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Featured Tip - 9 Financial Lessons from ‘The Richest Man in Babylon’

Improve Your Attitude - Jim Rohn-The Law of Average

Become Their Trusted Advisor - How to Attract Your IDEAL Insurance Prospects To You for Free, Using ‘Attraction Marketing’

Coaches Corner - HANDLING REFERRAL OBJECTIONS WITH CONFIDENCE

An Important Message From Jeremy

Dear ~Contact.FirstName~,

If you want to become the expert, the 'Trusted Insurance Advisor' people want to see, then give them important information that they need to hear... Like the following 9 Financial Lessons from ‘The Richest Man in Babylon’!

Please read the following article and then take a minute to pass it on to your friends, family and clients!

Yours in success,
Jeremy Nason

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Featured Tip

9 Financial Lessons from ‘The Richest Man in Babylon’

'The Richest Man in Babylon' by George S. Clason was first published in 1926 and is considered a classic on personal finance and creating wealth. As you read the book, I believe you will be totally blown away by the simplicity of the story and by the tried-and-true financial lessons it presents for accumulating wealth.

Following are the 9 most important financial lessons I want to share with my friends, family and clients.

1. Pay Yourself First!
One of the greatest lessons in this book is 'Pay Yourself First.' Set aside at least 10% of what you earn! The difference between being a rich, financially stable person, versus being a poor, broke person, is knowing this first rule! Wealthy people pay themselves first and poor people do not. Before you start paying others, or start spending the money you earn, you need to pay yourself first.

“A part of all you earn is yours to keep. It should be not less than a tenth no matter how little you earn. It can be as much more as you can afford.”

2. Live below your means.
Most people have formed the habit of spending more, as they earn more. Train yourself to live on less than you earn. Control your expenditures. Make good use of the money you have left over, after you have paid yourself first. Define what money is to you, and define the difference between need vs. want.

“Budget your expenses so that you may have money to pay for your necessities, to pay for your enjoyments and to gratify your worthwhile desires without spending more than nine-tenths of your earnings.”

 3. Make your money work for you.
Your wealth grows not just by what you save, it grows by investing and re-investing. The first principle of investing is the security of your principal. You don't gamble or take risk with your principal. Don’t be misled by your desires to make wealth overnight. Time is your biggest ally. Your investment will grow as your investments accumulate interest and the money you get from the interest earns interest.

“…put each coin to work so that it may reproduce its kind even as the flocks of the field and help bring to you more income, a stream of wealth that will flow constantly into your purse.”

Note: You should think about investing only after you have built an 'Emergency Fund.' You will want to have enough saving to cover 6-8 months worth of expenses. Your Emergency Fund is a security blanket, especially during this time of economic downturns.

4. Seek advice from experts. 
You cannot seek the advice of brick-maker, if you want to invest in jewels. Want to create wealth? Seek advice from those who have created wealth. Run away from schemers and tricksters who promise to double your wealth overnight.

"Rule No.1: Never lose money. Rule No.2: Never forget rule No.1."  Warren Buffett

5. Protect your biggest asset.
Your ability to earn an income is the biggest asset for your family. You should consider buying life insurance and disability insurance now in case something happens. This is a proactive approach and one we should take and not forget. The idea is to protect your family from the loss of your income now and in the future.

6. Your home is your biggest expense.
Your home is your biggest EXPENSE and you must reduce that expense as much as possible. Many people buy a the biggest home the can afford. Instead you should buy a home that is comfortably affordable, in a location that you like, with enough space for you and your family.

I know that many people think of their homes as an investment, but the truth is it is not. It is an expense and a very high expense at that and one we must manage carefully.

7. Have a retirement plan.
You are going to be retired for 20, 30 or more years. Do you want to have money you need to live comfortably in retirement? The younger you can start putting money away for your retirement, the more you can take advantage of the magic of 'compound interest'.

“Remember that money is of a prolific generating nature. Money can beget money, and its offspring can beget more.” Benjamin Franklin

8. Invest in yourself.
The best way we can increase our earnings is by investing in ourselves. We can do that by continually learning and striving to develop ourselves. When we become smarter and wiser, our ability to earn more also increases.

“Those eager to grasp opportunities for their betterment, do attract the interest of the goddess of fortune. She is ever anxious to help those who please her. And who is she pleased with? She is pleased with those who do – rather than those who merely talk and engage in wishful thinking. Action will lead you forth to the successes you desire.”

9. Track your wealth.
You need to face the whole truth of your current situation. The difference between wealthy people and those who are not, is wealthy people know their net worth, while the poor do not pay attention, nor care at all about tracking their assets and liabilities.

“You cannot manage what you do not measure.” Bill Hewitt (co-founder of Hewlett Packard)

Download the 'The Richest Man in Babylon' .
..Read it yourself and give it to the people who mean the most to you!

Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guy'

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

Spousal Social Security Benefits
However, not everyone seems to be aware that a spouse of a retired or disabled worker, even if not eligible for Social Security on their own record, may be entitled to collect benefits based on the record of the worker spouse. Actually, even if divorced, an individual may be able to collect on the record of the exspouse.

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9 Financial Lessons
Following are the 9 most important lessons I want to share with my friends, family and clients.

To see these and all updates from the last 3 months visit the Updates page!

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Improve Your Attitude And Change Your World

Jim Rohn-The Law of Average

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

How to Attract Your IDEAL Insurance Prospects To You for Free, Using ‘Attraction Marketing’

Most of the insurance marketing organizations today are telling agents, that if they want to be successful, then they need to spend thousands of dollars each month buying insurance leads, using direct mail, or running ads in the newspaper, etc. However, what if there was a way for you to attract your IDEAL insurance prospects to you for only few hundreds of dollars per month, instead of you spending thousands per month?

Or, what if instead of spending hour upon hour cold calling for appointments, you only called the people who have already contacted you for more information?

Let’s face it, the challenge with all insurance marketing and sales today is that it has become a competition of who can spend the most, yell the loudest, and make the largest claims about their products and services. And, unfortunately most consumers are tired of the rhetoric and are tuning out!

What if you were a business that treated your insurance prospects (potential clients) completely different?

Attraction Marketing is a totally different approach - one that leverages the value of providing valuable information to attract your IDEAL insurance prospects to you, instead of you chasing after them. (It could also be called information marketing.)

Attraction marketing is different, because it is not about boasting about your products or services. Attraction marketing is about you delivering a simple constant message in everything you do, to show people you recognize and understand the problems they are facing now and in the future. Attraction marketing is about delivering a consistent message of how you are helping people to solve those problems. Attraction marketing is about you delivering a skillfully crafted message to make a connection with your audience before they even meet you, so they start to see you as the foremost expert in their area, the one person they can turn to, who will actually help them!

1. Become their trusted advisor: Attraction marketing works, because you are starting with your clients' needs in mind. Beyond that, you are not just thinking of their problems, but you are also providing them with insights on how they can solve their problems. You are answering their questions before they even know you, or choose to do business with you. You're giving them possible solutions to their issues. You become a valuable information resource.

2. Provide informative articles and newsletters, and then offer them a free report or booklet: You have lots of valuable information to share. Don't get hung up on "giving it away for free!" Consider it an investment for the common good. And, consider it as an investment in your business. Offer a free report or booklet in everything you do to get people to call you for more information. And to get their contact information! Then you will want to follow-up with a monthly newsletter to build more credibility and trust!

3. Become their teacher: Teaching them about the problems they face and the possible ramifications if they don’t address those problems now, establishes you as an expert in your niche. It demonstrates your credentials, without you having to flaunt them. And, it helps you build Trust and Relationships with the exact people who need your help. (This is not about products or the latest sales idea)

4. Use the Internet to deliver your information: Now imagine having valuable information to impart, and giving a presentation in your living room. Then imagine a bigger forum, like a library, or restaurant. Then imagine a football stadium. These all pale in comparison to the scale of the Internet. Do you have something of value to say? Then say it once, and say it in the right places on the Internet, like Facebook, LinkedIn or a blog. Your informative articles will be found by the search engines. YouTube videos are also great way to disseminate your information. This will establish your credibility, and maximize the number of people in your local area who are exposed to your expertise.

5. Do it once: Because you're creating content on the Internet, which will probably outlive all of us. You can create valuable content once, on a particular topic, and you do not have to create it again! Unlike a face-to-face presentation, which would have to be re-delivered each time, your education has been recorded, and can be reapplied. It frees up your time, so when you do meet with them face-to-face you can focus more of your time on fact-finding, finding and recommending the best solution for their situation.

6. Provide less data, but more insight: It's important to remember that people don't need more technical information. We're all inundated with all sorts of information. What they need is an easy-to-understand break down of the information already available.

7. Create more advanced levels of content: As you embark on this adventure of becoming an attraction marketer, and give up the addiction to traditional advertising, you'll want to consistently create more advanced levels of content. This gives you an ongoing conversation with your prospects and clients. For example: YouTube video, blog posting, articles and webinars.

The idea here is not to guide people to step one, and then dump them. The idea is to show them how to do step one... when they need that information! And then to show them how to do step two at the appropriate time! And so on.

Stop spending thousands of dollars each month buying insurance leads, using direct mail, or running ads in the newspaper, etc.!

Stop spending hour upon hour cold calling!

Note: We have made it extremely easy and very affordable for you! You will find everything you need to become a master of ‘Attraction Marketing’ by becoming a member of our Insurance Marketing and Sales Resource Center… including all the client articles, newsletters, free reports and booklets you need.

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

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Coaching Corner

HANDLING REFERRAL OBJECTIONS WITH CONFIDENCE

You finally mustered up the courage to consider asking a client for a referral and, after a bit of squirming, you made the request… only to hear an evasive response:

• I can’t think of anyone.

• I don’t know anyone.

• I never give referrals.

• Let’s see how things go for a while.

• Everyone I know is already working with someone.

• Everyone I know does not have extra money.

• Everyone I know is old like me.

• I can think of some people, but let me talk with them first.

• I never discuss finances with my friends.

• Give me some business cards, and I’ll pass them around for you.

While a great deal of what I teach in my Referral Mastery Webinar Series is how to discuss introductions in a way that trumps these evasive responses, objections will still come - no matter what.

However, most of these objections are Automatic Negative Responses (ANRs) or smokescreens for the four real reasons clients raise them:

• They’re not sure how you’ll deal with people to whom they might refer you.

Will you stalk or badger them? Will you try to pressure them into buying from you?

• They do not yet fully trust you.

The old adage that clients need to know, like, and trust you has truth to it! Trust comes when clients feel you are fully serving their interests and care about them.

• They’re not sure how their friends, family members, or associates will respond to being referred.

Even if they trust you to be the kindest and gentlest of professionals, they worry whether the people in their lives will resent being referred.

• They’ve had a bad experience with referrals in the past.

There’s always a perceived risk that an unsuccessful referral can damage a friendship. If there’s already a story in which that was the case, the client will be even more uncomfortable with making new introductions.

A pithy reply to an ANR will make you look smart at the expense of alienating the client. Instead, dig deeper to learn more about the underlying objection:

• Ask permission to explore.

“I’m sorry if bringing this up has made you uncomfortable. Do you mind if I ask you why?”

If the response is, “I just don’t know you well enough,” which initially may have been expressed as, “Let’s see how things go for a while,” you can say something like this:

“I’d love to build a relationship with you where you would want me to help your friends and family. How can I make that happen?”

• Explore.

If the response is that they have had a bad experience, ask them to tell you about it. If their concern is about how you’ll deal with their friends or how they’ll react to you, move directly to step three.

• Reframe.​

Point out the positive experience they have already had with you. Then, ask, “Would it help if I explained to you how I’d approach and work with someone you referred?”

Explain your process, highlighting the help you’d provide and the lack of any “sales” pressure.

• Move ahead, or leave the door open.

​Ask if the explanation helped. Depending on the response, either go back to asking about people who might need your help, or simply ask permission to talk about introductions again in a few months.

The most important thing to remember is not to fight objections, but to ask about them instead.

P.S. If you’re interested in additional training on getting referrals, check out my 6-Week Referral Mastery Webinar Series starting April 19th.

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