Featured Article - How Much Experience Do You Really Have?

Improve Your Attitude - Napoleon Hill's Invisible Counselors Technique

Become Their Trusted Advisor - Significantly reduce your lead costs while increasing your sales!

Coaches Corner - It’s Not Your Grandpa’s Business Environment!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

You have to decide which way it will be for you! It all depends on how much time and effort you put into really learning about what it takes to succeed in this great career!

Here is a comment from a very successful financial planner...

"Thanks so much for all you are doing with your coaching and your systems. I purchased the Found Money Management™ (Advanced Life Insurance Sales) system a couple years ago, but like many of us, didn't get rolling on it until last fall. It was really a big mistake to put off starting in! I began to earnestly study your questioning techniques and began to apply them to my practice. I saw increasing results as I began to become more proficient and more confident. The first 3 months of this year have been more successful than most of my past "YEARS". My advice to all the other planners is to jump in, do the work, and the results will surely follow."
Rick White, RFC, FMM, BA - NC, (Over 28 years in Financial Services) 

IPS has been around long enough to understand that the two main keys to success are communication, and education. We have always prided ourselves on being known as the area’s “go-to” for industry knowledge. Being the leaders in insurance marketing and sales training we feel it is our responsibility to pass our knowledge along. Our Family offers a full array of 'proven marketing, lead generation and sales training' courses & classes. Those who have taken the time to increase their knowledge on the industry have found themselves more aware, better prepared, and their sales continuing to increase.

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

How Much Experience Do You Really Have?

Hopefully, there has been a time in your life where you have found something you really enjoyed. This could be a sport, a hobby, a new skill, your career, or maybe learning a new language. For me, the one that stands out the most is Ultimate Frisbee. I first threw a Frisbee with my older brothers (T.J. & Tony) when I was about 8 years old; I loved it. We would go outside for hours and hours of the day enjoying the fresh air, running and catching the disc. I must say, when we started, we were absolutely terrible. It took innumerable hours of practice to learn how to throw and catch the disc reliably. However we stuck with it and would keep practicing and playing for years.

Eventually, my brothers and I thought we had become "skilled". So, we taught our friends in the neighborhood to play. Now, us having a team and a competitive mindset, we thought we would take on some friends in our church that we knew played on a recreational Frisbee team. So we issued our challenge, played them, and were subsequently crushed. I think the final score was something like 7-2.

The problem was, my brothers and I were all self-taught. So, because we never had a true coach/teacher; we  never learned many of the throws they were using, or discovered our flaws. No one was there to critique and teach us a better way. While, we had years of experience, it was more of doing the same thing over and over again, and we were never exposed to the other opportunities. So we never picked up the best and most reliable techniques. In effect, we didn't have 4 years of experience, we had 1 year of experience 4 times over. The problem is that, like with all things, 'we didn't know what we didn't know!' Yes, we were skilled enough to play and make it by on our own, but in the competitive scene we were outshined by people who were well trained and coached.

You may be thinking, "Why are you telling me this?" It's simple, how is this any different from your insurance/financial services career? Does it make sense to go it on your own and trudge through it trying to learn the techniques that will lead you to success, or does it make more sense to be coached by someone who has already learned all the tricks and techniques. Someone who can show you things you don't know about or haven't thought of, and will help you to reach your full potential. The crucial part of outstanding success is learning from someone who truly knows your industry. Someone who has been doing it for 30+ years. Someone who has a proven track record of helping agents.

If you had a trainer and coach how much quicker could you grow your sales and income? How much better off would you be?

That is why we include 3 months of one-on-one personal training and coaching with each of our specialized sales systems.

Yours in success,
Alex Villa
Trainer & Coach
'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)

__________________

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Napoleon Hill's Invisible Counselors Technique

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)

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Life Insurance Lead Generation and Sales Tool Kit!

"Lew, I just wanted to take a moment and thank you for recommending the mortgage tool kit. It has definitely helped me increase my average case size from $600 annual premium to well over $2,000 annual premium per case. Also, prior to purchasing the tool kit, I was spending over $2,000 per month on leads. I am proud to say that I have not purchased a single lead in over two months and my production is still climbing. What a life changer. I cannot thank you enough. You're truly making a difference."  
David Trusler, MBA, IL, Trusler Financial Group, (6 years)

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

Significantly reduce your lead costs while increasing your sales!

With all of the bad news our clients are still seeing today, are you getting fewer and fewer responses (leads) from your current sales letters? Has the response rate dropped from your ads in the newspaper? Has the attendance to your dinner seminars gone down dramatically? Are you getting fewer referrals from your current clients? Are you having a harder time setting appointments from the few leads and referrals you do get? Are you closing less and smaller sales with the few people you are able to get in front of?

Ever since the recession hit in 2008, our phone has been ringing off the hook with calls from insurance agents, financial advisors, financial planners and investment brokers who are looking for more, or better ways to attract new prospects to them. Either that or they're calling us because they are contemplating getting into an entirely different market. Advisors tell us that the lead generation system they've used for years isn't working as well as it has in past years.

Are you having many of the same problems?

You have several choices if you want to increase your leads and your sales:

• You can spend a lot more money to generate the leads you need.

• You can send out more sales letters.

• You can run more ads in the newspaper.

• You can send out more invitations for your dinner seminars.

Or, you can... Spend your time and money learning an entirely new sales approach and pray things will be better in a new or related market.

How about instead you... Buckle down and become a better marketer and actually cut your lead generation costs, while increasing leads and your sales.

Contrary to what most people would like to believe, (or are being told) there are no quick or magic prospecting solutions to overcoming the abundance of problems we are currently experiencing in the insurance and financial services industries. No matter what you are being told, there isn't a terrific, low cost, incredibly simple sales, lead generation or marketing idea that is going to get people to beat a pathway to your door. And just throwing more money into your current lead generation program, doesn't mean it will solve your problem (even if you do have the money to do it).

The most effective option for you to increase your leads and sales is to become better at marketing! And, if done properly, you can actually significantly reduce your lead costs while attracting more prospects to you and closing more sales.

If you'd like to become a better marketer, it starts by understanding the following six fundamental marketing principles:

1. People prefer to work with, either people they already know and trust, or a referral from someone they know and trust. Most people do not readily trust strangers or someone they've never heard of. And why should they?

2. People buy for their reasons, not your reasons. People want to know how they'll benefit from working with you. People are looking for real help with their financial problems. They want an advisor, not a salesperson. And, remember, people don't buy what they need; they buy what they want.

3. Repeat business is more profitable than new business. Finding and attracting new prospects costs 5 - 10 times more money than getting your existing clients to buy more from you. The longer a person remains as your client, the more they are likely to buy more from you. You must pay special attention (keep in touch) to make sure that your new clients become repeat customers.

4. Some customers and prospects are more profitable than others. It is said that you get 80 percent of your business from 20 percent of your clients. You need to spend the time to analyze what the top 20 percent of your clients have in common with each other to determine how you can find and attract more people like them.

5. Differentiation is your key competitive advantage. You have to be able to help your clients and prospects to see and understand why they should buy from you instead of from your competition.

6. Perceived value is your key to increasing your profitability. You must define your target market carefully. Work on delivering high value services to that market and then keep telling your clients and prospects about it.

By properly applying the above six marketing principles, you can dramatically decrease your lead generation expenses in only a few months, while significantly increasing the amount of prospects you will attract to your business. Here are some ideas we routinely use to help agents, advisors, planners and brokers to grow their business:

If people prefer to work with either people they already know and trust, or a referral from someone they know and trust, then you must find ways to help them to get to know and trust you. One of the best and most cost efficient ways to accomplish this is to get attorneys, accountants, P&C agencies, civic organizations, churches, friends, relatives and clients to invite the people they know to a free educational workshop you are offering. Educational workshops are a great way to help people to get to know you, see the type of work you do and come to trust you. You don't have to provide anything but coffee, sodas and snacks. You can hold your event in a library, conference room, hotel meeting room or civic center. And, the total cost of the event will be less than $200.

Remember, people want to know how they'll benefit from working with you. People are looking for real help with their financial problems. Accordingly, the educational workshop should not be about you, your companies or your products. The topic of your workshop should somehow relate to improving their financial situation.

Also, remember repeat business is much more profitable than new business. So, don't forget to invite your existing clients to your education workshops. The cost of admission is to bring a friend.

And, because some clients and prospects are more profitable than others, you'll want to make sure you are inviting people that are most like your most profitable clients. Again, you need to spend the time to analyze what the top 20 percent of your clients have in common with each other and then invite people who most resemble those clients.

Define your competitive advantage. If you act like a salesperson, and are always pushing insurance and investment products, then you are a salesperson in the prospects mind. And, you are the same as every other insurance agent, financial advisor and financial planner out there. If you want to attract people to you, instead of them going to your competition, then you must clearly show people how you are different. And, how you are different is how you can help a specific group of people (your niche), to solve the specific financial problems they face (your specialty).

The key to increasing your profitability is getting people to respond to you. Once you have defined the specific group of people you want to work with (your niche), and you have determined the specific problems you want to solve for them (your specialty), then you must continually deliver that special message to those people in everything you do. You want people to see you, as the foremost expert in that area. Perception is reality.

That's why you need to be a guest speaker on a local radio or television show. Send out client newsletters every month. Offer a free report in all of your correspondence. Get your articles published in the local newspaper.

Plus, send out public service announcements to the local newspaper (about your upcoming free educational workshop); send out press releases (about the success of your free educational workshops); send your press kit to local civic, religious and business organizations to get speaking engagements.

The more people see and read about you, and begin to understand how you can help them, the more they'll respond to your offers.

Everything we are talking about here doesn't cost very money much to do. And it is all laid out 'step by step' in our specialized sales systems, with all the tools and training.

By learning and using these fundamental marketing principles, you will dramatically improve your current lead generation and sales results within just a few weeks. The more you help people to get to know you, the more they'll begin to trust you and want to meet with you. And soon, you'll be spending significantly less money on expensive direct mail, newspaper Ads, and dinner seminars. You'll be seeing more of the right people and be closing more sales and larger sales.

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

 You Can Become A Life Insurance Lead Generation Machine In The Next 90 Days... Guarranteed!

Coaching Corner

It’s Not Your Grandpa’s Business Environment!

As I often do in my workshops, I asked a group of young financial advisors recently to tell me what their biggest challenges were.

“That’s easy!” Paul, an advisor from Minnesota, called out, “It’s asking for referrals - I just don’t do it.”

I asked Paul his reasons for not at least having a conversation about being introduced, and he told me this story:

“My grandfather and my father have both always told me that if you do a good job, people will notice and will recommend you to others. It makes me feel awkward to actually bring the subject of referrals up in a conversation, because I feel like I’m doing something wrong.”

“Have you been doing a good job for your clients?” I asked Paul.

“Well, yes!” he responded emphatically.

“Have they been sending other people to you?” I asked.

“Well…not very many,” came the reply.

“Maybe it’s not your grandfather’s business environment,” I suggested. “And maybe you need a new story and a new approach that works today.”

A recent study by Charles Schwab concluded that 91% of our clients would be comfortable recommending us to others, but only 29% of them actually do. The reality of our busy world is that if you don’t focus your clients’ attention on this subject, they won’t think of it on their own. Approach the subject of referrals as a means of helping your client to help the people she cares about.

The story Paul was taught was that having an “introduction” conversation was wrong. Even if it was true in his father’s and grandfather’s day, it isn’t now - if you can have one in the right way.

Where are you getting your stories? Keep them fresh, and keep REACHING…

___________________

Sandy's PowerMinutes Coffee Break is going strong!

Every Tuesday, Sandy is hosting a live, 15-minute *cups of coaching* at 10 AM Eastern.

Get answers to your questions about prospecting, sales, marketing, time management,
practice management and more. Nothing is off limits! No registration required!

Just grab your brew and come to https://zoom.us/j/7120346888.

Or join us by Phone: (646) 558-8656 or (408) 638-0968, Meeting ID: 712-034-6888

Want more info?  Email issues?  Please, contact Sandy.

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