Featured Tip - Major League Sales Tips

Improve Your Attitude - Definiteness Of Purpose - Napoleon Hill

Become Their Trusted Advisor - Differentiate Yourself From All The Other Insurance Agents!

Coaches Corner - You’re NOT Missing the “How To” & Success Is a Choice

An Important Message From Jeremy

Dear ~Contact.FirstName~,

When you're in sales, you have the choice to be successful or unsuccessful. You're the only one who sets the limits on your income and your success! Your career in sales is a series of constant challenges. You must use those challenges to motivate and excite you! You must meet and beat those challenges to be successful in sales!

There are five basic challenges you face:

1. Marketing / Prospecting

2. Making Contacts / Setting Appointments

3. Qualification / Fact Finding

4. Handling Objections

5. Closing Sales

Most agents spend the majority of their time learning how to meet and beat one or two of the above challenges, and neglect the others. You will become a top advisor - only if you continuously work on ALL five of the above challenges.

The choice is yours! Sales is a constant learning experience, always presenting new and exciting challenges. When you stop learning you stop growing!

Isn't it time you for you to invest in our 'How to Close 9 Out of 10' Videos and Audios... It is the best way to meet the challenges of Qualification / Fact Finding, Handling Objections and Closing Sales!

Are you ready to work on meeting all 5 of the challenges?
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

There is a huge difference between experienced, proven insurance marketing and sales trainers... and recruiting organizations who promise the world, but rarely deliver on their promises!

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

Featured Tip

Major League Sales Tips - Part One
By Jeremy Nason

What does it take for a good baseball player to be called up from a triple A minor league baseball team to the majors? Is there just one skill, or is there a set of skills they need to master?

Do the most talented players always make it into the majors?

What do all major league players have in common?

Whether you are playing baseball or selling insurance products there are certain things you must do to make it into the major leagues.

The one critically important thing that all major league players have in common is a genuine love of the game. It’s their enthusiasm and confidence that keeps them going and always playing their hardest. It’s what makes the average player great. Most of the major league ballplayers love the game so much they would play the game even if they weren't paid.

So, what sales strategies and skills do you need in order for you to make it into the major leagues of selling insurance?

1. Like in baseball you must become a specialist in one area.

All the best ballplayers specialize in one position -- first base, center field, pitcher, catcher, etc. If you want to make it to the major leagues of insurance sales, you must specialize.

Specialization is a fundamental key to sales success. It's how you create top-of-mind awareness among a specific target market. It’s how you get in the prospect's door. If you want to attract the most prospects to you and substantially grow your insurance business, then you must provide a service that addresses an immediate need and want that your prospects have today.

By promoting yourself as a specialist in a specific area, the automatic perception is that you are an expert in that area. Don’t most people prefer to work with the expert?

Over the years, specialization has been referred to as niche marketing. What’s your niche market? What immediate problem are you solving for a specific group of people?

Can you specialize in working with retirees, who invest in CDs, to help them make sure they "Don’t Outlive Their Retirement Income?"

Or, work with boomers and seniors who have money in the market, to help them to "Reap the Upside of the Market, Without the Downside Risks?"
http://www.insuranceproshop.com/annuitymarketing/annuitysales.html

Or, could you work with new parents to help them "Maximize Their Eligibility for Free College Financial Aid?"

Or, could you work with middle-income families to help them to "Live Debt Free & Truly Wealthy?"
http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html

2. How many people never make it out of the minor leagues, because they never do anything to standout from the other players?

Unfortunately, when you're selling the same insurance products and services everybody else is selling, you’ll constantly struggle to attract prospects to you. Your offer gets lost among the hundreds of other offers. In order to make to the major leagues, you have to help people to believe that you are unique. Perception is reality. You need to have a unique offer or a unique concept for your specific customer. Remember, it's not about you or your products. It's about providing a solution to a real problem your prospect has.

If someone asks what you do, what do you tell them? “I sell insurance.”

What kind of response will you get?

If you want to stand out, how about instead saying something unique like:

"I help retirees make sure they don’t outlive their retirement income, while providing them with safety and guarantees!”

Or, "I show boomers and seniors who have money in the market, how to "Reap the Upside of the Market, Without the Downside Risks!"

Or, “I show new parents how to fund their children’s college education, and maximize their eligibility for free money from government!”

Or, I help middle income families to live debt free and truly wealthy, without them spending any additional money, or sacrificing their current life style!”

And, you must deliver this unique message in everything you do!!!

3. In baseball there are certain fundamentals every player must learn, and continually practice to master.

I only know of two ways to learn something new. You can learn from your own experiences, or you can learn from other people's experiences. Learning things on your own through 'trial and error' is very costly and time consuming. There are very few things you will ever do that haven't already been done before. So, why waste your valuable time and money reinventing the wheel?

Step 1 - Become an avid reader.

I know you don't have time to read books. You're too busy running your business and taking care of your family. However, as a wise millionaire named Joe Karbo once said, "Most people are too busy earning a living to make any real money!" Most experts recommend you devote at least one full hour per day to reading. The benefits will be huge.

Start by becoming a member of the Insurance Marketing and Sales Resource Center™.

And, become a member of ProducesWeb.

Step 2 - Subscribe to good newsletters.

The world and our business are changing rapidly. If you want to keep your business growing, you've got to keep up with all the hot new techniques and ideas. There's nothing better than a newsletter for getting fresh new ideas and perspectives from the experts in your field. I personally subscribe to more than a dozen newsletters written by true experts who are "doing" what they teach others how to do. So as soon as finish reading this, find some good newsletters to subscribe to. I promise it will be worth the investment.

Subscribe to this newsletter... http://www.insuranceproshop.com/newsletter/

We recommend Sandy Schussel's newsletter... http://sandyschussel.com/multi-sign-up/

Advisor Today is the official publication of the National Association of Insurance and Financial Advisors. http://www.naifa.org/news-publications/advisor-today

Step 3 - Attend webinars, seminars and boot camps.

A great way to learn the marketing and sales skills you need is by sharing ideas with other successful people in your business. I can honestly say I have always made back, at least five times my investment in these activities. If the reason you're not attending these functions is that you can't afford it, you're making a huge financial mistake. Borrow the money if you have to. It's the best possible investment you will ever make in yourself and your business.

Trusted Advisor Success Training... http://www.insuranceproshop.com/BootCamp/

Step 4 - Invest in audio and video training and motivational tapes.

As Zig Ziglar said, "Make your car into a university." We all spend a lot of time driving, so why not take advantage of the time. Listen to sales and motivation tapes on the way to and from your sales calls. Does it makes sense to go out and try to reinvent the wheel when someone else has already gone through great pain and sacrifice to learn that skill for you?

How To Close '9 Out Of 10' ™ Sales By Asking The 'Right' Questions... 'State of the Art' Appointment Setting & Fact-finding Video and Audio Training...
http://www.insuranceproshop.com/FactFinding/

Trusted Advisor Success Training™ Boot Camp In A Box - Videos (DVDs)
http://www.insuranceproshop.com/TrustedAdvisorTrainingDVD/

Step 5 - Practice, practice, practice.

You should practice all the time. The learning and rehearsing never stop. Like the baseball player you must commit to continuous learning and practice to get better at what you do. With practice, the sales skills you need should become second nature to you.

• Post cards. We all trash unopened direct mail. When was the last time, though, you didn't at least skim the message on a postcard? At an investment of less than 50 cents each including postage, postcards printed with your message are an inexpensive way to get in front of customers and prospects.

• Articles you clip that would be of interest. Think to yourself, "Who else would be interested in this?"
  
  You will find all the free articles you need to create an endless stream of New, Repeat, and Referral Sales in the... Insurance Marketing and Sales Resource Center™

• Handwritten notes. It takes more time, but if you commit to just a few of these per week to your very best clients, the rewards could be well worth it. I'm often asked about using stationery with reps' photos. Personally, I like them. It's easier to connect with a person when you know what she looks like. You don't photograph well, you say? I've seen reps that have had caricatures drawn and printed on their personalized note cards. It's different and fun.

• Birthday cards and other holiday cards, or even cards for no particular reason. While your company's stationery is adequate for regular thank you notes, a hand-picked postcard with a design or topic of interest to the customer speaks volumes. When you're traveling for pleasure or business, scan the touristy post card racks with specific prospects and customers in mind.

• Special items for very select clients. I've sent books to prospects on topics unrelated to what I sell, but that I knew they were interested in. Find out what your prospects' and customers' passions are, and believe me that transcends business.

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

The Power of Mentorship
Lew goes over the importance of having a mentor, and how they can change your career (and your life!).

Pathway to Personal Success:
17 Tips by Napoleon Hill to achieve success and achievement.

How to Premium Finance Life Insurance:
A guide put out by Provada, on what Premium Financing life insurance is, and how to use it effectively.

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

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center™? If not, why not?

Remember... People buy when they are ready to buy, not when you are ready to sell. So, if you want them to call you when they are ready, then you must stay in front of them! Using a monthly client newsletter is the best way to get people to call you.

It’s A Shame For You To Struggle Finding Prospects
& Closing Sales, When Our Members Do It So Easily!
(At only $35 per month can you afford to pass this up?)

Whether you have been in this business for 30 days or 30 years, our Members' Only Private Site is the most affordable and best way for you to master the critical success principles of life insurance and annuity sales!

It's an online Mini-University of Courses and Video Training, providing you with the core and advanced marketing, lead generation, appointment setting and sales skills tips, strategies and training... along with the free reports, free articles, and free client newsletters you need to create an endless stream of New, Repeat, and Referral Sales... to guarantee your short-term & long-term success!

Improve Your Attitude And Change Your World

Definiteness Of Purpose - Napoleon Hill

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

Please take a minute & send it to...coach@insuranceproshop.com

___________________

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)

The Amazing New Agent 'Quick' Start Program...

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

Differentiate Yourself
From All The Other Insurance Agents!

While you should be proud of being an insurance agent, if you just think of yourself as just an insurance agent who sells insurance products to your prospects and clients, then this is one of the reasons you're not making the kind of income you want. Because, whether you like it or not, prospects hate to buy insurance, and they don't like insurance agents!

If You Want To Start Making More Money From Your Insurance Business,
Then You Must Start Getting Your Prospects And Clients To See You As A Financial Advisor!

Extensive research has shown the prospects and clients of the top producing agents who earn more than $500,000 a year, consider their agents as... 'Financial Advisors.' Do your prospects and clients think of you as a "Financial Advisor"... or do they simply think of you as "just another insurance agent who sells insurance products?" (Products they could probably purchase from a number of other agents... and maybe even for less money.)

And, when someone asks you, "What do you do?" do you usually reply... "I sell insurance" or... "I am an insurance professional" or... "I am in the insurance business" or another similar answer?

This tells me you also consider yourself only as an "insurance agent." And, while there's nothing wrong with that, the important fact you need to realize is... insurance agents are a dime a dozen.

There currently are 1.4 million insurance agents in the United States. And, depending on the types of insurance you sell, within just a few blocks from your office, there are probably dozens of agents selling the same products as you sell. So, if your prospects simply think of you as "just another insurance agent," then why should they choose you over one of your competitors?

Are you thinking... "They choose me because I offer the best service or the lowest price."

I hate to tell you this, but your competition also claims to offer the best service. And, you can't be the lowest all the time. Sooner or later, someone else is going to undercut you.

Keep This In Mind... If You Get A Client Based On Price, Sooner Or Later, You're Going To Lose Them Because Of Price!

When you you provide clients with excellent service, you're making it almost impossible for the competition to steal them away from you, even if they do offer a lower price.

Unfortunately, most agents have the wrong definition for the word, "service." To many agents, great service means… "We answer the phone promptly" or… "We process the data accurately" or…"We return the customers' messages within 24 hours" or… "We update their files immediately." These "services" are NOT true customer service activities... they're simply processing activities. Every agent provides them, and your prospects and customers certainly expect to get them from you.

Some agents claim… "We provide excellent service because we always send birthday cards, Christmas cards, and calendars to our clients each year." Well, although these activities are a part of your excellent customer-service philosophy, if you want to gain your clients' loyalty, you'll need to do much more than that.

Let's face it, because your prospects can also get these "so-called" excellent services from your competitors, you still haven't given them a compelling reason to do business with you.

To compel prospects to do business with you and to get your existing clients to keep on doing business with you for years to come and to refer everyone they know to you, you must transform yourself from an insurance agent into a 'Financial Advisor.'

And, that's primarily a function of...

• 'staying in touch with your clients',

• 'really listening to them',

• 'helping them to understand the problems they are facing',

• 'helping them to solve their financial problems!'

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

 The Ultimate Life Insurance Sales Tools and Training…

Coaching Corner

You’re NOT Missing the “How To”

What’s one of the biggest lies we tell ourselves? You may recall you have to choose to accomplish anything in business. But it all starts with a desire to change, and sometimes, when we’re honest with ourselves, we’re even missing that.  Sandy will help you to uncover your truth and to tackle the problem.

______________________

Success Is a Choice

Almost everyone knows that to succeed at anything, you need:

• A clear, specific goal

• A step-by-step plan to reach that goal

• Immediate and massive action on the steps of that plan

• A willingness to persist until you reach the goal.

If you’ve read Napoleon Hill’s Think and Grow Rich or are familiar with Rhonda Byrne’s The Secret, you know that you need to put out into the universe your desire to make your goal a reality. But you also know that you can’t just wish your way to what you want; you need to be taking action, too.

In the course of my coaching and training work, I’m asked a lot of questions about the basic principles above. For instance:

If we’ve all heard these things before and we “know” them, why are so many of us no closer to where we want to be this year than we were last year? Why are some of us actually further behind? Is it because this stuff only works for a few people? Are we not doing it right? Is luck an essential element that some of us just don’t have?

For a long time, I believed that people didn’t get what they wanted–and professionals didn’t have the practices they wanted–either because...

(1) they didn’t know what to do or how to do it, or

(2) they knew how, but were afraid to do it.

My friend and mentor, Steve Chandler, started our relationship by sharing an even more fundamental reason with me: they haven’t decided to pursue it. Whether or not they know what to do or have fears about it, they simply haven’t chosen it. They haven’t made the commitment to get past their fears or to learn what they need to learn.

Of course, the hesitation to make that commitment might itself be caused by fear, but then, they haven’t made the commitment to take steps to overcome that fear. So, while most people know how to be successful (however they define success), they are, in essence, choosing not to be it.

Which choice are you making? I hope you commit to your own success, and keep REACHING…

___________________

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