In This Issue

Feature Article - Our Insurance Marketing and Sales Services Are The Most 'Effective' and 'Affordable' In The Financial Services Industry!

Improve your attitude - Earl Nightingale - Directline 5: The Educated Imagination

Become Their Trusted Advisor - Your Willpower Influences, Your Choices & Actions©

Coaches Corner - What's Keeping You From Obtaining The Success You Want And Deserve?

_______________

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...

Our Insurance Marketing and Sales Services Are The Most 'Effective' and 'Affordable' In The Financial Services Industry!

A Special Note from Your Associate Lew Nason, Director, Insurance Pro Shop®

Dear ~Contact.FirstName~,

Do you agree that a few years ago you wouldn’t have paid more than $3 for a box of brand-name cereal, or $3 for a Sunday newspaper? You wouldn’t have believed that a college education could top $30,000 each year, or your two tickets to a lousy movie could run you over $20.00. Times have certainly changed. Seems to me that we are over-exploited today at almost every turn! Do you now pay more and get less in everything from a candy bar (deceptive packaging) to a insurance sales improvement package (that is seriously incomplete)! No wonder the economy is terrible. And we grow more suspicious every day.

I are very proud to report that at the Insurance Pro Shop® we are often told that we provide the best values still available for agents, advisers and planners. Our regular prices for you are still approximately one fourth of what the most of the other providers of life insurance and annuity sales-help programs charge. Those who checked have told us repeatedly that our programs are far more complete, more up-to-date and much more effective. We are the most affordable. And, we are determined to remain the most affordable.

Your yearly cable TV bill may be hundreds of dollars, or even over a thousand dollars per year, but our award-winning 'You Can Make The Difference' newsletter is still free for you. And, our members only, Mini University, the Insurance Marketing and Sales Resource Center is still less than a dollar per day. We serve a small market segment, and approximately 85% of those (agents, advisers and planners) never invest anything to improve their knowledge of insurance marketing, prospecting and sales skills. Your clients and prospects are suffering financially and are more skeptical. This makes your job more difficult, more demanding, and possibly more stressful.

Our ongoing research, operating expenses, and production costs, continue to creep up, but so far we have managed to keep our prices as low as possible (and stay in business) while serving a limited but special few. Since about 85% of the agents, advisers and planners today don’t bother to try to do better, you should have a distinct advantage over the competition in your area, when you do invest in yourself.

Remember, we are one of the few organizations in your industry, (serving you) that has an active board of expert advisers helping us to help you. This is essential because of the fast changes taking place in your market area today.

I am pleased that we can still offer these super affordable bargains, with 3 months of personal coaching, because this is your best chance ever to obtain some valuable and priceless help at the lowest possible cost to you. We are not certain how long we can keep our prices at one fourth of everyone else, and still provide you with 3 months of personal coaching. So please take advantage of this opportunity as quickly as you can. You are one of the special few to us.

Yours in success,
Lew Nason
'The 9 Out Of 10 Guy'

P.S. Please take a moment and check us out. There is a reason why we have... Over 250 Advisor Testimonials and Over 40 Industry Leader Endorsements. And, read these Industry Leader Endorsements.

"I began by selling financial services and I can assure you that Lew Nason is 
one of our greatest authorities on improving financial sales!"
Brian Tracy - International Sales Trainer, Speaker and Author

"Many of our industry super-achievers owe a large part of their success to Lew Nason."
Mehdi Fakharzadeh - “The most successful living and active 
insurance sales agent in the United States.” Leader’s Magazine

"Lew Nason, RFC, LUTCF, CFLA is a highly respected, proven and admired practice 
building coach. He has been particularly effective in guiding financial services advisors 
to increased effectiveness and higher sales." 
Edward P. Morrow, CLU, ChFC, RFC, CEP - CEO of the 
'International Association of Registered Financial Consultants'

"I only endorse people and companies I truly believe in. The Insurance Pro Shop, 
with Lew Nason and his sons Will and Jeremy are the ONLY insurance marketing 
and sales training organization we recommend." 
Rodney Ballance Jr., FIC, CCIA, RFC, CFLA - Speaker, Author and 
Founder of the 'International Financial Leadership Association'

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™

Does Your Sales Team Know What Professional Selling is All About?
As an organization that trains thousands of salespeople every year, we’ve observed that salespeople talk their way out of more sales than they listen their way into. We often refer to this as “jawbone” selling. Those who subscribe to this practice probably lose many sales that they could make – simply by talking less and listening more. 

Pre-Qualifying Power Questions
Sample Questions to pre-qualify your prospects, while establishing a need for an appointment.

How to Publish Your Article
Publishing articles is one of the most effective ways to increase your credibility and to position yourself as an expert in your field. In fact, several presentations at the recent ICCA National Conference in New York mentioned article writing as a key step in achieving success as a consultant. So how do you do it?

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...

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)

Judge Us By The Company We Keep

'Postema Marketing Group' had all their agents and support staff attend the IPS
Trusted Advisor Success Training

Improve Your Attitude And Change Your World

Earl Nightingale - Directline 5

The Educated Imagination

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."

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

You Can Cut A Greater Figure With The Insurance Pro Shop®

Your Willpower Influences, Your Choices & Actions©
By Forrest Wallace Cato

Most loyal readers of this Insurance Pro Shop® newsletter well-know that your willpower is your mind-body response and the active ingredient that enables you to resist short-terms negative temptations and avoid routine harmful habits in order to achieve positive long-term objectives. Both psychologist and neuroscientist confirm this.

Long-time MDRT Top-of-The-Table qualifier and IPS advocate, Fred R. Kissling often said, ”Your willpower highly conditions your thinking. Thus your willpower alone makes you weak or strong. Your willpower combined with proper action based on accurate intelligence can make you famous starting from right where you are. Willpower affects basic things like standing straight, looking a person in the eye, speaking up, projecting confidence, taking charge, being polite, not smoking, and so-on.”

Endless sales related stress, frequent disappointments, and constant near-misery or aggravations such as high traffic, deceptive packaging, over pricing, etc., are the killers of your willpower. The restraints imposed by your environment, prevailing dictates of your community or society, a corrupt and unresponsive federal government that forces you to pretend your freedoms are not declining and makes you realize your true lack of influence or real representation, economic uncertainty, loss of faith in any meaningful regulation of Wall Street -- ever, and career or work related anxiety, the lack of support for your self control, the endless exploitation of you, insufficient sleep, low pay, the lack of positive reinforcement, little recognition, no encouragement of you or interest in you, plus other challenges, all highly damage and weakened your willpower, test your resolve, and cause you to doubt your relevancy.

Myths, Promises And Fairy Tales

Successful Maryland based financial planner Ron Campbell, another IPS advocate, says, “You need willpower today more than ever as this is an era where willpower is very difficult to muster, since nationally you are used, deceived, spied upon, fed endless lies, exploited, over taxed, often disappointed, etc. You keep lowering your expectations. Opting for immediate gratifications, choosing comforting myths, denying that preparation is necessary to obtain a major objective, and selecting promised high results for easy solutions involving little effort, makes it seem logical to base your choices and actions on unrealistic and unfocused (or vague) desires and dreams. Especially since you have time-to-time experiences that seem to confirm this by reminding you of how ineffective, limited, lacking in influence, and kept-in-your-place, you are.”

Ron Campbell adds, “These factors keep major long term objectives out of your grasp. Why ask for more stress, disappointments, and agony, when doing so would be as pointless as filing a complaint about a police officer in Thailand or expecting efforts in the best interest of USA citizens from the average elected politician? Who wants to face this reality? Bring on the myths and promises.”

Your self control resides in the pre-frontal cortex of your brain. Behaviors like getting high, becoming intoxicated, growing obese, smoking anything, not working or striving, refusing to be productive, loafing, an unhealthy diet, any addictions, and other harmful habits, temporarily help enable people to cope. But these are poor short term choices and actions. Lack of willpower allows a person to be easily hustled. Weak willpower enables you to avoid critical thinking. No willpower makes it possible for you to ignore, thus bypass, unpleasant or challenging reality. Willpower is like a muscle that atrophies from the lack of being used.

For over more than forty years I have closely dealt with prominent people’s willpower and egos, while developing a body of work helping people become famous. Today the branding and image-building hustlers, even with their magnificent promises, are finding fewer suckers, because people like you are wising-up.

ForrestCato@gmail.com

www.CatoMakesYouFamous.com

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

Coaching Corner

What's Keeping You From Obtaining
The Success You Want And Deserve?

Are you as successful as you would like to be?

Have you ever wondered; “What's keeping me from being more successful?”

Are you subconsciously holding yourself back?

Are you afraid of failure? Or, believe that you don't deserve success in your life?

Are you afraid of making bad decisions and feeling foolish?  Or, wasting your time and money?

The truth is that most people subconsciously, don't really believe they are capable of being successful? And, it's this limiting belief that is holding most people back.

If you want to be truly successful in your career and your life, then first of all you have to learn to believe in yourself. If you do not believe that you can be successful, then who will?

“If you believe you can, you probably can. If you believe you won't, you most assuredly won't. Belief is the ignition switch that gets you off the launching pad.”
Dennis Waitley

To be a success in your career, as in your life, requires that you take some risks, make mistakes and have some failures along the way. It's about learning from those mistakes and failures that enables you to find a better way to gain the success you ultimately want.

"The greatest mistake you can make in life is to be
continually fearing you will make one."
Elbert Hubbard

Unfortunately, many of us have been conditioned early in our life to believe, in one way or another, that we can't succeed, that we are losers. Or, we believe that by taking risks such as "getting one's hopes up" we will ultimately end up disappointed. We have internalized this negative feedback and feel that we don't deserve success.

One of the main fears of success, is that success will change us in such a way that we will jeopardize the close relationships we have with our family and friends. Because, in order to move forward in our life, we must change the ways we do things. When we change, won't the relationships around us be forced to change? Maybe some of our friends will cheer us on, but won't others be jealous and berate us for moving forward? We fear success because we are afraid that being strong enough to create the life we want will render us unlikable. Maybe we fear that success will bring on attacks from our competition, or we will be bombarded by people wanting money or other things from us.

It may sound strange that the fear of succeeding could be as much of an issue, or do so much damage. However, it is an issue and it does damage our opportunity to succeed. Yet, most of the people who suffer from a fear of success are usually not even aware of their problem.

Are you one of them?

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? Actually, who are you not to be? You are a child of God. Your playing small doesn't serve the world. There's nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We are born to make manifest the glory of God that is within us. It's not just in some of us, it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.”
Marianne Williamson

Are you afraid of success?

• Do you believe that people who look out for themselves first are selfish?

• Do you feel that the sure-fire way to end up disappointed is to want something too much?

• When you make a decision, do you fail to follow through on that decision?

• Do you feel guilty about being happy, if a friend tells you that they are depressed?

• Do you avoid telling others about your good luck, so they won't feel envious?

• Do you have trouble saying no to people?

• When someone you know well succeeds at something, do you feel that you've lost out?

• Before starting a project, do you suddenly find a whole bunch of other things to do first?

• Do you have trouble concentrating on something for a long period of time?

• When you have to ask others for their help, do you feel that you're bothering them?

• Do you compromise in situations, just to avoid conflict?

• Do you feel self-conscious when someone you respect compliments you?

• When you are involved in a competitive activity (sports, a game, work), are you so concerned with how well you're doing that you don't enjoy the activity as much as you should?

• Instead of wanting to celebrate, do you feel let down after completing an important project?

• Do you often feel that you don't measure up to the standards that you've set for yourself?

• When things seem to be going extremely well, do you feel like something will happen to ruin it for you?

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.”
Dale Carnegie

How can you overcome the fear of success?

Decide Who You Want To Be

Fear often has to do with worrying about uncertainty, feeling out of control, and wondering what your life’s purpose is.

When you realize you are part of a bigger picture, it’s easier to ascertain that you both deserve and need to be successful and happy.

If you want to succeed, then you do the right things. You help the people around you. You make being a good person a priority. You know that this isn’t just about you. It’s also about the bigger picture that you’re part of... Making a Positive Difference In People's Lives! Helping families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence! These thoughts will give you the courage to try something new and believe that your life is successful because of the doing, not the outcome.

Every day visualize clearly about the person you want to be. Make this visualization vivid and precise. How does this person talk? How does this person dress? How does this person solve problems? How does it feel to be this person? Ask yourself these questions, as you visualize your ideal self.

"Success is the progressive realization of a worthy ideal. If a person is working
toward a predetermined goal and knows where to go, then that person is
 successful. If a person does not know which direction they want to go in
life, then that person is a failure."
Earl Nightingale

Maintain A Positive Attitude

Instead of living your life on autopilot, letting negative thoughts come into your mind, consciously feed your mind positive thoughts. 

Do not think of all the reasons why you cannot be successful. Instead think of all the reasons why you can achieve success.

Stay away from negative people and you will dramatically decrease the amount of negativity in your life.

Give thanks for what you already have. Show appreciation to everyone around you. Write down all the positive events in your life. Read inspirational books; listen to uplifting music, or call an upbeat person and you'll soon find your negative attitude will start melting away.

Create Your Success Library

Sometimes when we lose trust in ourselves, we just need a little bit of inspiration to push us in the right direction. There are plenty of ways to find inspiration, but we forget about them when we need them the most.

Create a library of quotes, save articles and success stories that have inspired you, create a library of inspiring movies, videos, and motivation speakers. Or, create an album of your fun and happy memories. Turn to this library whenever you have any self doubts.

"To have more than you’ve got, become more than you are."
Jim Rohn

Take The Time To Learn

People are always afraid of what they don’t know. If you have a fear of something, you just have to educate yourself about it. It is like walking into a dark room. At first you feel scared and don’t know what to expect, but once you turn the light on everything gets clear and simple.

"All of the top achievers I know are life-long learners. Looking for new skills, insights, and ideas. If they're not learning, they're not growing... not moving toward excellence."
 Denis Waitley

Live Your Life In Balance

No matter how important success might seem to you, it is still important to follow it with balance, otherwise your journey towards success will turn into an obsession that will ruin everything that you truly love in life.

Unfortunately, most of us get so caught up in responsibilities and goals that we forget to enjoy our lives.

You must make time for yourself. It can be just 20 minutes a day, but this time must belong to you. If you give yourself the luxury of free time, then you will notice that the rest of your responsibilities will get easier.

Success is not a destination. It’s a journey. It’s important that we take each step feeling grounded and balanced. Spend time with your loved ones, enjoy your hobby or follow your passion, take care of your health and grow spiritually. This is the true meaning of success.

You will become a better parent. You will be able to come up with creative ideas at work. You will be able to take better care of your health. You will reduce your stress and experience the joy of living.

You can be successful. It is your right and purpose in life to be successful in whatever you are doing. If you believe, then nothing will ever stop you from achieving the success you want and deserve.

"Success is not the result of making money; making money is the result of success
and success is in direct proportion to our service."
Earl Nightingale

Jeremy and Lew Nason
The Nine Out Of Ten Guys

Are You A Member Of ProducersWeb?
If you want the latest information, from the foremost experts in the industry,
to take your career to the next level, then become a member. It's Free!

Follow Rodney Ballance, Sandy Schussel, Paul Mallet, Jeremy Nason and Lew Nason!

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us