool with great success before the economic recession took place.

YOU SELDOM GET ENOUGH TIME TO WIN PERSONAL ACCEPTANCE: The majority of the time you spend with a prospect trying to sell is the period during which you are striving to win personal acceptance and alleviate their fears. Now you can expedite the time period required for you to become accepted. This is a well-proven way to obtain far more sales during your work week.

What Works For Warren Buffett Should Work For You! You can place your VIP Interview to work for you and experience far more sales with each sale taking less time. Plus, your motivation is easier to maintain once you see positive results.

Is The Person In Your Mirror (Looking Back At You) Also Telling You Something? Possibly your reflection in your mirror may be saying it is time for you to re-evaluate and take corrective action.

Is It Important That You Be A Great Personality? No! It is not necessary for you to be a fantastic personality. You do not have to be amusing, entertaining, delightful, funny, super-charming, hyper-friendly, etc. You need to be able to intelligently help your client achieve their financial objectives and/or solve their money problems. Your goal is to be able to identify prospects, gain instant acceptance by quickly establishing your personal brand, do proper fact finding, and recommend appropriate solutions. You do not need to be “Mister Sparkle.”

Does The Person You Want To Sell Know That You Are A Recognized Professional In Your Industry Who Is Considered An Outstanding Advisor? At the famous Insurance Pro Shop® Lew Nason, RFC, LUTCF plays a key role in directing the award-winning organization that trains many of America’s most successful financial sales professionals. When he was a sales agent Lew Nason was known as: “The nine-out-of-ten guy.” He earned this title because he closed nine-out-of-ten sales. Lew Nason says, “There is no faster or more effective way to immediately communicate to your prospect that you are a recognized professional who is considered an outstanding advisor in your specialty.”

This method even highlights that:

You are (1) ethical,
You (2) adhere to a strict Code of Conduct,
You (3) abide by high standards of practice,
You (4) have satisfied clients,
You have (5) a case history of successful client experiences,
You (6) remain without consumer complaints or regulatory charges,
You have (7) other credits, assets, and qualities that are identified.

To Begin A Client Relationship, Do You Offer Solid Evidence That You Are The Most Appropriate Advisor For The Client? Can you now present “up front” proof, in a convenient and easy-to-read format that quickly conveys your essential messages? Either you can or you can not!

Your VIP Interview can be included on your web site! You can reference this in all of your other marketing materials, e-mail your VIP Interview. Up to 75 key questions may be answered in your VIP Interview -- depending on the length of your replies.

Use Your Most Helpful Tool Now!

Are You Often Dismissed With One Of The Following Lines: “I’ll think about your suggestions?” “Let me get back to you.” “We’ll discuss your proposal more at another time.” “I’ll call you if we decide to do this.” Or, “We can’t afford this right now.” Only you can take special actions that will reduce your rejections! Act now to highly reduce your rejections. Putting an end to “turn downs” and “brush-offs” means developing a new habit – the habit of using copies of your VIP Interview to instantly convey your personal brand.

What Makes Your VIP Interview More Effective? Financial subjects can easily be dull or even boring. Some prospects even consider this topic to be unpleasant. But everyone wants success for themselves and for those they love. The VIP Interview with you will contain elements that are, by design, strictly motivational, self-help, and (non-denominational) inspirational guidance.

The VIP Interview With You Can Be Effectively Used For Many Years! Use this as a hand-out, leave behind, direct mail piece, the center piece of your Press Kit, to help you obtain speaking engagements, to enable you to begin important dialogues, to gain access to those who are “difficult to see,” to further regional awareness of you, to cultivate the media, etc. The uses are multiple as are the career benefits you will receive.

Will You Continue The Habits That Make It Difficult For You To Sell? Or, when you look into your mirror do you see the real you and make the changes and improvements that will empower you to increase your sales now?

www.CatoMakesYouFamous.com

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™.

Coaching Corner

10 Tips To Become More Productive
By Dennis Postema

The first part of 2015 is behind us, and it’s likely your New Year’s resolutions have been placed on the back burner. However, it’s important not to lose sight of your goals and how you will achieve them. If any of your resolutions were geared toward improving your business, use these 10 tips to help get yourself back on track and be more productive.

1. Plan your day in advance

This is my number one success tip for many reasons, but most importantly, it allows your subconscious mind to start optimizing exactly how to maximize your production the following day.

2. Eat the Frog

Always start with the big, profitable tasks first. Just 20 percent of what you do brings in 80 percent of your income.

3. Take short breaks

Work for 45–90 minutes, depending on your attention span, and then take a 5–15 minute break. When you start the next time slot, you will feel renewed and refreshed.

4. Spark your day

Some call this an hour of power, but regardless of its name, figure out what motivates you. Then, spend 15–60 minutes filling your mind with positive affirmations from a devotional, book, or video to spark your day.

5. Exercise

Boost your endorphins every chance you get. It will improve everything you do!

6. Watch out for costly errands

What are the opportunity costs involved with running some of your errands (i.e., dry cleaning or even mowing your lawn)? They may be greater than you think, especially if they take away from you or your businesses production. Consider hiring an assistant or outsourcing the tasks.

7. Eat right

Garbage in = garbage out! What you put in your body affects your energy and thoughts in positive or negative ways, so make sure good nutrition is part of your plan.

8. Keep organized

Never head for home with a messy desk. Always clean it up before you leave so the next time you arrive at the office, you are organized and ready to tackle the day.

9. Track everything

As my father-in-law says, “What gets measured, gets done.” If you don’t track your personal production and your office’s production, you will never figure out what works and what doesn’t. More importantly, you will never know what is falling through the cracks.

10. Make a master “to do” and “not to do” list

A prioritized “to do” list is extremely important, but a list of things not to do may be even more important. You need to know what is impossible for you to do each day or what tasks should be delegated. Understanding the importance of “no” is imperative if it is not a true priority.

What is the most effective thing you do each day to be productive?

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