In This Issue

Feature Article - Most People Are Making Selling Life Insurance & Annuities Too Complicated!

Improve your attitude - Earl Nightingale - Directline 9 - "The First Duty Of Every Man Is Not To Be Poor."

Become Their Trusted Advisor - Stop Allowing Yourself To Be Continually Hustled©

Coaches Corner - Life Does Not End At Retirement

_________________

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...

Most People Are Making Selling Life Insurance and Annuity Too Complicated!

Dear ~Contact.FirstName~,

Can you believe over 1/3 of the year has already gone by? Are you having the year you hoped for? If not, then you might want to consider the following...

I think we can all agree that there are two basic parts of this business.

1. Marketing and prospecting… Finding the people who need and want what you are offering.

2. Appointment setting and making sales… Helping people to get what they need and want.

The problem for most agents, advisors and planners is they are making this business way too complicated, because they are jumping into this business, before learning the simple, proven strategies they need to be successful selling life insurance and annuities.

They start by contacting anyone that is breathing. And, they will set an appointment with anyone who agrees to meet with them. Instead of deciding who the best prospects are for what they are offering.

Then, when they do get in front of someone, they present what they think the person needs, instead of finding out what problems the client has and wants to solve.
 

Let’s break this business down to the core success principles and make your career real simple. 

These are the core strategies we have identified and studied during the past 30 plus years, working with the foremost experts in this industry.

Consider these basic philosophies...

Are you focused on just making a sale, or do you want to be really helping people?

Do you want to be known as just a salesperson? Or, do you want to be known as the expert advisor who is helping people solve their problems?

Do people want to meet with a salesperson? Or, would they prefer to meet with someone who can help them solve the problems they are dealing with?

Do people prefer to meet with someone who is a recognized expert?

Do people want to meet with a stranger? Or, would they prefer to meet with someone they already know?

Do you want to be traveling all over your city, county and state? Or, would you rather be working with people in your local community?

Do you want to set an appointment with 1 of 10 people you talk to? Or, would you like to set an appointment with almost everyone you talk to?

Do you want to be struggling to set 10 to 15 new appointments per week? Or, would it be easier for you to set 3-5 appointments?

Do you want to close only 1 out of 5 people you meet with? Or, do you want to close a sale with almost everyone you meet with.

The reason most agents, advisors and planners are struggling to make a decent income, is they are doing it the hard way. They are missing most of these simple, proven, basic strategies that would make their lives much easier and their business much more profitable.
 

The first basic strategy is that you must decide on what problems you are going to focus on solving for your clients, to attract qualified life insurance or annuity prospects to you.  

The second basic strategy is getting a message out to everyone you already know… about how you are helping people to solve their problems.

Do you honestly feel and believe that you are really helping people? Are you focused on making a ’positive difference’ in people’s lives… instead of just making a quick sale?

Then who are the first people you should be helping?

Do you want your friends, family, and clients to call you when they have a problem, need your help or advice?  Or, do you want them to call your competition down the street? 

Who is going to take better care of them, you or a stranger?

Why would your friends, family, or clients call you, if they don't know what you do, or how you can help them? 

The third basic strategy is getting that message out to everyone in your local community.

Again, if you honestly feel and believe that you are really helping people? And you are focused on making a ’positive difference’ in people’s life… instead of just making a quick sale?

Then why wouldn’t you let everyone in your local community know what you are doing to help people?

Do you want your neighbors to call you when they have a problem, need your help or advice?  Or, do you want them to call your competition down the street? 

Who is going to take better care of them, you or a stranger?

Why would your neighbors call you, if they don't know what you do, or how you can help them?

The fourth basic strategy is learning what to say, and what questions to ask, to set an appointment with almost everyone you talk to.

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 career much more profitable? If you want to set appointments with almost everyone you talk to? 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, that is about you improving your questioning skills.

Consider, there literally thousands of qualified life insurance and annuity prospects right in your local community who need and want what you are offering. But, if you don't know what to say, or what questions to ask to get them to meet with you, what good are they?  

The fifth basic strategy is leaning how to do an emotion based fact-find to get you clients to want to set better priorities, so they want to take action on your recommendations.

________________________

FREE Download... How to ‘Close 9 Out Of 10’ Life Insurance Sales

"The Reason So Many Advisors Struggle In This Business, Isn't From A Lack Of Qualified Leads,
It Is From Their Inability To Turn Their Leads Into An Appointment, Let Alone A Sale."

Download this free report now, because you will be amazed at how quickly you can increase your
Life Insurance appointments, sales and commissions, by reading this detailed report.

__________________________

Life Insurance and Annuity marketing and prospecting / Appointment setting and making sales doesn't have to be hard, time consuming or expensive, if you have a system. It's your choice. You can try to go it alone using the trial and error approach. Or, you can get one of our proven systems, with coaching, that has it all laid out for you! What sets our sales systems apart, from everyone else, is our systems help you to understand and implement the simple basic strategies that make this business much easier and much more profitable.

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

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

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

Our members only site is 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 9

"The First Duty Of Every Man Is Not To Be Poor."

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®
 

Stop Allowing Yourself To Be Continually Hustled©

By Forrest Wallace Cato

Nothing happens until a sale is made. (The publisher of Parade magazine originated this now-famous phrase.) That applies to all products and services in our entire nation, plus internationally. Qualified sales training from the IPS is highly helpful for boosting your sales. Enhancing your profile and acclaim also helps enormously. You do not have to face the sales challenge alone.

But there is no need for you to pay to be a guest on phony radio or TV programs that was created so you could pay to make appearances there. It is not necessary for you to purchase endless products promising to “improve your brand’s impact, guide you to your ultimate success, zoom you to instant fame, become a star in five easy steps,” or “lead you to the mother lode,” etc.

Don’t even consider paying to get some print space in a simulated magazine. Why bother to appear in any amateur publication? Never pay to be published in any newsletter. Ignore the fake awards, honors, and degrees that are on sale this week for people in your area only. Buying, signing, claiming, reproducing, and displaying fancy scrolled designs of “solemn pledges to uphold standards and honor reputable practices” are worthless and meaningless. Purchasing unrecognized and unaccredited designations and fake credentials are always harmful and never productive. Yet these are all big sellers.

Before the invention of the Internet these activities were considered highly unethical. Now they are commonplace but still wrong. Until the Internet came along I never realized that there are so many dishonest and lying people, plus slick con men out there, all eager to meet you. If you don’t believe me then just read all of the e-mails and other social media messages that you receive today.

Just as lots of places can make cars, but only one source can produce a specific model. It is all about how the contents are put together, what is used, and what is not used, plus the new parts and different arrangements that are created and included! The same applies to creating fame for you. My job is to convey what was unique, special, and precious about my clients.
 

You Are Strong And You Can Be Stronger

Success will not endure without a strong foundation built on positive character traits. Fame may get you there. But if you don’t “fit your image” or live your image then you will not reflect your image, even if your fame is finely honed. If most people are disappointed when they realize this reality then you may even fade away. I have witnessed this dynamic from up close and you have witnessed this from afar. It is virtually impossible to fake good character for endless years. Consider the disgraced comedian Bill Cosby. Phonies are spotted sooner or later because they haven’t the substance and determination to maintain their fame, especially if their fame is based on a charade.

The late Insurance multi-millionaire W. Clement Stone told me, “It is now a cliché, but developing good character begins with your PMA (positive mental attitude).”

Napoleon Hill stated, “Your desire to be a good, decent, honest, considerate person must first take place in your mind. When you make the decision to become a person of character, you will also find that you are more willing to do the right thing simply because it is the right thing to do.”

I have high, but realistic, expectations for you. Your success in becoming famous in the region where you work, will be largely impacted by your being realistic, serious, and committed, to the process by which fame is actually obtained. This means you must not waste your time or money. You must develop your willpower. Act only on correct information and accurate planning, all based on proven knowledge.

www.CatoMakesYouFamous.com

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...

• Over 11 hours of latest videos from our 'Trusted Advisor Success Training™' Boot Camp! It's the best core and advanced insurance marketing, branding and sales training on how to Attract and Set Appointments with your VERY BEST INSURANCE PROSPECTS. Plus, how to conduct a thorough Fact-find to get your prospects emotionally involved, so they want to take action right now. No more hearing; "I've got to think about it!" (Normally $499.00)

• Our Advanced Fact-finding Videos & Audios. Over 10 hours of fact-finding and questioning training, from Lew's boot camps, with simple insurance concept presentations and sales presentations. How To Close '9 Out Of 10' Sales Appointments is a new sales mindset that frees you from unnatural selling scripts. Instead, you'll learn how to begin new conversations with prospects, naturally - no pitching, no persuading and no pushing. (Normally $265.00)

• Six Training Videos and Audios with over 8 hours of practical strategies and sales presentations on how to get your ideal prospects to want to take action on your recommendations, to quickly improve your insurance sales and commissions. Normally $39.95 each. (6 Training Videos and Audios @ $39.95 = $239.70)

• All ten of our Fast Track Advisors' Guides providing you with critical insurance marketing, prospecting and sales success strategies that most agents and advisors don't know and may never find out! Normally $9.95 each.(10 Advisors Guides @ $9.95 = $99.50)

• Our 'Dynamite' Referred Lead System™ that will show you how to get your friends, clients and businesses to refer everyone they know to you.  (Normally $95.00)

• 12 Months of  Client Newsletters for pre-retirees and seniors that will keep you constantly in front of your insurance prospects, clients and friends. Normally $59.95 per month.  
  (12 for pre-retirees @ $59.95 = $719.40 ) (12 for seniors @ $59.95 = $719.40)

• Seven Proven Marketing Secrets, By Mark Hendricks

• Managing Your Most Valuable Asset, By the Brooks Group

• Stealth Marketing, By Michel E. Enlow

• Common Sense & Accumulating Wealth, By Lew and Jeremy Nason

Coaching Corner

Life Does Not End At Retirement
By Paul M Mallett
Postema Marketing Group, LLC

Advisors and agents who single-mindedly encourage clients to buy term life insurance just to get them through their working years are overlooking some pretty significant risks that still exist well into our golden years.

I agree with the notion that several risks driving the need for life insurance during our working years tend to decrease over the time leading to retirement. Mortgages get paid down. Income replacement in the event of premature death becomes less of an issue. College debt hopefully is taken care of, although I’m not so sure about that one. The numbers on college debt in this country are staggering, but that’s a discussion for another day.

Yes, those risks are typically lower as we approach retirement. However, that is not always the case, and a whole new set of risks come into the picture -- risks that actually increase the further you go into retirement.

Social Security/pension income replacement

It’s generally true that when one spouse passes away, there is a somewhat proportionate reduction in the living expenses of the surviving spouse. However, it’s not always perfectly proportionate to any resulting reduction in income. In many cases, that drop is significant and noticeable. A properly funded permanent life policy can help fill that gap with accessible cash value. Or, the death benefit from a policy on the decease spouse can be used to replace some or all the lost income. 

Medical expenses

Of course retirees have access to Medicare and Medicare Supplement insurance, but that doesn’t mean they have all bases covered. A recent Fidelity study found that the average couple retiring at 65 can expect to pay $220,000 in out-of-pocket medical expenses. That’s a lot of green! More and more of today’s modern life policies include provisions to help cover the costs of care for critical illness, chronic illness and cognitive impairment. If you’re like me, you’re having these discussions with clients every week. It’s a big issue, and it’s on everyone’s mind. Clients want to protect their assets, and they don’t want to become a financial burden on their children if they require a higher level of care.

Wealth transfer

Imagine you’ve acquired a nice little nest egg over the course of your working life. In fact, you’ve accumulated more than enough to support your retirement lifestyle, and you’re sufficiently covered for any potential need for long-term care. By nature of its very design, life insurance is an incredibly efficient tool for transferring that acquired wealth to those people and causes you care most about. This is just good strategy, but you have to be smart enough to pull the trigger while you’re still healthy enough to qualify.

Required minimum distributions (RMDs)

Similarly, if you have money in qualified accounts you really don’t need, then you are required to take those distributions starting at age 70½, whether you like it or not. As we both know, there’s a reason for that. The U.S. government is patient, but not that patient. Uncle Sam wants his cut. The impact of taxes on those distributions can make it extremely difficult for someone to pass the full value of their wealth to their heirs. A permanent life policy with guaranteed premiums and guaranteed death benefits for life can help overcome the destructive impact of RMDs. The key is to buy while insurable, so it’s best not to wait until retirement to think about this. The sooner, the better.
 

Unexpected expenses

According to a recent Sun America study, 70 percent of respondents over 55 believe their adult children will need financial assistance from them. Think about that for a minute. What other financial surprises may be lurking around the corner? Planning is critical, but as Forrest Gump taught us, “Life is like a box of chocolates. You never know what you’re gonna get!” What if you’re forced to retire early? What if you live longer than you have planned for? Again, a properly structured permanent life insurance policy can calm the storm. Best of all, if that storm never materializes, those you care about still receive a nice death benefit.

Contrary to what some would have you believe, life does not stop after retirement. Yes, many of the risks you or your clients insured against early in life decline over time. However, new risks are introduced during retirement that can be every bit as critical. Don’t overlook them. 3

When starting a career and raising a family, money can be tight. There’s no doubt about that. Term insurance is a great solution for those in that situation. However, when you buy or sell that term policy, consider a policy with a guaranteed conversion privilege.

Chances are, you’re gonna need it!
 

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