Featured Article - Fact-finding is the heart of the sales process!

Improve Your Attitude - The Power Of Gratitude!

Become Their Trusted Advisor - The most expensive mistake of your career!

Coaches Corner - Ask These Questions For Every Challenge

An Important Message From Jeremy

Dear ~Contact.FirstName~,

"The more you sweat in training, the less you'll bleed in battle. Too many salespeople are not only bleeding in the "battle" to sell their customers, they're hemorrhaging. Refine your skills in private and you'll have more victories in public. There are no shortcuts. Training is not glamorous or overly exciting. It doesn't work overnight. But it does work. Choose the "pain" of daily training and skill development or the "pain" of losing more deals. Pick one or the other. There is no third choice." - By Dave Anderson, author of "Selling Above The Crowd".

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!
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Featured Article

Fact-finding is the heart of the sales process!

What most agents and advisors are missing is that... Fact-finding is the heart of the sales process! It's the "discovery" phase where you're actually exploring your client's financial situation, to help them (and you) to discover what it is that they really need and want.

Let's face it, in today's hectic society, most people are so busy with their lives that by getting them to sit, stop, and think about their present and future financial situation; you're actually helping them to discover the highly important financial matters in their lives that they haven't thought about before. When this happens, you've made a client and a friend for life (that will usually gladly refer you to everyone in their address book).

When a prospect has the light bulb go off over their heads, sits up straight and acts like they have a new mission in life, and says anything like, "Wow I never thought about that before." "Now I get it!" - then they're now a client that's up for anything you suggest, and the hardest part of your job is over.

The only way to get to this point, is to practice asking questions a million times until you can ask the same boring questions over and over again, like you're their best and only friend that really cares about their future happiness. This isn't hype, try it and you will see. It's only a matter of time, hard work, and practice on your part (assuming that you do care about your clients).

So every agent and advisor should make a major investment in becoming a fact-finding (and rapport-building) discovery expert. You'll never reach the level of success you are dreaming about without doing this hard work first.
 

Consider, if you were a investor, and you met with two financial advisors, whom would you rather do business with? Advisor one who asks a few random questions here and there about what you have, and then makes a quick recommendation. Or, advisor two who asks a lot of questions about what you have and what you want, is listening to you, and takes lots of notes. Then takes all of the information, analyzes your situation and comes back with his/her best recommendations.

The reason most advisors are struggling to make sales is an the absolute failure to ask disturbing questions, to 'Discover' what the client really needs and wants. (Fact-find)

They are making important decisions for their clients based on inadequate and/or insufficient information.

They are developing and recommending plans that don't really fit their clients' situation and objectives.

They are making unsuitable investment recommendations brought on by improperly determining their investment risk tolerance.

They are failing to take the client's total picture into account when making their recommendations (i.e. ignoring the 401(k)s, TSAs, and other investments because the advisor can't make money from giving advice about it).

The bottom line is that most agents are recommending a plan of action that is either out of balance or is unsuitable.

The end result is the client...

• Feels the advisor is just out to sell them a product, because they didn't take the time to get to know them or their situation well enough.

• Feels the advisor doesn't care, because they never asked the most important (subjective) questions.

• Feels the advisor doesn't know what they're doing, because details the client thinks are important are left out of discussions.

The result of these problems is usually a short-term transactional relationship that didn't benefit anyone.

Unfortunately, this also won't produce any referrals, which you need to grow your business.

In order to get referrals, clients must like you, trust you, and respect you as a professional.

Want to become a master of the discovery process, and dramatically increase your sales, then please visit https://www.insuranceproshop.com/insurance-sales-skills-training/.
 

Jeremy 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)

Double & Triple Your Appointments & Sales, In The Next 30 Days Guarranteed, Or Get All Your Money Back!

"Allstate has spent a ton of money on similar programs,
but in my humble opinion, what you offer is much better."

"Lew, I recently purchased your Advanced Fact-Finding Video... I have been on two interviews so far and used the methods you described. It was surprising how the folks opened-up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were before they were asked to buy anything. In both cases the customer actually told me what they were going to buy... By the way, I am going to recommend that you contact Allstate's Financial Specialist Manger, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name."
Robert Dupuis, Allstate Agency Owner, TX  (5 Years)

Improve Your Attitude And Change Your World

The Power Of Gratitude

No matter your season in life or the challenges you face, understanding the power of gratitude can change your life forever! Don’t stop for the rain…just dance! Watch Now

A basic truth in life is attitude is everything. We get to choose ours and we get to choose to start our day over anytime we choose.

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

Here is a typical response we get from members...
"I thank God for Lew's vision, and how he has groomed his son's for a family legacy. The Insurance
Pro Shop (IPS) is a game changer for anyone who wants to do this business correctly, and help
 families achieve their financial goals and dreams. God's blessing is on the guidance you
teach and the wisdom you give. Thank You, Lew and Jeremy!"
Andrew L. Brown, MBA - IL (12 years)

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

The most expensive mistake of your career!

Why is it that most insurance agents, financial advisors, and financial planners will spend huge amounts of their time and thousands of their hard earned dollars on learning about a hot new sales idea or a hot new product, buying and learning the latest software, or earning the latest industry designation? But, when it comes to learning and mastering the most critical success functions of their business that will that will make their career a whole lot easier, more fun, and extremely profitable... they can't seem to find the time or the money?

If having the latest and best sales ideas, products, software and designations were the actual keys to success in this industry, then why are 90 percent of the people who spend their time and money on those things still struggling to make a decent income?

Do you want to do more than survive in this industry?

Do you want to be earning a significant six-figure income and be enjoying your career?

Then isn't it time for you to learn and master the most critical keys to success in this industry?

What is the most critical key for success in the financial services industry?

Isn't it the ability to identify, attract and set appointments with the right prospects?

How much easier and profitable would your business be if you could identify and attract a consistent flow of the right qualified prospects... right in your local community?

What if you could deliver a special message of how you are helping people, that would attract the people that you have the best chance of making a client?

How much easier is it to get known in a small community vs. a large city?

How much more effective would your sales letters, invitations and ads be if they were seen by the people who already know you, or at least have heard of you?

Consider, if you focus on getting known in your community and then identifying and attracting the right prospects... it's much easier to set appointments, close sales, and make larger sales.

Plus, when you're working with the right prospects, you'll have fewer cancelled appointments, fewer not-taken policies, fewer declined applications, fewer lapsed policies, etc.

And, that will only happen when you take the time to learn all you can about marketing your products and services.

Simply stated, marketing is everything you do to place your product or service in the minds of potential customers. It includes advertising, public relations, image branding, and distribution. It's getting the right message to the right people, at the right time.

You might think of marketing this way: If sales is all about people and money and the art of persuading one to part from the other, then marketing is all about finding and attracting the right people to persuade.

Author and humorist S.H. Simmons relates this anecdote: "If a young man tells his date she's intelligent, looks lovely, and is a great conversationalist, he's saying the right things to the right person, and that's marketing. If the young man tells his date how handsome, smart and successful he is, that's advertising. If someone else tells the young woman how handsome, smart and successful her date is, that's public relations."

In our Trusted Advisor Success Program™ you will find a complete step-by-step  marketing plan, with all the tools and one-on-one coaching you need to guarantee your success.

Think About It... How much quicker and better could learn to play golf if you had Jack Nicklaus or Arnold Palmer there to personally coach you?

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

 $124.95 Per Month / You'll Save $35.00 Per Month

$89.95 per month...
No Long Term Commitment, You Can Cancel At Anytime!

_______________

Coaching Corner

Ask These Questions For Every Challenge

Coaches like to point out that there are no problems… just challenges. But, no matter what you call them, if you’re out there working for a living, you’ve got them.

I can’t get enough good paying clients to support my family.

I’ve got clients, I just can’t get them to pay me.

I can’t get the job I really want.

I can’t figure out what I want.

These are… well… challenges. And they have us struggling to solve them. If you’ve been reading this e-letter, you know that I’m about the idea that you need to stop struggling. How about a structured approach?

Every time you come up against a challenge, stop and ask yourself three questions:

1. What can I do to solve this problem?

2. Who can help me solve it?

3. What can I learn to help myself?

Steve is a personal injury attorney in Michigan whose practice seemed to have slowed down. After years of making large sums of money and settling one case after another, his caseload is lighter than it has been in a long time. I instructed Steve to answer these three questions for me.

What can I do to solve the problem?

Steve’s first answer was, “I just don’t know.” But after some coaxing, he admitted that he could probably spend a little of his free time showing his gratitude to the attorneys, clients and others who have referred him cases. That was the first of many answers he has come up with over the past few weeks.

Who can help me solve it?

The first answer to this question came easily. Steve hired me to help him solve the problem. But one of my first questions in this capacity was, “Steve, who else can help you?”

After a session or two, Steve had a list of people he could ask for help: People to ask for referrals, and clients and others he could ask to spread the word that he was taking on more cases.

What can I learn to help myself?

I gave Steve a reading list of books that would help motivate him and direct his activity. After starting the first book, Michael Gerber’s E-Myth Revisited and my book, The High Diving Board , Steve called me all excited.

“Sandy,” he said, “I picked up three new clients this week and I’m reading Gerber’s story about the hotel and I get it!”

I would be happy to help any of you who would like reading recommendations for your particular circumstances. Contact me at sandy@brassringcoaching.com.

In the meantime, keep REACHING…

___________________

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