You Can Get Qualified Life Insurance Prospects To Call You?

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In This Issue... August 18, 2015 Feature Article - You Can Get Qualified Prospects To Call You? Improve your attitude - THE BOSS by Earl Nightingale Part 1 of 2 Become Their Trusted Advisor - 5 Tips For Cold Calling People In Your Local Community Coaches Corner - Provide Service Profoundly and Grow Rich _________________ 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 Producers Know That You Don't...
You Can Get Qualified Life Insurance Prospects To Call You? "Just Find Out What People Really Want Right Now, And Then Give It To Them" Dear ~Contact.FirstName~, Have you ever heard the story about two brothers who were each going to open a hamburger stand? It seems the two brothers were quite competitive, and so they had a bet on who could make the most money from their hamburger stand. The younger brother, George, told Ned that he could have any advantage he wanted for his own hamburger stand. Ned thought for a minute and said, "All right, I want the best hamburgers in town." "Fine," George said, "Your hamburgers will be better than mine. Now what other advantage would you like?" "I want the cleanest, nicest-looking restaurant in the entire state." "Fine," George said, "Your restaurant will be the best around. What other advantage would you like?" "I want the friendliest, best waitresses." "No problem. What other advantage do you want?" "I want the best location for my hamburger stand." "You got it- the best location is yours." By this time Ned was feeling a bit smug about winning their bet. After all, George had given him every advantage he wanted, so there was no way he could lose. So when George said, "I would like to have one thing for my hamburger stand, though..." Ned gladly obliged: "Anything else you want, you got it." George couldn’t help but smile: "The only thing I want for my hamburger stand is a starving crowd inside it!" And then he went on to win the bet by a landslide. So what’s that story got to do with selling insurance and financial services? Everything. Even if you're doing EVERYTHING else right in your insurance or financial services business, if you make the one mistake of not selling to a "starving crowd," you're going to struggle in this business. Let's look at an example outside of our industry. Why do you think doctors make so much money? It’s definitely NOT because they’re good salespeople or marketers - in fact, they’re some of the absolute worst around. Yet their waiting rooms are always full of people wanting to see them. Have you ever thought about what they’re doing that you’re not? They’re marketing to a starving crowd. If you’re sick, you’ll gladly wait all afternoon and pay whatever exorbitant fee your doctor charges. If you have a heart attack, you don’t negotiate fees with your doctor and you don’t postpone your date for open heart surgery because there was something else you’d rather do that day. No, you march right into the doctor, tell him to schedule you right away, and never even ask him what he charges to do the procedure. Why? At that point, you have an "immediate need" and you’ll do whatever it takes to get your problem fixed. To be a successful insurance agent or financial adviser you must find your own "starving crowd" and offer them whatever it takes to immediately satisfy their immediate hunger. Unfortunately, because insurance and financial services are at best a future need, it’s tough to find a "starving crowd" of prospects for your products. That’s why you need to turn the tables on your prospects and offer them services which satisfy their most pressing IMMEDIATE needs before you ever offer them insurance or financial products. This strategy quickly turns even your lukewarm prospects into a "starving crowd". Remember, everyone is totally self-absorbed and selfish. All people care about is themselves, and maybe their family. How about you? Do you care about me, or what I think... or are you reading our newsletter because of what YOU thought you could get out of it? Of course, you're no different from me, or anyone else. All we care about is ourselves. It's just human nature. So, when doing any marketing or advertising, there's one question that your prospects are going to ask, subconsciously, when they see your ads or whatever: "What's In It For Me?" This is a major point you have to understand. Yes, I know you've heard this all before, but this is so critical, so we need to repeat it over and over again until it is firmly implanted in everything you do. If your client newsletters, free booklets and reports, ads and letters you use answer this question, they will be moneymakers for you! If they talk about things that don't answer this question, they will not create responses! For example, talking about the fact that your company has top ratings does not answer this question. Talking about your credentials doesn't answer this question. Bragging about being the "best," or that you "care" doesn't answer this question. Or, how they can create their own family bank doesn't answer this question. And so on. But do you see how the following answers the question... How you can reap the upside potential of the stock market, without the downside risk! How to maximize your tax-free retirement income - with NO government limits on how much you can contribute right now. How to pay-off your home 5-10 years early, without taking any additional money out of your pockets. How you can Live Debt Free and Truly Wealthy! Keep this critical concept in mind whenever you consider any marketing attempt! Just like you, your prospects only want to know what's in it for them! Jeremy and Lew Nason Trainers, Coaches & Mentors 'The 9 Out Of 10 Guys' __________________ 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!
Updates For Our Member's Only Private Site Insurance Marketing and Sales Resource Center™
Endangered Theses In 1994, the now famous financial planner William Bengen developed what today is known as “the 4% rule.” Bengen gathered stock and bond performance data dating back to 1926 and modeled a hypothetical 50/50 portfolio using 51 different retirement scenarios with start dates beginning in 1926 and ending in 1976. The goal was to find the annual withdrawal rate at which a person would not deplete the entire portfolio over a 30-year period. In other words, he wanted to see what the sustainable withdrawal rate was over a 30-year retirement. He concluded that 4% (adjusted annually for inflation/deflation) would be a sustainable withdrawal rate for a typical 50/50 portfolio to last throughout a 30-year retirement. But things have changed... Suitability in Annuity Transactions Commissioners Thomas R. Sullivan (CT) and Adam Hamm (ND) chair and vice chair of the Life Insurance and Annuities (A) Committee, have developed the following Executive Summary to assist in uniform enforcement of the above referenced Model Regulation. This Executive Summary is intended to specifically address those questions which are likely to arise after the model regulation has been adopted. No provision of this Executive Summary is intended to supersede the language of the above referenced regulation. This goes over all of the thought processes, and everything you need to know about suitability. Turning Emotional Stress from Taxes to Sales I recently completed a tax reduction workshop. Talk about emotional attendees. I could barely control the crowd as they began to realize just how difficult and dangerous their retirements can be with taxes at their present levels. Oddly, when the seminar was over, none of the attendees wanted to leave. They preferred to share with me their own tax disaster stories and asked me for more detailed information about preventing further tax crises. Normally it is my experience that seminar attendees run for the door to avoid the “coming to the office appointment” close. What a refreshing difference. ________________ Are you satisfied with the number of appointments you are setting from your leads and the people you talk to? What if there was a simple inexpensive way to increase your sales appointments? Did you know the is a complete section in the Insurance Marketing and Sales Resource Center on appointment setting, with complete appointment scripts... including how to overcome objections? Did you know that the best way to stay in front of your clients, friends, family, neighbors and prospects is with a monthly personalized client newsletter? Note: You can get a free monthly NON-personalized client newsletter as a member of the Insurance Marketing and Sales Resource Center.
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)
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?)

Improve Your Attitude And Change Your World
THE BOSS by Earl Nightingale Part 1 of 2 6.26 minutes
New Agents Quick Start Program
We Even Offer Affordable Payment Plans To Get You Going Today! Order today and we will immediately send you this proven How To Close 9 Out of 10 video system for an investment of only $98.00 a month for six months! This is the in-depth annuity and life insurance appointment setting, fact-finding and sales training, with personal coaching and mentoring that you expected, but didn't get from your Company, IMO or FMO! *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. "Lew & Jeremy - First off, I wanted to say THANK YOU. I am just at the tip of the iceberg of potential and have a lot of bad habits to 'wash out' and work on new good habits everyday. I have been following IPS for years and have bought a few of your systems over that time. Things really didn't click, or I ignored your wisdom, most likely the latter, but as financial professionals we owe it to our clients and ourselves to become that - professionals. I believe EVERYONE should buy your fact finding DVD's at a minimum. This is the foundation for working with a potential client, asking questions in order to get them to realize they have problems (some that they may not know about previously), understand those problems simply and how you can help their problems with simple solutions without discussing product. I now know when I exit my initial meeting if I did a good job of asking questions and getting the potential client to buy into concepts. If I didn't do a good job, I know what I need to work on as well. Just by getting down to the fundamentals, I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds. This is not even discussing the other appointments I have set in the next two weeks. I have been recommending you to other agents I know who are having similar issues. Thanks Lew and Jeremy! You guys are great! *Mike Spence, President of Wealth Building Methods, LLC* - MN**
How To Become The Most 'Trusted Advisor' In Your Local Community!
5 Tips For Cold Calling People In Your Local Community 1. Your neighbors and local prospects don't know they need you until you tell them why. If people aren't already using or seeking a service like yours, it can be difficult to get their attention long enough to explain how you can help them with their finances. Communicating tangible benefits, or a great idea, in a cold call is very difficult. If you want to set an appointment, then you'll want to ask question to help people see they have a problem... "If people don't see they have a problem and how you can help them solve their problem, then why should they waste their time meeting with you?" 2. Calls are typically more successful when they are part of an ongoing contact campaign. When you contact your prospects multiple times by sending mail, email or a social media message and then follow-up with a phone call, you can communicate a variety of messages using more than one medium. This increases the likelihood that at least one of your messages will provoke a positive response. 3. When prospects have never heard of you before, they are often reluctant to grant you even a few minutes of their time. You can get more people to take your calls when you can claim some sort of connection between you, for example: "You requested our free report," "I sent you a letter last week," "Your friend Sam Jones suggested I give you a call," "We belong to the same association," "We are neighbors, I live on," "We went to the same school," or "I read the recent article about you." 4. The first impression you make when calling a prospect can determine their willingness to speak with you. If you are awkward or sound uneasy, your call will generally go nowhere. It's true that you may get better at calling with practice. But, if you dislike making these calls in the first place, you will discover that your marketing is much more productive when you use approaches you find more comfortable... Such as offering free booklets and reports, sending monthly newsletters, or offering free educational workshops. 5. Surprisingly, many insurance professionals find it easier to call strangers than to talk business with friends and colleagues. It seems it's easier to face rejection from people they don't know than to risk being turned down by an acquaintance. But, warm calls are always a surer bet than cold calls. Be sure to take advantage of all your existing contacts before resorting to contacting strangers. There are easy, non-threatening ways to get the people you know to contact you... client newsletters, free booklets and reports, and letters. Perhaps the best rule for any insurance professional to adopt about cold calling is not "don't ever do it" but rather "don't ever rely on it." Most successful cold callers combine their calling with other sales and marketing techniques that help them improve their name recognition, referral base, personal network, and market positioning -- all factors that can increase cold calling success. And in most cases, those other techniques will net you better results if you just focus on using them instead... and forget about cold calls. Note: If you are thinking you don't have the time right now to implement these techniques, then what's the chance of you finding the time in the future? Taking a little time right now can make your career a lot easier and much more profitable. Jeremy and Lew Nason Trainers, Coaches & Mentors 'The 9 Out Of 10 Guys'
New Agents Quick Start Program
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. ...With 3 Months of One-on-One Coaching (not group coaching) You'll receive ‘One-on-One’ Live Personal Coaching and Support Each Month, For 3 Months to help you fine-tune your sales process and sales presentations! We Even Offer Affordable Payment Plans To Get You Going Today! You can get off to a quick start and be earning $2,000 or much more per week for an investment of only $99.00 a month for six months. Order today and we will immediately send you this proven *New Agents Mortgage Insurance Tool Kit™*
Coaching Corner
Provide Service Profoundly and Grow Rich By Sandy Schussel My friend and colleague, coach and author Steve Chandler, wrote this earlier this year: "Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an early age. So they want a course called 'Manipulate and Grow Rich,' or 'Network and Grow Rich,' or 'Win People Over and Grow Rich.' They see companies like Apple, Amazon, Nordstrom, Whole Foods, Southwest Airlines and Google, and they think, 'I need a big, clever idea like that!' or 'I need diabolically opportunistic branding and positioning!' When that doesn't work, then they think it's time to suck up to powerful people, polish some apples and lick some boots! Why? Because it's who you know that makes you rich! Yet all the while, there is a spirit that runs through all radical wealth creation...and we'll keep it simple by calling it service. All the individuals and companies I have worked with in the past 30 years revealed to me this underlying truth: Wealth comes from profound service." If you’re working on a business plan, make sure it includes serving your clients profoundly. To get specific, here are a few tips from me and Steve. Stop pleasing and start serving. As children, we are conditioned to please. “Were you a good girl today?” Daddy asked, and what he meant was: Were you sweet, passive, obedient and not too vocal about your opinions? Never did we hear him ask: “Were you bold and powerful?” or “Were you courageous?” Adults were the people with the money and power. If we pleased them, we’d get that ice cream or that allowance. As a result, too many of us learned to default to pleasing. We want our clients to think we’ve been good, so if we think there will be resistance to what we believe serves them best, we choose what will please them instead of what we believe they should do or have. If we served instead of pleasing, we would astonish our clients, instead of simply being “a nice guy." We would be making a real difference in another person's life. Create agreements, not expectations. We become anxious because a client or prospect hasn’t done what we think they should have done. Expectations belong in the recycling bin, along with ideas like a “no” answer being a rejection. To fully serve and grow rich, you don't need those anymore. In fact, they will slow you down and give you a life of disappointment -- even causing nagging and persistent feelings of betrayal. If you want a client to do something, create an agreement. Agreements work because they are creative collaborations that honor both people. They are like a co-written song. Expectations, on the other hand, live and grow in us like cancer. Nothing good can come from them. Don't tell a client she’s wrong. Proving that your client’s or prospect’s view or understanding about the world is wrong -- no matter how ridiculous her opinion might be -- is not serving. Listen for the value in what she is saying before you respond. Recognize the merit, and acknowledge that you see it. Agree with the objection rather than trying to overcome it with a humiliating argument. Instead, agree with her and find a way to re-frame how she’s seeing it. “I understand that you don’t believe in life insurance, and if I saw it the way you've explained you do, I wouldn’t believe in it either. What I do believe in is making sure my family has money at the most critical time that I won't be able to help. If we didn’t call it ‘life insurance,' wouldn't that be something you’d want your family to have?” Decide to give profound service, and wealth of all kinds will follow! ______________
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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 each of 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 use 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 each of our proven systems and training at a fraction of the cost of everyone else. We Even Offer Affordable Payment Plans To Get You Going Today! You can get off to a quick start and take your sales to the next level for an investment of only $99.00 a month for twelve months. Order today and we will immediately send you the proven Annuity Sales Tool Kit or the proven Life Insurance sales Tool Kit! *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) This is the in-depth annuity & life insurance marketing, prospecting and sales training, with personal coaching and mentoring that you expected to get from your Company or IMO!**
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