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In This Issue
Feature Article -
To Succeed Today Selling
Life Insurance You Must Be
Willing To Step Outside Of Your Comfort Zone!
Improve your attitude -
Earl Nightingale - Directline 11 -
First Requirement of Prosperity
Become Their Trusted Advisor -
Start Building Your Practice with
People You Already Know
Coaches Corner -
No One Likes To Be Sold! |
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What
Do The Top Life Producers Know That You Don't... |
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To Succeed Today Selling
Life Insurance You
Must Be Willing
To Step Outside Of Your Comfort Zone!
Dear ~Contact.FirstName~,
I find it truly amazing that most of
the people who call us for a 15 minute consultation, become members
of our private site, or invest in one of our proven annuity or life
insurance sales systems will
argue and insist on only doing what they are comfortable doing,
instead of really listening, following our recommendations, and doing
what works. And, then they wonder why they are not getting the
results they wanted and expected.
If you want to get off to a quick
start selling life insurance, or take your life insurance sales to the next level, then there are
certain things you must do, whether you are comfortable doing them
or not.
Here is a prime example:
Most people are uncomfortable contacting the people they know, and
many of them will make all sorts of excuses why they can't or won't
do it. Yet,
when you learn the proper ways to contact the people you know, then it's the simplest, fastest, most cost effective and best way to grow
your life insurance business.
Consider
the following...
The easiest and most affordable way
for you to get an appointment is to work with the people you already
know, or get someone to contact the people they know, in your
behalf. (Joint Ventures/Center of Influence)
People are going to
respond much better to sales letters, invitations, ads, etc. if it
comes from someone they already know. Accordingly, if you send out
100 sales letters or invitations, (cost $70) and then follow-up with
a phone call, when approached the right way, you should be able to set an appointment with 30-50 of
those people.
However, if you insist on working
with complete strangers, as most agents do, then it becomes the law of larger numbers.
Even the absolute best sales letters, invitations, ads, etc., sent
to a targeted list, are only going to get a 1%-2% response
rate. That means, if you send out 5,000 sales letters or invitations
(cost $3,500) (or run a series of ads in a large circulation
newspaper - cost $2,000) you can only hope to get a response from
50-100 people. Then, when you follow-up with a phone call, even when done
right, you might set an appointment with 20-40 of the
responders.
It’s up to! You can continue to
insist on just doing what you are comfortable doing and spend a lot
more of your time and money to get the results you need and want! Or, you
can step outside of your comfort zone and do what will get you the
results you want for a fraction of the time and cost.
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?
What if you could learn a non-threatening approach to get the people
you know to want to meet with you?
Jeremy Nason
Marketing and Sales Coach
'The 9 Out Of 10
Guys'
P.S.
Getting appointments doesn't have to be hard, time
consuming or expensive, if you follow a proven 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.
There is a reason why
'Top Producers' are members of our
Insurance Marketing and Sales Resource Center™,
are investing in our
specialized systems, and are attending our
live
training events...
______________________
We want to hear your thoughts, please
drop us a
comment on our blog or
visit our Facebook!
The
Insurance Pro Shop has gone Social -
Please check us out on your favorite social media site!
Google+, Twitter, LinkedIn, Facebook
Like, follow, comment on
our page and receive special free gifts!
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The Amazing
New Agent 'Quick' Start Program... |
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Updates For Our
Member's Only Private Site
Insurance Marketing and Sales Resource Center™ |
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Grab Your Prospect's Attention!
Practically every person I speak with who is responsible
for generating new business struggles with capturing someone's attention
so succinctly and effectively that they are actually asking for more
information. If you are attempting to prospect without sharing the
right compelling reasons why a prospect needs to listen to you, then
it's no wonder you are finding prospecting to be such a challenging and
frustrating experience.
Stay Visible with Free Advertising:
An audio by Lew Nason on how to capitalize on your
advertising.
The Key to Being a Top Sales Professional
An audio by Lew discussing the steps you need to take to become a top
sales professional
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...
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Judge Us By The
Company We Keep |
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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) |
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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 $25 per month can you
afford to pass this up?) |
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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)
PLUS, 4 SPECIAL FREE GIFTS...
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
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Improve Your
Attitude And Change Your World |
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Earl Nightingale - Directline
11
First Requirement of Prosperity - Individual Freedom of Choice
and Action
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You Can
Double and Triple Your Appointments and Sales,
By
Learning To Ask The Right Questions!
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Now With 3 Months Of One-on-One
Coaching...
You'll receive in depth ‘One-on-One’ Live Personal
Coaching and Support each month, for 3 months
to help you fine-tune your appointment
setting, fact-finding and sales presentations, from one
of the most respected and successful teams of sales trainers and coaches
in the
industry.
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."
We are doing everything we can to help
you...
We Even Offer Affordable Payment Plans To Help You To Get
Going Today!
Click on the product for the complete details.
"Jeremy, I just wanted to let you know how much of a difference
Insurance Pro Shop has made in my career. I used to be final
expense agent working 10 to 12 hours a day. I didn't think there was
anything else out there. When I heard about what your program was about
and what you were teaching I decided to take a chance. I was skeptical
at first, but after a few weeks of mulling it over I decided to take the
plunge. It was one of the wisest decision I have ever made. Now with
the support of Insurance Pro Shop I am only working a few days a
week and earning the same income. The extra time that you have afforded
me has given me the time to really study my craft and truly make a
difference in my community, thank you so much."
Sam Chand - NJ - May 2015
"Your kits really work and also your coaching series is the best in
town. I recall a year ago I was struggling when I called and you worked
me through the process and told me this is not a quick fix. I made it to
MDRT this year and this is just my third year in the business. Once
again thank you."
Franklin Allakpo - NY - New York
Life - March 2015
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)
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How To Become The Most
'Trusted
Advisor'
In Your Local Community! |
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Start Building Your
Practice
with People You Already Know
If you need a plumber, would you prefer to hire someone
you found in the local phone book, or someone your neighbor used for a
similar problem and recommends highly? If you needed surgery, would you
prefer finding your surgeon through your research on surgeons.com, or
seeing a surgeon who performed successful surgery on a family member, or
who is recognized as the top specialist in his field by your trusted
internist?
I'd be surprised if your answer was not the second choice
in both cases. People want to meet their professionals through
introductions.
This means that one of the easiest and most effective
ways to build your practice, in this or any economy, is through your
existing clients, former clients and other people who already know you.
Of course, they have to be willing to recommend you to others. There are
two things you can do immediately to facilitate this:
-
Be referable; and
-
Be on their minds
"Being referable" is about developing
relationships with your clients and others that go beyond the
particular services you provide to them. It's about knowing them
as people, and treating them in a way that gets them to want to
tell stories--good stories--about you.
Providing great service isn't enough. The largest
of corporate clients hires you based on your relationship with
individuals. Competence and great service are important, but
what these individuals want is a sense that you really care
about them. Find out your clients' birthdays and anniversaries.
Know what flavors of ice cream their children like.
My friend, Stu, is a master at this. In the first few months of
our business relationship, he called me to ask for important
dates in my life. "I already know your birthday," he
said, "but when's your anniversary? When is your wife's
birthday? What are your kids' birthdays?"
I knew exactly what Stu was doing, and I was
thinking to myself, I could never just call up a client and
blatantly ask about birthdays. He or she would know I was just
putting them into my database.
Then, Stu called me on my wife's birthday and
told me to wish her a happy one. He made a similar call for each
of my children's birthdays. He called to sing Happy Birthday to
me on my birthday. He called to wish us a happy anniversary. And
he kept on calling year after year.
It no longer matters to me that his call about
those dates was so transparent. I smile every time he "remembers"
one of these occasions.
Stu also knows that "being on their minds"
means having as much contact with them as possible. He has found
five reasons to call each year that have nothing directly to do
with the work we do together. He has assured himself that if I
run into someone who needs his services, he's the one I'll
recommend. He has made me a "referral partner."
I learned early in my law practice many years ago
that my clients were meeting dozens of lawyers each year, and
tended to refer a friend or business associate to the last
lawyer they ran into, rather than to me. It wasn't that they
didn't think I gave them great service or did good work for
them; it was a matter of convenience. They had the card of the
lawyer they met last week right there, and it was just easier
than trying to find my number after not hearing from me for
months--or years.
Now, one of the first places I look when a client
consults me to help her grow her business is what contact she
has been having with her current and former clients, and other
people she knows. "If it has been years since you spoke with
old clients," I tell them, "reach out to them now, just
to say hello."
Reach out to the people you already know,
especially current and former clients who were satisfied with
your work. Have a conversation with them:
-
Tell them you were thinking of them.
-
Ask them how they are doing in this economy.
-
Ask them if you provided lasting value to
them and in what way.
-
Tell them your time with them was (or still
is) meaningful to you.
-
Ask them not to keep you a secret if they run
across someone who might need your help.
-
Ask them if you can help them in any way
now--not for a fee--but because you care.
Then watch what happens to the growth of your
practice.
In the meantime, keep REACHING...
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You'll Quickly
Double and Triple Your Income, When You Become The 'Trusted
Advisor' People Want To See! |
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We Have Kept Our Services Affordable For Everyone
Please consider, we
could charge you $3,000 or more upfront, with annual renewal fees for
our proven sales systems and training, just like everyone else does.
And, we could cater to those few agents, advisors and planners that can
afford our services. Or, we could recruit a few agents, advisors and
planners and require them to contract with us to receive our systems and
training, so we could make an over-ride on their business.
However, this isn’t about us making money. This
is about us giving back to this great industry and trying
to make a
difference. We created the Insurance Pro Shop
because there is a serious
lack of any real, creditable insurance marketing, prospecting and sales
training in this industry. So, we decided right from the beginning that
we wanted to give as many people as possible the best opportunity to
succeed and earn a significant six-figure income. Accordingly, we are offering our
proven systems and training at a fraction of the cost of everyone else.
We are doing everything we can to help
you...
We Even Offer Payment Plans To Help You To Get
Going Today!
Click on the product below for the complete details.
You'll get all the tools & training you need in
these 'Turnkey' programs!
Plus, 3
Months of Personal One-on-One Coaching
(not group coaching)
"the entire IPS team, truly are the
world-class mentoring team you are looking for"
"This
may be long… but it’s sincere. Lew and Jeremy, and the entire IPS team,
truly are the world-class mentoring team you are looking for! It seems
like everyone else out there who is promising success in this industry,
well, they’re trying to create a relationship of dependency with you… as
though you won’t be successful if you are not dependent on them for the
rest of your career. This is a freedom principle that is sorely lacking
in the financial services "software and training industry"… until you
form a relationship with the Insurance Pro Shop.
If you are looking for true training to help you to BECOME the top
producer you can be, rather than just an “expensive selling system
user and buyer”… you have found it with the Insurance Pro Shop.
The IPS systems (actually, I’d rather call them a “method selling
training program”) are based on timeless communication principles and
skills… the skills that are missing from most new agent training and
certification programs. And once you own one or more of their “method
selling training programs”… you OWN it. It’s yours… to use with any
company or agency that you choose. You are not dependent upon others for
your success any longer.
For me, I 100% absolutely trust their judgment and advice. When I get “stuck”
on something, I call them. And based on my trust in them, what they say…
goes. End of story.
My experience with them, while unique in the industry, is not unique to
me. I have recommended other struggling agents to also check out the
Insurance Pro Shop… and they have also felt the sincerity and
authenticity of the entire team at IPS. Everyone in this business needs
mentors and coaches they can turn to, to help them get out of their own
way. For me, my mentoring and coaching is from the Insurance Pro Shop.
They’ll be there for you, just like they are for me."
David H. Kinder,
ChFC® - CA - December 2014 (10 years)
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Coaching Corner |
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No One Likes To Be Sold!
The Power of Emotional Questioning
One of the main reasons so many
agents and advisors struggle with setting appointments and closing sales is they tend to lecture
and tell prospects what they should do. They tell the prospect that they have a problem and then
they try to provide the prospect with their solution to the prospect's problem. Doesn't a
salesperson telling a prospect what they should do create an automatic response from that
prospect… of immediate resistance?
Think about it. Do you like to be
told you have a problem? Do you like to be told what you should do?
Don't you automatically
fight the idea? Aren't you immediately skeptical?
Wouldn't you rather identify your own problems
and come up with your own solutions?
For example, when most agents and
advisors are talking to retirees they assume that if the prospect has a CD, then they are
unhappy with the interest rate they are getting… So they might ask: "Do you have money in CD's?" If
the client says yes, then the agent jumps in and says: "I can show you how you can get a much
better return." Then the agent or advisor goes on to tell the prospect about a great new product or
idea they have to make them more money. The prospect automatically says: "Let me think
about it!"
Why? Because no one likes to be sold!
Top Produces have learned how to
set
more appointments and close more sales by helping their prospects to identify their own problems
and then by helping them come up with their own solutions!
They have learned how to help
prospects to sell themselves! And that involves
asking the right questions…
Agent: "Mr. Prospect, if you don't
mind me asking, do you have any of your money in CDs?"
Prospect: "Yes."
Agent: "Are you happy with the
interest rate you're getting?"
Prospect: "It could be better. But
it's Ok. I like the safety an guarantees. And I can get at the money when I need it."
Agent: "If you don't mind me asking,
are you using that money for an income?"
Prospect: "Yes."
Agent: "Are you using any of the
principal?"
Prospect: "Yes!"
Agent: "How
do you feel about that?"
Prospect: "It's a problem, we're
afraid we won't have enough money."
Agent:
"Does your current income allow you to do everything you'd like to
do?"
Prospect: "No, it would be better if
I had more income?"
Agent: "If
you had more income what would you like to do?"
Prospect: "I like to visit more with
my grandchildren."
Agent: "If
we could come up with a way to get the income you need, so you can
visit you're grandchildren, without digging into
the principal and have the same safety and guarantees as a CD, would that be better for you? "
Prospect: "Can you do that?"
Agent:
"From what I see here I think with you and I working together we can
do it."
Can you see the difference?
By asking questions we've
helped the prospect to identify their problems and we are working with the prospect to help
them come up with their own solutions.
Is there any question that
by asking questions you will
have a much better chance of getting the prospect to move their money to you?
Aren't you helping the
prospect to sell themselves?
Remember, no one likes to be sold! If
you learn to ask the right questions, to help the prospect to identify their own problems and then help them find
their own solutions, you'll get more appointments and you'll close more sales… And, in many cases it
will be a
much larger sale!
Lew and Jeremy Nason
Marketing and Sales Coaches
'The 9 Out Of 10
Guys'
P.S. If you want to learn to
ask the right questions, then consider becoming a member of our
Insurance Marketing and Sales Resource Center™. There is
over
10 hours
of
fact-finding and questioning training, from Lew's boot camps, with
simple insurance concept presentations and sales presentations.
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Insurance Pro Shop,
150 Watson Drive, Dallas, GA 30132
Toll Free In US 877-297-4608
/ Direct Line 770-443-2852
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