Featured Article - The Top 6 Ways To Generate High Quality Life Insurance Leads…

Improve Your Attitude - Napoleon Hill recalls the Wisdom of Andrew Carnegie

Become Their Trusted Advisor - Two Ideas On How To Form Joint Ventures with CPAs

Coaches Corner - Give ‘Em a Pickle!
 

An Important Message From Jeremy

Dear ~Contact.FirstName~,

The question isn't... Can we really help you to take you career to the next level?

The real question is... Are you willing to put the effort in for the next 3 months to make it happen?

"Opportunity is missed by most people because it is
dressed in overalls and looks like work."
Thomas A. Edison

Note: Since opening IPS in 1999, we have helped hundreds of new and experienced independent and career agents and advisors each year to quickly double and triple their incomes. The top producers we worked with last year, earned over $1,000,000 and many others who were earning $40,000-$60,000, now earn $150,000-$350,000 per year!

And, we can and will help you to double and triple your income... in the next 90 days!

Yours in success,
Jeremy Nason
 

Finally... the in-depth life insurance and annuity marketing, prospecting, appointment setting
and sales training, with all the tools and support that you were promised, wanted and expected,
but didn't get from your Company, IMO or FMO!

Want to take your income to the next level?
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

Featured Article

The Top 6 Ways To Generate High Quality Life Insurance Leads…
(Or Annuity Leads)

What the biggest concern most agents, advisor and planners have? Isn’t it, not having enough high quality life insurance leads every week?

Is that your biggest concern?

Have you tried buying mortgage leads, final expense leads and/or preset appointments?

Have you tried post cards and direct mail systems?

Have you tried dialers and fax blasting?

Have you tried running ads in your local newspaper or offering free reports?

Have you tried seminars with or without dinners?

Are you frustrated because none of these lead sources have provided you with a consistent flow of high quality leads that produced consistent sales?

If so, you are not alone!

The lack of good life insurance leads is the biggest complaint we get from advisors.

Why are most advisors struggling with the above lead sources?

Is it because:

• The leads aren’t consistently putting them in front of the right people for what they are offering?

• The leads are generally people who don't have any money?

• The lead systems don’t give them a good way to consistently turn those leads into appointments?

• The amount of leads they get is very inconsistent from week to week?

• The leads/systems are too expensive to use on a long-term basis?

• The leads are putting them in front of people who have never heard of them?

• They are traveling all over the place to see the leads?

Each of the above 9 commonly used leads sources are what the the majority of advisors are using today and it is why most of them are struggling to make a decent living. All the above lead sources are an adequate way for you to get started in this business. And, they can be used to provide a boost during the slow times. However, for long-term success, they are definitely NOT your best primary source of leads. And, they are NOT what Top Producers consistently use to generate consistent high quality business.

If I were forced to start over from scratch, offering something new, I wouldn’t use any of the above lead sources…

No matter what product I was offering, whether it was life insurance, investments, health insurance, P&C insurance, LTCI, DI, or annuities I would do some research and determine how I could best help the people in my local area. What’s the biggest problem I could solve for them? Even if it wasn't directly associated with the product I wanted to sell! Then, all my marketing would revolve around helping people to see and understand the problem. I would do everything I could do to position myself as the expert in solving that problem. Then...

Here Are The Top 6 Ways I Would Use To Generate High Quality Leads!

1. I would ask my friends and family for their help. Would they allow me to practice on them and give me an honest opinion/feedback of the service I am offering? (the problem I am solving)

2. I would invite everyone I know to a Free Educational Workshop. (not a dinner seminar) People feel better about coming to a workshop than meeting a salesperson face to face.

3. I would establish a Joint Venture with a local business that caters to my ideal prospects, and get them to endorse my services. Then, I would have them invite their clients to my workshop.

4. I would create or join a local lead exchange group.

5. I would ask everyone I know and meet for referrals.

6. I would send a monthly newsletter to everyone I know and meet. People buy when the ready to buy not when you’re ready to sell! So, if you want to sell them, you must be in front of them when they are ready to buy!

I would NOT rely on someone else for my leads. I’d take in control of my business and make sure:

• I’m consistently in front of the right people for what I’m offering!

• I have 4 lead generation systems working at all times that are generating a consistent flow of leads.

• I have a 'step by step' system to generate leads and then convert those leads into appointments!

• I have 4 low cost, effective lead generation systems going at all times!

• I am constantly in front of front of people who have heard of me, or are referred to me!

• I am doing it all in my local community!

These are the Top 6 ways we teach advisors to use, to consistently generate high quality leads... appointments and sales!

Do these 6 lead generation strategies work?

The answer is yes! Over the past 30 plus years, using these strategies, we’ve had an 80% success rate with new experienced advisors, verses the industry failure rate of 90%.

Everything you need is in our Specialized Sales Tool Kits, with our one-on-one coaching!

Lew Nason
Trainer, Coach & Mentor
'The 9 Out Of 10 Guy'

__________________

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)

__________________

We want to hear your thoughts, please drop us a 
comment on our blog or visit our Facebook!

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

Cross Purchase Buy/Sell Sample
This sample agreement has been prepared as a guide to assist attorneys.  It contains the basic provisions which are usually included in such agreements. Our publication, Buy-Sell Arrangements (A Guide for Professional Advisors) discusses some of the pertinent issues to consider in drafting such agreements.

Risk Control Indices In Index Annuities
10 reasons why you should consider using risk control indices.

Case 11 Julio & Margarita
Julio and Margarita are a family with the average worries.  During the fact-find the agent discovered they wanted to be able to retire at 65, they were wary of the stockmarket, and worried about what would happen if Julio were to pass away.

To see these and all updates from the last 3 months visit the Updates page!

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center™? If not, why not?

Remember... People buy when they are ready to buy, not when you are ready to sell. So, if you want them to call you when they are ready, then you must stay in front of them! Using a Personalized Monthly Client Newsletter is one of the very best ways to get people to call you.

Improve Your Attitude And Change Your World

Napoleon Hill recalls the Wisdom of Andrew Carnegie

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

Please take a minute & send it to... coach@insuranceproshop.com

___________________

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)

Become the Certified Trusted Advisor (CTA) people will beg to see.

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

Two Ideas On How To Form Joint Ventures with CPAs

Here’s a question that is commonly asked, and two great answers from our members. 

Question: Most of the CPAs in my area do not really want to work in a joint venture. I need people who work with businesses. Do you have any ideas how to get these people to work with me? Most say they hate insurance sales people. Even though I have demonstrated how they can offer their clients a comprehensive service by offering supplemental health insurance? (AFLAC Agent)

Answer #1: CPA's are a difficult group, but if you develop a relationship over time you will not be sorry. However, the key ingredient is time. This is not a quick fix.

Also, there are many, many businesses that thrive on serving other businesses. How about copy services, employment services, business consultants, and office machine sales people? Are you doing business with any companies that serve other companies? Why not start there?

Also, make sure you go to the sales letter section of the Insurance Marketing and Sales Resource Center™, or one the IPS specialized tool kits and read the endorsement letters. There is also a section that spells out Joint Venture Marketing and how to get started.

However, if you have any book of business what so ever, make sure you are working it hard before you go out and look for more people. Most of us are neglecting our book and are losing repeat sales and referral business from people who already like us. I know because I still have to work on it. But, whenever I do, I find that I am pleasantly surprised.

Answer #2: I agree that it takes time to develop a relationship with the CPA's. We have developed a 4-credit CPE seminar for them that teaches them some things that they have very little or no knowledge about. We even have had a few CPA's who have decided to get an insurance license so they can share commissions with us.

I have set a goal to buy breakfast for at least 4 CPA's a month to discuss how we can be of benefit to them and their clients and increase their revenues without any additional work. We provide client appreciation seminars for their clients.

For under $40.00 per month, I am getting some excellent lead sources and some additional prospective CPA's to call on. I invite the CPA to bring his associate to breakfast with him and we can both explain the advantages of our joint venture.

Many Thanks to Tony and James!

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

Are You Tired Of Buying Leads, Cold Calling And Playing The 'Numbers Game'...

Coaching Corner

Give ‘Em a Pickle!
By Sandy Schussel

In 1973, at the age of 46, Bob Farrell sold his 55-store ice cream business, Farrell’s Ice Cream Parlors, and became a motivational speaker. Some time before that date, he had received a letter from a customer who was very disappointed. She had asked for an extra pickle with her meal at one of his stores, and had been charged for it.

Farrell promptly sent the woman an apology and began teaching his staff to “Give ‘em the pickle!” Bob died last year at the age of 87 - but to the very last, the former ice cream king was talking about this principle.

Farrell defined “pickles” as those extra-special things you can do to make customers happy. In one business, it may be walking a customer over to an item she’s looking for rather than just pointing. In another, it may be a handwritten “thank you” note in every order shipped. The trick in any practice or service business is figuring out what the particular pickle is for your particular clients, and then to make sure they each get one as often as possible.

Farrell’s Pickle Principle contains four main concepts:

1. Service: Farrell said serving others must be your number one priority. You work in a noble profession–whatever profession it is–so be proud of what you do and where you work.

2. Attitude: Every day you get to choose your attitude. How you think about your clients is how you will treat them. “In a way, you’re in show business,” Farrell told his audience, “so play the part!”

3. Consistency: Clients return because they like what happened the last time. Set high service standards and live them every day. Tea on a silver platter twice - but not the third time - can rattle a client.

4. Teamwork: If you’re working with a team, commit to providing service through together. Look for ways to make each other look good while you’re serving your clients.

Always give your clients or customers a pickle, and keep REACHING…

___________________

       Insurance Sales Video System
 

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