In This Issue

Feature Article - An Easy, Extremely Effective, Low Cost Method For Setting Life Insurance Sales Appointments

Improve your attitude - Earl Nightingale - Directline 7 - "Why Am I Here?"

Become Their Trusted Advisor - Do You Want More Prospects Than You Can Possibly Handle?

Coaches Corner - Ditch the Email Approach

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Advisor Success Stories

An Easy, Extremely Effective, Low Cost Method For Setting Life Insurance Sales Appointments

Dear ~Contact.FirstName~,

Jeff, one of our members, just called me to thank me for a coaching session we had two weeks ago.

During that session, we had discussed why he should start listening to the free motivational videos on YouTube. I had also suggested that he might want to listen to my favorite motivational speaker Earl Nightingale. He thanked me and said; “Listening to Earl Nightingale has turned my attitude and enthusiasm around 180 degrees!”

He also told me that he had just completed the ‘Living Debt Free and Truly Wealthy’ educational workshop, at his local library that we had discussed during his last coaching session. He had six attendees, and one was the head librarian. Every one of the attendees said they wanted to meet with him. The librarian was so thrilled with his presentation that she told him she is going to tell everyone at the court house that they need to attend his next workshop in two weeks. She stated; "Your workshop is really what everyone needs to know. It is not the typical investment seminar that everyone else does."
 

Jeff’s comments are very typical to the comments we get from other advisors. Our ‘Living Debt Free and Truly Wealthy’ educational workshops are about how things have dramatically changed during the last 30 or 40 years, and how the conventional financial wisdom we have received from our parents and grandparents doesn’t work today.

Because these life insurance workshops are about the financial problems people are facing today, agents are able to set appointments with almost everyone who attends these ‘Living Debt Free and Truly Wealthy’ educational workshops. Note: During our coaching sessions, I routinely tell another success story, about another advisor who had 22 people signup for his ‘Living Debt Free and Truly Wealthy’ educational workshop. He had 14 people show up and he set appointments with all 14. And one of the people was an Allstate agent.

Educational workshops, based on helping people to see and understand the financial problems they are facing today and in the future, have proven to be an easy, extremely effective, low cost method for setting appointments with those people who are initially reluctant to meet one-on-one with an insurance agent.

If you want to set more life insurance sales appointments with your prospects, then consider offering an educational workshop. You can get the specific tools, tips and training for educational workshops by investing in one of our proven turnkey systems.

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?) 

We are doing everything we can, to guarantee you get off to a quick start selling insurance and guarantee you have the long-term success you want and deserve. Accordingly, as a member of the Insurance Marketing and Sales Resource Center™ you'll also have Complete Access (for the life of your membership) to...

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

Psychology of Prospecting
You have heard the old adage, "all dressed up but no place to go."  The equivalent of it for financial advisers is, "Fully credentialed but no one to see."  Even if you are the most qualified adviser with the best products and services, if you do not have prospective clients to see, you will starve.  Prospecting is to financial advisers as blood is to the human body.  It is arguably the lifeblood of your practice; the better you can do it, the greater the likelihood of achieving your goals.

Seven Personality Traits of Top Salespeople
If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" You will most likely get a less-than-accurate answer, if any at all.  Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.

Are Top Salespeople Born or Made?
"What determines whether or not a self-made salesperson will become successful?" While it is easy to recite a laundry list of general reasons for success (hard work, persistence, intelligence, integrity, empathy, etc.), my experience in the field and the research I've conducted indicates four key factors that determine the self-made salesperson's destiny.  They are language specialization, "modeling" of experiences, political acumen, and greed.

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 7

"Why Am I Here?"

Man is here to serve others!

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!

Do You Want More Prospects
Than You Can Possibly Handle?

In the past two months, we've gotten a lot of positive responses from our readers on the marketing articles we've written.

Many agents have written and called us thanking us for the good advice and asking for more information about what they can and should do to improve their marketing, especially in an economy that is still struggling. However, it appears many agents are still not getting the message, as is shown by these two actual responses...

"I am not good at the marketing aspect of this business.
Do you have any companies that you recommend were I can buy leads?

"Thanks for this article. Do you have any sources or ideas for out-sourcing
the marketing that needs to be done for us independent advisors?
Your input would be greatly appreciated."

Unfortunately, Marketing Isn't Something Someone Else Can Do For You...
Most agents don't seem to understand, or want to hear, that for the most part marketing isn't something someone else can do for you, if you want to succeed long term! Yes, you can and should out-source parts of your marketing campaign, like direct mail, seminar invitations and monthly newsletters. You can't make a $100 per hour doing a $10 per hour clerical job. But, you and your immediate organization must do the basics and co-ordination of an effective marketing campaign!  

Let 's see if we can explain it in a different way, to help you to become the marketer you need to be, to "Have More Prospects Than You Can Possibly Handle!" 

Would you agree that the main objective of a marketing campaign is to make it easier for you to consistently get the 'RIGHT' people, your best prospects, to identify themselves to you, so you can contact them, eventually set an appointment with them, and make them a client?

Would you also agree that in order for that to happen, people with a specific problem, must see you as their savior, the person they need and want to work with, in order to solve that problem? 

And, finally would you agree that the marketing campaign must be cost effective?

If you agree with the above three basic premises, then doesn't it follow that you must become known and respected by the people in your local community for the work you do, to make it easier and more cost effective to consistently attract those people to you? Is it easier to get know in a large area or in a small area?
 

The main problem most agents have is they have been led to believe (and want to believe) that, if they send out enough sales letters, or run enough ads in the newspaper, then they will have enough of the right people beating a path to their door, begging to be sold. And, maybe if you were the only one in your local area providing a specific service no one else offers, that could work and would be cost effective!  

However, you aren't the only agent or advisor in your local area! How many insurance agents, P&C agencies, banks, attorneys, accountants, tax preparers, and Internet sites offer the same products, services and solutions you offer? What makes you standout from the crowd, so the right people will respond to your sales letters and ads, instead of those from your competition? How expensive is it to play the numbers game, to send out enough sales letters, or run enough ads, to consistently get enough prospects to contact you? 

Are people more likely to respond to a sales letter or an ad from someone they know (or have at least heard of), or a sales letter or ad from a complete stranger? Who has more credibility in their eyes?

So how do you become known and respected by the people in your local community for the work you do, to make it easier and more cost effective for you to consistently attract the right people to you now and in the future? 

The answer is deceptively simple, and in many cases it will cost you little or nothing...  

'Everyday you get your name and services in front as many
people in your local area as you possibly can !'

You get your name in the local newspaper, in the local news section, by sponsoring a public service or charity event, being a guest speaker at a local association meeting, offering a free educational workshop to the general public, teaching an adult education class, or being a guest on a local radio (TV) program. (Send a newspaper a press release)
 

You form a joint venture with a local business, and get them to introduce you to their clients, by offering their clients your free report, or an invitation to your free educational workshop.

You write articles for your local newspaper, and church and association newsletters, with your byline, offering your free report.

You become an active member in associations, clubs, youth groups and religious organizations and help them get their organization's accomplishments in the local news, with your name in the article.

You send everyone you know a monthly newsletter (hard copy or email). You invite all of them to your free educational workshop and/or offer them a free report.

You become a member of a lead group, or set up your own lead group. (Or, mastermind group)

You set up a system to start asking for and receiving referrals from everyone you know.

Do It, And You Can Have More Prospects Than You Can Possibly Handle Now and in the future... without you spending a fortune. All it takes is for you to learn and practice the basics of cost effective marketing. It's as simple as becoming known and respected by the people in your local community for the work you do!

And, that's something no one else can do for you.

Lew and Jeremy Nason
Marketing and Sales Coaches
'The 9 Out Of 10 Guys'

P.S. Marketing doesn't have to be hard, time consuming or expensive, if you have a system. It's your choice. You can go it alone using the trial and error approach. Or, you can get a proven system, with coaching, that has it all laid out for you! What sets our marketing and sales systems apart, from those of our competition, is they have a strong foundation in cost effective marketing.

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

Coaching Corner

Ditch the Email Approach
By Sandy Schussel

Picking up the phone and calling people individually is a slower, more deliberate approach to marketing than blasting out masses of emails. It requires thought, preparation, and yes, a bit of courage.

“I am an insurance agent who has now ventured into financial planning,” Gary, a subscriber, told me the other day.

“My biggest challenge,” he continued, “is marketing my services. I have tried emailing my insurance clients, but have received no responses."

“What can I do differently?” he asked.

I’d like to share some of my thoughts in response to Gary’s question. First and foremost, ditch the email approach. Pick up the phone and call instead.

There is nothing wrong with emails -- or even Facebook or Twitter -- when they are the right tools for the job. However, if you’re trying to reach existing clients to ask them if they’d like to sit down with you and explore a new way in which you might be able to help them, these are the wrong tools.

The best way to accomplish your goal is to have an actual conversation, and the phone is a much better tool with which to accomplish it.

Second, slow down. This idea goes hand-in-hand with the first. Picking up the phone and calling people individually is a slower, more deliberate approach to marketing than blasting out masses of emails. It requires thought, preparation, and yes, a bit of courage.

Start by choosing one client that you believe you can really help with your [new] service (s). Call him or her. Make sure you already have a great relationship with this client. Ask how you’ve been doing so far. Then, tell him or her you’d like to meet to do a complete fact-finding session so that you can help even more or in another way than you have previously. See if you can set up an appointment.

Now you can call a second client and do the same thing. One by one.
 

Serving good clients better than you have before will open the door to more business with them and to referrals for more people like them.

Gary needs to make a list of his best clients and consider whether they might need his new services. If he is one of those agents who sells a policy and moves on, never to be seen or heard from again, so that there are no real client relationships formed, he needs to start by reaching out to clients to develop rapport with them.

A great way to check in on your relationships with your clients is simply to ask them if they’re satisfied with your services. If they’re not, they are not yet candidates for your newer ventures, but they are awarding you the opportunity to fix any faults in your prior service.

When clients express satisfaction, you don’t have to stop there; drill down even further by asking, “Is there anything more I can do for you, now or in the future?” Once it’s clear that they value what you’ve already done for them, they are likely to be receptive to your offering to help them in yet another way.

Gary invested time and money in the licensing and training he needed in order to have more ways to serve his clients. Of course, he also did this in order to have more ways to earn an income, but in the end, which fact will matter most to them?

Approaching clients by email is not the best way to show them your desire to serve. Call your clients.

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