In This Issue

Feature Article - How To Generate $60,000 of Life and/or Annuity Commissions In The Next 60 Days or Less!

Improve your attitude - Earl Nightingale - Directline 4 - 'Others Could Make You Rich'

Become Their Trusted Advisor - Get Them To Tell Stories About You!

Coaches Corner - Mama knows best when it comes to improving your business!

__________________
 

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

How To Generate $60,000 of Life and/or Annuity Commissions In The Next 60 Days or Less!

During the past 15 years, since starting the Insurance Pro Shop in 1999, we've helped thousands of new and experienced agents, advisors and planners to quickly go from producing a mediocre $40,000 to $60,000 of commissions and/or fees per year, to earning more than $250,000 per year.

Today, we are going to reveal the exact six steps these people took to become top producers within just 60 days.

Here's what ten, of the thousands of people we've helped, had to say...

"After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of (life) business.... IN JUST ONE MONTH!"

"The first 3 months of this year have been more successful than most of my past YEARS."

"I've written over $270,000 of life premiums in the past two months since attending the (Found Money Management™ ) boot camp in December."

"So far I've made $55,000... In just one month I've made over half of what I made in previous years."

"I got the CD package on or around May 1st. Today is May 24th and I have set a total of 5 appointments by loosely following the word track on the appointment setting CD. Of those 5 appointments, I have already had 3 of them, and we have started the underwriting process on all 3 totaling $67,000 in annual life premiums."

"I'm way ahead of last year. I have over $150,000 in commissions so far this year."

"I am finishing my finest personal production year ever, and that is directly attributable to the change in marketing efforts I have instituted since meeting Lew and Jeremy Nason."

"As I told you over the phone, I purchased the Annuity sales program for $xxx and a month later I sold $370,000 in annuities."

"I did 1.1 million in Index Annuity business in June and have been promoted to branch leader
with my company."

"...helped me to close over $40,000 of additional annuity commissions this month."

"The common denominator of success --- the secret of success of every man who has ever been successful --- lies in the fact that he formed the habit of doing things that failures don't like to do."
Albert Gray

Here are the exact '6 Steps' the above ten advisors, and thousands of others, have taken to significantly improve their sales within just 60 days.

Step #1 - You must be in front of the people you have the best chance of selling right now!
People prefer to work with an advisor they already know and trust, or an advisor who is recommended to them by someone they know and trust. Accordingly, the people you have the best chance of selling, in the next sixty days, are your current clients, friends, family, relatives, client referrals, prospects who have already met you, members of church groups and associations you belong to, people you do business with and referrals from joint venture partners.

Step #2 - You must address and be able to solve a specific IMMEDIATE PROBLEM these people have right now! In today's troubled economy, if you want to make it much easier to attract people to you, set an appointment, and close sales, then you must give people a compelling reason for them to meet with you right now! What problem (s) do they have that you can you solve for them today? How can you help them to... eliminate debt, pay-off their mortgage early, save for retirement, fund a college education, stop their stock market losses, recoup stock market losses, reduce income taxes, have the retirement income they need, ensure they don't outlive their money, and protect the people they love! Aren't these the real problems people are facing today in this economy, and the problems they really need your help with? Most people are not going to spend money today unless it's absolutely necessary. Most people are looking for real help and immediate solutions to their current financial problems!

"We will receive not what we idly wish for but what we justly earn. Our rewards will always be in exact proportion to our service."
Earl Nightingale

Step #3 - You must make it as non-threatening and easy as possible for these people to meet you and see how you can help them! Would most people prefer to meet one-on-one with a sales person? Or, would it be less threatening and much easier to get them to come to a... Free Educational Workshop? At the workshop, it's all about creating curiosity and gaining their trust! The best parts of offering free educational workshops is you can be in front of 10 to 20 couples within a week, for under $100. And, you can offer an educational workshop every week if you need to.

Step #4 - You must have an educational presentation that shows people you understand them, their problems, and how you can help them! If you want people to set an appointment with you, then you need to show them you really do understand their situation and can help them... without them making any huge sacrifices! If people don't see and understand the problems they are facing today, and how you can help them, is there any reason for them to set an appointment with you, let alone buy from you? You must learn a scientifically designed, scripted PowerPoint presentation, with all the questions the Top Advisors use to consistently set an appointment with each couple, right at your educational workshop!

Step #5 - You must do a complete and thorough fact-find! If you want people to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain, or gaining pleasure, which are emotions. To get people emotionally involved, you must ask the who, what, where, when, why and how questions, so they will see and understand the immediate problems they are facing. The more emotionally involved they are in solving their own problems, to eliminate their pain or gain pleasure, the more likely they are to take action! You need to help them to talk about the financial problems they are facing now and in the future. It's about you helping them to re-think and establish their financial priorities. Deciding what's really important to them right now! If you help people to understand and establish their financial priorities, then they'll want to take action.
 

These advisors reaped the rewards of our Trusted Advisor Success Training

Step #6 - You must find the easiest and most pressing problem you can solve from them right now to make them a client! 'You Must Keep The Closing Presentation Simple and Logical!' Remember, people buy based on emotion, and then they justify their decision based on logic! If you confuse the prospect at all; give them too much technical information; ask them to make too many decisions; try to solve all of their problems at once; you'll have trouble closing the sale. If you use a 25 to 50-page report, you'll generally lose more sales than you'll close. It's generally too complicated and too confusing. People want to know what the bottom line is. If you want to sell more life insurance and annuities, find the easiest and most pressing problem you can solve for them right now to make them a client, and then use a two-page summary to hi-light the end result of the program you are recommending, compared to what they've been currently doing.

Top Producers know that selling life insurance and annuities, isn't about you, your credentials, your products, or even the amount of money they'll ultimately have. It's about helping people to see and truly understand their financial problems. It's helping them to avoid pain. It's getting them emotionally involved in the sales process and answering their biggest question... "What In It For Me and My Family?"

It's why the producers we work with are able to consistently be in front of more people, set more appointments, get more referrals, and close '9 out of 10' sales calls. It's why these people have gone from producing a mediocre $40,000 to $60,000 of commissions per year, to earning $250,000 or more per year. It's why they were able to dramatically improve their sales within 60 days!

Where will you be 60 days from today?

Yours In Success,
Lew and Jeremy Nason
'The 9 Out Of 10 Guys'

P.S. Listen: Over the years, you're going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

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.click here

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™

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...

Judge Us By The Company We Keep

Not sure we can help, or if our services are right for you... Don't Wait... 
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

Improve Your Attitude And Change Your World

Earl Nightingale - Directline 4

'Others Could Make You Rich'

A great attitude does much more than turn on the lights in our worlds; it seems to magically connect us to all sorts of serendipitous opportunities that were somehow absent before the change.

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... and are ready to buy right now! 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 sales 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, aren't there literally thousands of qualified life insurance and annuity prospects right in your community who need what you are offering? But, if you don't know what to say, or what questions to ask to get them to want to meet with you, or how to get them emotionally involved, so they want to take immediate action on your recommendations, what good are they? Learn More

Albert Gray, in 'The Common Denominator of Success' put it this way... "Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who don't want it, than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects."

You Don't Have To Go It Alone!

Not sure we can help, or if our services are right for you... Don't Wait... 
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

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

Get Them To Tell Stories About You!
By Sandy Schussel

A while ago, I dropped into a well-known department store near my home to buy a new shirt. There was a good selection of shirts in my size and they were more or less in order on the shelves and in the bins. I found a shirt in the right size and in a color I liked. The sales assistant was friendly and professional. She told me the shirt was on sale. The entire experience was satisfactory.

I didn't tell anyone I saw that day about my satisfactory experience. It was out of my mind as soon as I left the store. I also didn't decide to make that store the one place I would always buy my shirts, or anything else. But I was completely satisfied. Why didn't my experience render me a passionate, loyal, referring customer? The lesson is the same for a retailer as it is for an entrepreneur or a professional: Satisfying your clients isn't enough to turn them into loyal, passionate referral advocates. It's the minimum you need to do to keep a client and maybe pick up a referral or two. If you want more, you need to get them to tell stories about you.
 

"Nothing influences people more than
 a recommendation from a trusted friend."
Mark Zuckerberg
 

Here's another retail story: My wife Hannah and my daughter Madeline went shopping for a prom dress a few years ago. They found the perfect blue gown in Nordstrom. But when they opened the bag and looked at it that night, there was a ball-point ink line on the dress. It was Thursday night and the prom was on Saturday night. Friday morning, Hannah called the store frantically from work in the hope that they would have another blue gown she could pick up at the end of the day. The department manager advised her that there were no more blue gowns in my daughter's size, but offered to call around to other Nordstrom stores to see if she could find one.

Hannah hung up the phone and fretted over what she was going to tell my daughter and what they were going to do with only one evening left to find another gown. But, half an hour later, the department manager called her back with the news that she had located the identical gown at another location. Then, she gave Hannah a story to tell. She offered to leave her store at the end of her day, drive the 20 miles to the store where she had located the gown, and bring it to her business to make the exchange -- another 20 miles in a different direction. My daughter had her gown, and Nordstrom had a loyal customer who was willing to tell this story over and over again.

To make your clients loyal and willing to be your referral advocates, you need to take every opportunity to give them stories to tell. Doing a satisfactory job for them isn't enough. Create a client service plan that distinguishes you from your competitors. Serve coffee and pastries on a silver platter. Find out where they're celebrating their anniversary and have champagne or dessert delivered to them at their table.

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

Coaching Corner

Mama knows best when it comes
 to improving your business
By Paul M Mallett
 

Why do you insist on doing things the hard way?

I agree that experience can be a great teacher, but why reinvent the wheel? You can learn from the experience of those who have traveled this same road before you ... with a whole lot less pain.

Learning to succeed in this business would most certainly be faster if you could extract all of the knowledge you need from someone who has been there, someone who has done what you're trying to do. It would enable you to catch up quickly and then build upon that knowledge even further. Who knows how far you could go with help like that?

So why do you continue to try to do it by yourself? If learning on your own is such a good idea, why did your mama send you to school all those years ago? Somehow, it made sense to learn from the knowledge and discoveries of others when you were young, so why do you think you have to do it all by yourself now? If everyone looked at things that way, we would make no progress as a species.

Don't tell me it's because you already know everything you need. We both know better than that. Have you looked at your numbers lately?

Don't tell me it takes too long. A wise man once taught me that "slow is smooth and smooth is fast." In other words: Slow down; pay attention; do things right the first time; and in the end you'll get to the promised land much faster.

Don't tell me it costs too much. First, there are many ways to learn from others that won't cost you a dime. Second, there are ways to learn from the best in the business that may require a modest investment in yourself, but the return on that investment will be well worth it.
 

If you're serious about taking that next step in the development of your career and your practice, learn from the experience of others. Get out of your own way. Take a couple of the following suggestions, and commit to them for the next year. You'll be amazed at the results. Mama knew what she was doing.

Read

Start by making time to read something industry-related everyday. Even if it's just 15 minutes. There is an unlimited supply of quality information available from trade magazines, social media, booksellers -- maybe even your IMO.

Listen to audio programs

Take the advice of the great Zig Ziglar and attend Automobile University. That is, make good use of your travel time by listening to good, smart content while you're in the car. It will change your life.

Watch videos

If you haven't already, check out YouTube, Vimeo and other video-sharing sites. The companies you represent probably have some great videos, too.

Find a mentor

Whether you pay for a coach or find a mentor who will provide you with guidance for free, find someone to consult with. Just be careful. Sometimes, you get what you pay for. Make sure your mentor brings real world experience and a successful track record.

Join a professional group

This can be a true trade association like NAIFA, or an online group like those you can find on LinkedIn. Just remember that with any such association, you typically get out of it what you put in, in terms of effort.

Pay for training

The cost of training programs can vary widely -- but so can the value. It's the results of the training that matter most. The effect of the cost lasts a few days. The effect of the value of a good program will last a lifetime. Choose a program created by someone who has won at your game and has proven they can replicate that success in others.

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