In This Issue

Feature Article - You Can Use The Internet To Generate Qualified Annuity and Life Insurance Prospects

Improve your attitude - Earl Nightingale - Directline 15 - Do We Have Our Client Best Interest In First Place, Or Have We Made Them Subordinate To Profits?

Become Their Trusted Advisor - Keep Yourself Visible With FREE Advertising!

Coaches Corner - Make Referrals About THEM

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What Do The Top Life Producers Know That You Don't...

You Can Use The Internet To Generate Qualified Annuity and Life Insurance Prospects

Dear ~Contact.FirstName~,

Have you ever said to yourself: "I wish someone had told me that a long time ago?" If so, you know what it's like to discover something that radically changes your life in a split second.

And, if you're like most of the other agents out there, then you've tried all kinds of hair-brained and time-wasting methods to build your business.

I'm talking about things like buying dead-beat leads, cold-calling for hours on end, sending out oceans of emails or fax blasting (to angry people who don't want to hear from you), using the "3-foot" rule, making out your 'Project 100' and hounding your family and friends, etc.

By the way, if you've ever had the 'pleasure' of cold-calling leads, you know how utterly brutal it is... you end up with a big ole' lump in your stomach, a bruised ego, wasted time, tons of disconnected numbers, and pissed off, negative people that are tired of listening to high pressure salespeople.

If any of this sounds familiar, it should because it's the same ‘out dated’ stuff that is being drilled into 90% of the people who enter this business. It’s why most of them are continually struggling, and why many of them are out of the business, within a year.

But, I'm here to tell you that there are much better, easier ways to build your business, once you discover the little-known strategies to generate your own qualified prospects. And you can do it right in your local community and become the Trusted Advisor your friends, family and neighbors want to see.
 

So let me ask you... (And please be honest)

Are you totally confused about what REALLY works to generate leads and sales, and don't know who to believe anymore?

Are you still using ‘old-school’ prospecting techniques like cold-calling leads, and continually getting rejected?

Frustrated with 'replicated' systems that don't work the way your managers, trainers and marketing companies said they would?

Still buying overpriced leads with little or no results to show for all your money and hard work?

There’s no question that the ‘old fashioned ways’ of prospecting in the financial services industry are not working today for most agents. Most agents are still being taught the ‘old fashioned ways’ to work their warm market, cold calling, a purchased life insurance lead list, and expensive internet leads. Or, they are taking a significant cut in their commissions to get leads from your marketing company. To those of you who are still using these ‘out of date’ prospecting techniques… “It’s not your fault, someone sold you on it!”

Cold calling, using life insurance lead lists or using Internet leads and then doing a sales pitch over the phone just doesn’t cut it anymore. Most people are screening their calls, using their caller ID, and won’t even pick up the phone due to the tremendous amount of sales calls that they get from telemarketers about all sorts of junk. The so-called qualified lead that you paid for probably won’t even pickup the phone, let alone book an appointment with you.

The good news is there are better and more cost effective ways to get the qualified prospects you need and want. 

The most successful advisors are prospecting pros. Becoming a master prospector seems hard, but it is surprisingly simple if you know where to start. The key is to know who to target. Next, value every point of contact and touch point. Care about how your prospects see you through every form of correspondence. That way you always put your best foot forward.

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It’s Time For You To Become An Information Resource

Now, what if you were given the option to set yourself up as a point of valuable information, the go-to guy or gal where people get advice regularly about the financial problems people are facing? It almost sounds like a dream doesn’t it? It doesn’t have to be.

With information being one of the major shifts the business world has experienced, the information super-highway (the Internet) is one strategy to help to make your presence known in a much better, much quicker, and much cheaper way. If you're not on the internet, you're losing out big time! But if you are, your web site and e-mail address, which should appear in all your business literature, should be made available to everybody you come in contact with, even as part of your signature on any other form of correspondence. E-mail helps prospects to come forward in the privacy and convenience of their own homes or offices, and it also gives you a chance to respond to them immediately. It's truly a dynamic form of communication that, to this day, is still often overlooked.

If you haven't already, create a Web Site. Many people think that this is expensive, and it can be, if you want to actually sell on it. However, if you create a web site strictly as information-oriented resource identical to a book or newsletter, then it can be very affordable. Your homepage can be designed to advertise you, your company, and the products and services you offer. If you have a booklet or free report or personalized client newsletter you can provide access to it on your site. By having it available via the Internet, people can access your free information and print it themselves at home or at the office, without costing any money, time, or postage on your part.

However, don't make your booklet or free report available directly on your homepage. You’ll want to collect the names and email addresses of the people who want the free information, so you can contact them later. Have a special section of your web site that includes your booklet or free report, but it is only available to people who have a password. Or, once they sign-up for the report you can send them a link, so they can download it.

Once they read your booklet or report, they now have access to your super-useful information and feel part of an elite group of educated members. In essence, it's all part of a lead generating system, and you know what "system" stands for, don't you? It stands for... "Save YourSelf Time, Effort, and Money!"

And, now you can create your own free websites by pointing and clicking. Take a look at ‘LinkedIn’ or ‘FaceBook.’  Those are both point and click social websites.

Let’s take a step back and look at this for a second. Millions of people search the web for some answers to their problems. Their problem could be anything, literally. They may need a special tool, for their job and they need a price. Do they call a store, or do they go to Google and search for it? If you are looking for airline tickets, movie show times, or anything, where do you go! Well, why don’t you use the Internet to supercharge your business?

More and more individuals are turning their TV’s off, and are turning to the web. The reason is they are tired of being advertised to. Attracting qualified prospects is not just about… Sell, Sell, Sell. It is about providing valuable information and establishing yourself as the individual who does not have a sales pitch, but rather someone who is out there to help others with their financial problems. Whenever you search the web, do you pay for the information you want, or do you continue to search for as much free information as you can get.

How to Get Prospects to Find You

The way to get prospects to find you… Is through Attraction Marketing. In a nutshell, you establish yourself as a valuable point of information for people to go to. Whenever people go to you, seeking your information, they consider you as a form of advice. Now, lets say you have people that visit your website, and keep reading your content, they constantly re-visit when you post new content and finally you decide to inform them about a service that you offer and its benefits. What do you think the chances are of them listening to you compared to the person who calls them on the phone, who they know nothing about?

The reason why it works is because it is so simple. The more complicated you get in the financial services industry, the more chance of failure you have. If you get too complicated with your client, and use technical terms then you lose the deal. The same concept applies with your marketing. If you get too complicated with it, you lose the chance to meet one on one.

By applying what you have read in this article into your prospecting, you will generate qualified leads that are willing to listen to what you have to say. Attraction marketing will help you save a ton of money by avoiding the route of purchasing expensive leads or taking a cut in commissions.

You have just learned why the Internet is quickly becoming one of the best tools for marketing your services.

This is just another step to establishing yourself as the Trusted Advisor in your local community, to become the advisor people want to see.

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

P.S. Here is what just a few of the experienced agents, advisors and planners we work with have said about our personal coaching...

“Dear Lew and Jeremy, I want you to know that you are right on track with your advice and training methods. No one else even comes close. The techniques you’ve taught, when applied in the field, have produced great results for me in my business.” Harmon Pye III, RFC (23 years in business)

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

 “You guys are the most honest and truthful people I have met. From now on I will discard all the other so-called "systems" out there and just follow your system and ingrain it into me so that it becomes a part of who I am and what I represent..."helping people to live debt free and truly wealthy".
C.C. Koo, (7 years)

“Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!” 
Carol P. (1 year)

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

Are you staying in front of you clients, friends, family, neighbors and prospects, so when they need help you're the first one they think of and call? The best way to stay in front of them is with a personalized client newsletter! Note: You can get a free NON-personalized client newsletter in our Insurance Marketing and Sales Resource Center.

Judge Us By The Company We Keep

Many members of the International Association of Registered Financial Consults, like Jerry Royer, RFC and Nick Royer, RFC (father and son) are long-time members of the Insurance Pro Shop.

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)

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?) 

"Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! Bryan Grissum 

"I have combed through your website (the Insurance Marketing & Sales Resource Center™) and read almost every page and want to say thank you! The information has helped big time, my production is up 65% over last year already." Rick H.

“Awesome, Awesome Site… I’ve recently become a member on your site. Wow, this is something I’ve been looking for all of my agent life, power packed with everything an agent needs to be a professional in their industry. I really have my own university wherever I happen to be. It is no doubt the best site available for education on the Insurance Industry. Thank You.” Sally H.

"Will, thank you so much for adding the Trusted Advisor videos to the Private Member site. I have watched the videos several times so far. Please continue to add great videos like those to the Private Member site. Best, Ric" Ric Komarek, RFC

"If anybody wants to be a player in this business and really make money, they need to stop hopping from program to program and get involved with the Insurance Pro Shop to learn to be a true, trusted professional in this industry.​  Call Jeremy or Lew and let them change your practice and your life.
William Booser and Tim Counts, National Annuity and Life Sales

“Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis

Improve Your Attitude And Change Your World

Earl Nightingale - Directline 15

Do We Have Our Client Best Interest In First Place,
Or Have We Made Them Subordinate To Profits?

You Can Double and Triple Your Appointments and Sales, By Learning To Ask The Right Questions!

“Lew, I wanted to take a moment to write you and let you know how helpful your services have been to me. Part of why I am doing this is in an effort to help other people, like myself, that are looking for the tools to become the best in the business. Professional is the most over used word in the sales profession in my opinion. Many times when I have seen an example of a "professional" sales presentation it reeks with another slant of arm twisting, condescending, manipulative, or insincerity. I don't want any of that, I think more of myself than that. Your system is obviously completely different and it is genuinely professional. I am able to diagnosis my clients ills and make credible recommendations that they buy because of the legitimateness of the interview. I have clients, not customers, because of this. My clients are engaged in the process, so that they are able to obtain a greater level of satisfaction in what they are doing.”
John Neyland, LA

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

Keep Yourself Visible With FREE Advertising!

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

Coaching Corner

Make Referrals About THEM!
By Sandy Schussel

Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help.

“What are you afraid might happen if you talk to them about introducing you to the people they care about?” I asked her.

“Well, I don’t know…,” she began. “Maybe they’re going to think I’m needy and have to beg for clients. And they’re going to get all awkward and tell me they can’t think of anyone, because they’re not going to want to bother their friends. It’s happened to me before.”

“If you make it about you–about your need for clients, you’re probably right,” I explained, “Your need is about the ugliest thing you can show a client.”

“But if you make it about the people they care about, family, friends, people they work with,” I continued, “you’ll be less awkward, and they’ll be more receptive.”

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Referrals are how you grow your business.  Businesses that get referrals are easier to run, have an easier time getting new clients, keep the clients they have, and are more profitable.  

Referrals are an excellent way to grow virtually any professional practice or service business. In a practice like Anita’s, where the service is very personal, referrals are often the best way. Surveys in several industries show that most people would prefer to be introduced to a provider, rather than to respond to an ad or an internet search. And talking with your clients about introducing you to someone who might need your help gives them an opportunity to be a hero, to make a difference in the life of someone they care about.

So while referrals will definitely benefit you, they also benefit your clients and the people they refer you to. The solution is to stop asking for referrals, an act that may be awkward because it’s all about you, and start asking your clients to help the people they care about by introducing you to them. Ask yourself these questions:

1. Do I provide excellent service to my clients?

2. Do my clients have people in their lives who might need that service?

3. Do I deserve to be the one to help those people?

If the answer to all three of these questions is “yes”, start talking to your clients constantly about introducing you to the people in their lives who might need your help.

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