In This Issue

Feature Article - If You Want To Grow Your Life Insurance and Annuity Sales, Then You Have To Constantly Make Changes!

Improve your attitude - Earl Nightingale - Directline 16 - Why Women Hate Men!

Become Their Trusted Advisor - You Can Stand Out In Your Community!

Coaches Corner - Maybe You're Just Not Passionate Enough...

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

If You Want To Grow Your Life Insurance and Annuity Sales, Then You Have To Constantly Make Changes!

Dear ~Contact.FirstName~,

How long have you been reading our weekly 'You Can Make The Difference' newsletter?

Have you liked what you've read?

Did you get some good ideas?

Have you applied any of those ideas?

How much have those ideas helped you?

What is keeping you from taking the next step?

Why are you waiting?

If you don't make some changes, where will you be 6 months from now?

We have experienced advisors who have been following us for years, who have finally taken the plunge and invested in one of our specialized life insurance or annuity systems, with coaching. And, invariably within a month or two they will call and tell us they wish they had invested in one of our systems and our coaching years ago.

I know it is hard to make changes, and decide to try something new!

Most people are naturally resistant to change. Even when making a change that will lead to positive growth, they will often respond in negative ways.

• They avoid it.

• They complain about it.

• They ignore it.

The problem is, that if you want to grow your life insurance and annuity sales, then you have to constantly make changes!
 

The first step to overcoming your resistance to change, is to alter how you think about change. Change is a fact of life. We’re all going to change. The good news is that, most of the time, we have a say in the type of change we’re going to engage in. This starts in the way we think about change.

Start by changing your thoughts. Instead of thinking, “I sure hope things will change,” think “The only way things will change for me is when I decide to make a change.” Or instead of thinking, “I don’t know why I am this way,” start thinking to yourself, “I am the way I am because that’s the way I choose to be.”

Think about it: What changes do you need to make in your thinking, or your behavior to move you one step closer to your goals? They don't have to be big changes. You can make a series of small changes over time. But, you must constantly make changes if you want to grow!

When are you going to make the changes you need to improve your sales?

Nothing is going to change until you do!
 

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™

Thank You
It is imperative that you maintain good relations with your clients. A simple rapport building technique? Thank them! Gratitude goes a long way!  While this article, was written for a car dealership, you can easily take its teachings and apply it to your own practice.

Great Headlines
How to write powerful, attention-grabbing headlines that pull in more prospects, more customers and more profits, NOW!

The Stretch IRA
A Stretch IRA isn't found in your company's rate manual. It isn't a product; instead, it is a financial planning concept designed to lengthen the period during which traditional IRA funds are allowed to remain under the umbrella of the IRA's tax deferral and avoid being distributed. Since this financial planning strategy works by reducing required minimum distributions (RMDs), it is appropriate only when the income that would be produced by the IRA isn't needed.

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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 as a member of the  Insurance Marketing and Sales Resource Center.

Judge Us By The Company We Keep

Long-time members of the 'Million Dollar Round Table' routinely attend our 'Trusted Advisor Success Training' and use our Specialized Systems.
Seen here are four MDRT members, Lewie Wood, Tony Brazeal, Roger Brown & William Larison... with legendary publicist Forest Wallace Cato and Lew Nason.

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 16

Why Women Hate Men!

New Agents Quick Start Program

Unlike the other systems being offered today, our New Agents Mortgage Insurance Tool Kit™ is a simple, affordable, proven Bread n' Butter Mortgage Life Insurance Lead and Sales Success System that easily produces $2,000 and much more of cash value life insurance commissions every week ...in as little as 30 days.  ($2,000 per week equals over $100,000 per year)

It’s easy, once you learn these ‘Cutting Edge’ mortgage life insurance marketing, prospecting and appointment setting strategies. Plus, receive personal guidance from a highly experienced team of coaches and mentors. No more chasing after people and begging for an appointment. Using these proven strategies you'll quickly become the advisor people want to see. And, you'll be in front of your IDEAL Mortgage Life Insurance Prospects everyday... even in this economy!

Our Mortgage Insurance Tool Kit™ IS NOT ABOUT YOU SELLING THE TRADITIONAL CHEAP  MORTGAGE TERM INSURANCE OR SIMPLIFIED ISSUE PRODUCTS.

"Our advice to everyone entering insurance sales would be to never stop learning and working for what you want. Nothing comes easy... ever! If you want something, you have to work for it. By working for it, I mean work on learning your craft and getting help from people who have actually done it."

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

You Can Stand Out In Your Community!

Most of the agents, advisors and planners we talk to are spending thousands of dollars each month on direct mail, ads in the newspaper, phone dialers, dinner seminars and/or internet leads.  Then they are complaining about their low response rates, low seminar attendance, difficulty setting appointments and trouble closing sales.

One of the reasons for their problems is they are not doing anything that makes them stand out from the crowd of all the other agents, advisors and planners.  They are not taking advantage of the huge opportunities to receive a $100,000 or more of 'Free Advertising' each year that would make their direct mail, newspaper ads, seminars, dialers and leads much more effective and extremely profitable.

How nice would it be if the people in your local community already knew about you, your credentials and the services you provide, before they see your ad, get your invitation, or get a phone call from you?  How much easier would it be to set appointments and close sales if these people believed you were the most recognized, respected, trusted and sought after financial advisor in their community?

Consider, your neighbor gets two invitations to a dinner seminar or educational workshop about "Living Debt Free and Truly Wealthy, In This Troubled Economy," which of the two events do you think they will attend?

Financial Advisor #1 - You send an invitation with your picture and with your long list of credentials, alphabet soup designations after your name.

Financial Advisor #2 - Your Competition sends an invitation with a picture of her/him receiving an award from their local state representative.  She/he also has a long list of credentials, alphabet soup designations after their name.  And, she/he includes endorsements from several national celebrities.

Plus, your neighbor has heard Financial Advisor #2 being interviewed on the local talk radio or television station, has seen her/his articles in the local magazines and newspapers, and heard from a friend that the advisor has recently been a guest speaker at their local association meeting.

Which of these two Financial Advisors' dinner seminars or workshops will your neighbor decide to attend?Who's more credible, and trustworthy to your neighbor?  Who's the bigger perceived authority?

As Forrest Wallace Cato will tell you, if you want to be interviewed on a local radio or television program, get your articles published in a local newspaper or magazine and be a guest speaker at a local association meeting, it starts by creating and sending your Press Kit to newspaper and magazine editors, radio and TV hosts, heads of associations, potential joint venture partners, etc.

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Your Press Kit Is Your Identity; Your Identity Is Your Destiny!
By Wally Cato

All celebrities have press kits, as does every Fortune 500 CEO, senator and congressman.  Anyone of importance has a press kit; you are important and should have your own press kit!  Your press kit presents the identity that positions you; your true identity becomes reality and is your destiny.

Do you want to be considered an important "name?"  If you are a highly successful financial planner, leading insurance agent or top financial advisor, you already have a press kit.  Outstanding leaders in any profession (with the possible exclusion of "hired killers") have long-used press kits.  You get the idea; either you are a "name" or you are not a "name."  If you are a "name" then you are "someone" who is recognized, established, known, and a leader!  Either you are important, or you are not very important!  If you do not have a press kit then you are announcing that you are not a "name," thus not important, not a leader, not a top producer, not well-known, not highly established, not recognized, etc.

At this point in your career and profession, you should be using a press kit and should understand its use and purpose.  Use your press kit to better market your services and improve your image while advancing your earnings.

If you want to see an example of a press kit, ask the most famous or successful life insurance and annuity producers for theirs.  Since your goal is to become more successful and assist many more clients, you should start your press kit immediately.  Your press kit is the same as a fact file, or information folder, or media record.

Explain What is Unique and Special About You!
Your press kit works for you.  The leaders who compete with you all have Press Kits working for them, and know how to use their press kits.

You "stuff," or "insert," items into your press kit according to what you are going to use your press kit for, such as how you desire to be positioned to the person (s) receiving it.  Your press kit should contain any items that convey your desired destiny, status, prestige, image, accomplishments, anything positive and impressive about you and your work!  It should reveal what is unique and special about you, because it is both your identity and your destiny!

Cato's Ten Items Your Press Kit Should Contain

• Your black and white and/or color photo (s). Size 5x7 is most often used.

• Your lengthy biographical sketch. This contains "everything" about you but should not include "puffery," lies, embellished, misleading data, or exaggeration. This should include all your designations and degrees.

• Your short bio-sketch (a condensed version) limited only to the most important credits you have.

• A copy of your speaker's introduction used by those who introduce you when you are about to appear at a speaker's podium. This also implies that you are frequently introduced to audiences. When you are introduced have the person doing the honors read your introduction copy several times in advance. How many unprepared people have you seen who presented someone by stumbling through their introduction?

• Copies of any print media exposures you have received, especially a cover of a magazine or large-space feature articles.  These reprint "inserts" separate the men from the boys, and are considered important "proof" that make important decisions click in your favor.

• Print proof of anything else that is impressive or enhances your credibility, such as proclamations, awards, honors, recognition certificates, endorsements from celebrities, etc.

• A list of your memberships and the leadership positions you hold or have held.

• Letters of recommendation or letters of praise from satisfied clients. 

• Include an audio, video, CD or DVD of you in action.

• Your business card.

Note: Of course, you should have your name, address, slogan, and various contact numbers, on all, or most, of the pieces in your press kit.

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

Coaching Corner

Maybe You're Just Not Passionate Enough...

Pat, the top financial advisor in his company, has a simple formula for success.

"Show up and talk about it with passion," he tells new advisors. "Listen and try to turn every conversation into an opportunity."

Every time I look at a professional or sales person who is successful, I see the same thing: Someone who is passionate about what he or she does and lets people know it. People want to follow people who are passionate.

If you're not passionate about what you do or what you offer, maybe it's time to reconsider your career.

If you're passionate and have been afraid to show it, remember what Zig Ziglar said:

"For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough."

If your light is shining brightly, people will follow you when you ask them to come along.

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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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