Featured Tip - Why Do So Many Agents Struggle and/or Fail In Insurance Sales?

Improve Your Attitude - The Habit Of Going The Extra Mile - Napoleon Hill

Become Their Trusted Advisor - Stop Promoting The Authors Of Those Books And Start Promoting You!

Coaches Corner - Your Need Is the Ugliest Thing

An Important Message From Jeremy

Dear ~Contact.FirstName~,

If you've ever watched an Olympic competition, you've seen the faces of champions reflect not only the hard work and preparation that has gone into the moment, but also the confidence they have going into the arena. That confidence is not just what carries them through, it's also what communicates their position even before the event starts. They can't win without this confidence. Their competitors can sense fear and insecurity, just as a client can sense these things in a financial advisor who lacks confidence.

Selling with confidence all comes down to the three most powerful words in the English language: "Yes, I will."

Years ago, on one of his audio programs, sales guru Earl Nightingale told this story: There was a team of six American mountain climbers at the bottom of a mountain. A psychologist doing a survey asked each of them one question: "Can you make it to the top?" Five of the climbers answered with variations of, "I've been training for this for years. I'll make the best effort possible." One climber, however, answered simply, "Yes, I will." Not only was he the first to the mountaintop, but because of bad weather, he was also the only one.

There's something about the 'power of confidence' that can move mountains. Once we understand that, 90 percent of all the obstacles vanish before we even begin to climb.

Consider, there are five basic challenges you face in your insurance sales career:

1. Marketing / Prospecting

2. Making Contacts / Setting Appointments

3. Qualification / Fact Finding

4. Handling Objections

5. Closing Sales

How confident are you in meeting and beating each of those challenges?

What training do you need to meet and beat each of those challenges?

If you want beat each of those challenges, to take your income to the next level, then you should be reading the information in the Insurance Marketing and Sales Resource Center... an hour each and every day!

There is a huge difference between proven insurance marketing and sales trainers, with over 30 years of experience... and recruiting organizations who promise the world, but rarely deliver on their promises!

Yours in success,
Jeremy Nason

______________________________

"Hope you are doing well. I recently joined the insurance resource centre and I must say that I've read quite some material, though, not yet done. I feel like I know more than I have known for the more than ten years that I have sold life insurance." Peter Wanderi, Kenya , East Africa, (10 years) 

Featured Tip

Why Do So Many Agents Struggle
and/or Fail In Insurance Sales?

Do you know that less than 5 percent of the insurance agents and financial services professionals who enter this business end up making any real money? Does that statistic surprise you?

So, why do 95 percent of the people entering insurance sales struggle and ultimately fail?

The first problem is that most of the people who get into insurance sales think of it as a job. Insurance sales is not a job. Insurance sales is your own business! And like any other business it initially takes a lot of hard work and determination to make it successful. It takes an investment of your time and money. Unfortunately, most new agents, along with many experience producers, don't realize this. Too many agents/advisors treat building a successful insurance sales business like a sprint, rather than a marathon. They expect overnight success. Insurance sales is a business that requires patience and a budget, and the reason most agents fail is they lack either.

Accordingly, after numerous attempts, of spending money, devoting large chunks of time and seeing little or no return, most agents will give up thinking that they chose the wrong product, service or opportunity. Some will go on to try a new sales venture, just to go through the same thing all over again.

This does not have to be the case. Insurance sales is an extraordinary career and opportunity. You have the potential to make a substantial six-figure income, if you treat it as a business. A business that is truly yours, with no boss looking over your shoulder, no dress code and no set hours.

So, why are only a few agents becoming successful while the majority struggle and fail?

The main reason why so many agents struggle and fail is they have not taken the time to learn and master the critical fundamentals of 'insurance marketing and sales.'

Consider, if you want to be a doctor, accountant, engineer, plumber, or electrician, then isn't there specific knowledge and skills that you must acquire before you can open your business and work with clients?

The great thing about your insurance business is that you can begin working with clients and start making money before learning the critical fundamentals of the business.

However, once you get started, failure to immediately take the time each week to study and master the marketing and sales fundamentals of this business, (not products) is why 95% of the people who enter insurance sales end up frustrated and broke... and are forced to leave the business within 5 years. And, it is why most of the people who do make it past five years are working long hours and struggling year after year to make a decent living.

The Insurance Marketing & Sales Resource Center™ is our 'Mini University' for helping you to understand what you must know and do to maximize your short-term and long-term success in insurance sales. It provides you with the critical fundamentals of insurance marketing, prospecting, appointment setting and sales. Additionally, it serves as your reference library and your source for industry updates.

Whether you have been in insurance sales for 30 days or 30 years, if you aren't having the success you desire it is generally because you are missing many of the critical fundamentals of this business, and based on your limited knowledge, experience and other peoples' opinions you have come to a few incorrect conclusions about what works and doesn't work.

If you are really serious about building a successful and rewarding long-term career in insurance sales, then you need to learn and master the fundamentals of this business!

What Do You Need To Be Successful In Insurance Sales...

Have you noticed the increased number of insurance marketing and sales trainers, coaches and recruiting organizations that offer to help you become successful? There is a valid reason why we are seeing more and more of them. These services have become a necessity for anyone who truly wants to become successful in insurance sales.

Unfortunately, the days of finding a true mentor that has been there and done that, who will gladly take you under their wing to show you what to do, seem to be gone! Discussion boards are full of new agents looking for help from some of the top agents, but to no avail. Most of the recruiting and training organizations are leaving agents with too many missing pieces to the marketing puzzle and leaving them no choice but to go it on their own.

If you want to succeed in insurance sales, then you need to learn from the people that have already learned from their successes … and their failures.

When considering one of the organizations that is offering to help you, make sure that they have a solid history of helping people to be successful. (And they are not just recruiters making promises, just to get your business.)

Remember, just because someone is or was successful selling insurance doesn't mean they can teach you how to be successful. You need to find people who have developed a keen sense of what works and what doesn't work.

Additionally, you will want to make sure you'll have complete access to these successful people, since they are the ones that you can learn the most from. If they are still selling and /or recruiting agents how much of their time can they or will they actually have to coach and train you?

You will want to see solid information; if you see fluff and hype, keep on looking.

If they have testimonials, check them out. Ask to talk to their most successful producers. You will be able to make a more informed decision about the service from people that are already using it.

Is there a money back guarantee? Do they guarantee your success? If their service is all it is supposed to be, they will have no problem making these types of guarantees.

Once you do invest in one of these services, you have to make use of it. All too often, I see people buy products to help with their business and then never use them to their full extent. You will not get the help you need and want if you sit back and do nothing. Apply yourself and use every aspect of the service that you possibly can. Get your money's worth, plus some.

Don't let yourself become part of the 95 percent who fail, or struggle on year after year, when you could follow right in the footsteps of some of the most successful producers in the industry. Who can and will guide you and motivate you... while helping you to build your business.

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

______________________________

"Jeremy, thank you for increasing my income and helping me to protect the families in my local market. I had been working with company X, because of a friend. The commission was at 50%, leads were expensive, and 9 other reps had already been to their house. Imagine that! Fortunately, I found the IPS Website when looking for a Lead source. Lew Nason, friendly and wise, solved my case in 5 minutes. I purchased the Mortgage Tool Kit and followed Jeremy's coaching. Picked up 3 potential leads and made presentations, one had the means and cared about the family. Here's the money... It happened to be a difficult case with several accounts all over the map, so I sent the Confidential Needs Analyst to Jeremy. He worked hard on it and put together 2 scenario's, using an easy to read and follow 2 page presentation. It is so helpful to do business like that, very simple. There was $68,000 to be placed in 3 annuity's, and 6k to start an annual IUL... $11,200 in total commissions. Jeremy took the time and walked me through the program.
Thank you for all your coaching, advice and support."
Scott Nelson - CA (1 year) 

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Not Sure What To Do, Or Where To Start?
Call us 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)

__________________

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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

The Habit Of Going The Extra Mile - Napoleon Hill
 

Get Off To Fast Start Selling Life Insurance With This Ultimate Lead Generation and Sales Tool Kit!

"Lew, I just wanted to take a moment and thank you for recommending the mortgage tool kit. It has definitely helped me increase my average case size from $600 annual premium to well over $2,000 annual premium per case. Also, prior to purchasing the tool kit, I was spending over $2,000 per month on leads. I am proud to say that I have not purchased a single lead in over two months and my production is still climbing. What a life changer. I cannot thank you enough. You're truly making a difference."  
David Trusler, MBA, IL, Trusler Financial Group, (6 years)

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

Stop Promoting The Authors Of Those Books
And Start Promoting You!

Are you spending hundreds if not thousands of dollars each month buying books to hand out to your prospects and clients to help them to want to know more about one of the exciting new life insurance or annuity sales concepts... Infinite Banking, Tax free Retirement, Missed Fortune, Annuities: The Shocking Truths Revealed, Outlasting the Storm: A Guide to Annuities and Safe Retirement Strategies, etc.

When you give your prospects and clients one of those books who are you promoting?

How many of your prospects and clients actually read the entire book or even open it?

What if you could help your prospects and clients to want to know more about one of those exciting new life insurance or annuity sales concepts for about a 1/3 or 1/4 of the cost of buying and giving away one those books?

What if instead of giving away their books you could offer your prospects and clients an information booklet that promotes you, instead of the author!

And, because the information booklet is only 10-14 pages are your prospects and clients more likely to actually read it?

Now, consider how much money are you spending for flyers or brochures about you and your services?

Could you use your information booklet to do double duty and use it as your flyer or brochure?

How much more money would that save you!

Discover... 15 Powerful Ways to Use Your Information Booklets
To Promote You And Your Services In Your Local Community!

It is no secret that one of the best tools for getting qualified annuity and life insurance prospects to raise their hand and identify themselves as viable prospects...

• To build your trust and credibility

• To accelerate the business development cycle

Is to offer an intriguing and compelling Free Information Booklet (Or Special Report).

Imagine, in only a few weeks, you can have a flood of highly qualified prospects CALLING YOU!

Setting appointments and closing sales is much easier, if you use the right tools to attract your ideal prospects to you every day, instead of you chasing after them!

The objective is to get your personalized free information booklets into the hands of as many of your ideal prospects as you possibly can, by using multiple direct response methods. (There is no setup charge, and no charge for personalization)

1. Use Your Information Booklets To Get Powerful Endorsements From Local Attorneys, Accountants, P&C Agencies and Other Professionals…  Imagine how much credibility you'll have with prospects when their advisor recommends you and your services.

2. Run Ads In Your Local Newspaper or Special Publication...
Place an, Inexpensive, Compelling Ad or Insert (in the right publications) that hits the hot button of a targeted group of retirees and pre-retirees.

3. Direct Mail To A Targeted Group...
Send your target group a unique, benefit laden sales letter offering them your free Information Booklet.

4. Offer A Free Information Booklet In Your Monthly Newsletters...
You are sending out a monthly newsletter to your clients, prospects and referrals, aren't you? Then, offer them one of your free Information Booklets in your newsletter.

5. Give A Free Information Booklet To Every Prospect Who Visits Your Office...
Nothing will build your credibility and make your presentation as effective as positioning yourself as a financial expert, before you start asking questions. Make sure you leave a supply of your Information Booklet in your reception area.

6. Send An Information Booklet To Your Current Clients, to Get Referrals...
Send your Information Booklet to clients and then call in 7-10 days. Ask them if they got it. Regardless of the response, let them know you have a few extra copies and then ask them who they would like you to send a copy to.

7. Send The Information Booklet To Your Referred Leads...
If you follow our referred lead system, you'll be sending lots of information and letters to these people. When you do, include an Information Booklet with your letter.
 

8. Give Your Information Booklet Out At Your Workshops and Seminars...
If you're doing workshops a great way to establish yourself as an expert and not just another salesperson, is by using your Information Booklet. Remember, people love to hear experts speak.

9. Offer Your FREE Information Booklet On Your Web Site, Facebook page, Twitter page, etc...
The internet is known as the information super highway for a reason. People are begging for information and you want them to be calling you. Offering a free Information Booklet gives you and your site much more credibility. Make them sign up to get the Information Booklet and you have another free lead!

10. Use Your Information Booklet To Get Speaking Engagements...
Would you like to teach a class at the local college? Want to speak before a group? They'll invite you to speak, if you're giving free information no one else is giving them. Send a copy of your Information Booklet with a cover letter. It gives you instant credibility, and will open doors.

11. Use It To Get Corporate Seminars...
Would you like to give retirement seminars in corporations? They don't hire just any advisor in town. Use your Information Booklet to set yourself apart.

12. Use It To Get Interviewed By Your Local Newspaper... 
Want to have your article published in the local newspaper or get interviewed? Send the business editor of the local newspapers a copy of your Information Booklet with a copy of the press release and the press will want to speak to you.

13. Use It To Get On A Radio Or TV Show...
Contact the program director at the local cable TV show or local radio stations. Send them a letter regarding your availability and enclose a copy of your Information Booklet.

14.  Use A Flyer... 
Use a flyer to advertise your Information Booklet to a targeted audience. It costs nothing to post flyers where qualified prospects might see them.

Note: In our Insurance Marketing and Sales Resource Center and in each of our specialized marketing and sales systems we give a detailed explanation of how to use your Information Booklets, with all the letters, scripts, ads, etc., and samples of the booklets.

If you are not using Information Booklets to attract your 'IDEAL' prospects to you, you are missing a out on one of the most cost effective and easiest ways to significantly increase your leads, appointments and sales in your local community.

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

___________________

"Dear Lew & Jeremy, I want to thank you from the bottom of my heart for all of your help. I took your systems in life insurance and annuities and achieved top producer status. My agency was appointed as a premier financial services office for Allstate and we led the region in IPS and Production Credit and qualified for Century Club. Thank you for all you do and for being so sharing and kind. It’s rare in these times to find people of your caliber, who put ethics ahead of profits. You have my deepest gratitude." 
Shaun C. Borden, All Stars Agent, Allstate Agency Owner, FL

 How You Can Become A Life Insurance Lead Generation Machine In The Next 90 Days... Guaranteed!

Coaching Corner

Your Need Is the Ugliest Thing

“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week.

Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been the first to respond. Her email had specifically addressed my request and was filled with enthusiasm, and she appeared to have experience in both of the areas in which I needed help. Each of the other consultants who responded only had skills in one area or the other.

When I spoke to Marie a few days ago, we got a little more into the details of the project, and I told her that I still wanted to talk with the three other experts who responded, but that I would get back to her after my conversations and after reviewing her detailed proposal.

Marie then called me on Monday to make sure I had received the proposal, and to find out if I had reviewed it.

Yesterday, just one week after our initial contact and two days after her follow-up call, she wrote: "I’ve yet to hear back from you, so I guess it’s safe to assume you’ve decided on hiring someone else."

Regardless of your intention, a note like this conveys a neediness and negativity that can make a prospective buyer of your services run for cover. There were several good reasons why Marie didn’t hear back from me this week. What basis did she have to assume I had gone elsewhere? Was her intention to “guilt” me into reassuring her that I hadn’t made a decision yet, or to decide to use her?

Upon receipt of Marie’s note, I could have: (a) decided that the negative, needy tone was a turnoff and simply made Marie’s message a self-fulfilling prophecy, or (b) ignored the negative and needy tone. But because my work is helping professionals get more clients (something about me Marie needed to know), I chose option (c), to tell her how her letter might appear to a prospective client:

…It’s a giant and negative leap to assume that because a week has gone by, I’ve decided to work with someone else. A better approach might be to ask if there’s any way you can help a client decide.

I haven’t made my decision yet - let’s talk again next week!

Marie’s response is above. She also said, "Perhaps we would not be a good fit after all."

When you’re trying to attract clients, your need for their business is the ugliest thing you can show them.

Perhaps I shouldn’t give my advice where it hasn’t been requested - a good lesson for me! But perhaps the reason “we’re not a good fit after all” is that I was right about my sense that Marie had shown me that her need to have another client was more important than my need as a prospective client.

By the way, had Marie understood why I was giving her advice on dealing with prospective clients, it would have shown me she completely understands the work I do, and she would have surely had the job. She could have disagreed with my interpretation of her email, or on my tone, and we might have discussed it - but none of that can happen now.

Marie wanted more clients…but she didn’t want help.

If you do want to attract clients to your practice or service business, welcome help, be gentle, assume the best, and keep REACHING…

___________________

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and Earning $250,000 or More Per Year!

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