In This Issue... September 1, 2015

Feature Article - If You Want To Take Your Insurance Sales To The Highest Levels, Then You Must Stop Prospecting!

Improve your attitude - The Personal Commitment - Earl Nightingale

Become Their Trusted Advisor - Your Next Big Client May Be Hiding In Plain Sight

Coaches Corner - "Do You See How You Will Benefit By..."

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...

If You Want To Take Your Insurance Sales To The Highest Levels, Then You Must Stop Prospecting!

What’s the most important thing you can do, to grow your business, increase your sales, earn a larger income, be more profitable, work fewer hours, have more time to spend with your family and friends and enjoy life? Can you guess what it is? Is that your ultimate goal for your business?

Then, it's time you learned how to ‘Stop Prospecting?’ Yes, you heard me right. And, no I’m not crazy! And, yes you can do it!

Consider, what’s the most time consuming, tedious, stress producing and most expensive task in your insurance sales career? Think about it! Isn’t it prospecting? How much of your time is spent every week finding and attracting new prospects? How much money are you spending on generating or buying leads?

What if you didn’t have to spend all your time and money finding and attracting new people to your business?

What if you had a continuous flow of high quality prospects walking through your door every day! How much easier and profitable would your business be?

Isn’t that what we all dream of?  

Have you ever looked with envy at a Top Producer because he/she seems to have a never-ending flow of high quality people to see? Have you ever thought to yourself: ‘That producer is very lucky he/she has a circle of family and friends that just feeds him/her business?’ Or, ‘He/She is connected and doesn’t have to prospect?’ Or, ‘He/She just fell into a niche market loaded with lots of good people calling him/her.’ 

The truth is that all the Top Producers have learned how to ‘Stop Prospecting.’ Some of them were lucky and just stumbled on it by accident, while others have worked very hard to make it happen.  

So how do you ‘Stop Prospecting?’ 

You set up a system to… ‘Make Yourself Referable!’ 

Yes, that’s all there is to it. That’s the ultimate secret to success in this business… and every other business. Every one of the ‘Top Businesses’ and ‘Top Producers’ out there relies on referrals for a major portion of their new sales. 

And, believe it or not you can do it too. You just have to learn how to ‘Make Yourself Referable’… 
 

Remember, that it's the process of doing business with you that makes you referable. And, it is not going to happen unless and until your clients feel comfortable telling others about you. 

Here are several things you must do to make yourself referable. 

1. You must specialize. You must become the expert in ‘one area’ and become the respected ‘advisor’ people trust and want to see… What specific problem can you solve for people? How will they benefit from meeting with you? It’s giving your clients well researched and thought out advice!

2. You must keep your promises! I’m sure you’ve heard the saying… Under Promise and Over Deliver! Why would they recommend you if don’t return phone calls and keep your promises? It’s providing your clients with impeccable service!

3. You must stay in touch with your current clients… ‘Out of Sight, Out of Mind’ is a deadly mistake! Why would anyone refer their friends and relatives to you, if they never hear from you? It’s having consistent contact with your clients through annual reviews, monthly newsletters and free educational workshops.

4. You must express gratitude and appreciation in creative ways and build a business friendship! Dan Sullivan, The Strategic Coach for top producers, says that saying ‘please’ and ‘thank you’ are two important things to do toward getting more referrals from existing clients.

‘Making Yourself Referable’ boils down to building "TRUST" with your clients. Trust that you are working in their best interests. Trust that you know what you are talking about. Trust that you will follow though. Trust that you will be there when they need you most. Trust that you appreciate their business.

Consider, in most cases, the level of trust it takes to generate client referrals is even higher than it takes to get clients to buy from you.

If you want to grow your business, increase your sales, earn a larger income, be more profitable, work fewer hours, have more time to spend with your family and friends and enjoy life, then learn how to ‘Stop Prospecting’ and start ‘Making Yourself Referable!’

Note: In each one of our specialized systems, and as a member of our Insurance Marketing and Sales Resource Center™ you'll have complete access to our Dynamite Referred Lead System™.

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

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

NEW VIDEO!
A video on how to transition to talking to your client about disability insurance.

2015 Insurance Barometer Study
Perceived Expense Deters Two Thirds of Millennials and Gen X Consumers from Buying Life Insurance ARLINGTON, Va., and WINDSOR, Conn., April 14, 2015—Cost is the reason most Americans give for not owning life insurance, according to the 2015 Insurance Barometer Study, released today by LIMRA and nonprofit Life Happens. Yet, 80 percent of consumers misjudge the price for term life insurance, with Millennials overestimating the cost by 213%, and Gen Xers overestimating the cost by 119%. 

Scary Retirement Statistics
Insecurity on the job (or a complete absence of employment), low and frozen salaries, high expenses and unpredictable markets have thrown people into a tizzy over how they’re going to afford to retire, or how they might be able to cheat their retirement demons by continuing to work. We’ve pulled out 10 statistics from NAGDCA’s report that seem to us to rank pretty high on the nightmare list. 

Are you satisfied with the number of referrals you are getting from your clients, friends, family and businesses. Did you know there is a complete 'Referred Lead' section in the Insurance Marketing and Sales Resource Center™?

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

One of the bright and shining stars in our industry is Antonio M. Filippone as recognized by the International Association of Registered Financial Consultants. A dedicated church and family man, Antonio conducts free community service driven workshops at his local library and teaches adult education classes at the local community college. He is also invited to speak from time to time as a radio guest and for events like “Money Smart Week” sponsored by the Federal Reserve Bank of Chicago. 

"After being in this business for 10 years, I had moved to another state, bought a house, my wife was pregnant and I was struggling. I was incredibly scared because I just did not know how I was going to do it. So, I prayed and I cried and I prayed some more and I truly feel that God answered my prayers by helping me find a mentor. His name was Lew Nason and I stumbled upon him while searching the internet. Over the next few years he really helped me turn things around. In fact, within a year of meeting Lew I more than doubled my income and have doubled it again since. That would never have happened if I had not met Lew or attended the Insurance Pro Shop sessions." Antonio M. Filippone

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 Personal Commitment

By Earl Nightingale

Success Story

"Your kits really work and also your coaching series is the best in town. I recall a year ago I was struggling when I called and you worked me through the process and told me this is not a quick fix. I made it to MDRT this year and this is just my third year in the business. Once again thank you." 
Franklin Allakpo - NY - New York Life

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

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 or IMO!
 

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

Your Next Big Client May Be Hiding In Plain Sight!
By Paul M. Mallett

Anyone who has achieved relative success in a service business like ours understands the need to maintain a steady flow of qualified prospects. It’s vital. It’s the lifeblood of a successful practice.

As you might imagine, we spend a lot of time helping agents with just that. The prospecting options available to us are almost endless, and it’s very satisfying to help an agent create and execute a successful plan.

While comprehensive systems are quite effective and necessary in many cases, it’s important not to overlook a few simpler prospecting opportunities that might be right in front of you. Here are a few things to keep in mind as you search for your own low-hanging fruit:

• There’s a reason new agents and advisors are still using the time-tested strategy of sending introductory prospecting letters to friends and family. Done well, it still works.

• Always be prospecting. Look for opportunities to talk about what you do every day. Don’t beat people to death with it, just be ready with clear and concise explanation of what you do and follow it up with the Golden Question: “Do you know anyone that might benefit from my help?”

• A good share of the agents I know came to the profession after some time doing something else. I have met former military personnel, civil servants, teachers, truck drivers, you name it. Who knows the financial challenges of those specific groups better than someone who came from that world? Leverage that insider knowledge with your specific solutions to their specific problems.

• Formal networking groups are great, but informal can work just as well. Think of those people that currently provide services to you. Reciprocity is a beautiful thing. Have you spoken to your dry cleaner about what you do? Your landscaper? Painter? Tax preparer? Have you asked any of them the Golden Question? Have you thought about using policy delivery as a springboard to new business? Not only is it an opportunity to discover other potential needs with the same client, it’s also a chance for warm introductions to your client’s accountant, beneficiaries, named guardians, attorney and more. If you think this won’t work, think again. It can be a very effective source of referrals.

• Similarly, the application process can also be used to mine for new business. The next time you’re helping someone with an application, take a close look at the questions. How many do you see that could easily transition to questions about your client’s physician, tax preparer, family, neighbors, or business associates?

• Who do you know that you should have approached by now, but haven’t done so for one reason or another? Ponder this: If I told you that you had 24 hours to contact 10 legitimate prospects or you were going to prison for life, who would those 10 people be? Take a few minutes and create that list. You’ll be surprised how well this works. (Relax, as far as I know, you aren’t really going to prison.)

• How good are you about annual reviews with your clients? Beneficiary reviews? You would be amazed how many agents I have spoken with who admit they are terrible about this. These are people that already know and presumably trust you. What’s more, they usually appreciate the fact you are reaching out to them to keep things up to date.

Whether you decide to act on any of these ideas or a few of your own, the most important thing is to do something. Take action!

Your next big client may be out there, hiding in plain sight.

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.

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

"Do You See How You Will Benefit By..."

Instead of selling the benefits of your products and service to prospects, why not compel them to do the selling for you. You can easily accomplish this by converting your benefits into Benefit Questions! It's one of the basic sales techniques that most agents and advisors are missing. Asking question and getting them to tell you is a key to closing more and larger sales.

Here’s the way you do that:

Instead of saying, "By using cash value insurance you can pay off your home early and save thousands of dollars in interest payments."

Try this: "Do you see how using cash value insurance you can pay off your home early and save thousands of dollars in interest payments?"

Or you might say, "If you could pay off your home in 5 to 10 years, what would that mean to you?

Get the idea?

You can also convert benefits into questions with this language:

"Would it be important for you to be able to...?"

"Do you see the advantages of...?"

"Would it be of value for you to be able to...?"

Begin now to convert all of your features and benefits into questions and you will never have to sell again. Your prospects will do that for you.

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

The Ultimate Annuity Sales System

This Annuity Sales Excellence™ Tool Kit contains everything you need to be successful selling annuities, including our '5 Financial Challenges' PowerPoint presentation that you can use with individual clients or in workshops. This dynamic presentation  addresses the five biggest challenges for retirees, and how annuities can help them...

• Will we outlive our retirement savings?

• Will our retirement dollars keep pace with inflation?

• Will we need to pay for long-term care?

• Will there be anything left for loved ones?

• Will taxation on social security erode our income?

• Plus, How To Reap The Upside of The Market, While Minimizing The Downside Risk

Plus, you will receive a complete step-by-step booklet system to help get prospects to see you as the expert and their savior, so they will want to meet with you. Includes 3 proven information booklets.

"Survival In A Volatile Market" 
Addresses the problems of what to do about preventing losses, or recouping
losses from the stock market. Sells fixed, indexed or variable annuities!

"Retirees Guide To A Worry Free Retirement" 
Addresses the senior’s concerns about 'Outliving Their Income!' 
Sells the annuity ‘Split Funding’ concept. 

"10 Secrets Your Banker Doesn’t Want You To Know" 
Quickly help your clients to understand the advantages of turning CDs into Annuities.

And, we have simple sales presentations based on those concepts to help you to consistently close more and much larger annuity sales. And that is just the beginning.
 

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