In This Issue... September 8, 2015

Feature Article - Your Ultimate Success Is Based Upon You Building High-Trust Client Relationships!

Improve your attitude - Our Circumstances Reflects Our True Beliefs!

Become Their Trusted Advisor - What Are You Doing To Get Known By The People In Your Local Community?

Coaches Corner - Choose to make time for you to better your practice!

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...

Your Ultimate Success Is Based Upon You Building High-Trust Client Relationships!

Dear ~Contact.FirstName~,

If you ask most financial professionals if they have great relationships with their clients, they'll say, "Yes, of course!"

However, if you ask them how they define a great client relationship, it gets a little fuzzy. Most of the time they will describe their client relationships more by how they feel, rather than by tangible evidence. "We have rapport." "I like them and they like me." "We have been doing business for many years, so we must have a good relationship." "They own three products I recommended."

Much like a good golf shot is more effectively measured by where the ball lands than by how the shot feels, great client relationships are better judged by proof, rather than by feelings. If you have ever hit a golf shot that felt really good, but the ball didn't go where you wanted it to go, then you know what I mean.

For the discriminating financial professional, with high standards, I offer the following five criteria for measuring great client relationships.

1. Do you know where all their money is? If you're still discovering assets months or even years into the client relationship, the client is sending you a message. Are you listening? I'm amazed by the number of financial professionals who do not believe prospects will tell them where all their money is in the first interview. Especially, because I know many financial professionals who consistently get clients to bring all their documents and fully disclose where all their assets are in the first interview. If they won't tell you where all the money is in the first meeting, when will they tell you? That's right, when they trust you. So, if you don't believe people will tell you where all their assets are in the first interview, then what you are really saying is that you don't know how to deliberately earn their trust. (Because if you had a strategy for deliberately earning their trust you would do that first thing in the first meeting, wouldn't you?)

2. Does your client do what you advise them to do with little - if any - convincing, persuading or selling? This is not because they are ignorant or irresponsible, but because they trust you. The old-school lessons we learned in typical sales training led us to believe that we had to make clever features-and-benefits presentations, be a master objection-handler and a smooth closer. But, have you noticed that when you are trusted, you don't need anything you learned in sales training? The harder you have to sell, the more you know that this person doesn't trust you enough to follow your advice. Great clients follow your advice without you selling.

3. Are your clients referring people to you? A good way to measure what your clients think of you is by how many of their family, friends and colleagues they introduce you to. You can make all the excuses in the world, but the truth is, if your clients really trust you and are impressed with your work, they will give you referrals - frequently unsolicited and always when you ask for them. Clients who trust you and are impressed with your work will do all of your prospecting and marketing for you.

4. Are your clients more influenced by you, than by all other outside sources? Clients who question your advice (or lack of it) based on what they read in magazines and newspapers, see on TV, hear on the radio, or input they get from friends and relatives are sending you a message. Are you listening? Clients who believe you are their trusted advisor are not swayed by outside influences.

5. Are your high-trust client relationships just as strong in a bad market as in a good one? Your high-trust client relationships don't expect you to predict the market, interest rates, world economics, or all the other things you both know you have no control over. No client is happy when performance isn't good, but your great clients don't blame you. Your relationship is based on helping them make smart financial choices and being their coach to consistently execute the sound financial fundamentals that lead to financial success.

Yes, it's true: your best client relationships have told the whole truth about where all their money is. They do what you tell them to do. They refer people to you without you asking! They are more influenced by you than anything or anybody else! They don't let events you cannot control diminish your working relationship. They sincerely value your advice and their relationship with you. This is the proof of great client relationships. Yes, these are high standards for measuring client relationships. Imagine what your life will be like when all your clients live up to them!

Don't be a salesperson, be a trusted advisor.

So, how do you become their trusted advisor and build high-trust client relationships? It starts by you constantly delivering a special message, in everything you do, of how you are helping people to solve their financial problems. Then it's about asking the right questions, during the fact-finding process, to help people recognize that you are there to help them, and not there just to make a sale.

________________________

FREE Download... How to ‘Close 9 Out Of 10’ Life Insurance Sales

"The Reason So Many Advisors Struggle In This Business, Isn't From A Lack Of Qualified Leads,
It Is From Their Inability To Turn Their Leads Into An Appointment, Let Alone A Sale."

Download this free report now, because you will be amazed at how quickly you can increase your
Life Insurance appointments, sales and commissions, by reading this detailed report.

__________________________
 

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

Have you been putting off sending a monthly, hard copy newsletter to everyone you know, because of the time involved, along with the cost of printing and the postage cost of hundreds of dollars each month?

Well, we have great news for you... Now there is a simple, low-cost way for you to stay in front of your clients, family, friends and prospects, so you become the 'Trusted Advisor' and 'Expert' that people want to see - and they will come to you.

After much experimentation, we have developed a professional, monthly e-newsletter that you can email to everyone you know... and unlike sending it as an attachment to your email - this newsletter will get read!

We will do it all for you... free personalization, with your picture, by-line, contact info and more. Then we will email it to you, so you can forward the e-newsletter to your entire data base for free.

Yes, it is that simple!

And, this e-newsletter will work with any email account you have... through consumer e-mails like Gmail, Yahoo, etc... or through a website using MS Outlook... or through a email service such as Mail Chimp.

Plus, we will even host each e-newsletter for you, on our special dedicated server, so you can share it easily on your favorite social media sites, or on your web site.

And, best of all we will do it for you, for only $89.95 per month.  Click Here For More Details

Isn't It Time For You To STOP Losing The Easy Sales ...From Your Clients & The People You Know?

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

2015 Facts about Retirement Decisions:
A timely data summary from the LIMRA Secure Retirement Institute to help our members plan, respond, and react… with insights about retirement consumers and their advisor relationships.

Tax Implications on Disability Insurance
A short powerpoint on the different tax situations of disability insurance.

Annuity Basics PPT
A powerpoint going over all of the specifics of annuities. 

_______

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™.

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

Our Circumstances Reflects Our True Beliefs

By Earl Nightingale

Success Story

"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. IPS empowered me with the tools and resources, and my younger cousin's life, family, and finances have been changed forever! God's blessing is on the guidance you teach and the wisdom you give. Thank You, Lew and Jeremy!"
Andrew L. Brown - IL

___________________

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)

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!

What Are You Doing To Get Known By The People In Your Local Community?

Would you agree that the more people know about you and the services you provide, the easy it will be to set appointments and close sales?

Would you also agree that it is much easier to become well known in a small community, verses a big city?

Now would you agree that the people in your local community have the same basic financial concerns as people across the country?

Have you set up a company website on Facebook, Twitter, etc.? (It Is Free) Are you letting your friends, family, clients and prospects know about your social media page? Do you post information and articles on your page, etc.? Are you offering free reports and a monthly e-newsletter to increase your credibility? Are you offering workshops or seminars?

Are you a member of a church or association? Do the members know about how you are helping people? Does your church or association have a website or a page on Facebook or Twitter? Are you a friend? Do you post information and articles to their site, etc.? Do they have a member's news section?

Are you a member of the Chamber of Commerce? Are you listed on their website? Are you offering workshops or seminars? Do you have your events listed on their calendar? Do they have a member's news section?

Does you town or local community have a website? Are you listed? Are you offering workshops or seminars? Do you have your events listed on their calendar? Do they have a member's news section?

Are you sending out a monthly newsletter or e-newsletter to everyone you know in your community and your neighbors?

Are you offering a free report in everything you do, so people in you community will begin to see you as an expert?

Are you offering an educational workshop or seminar for organizations in your local area?

Have you established any joint ventures with local business? Can you offer to advertize them in your newsletter, in return for them advertizing you? Can you get them to invite their clients to one of your events?

These are just a few of the ways you can dramatically grow your business.

Remember, you are running a business and you need to get known in your community, just like every other business, if you want to survive and prosper!

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

Coaching Corner

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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to take your career to the next level, then become a member. It's Free!

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