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Featured Article - The 8 Absolute Best Ways To Generate Life Insurance Leads!

Improve Your Attitude - Tony Robbins... The Power of Purpose

Become Their Trusted Advisor - How to use publicity to get known in your local market!

Coaches Corner - Move Your Own Damn Cheese!

Featured Life Insurance Sales Article

The 8 Absolute Best Ways To Generate Life Insurance Leads!

The vast majority of the agents and advisors who call us are looking for the quickest, most cost effective and best ways to generate a constant stream of the highest quality life insurance leads to make more sales. Many of these people have tried purchasing leads, preset appointments, using information booklets and free reports, client newsletters, direct mail, postcards, joint ventures, dinner seminars, educational workshops, asking for referrals, articles for the newspaper, press releases, being a guest on a local television or radio program, lead groups, etc., with little or no success.

The reason they are struggling with these life insurance lead generation methods isn't because they don't work. It's because they were never given or learned the little 'insider secrets' and 'tricks of the trade' to making these proven methods work. And, they didn't have a coach to guide them through the entire process!

Plus, they didn't follow through. They tried one method at a time. They were looking for one quick way to generate a consistent flow of life insurance leads, instead of learning how to combine 3, 4 or more of these proven life insurance lead generation methods into a complete life insurance marketing program that within 90 days will consistently put them in front of more of the right life insurance prospects in one month than most agents will see in an entire year.

What follows is a list of the 8 absolute best life insurance lead generation methods being used today, and the primary reasons why they aren't working for most agents, advisors and planners.

Important Note: Each of these proven life insurance lead generation methods are explained in great detail in our Life Insurance Marketing, Lead and Sales System.

Plus, we provide 3 months of real training and personal COACHING to make them work for you!

1. Referred lead programs
There is no question among the million-dollar producers that referred leads are the best prospects you can get. However, the majority of agents I talk to are frustrated with them and aren't using them. Why? The main reason most salespeople have trouble with referred leads is they haven't made themselves referable. They are selling a product instead of focusing on helping people. People are not going to refer their family, friends, relatives, or associates to just another salesperson. If you want people to give you a referral, then you must earn the right to receive it by providing ongoing service, following through on your promises, and establishing a relationship of credibility and trust. And, that is about really helping people to see, understand and then 'find the money' solve their problems!

Important Note: The ultimate goal of every agent, advisor and planner (or any other businessperson) should be to put their prospecting on automatic, as quickly as possible. You want to be spending 90 percent of your time in front of prospects, making sales. One of the best, easiest and most cost effective ways to accomplish this is by making yourself referable and setting up a referred lead system that constantly generates high quality prospects.

If you want a program to help you generate more referrals then check out our Dynamite Referred Lead System with our Special Offer!

2. Annual reviews
If you ask these same million-dollar producers where they get most of their new life insurance sales from each year, they'll tell you it's from annual reviews with their existing clients. Did you know that, according to LIMRA, the average person buys life insurance seven times throughout their life? And that's not counting the other sales you'll get, such as long term care insurance, disability insurance, annuities and investments. Working with, and coaching hundreds of agents each year, I'm shocked at how many agents are not doing annual reviews with their existing clients. Most agents are so focused and busy with bringing in new clients, they are totally neglecting their existing clients. And then they wonder why they aren't getting any calls from their existing clients or referrals.

Important Note: If you are one of the few agents who does offer your clients an annual review, and your clients are refusing your offer, is it because they view you as just another salesperson trying to make a sale, and not as a trusted advisor who is there to help them?

3. Educational workshops
One of the most overlooked and very best ways to find new prospects and introduce them to the services you provide is with a low cost educational workshop. Would you agree no one wants to meet one-on-one with a salesperson? The beauty of an educational workshop is that for the prospects, there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a salesperson. It's a non-threatening way for them to get to know you, see the type of work you do, and the help you can provide.

For you, the beauty of the educational workshop is that you can offer them in small groups (5-10 couples). They cost very little to hold, at generally less that $200 per event. And, because they are considered a public service, you can hold them almost anywhere -- in your local library, association rooms, conference rooms, etc. However, most agents have no idea how to get the right people to attend their workshop.

Important Note: To get the right prospect to your educational workshop  involves personally inviting the people you already know: friends, family, relatives, people you do business with, client referrals, joint venture referrals, people who have asked for your free information booklet, and more.

Additional Note: The agents using the workshop/seminar PowerPoint presentation in our Found Money Management™ Tool Kit, with a little coaching, are  consistently setting appointments with 70- 90% of their seminar audience, and those appointments are sticking.
 

4. Dinner seminars
While dinner seminars are somewhat expensive, ($4,500-$5,000 with the mailing and dinners) they are still one of the best and quickest ways to generate lots of new prospects each month. When done right, you can be in front of 50 or more high quality prospects in less than six weeks. Unfortunately, there are two critical mistakes that 90 percent of the agents make with dinner seminars. One is they try to go cheap on the restaurant and/or invitation. For example, they'll run an ad in their local newspaper to save money. The problem is, the newspaper goes to everyone, and not just to your best audience. So, you generally end up with a lot of the wrong people attending. To get the right people to attend your dinner seminar, you have to specifically invite them. You need to target your message to a specific group of people meeting the right criteria.

However, the biggest reason why advisors struggle with dinner seminars is they are only able to set appointments with 10 percent to 30 percent of their seminar audience. And, then half of those appointments are canceling or are no-shows. There are several reasons why this occurs, but the predominant reason is that the advisor is not getting their audience emotionally involved in the seminar. If the prospect does not see and understand how the information relates to their situation, and how they'll benefit by meeting with you, then why should they set an appointment?

Important Note: The agents using the workshop/seminar PowerPoint presentation in our Found Money Management™ Tool Kit, with a little coaching, are  consistently setting appointments with 70- 90% of their seminar audience, and those appointments are sticking.

5. Joint ventures
Joint venture marketing is the ultimate 'insider secret' to rapidly generating literally thousands of new life insurance prospects in your area and with the utmost credibility. Are you looking for a way to be in front of more prospects? Are you looking for ways to attract high quality prospects to you? Then, consider sharing your clients and prospects with other successful business people in return for them sharing their clients and prospects with you. When done right, with the right businesses, it can make your search for new and better prospects much easier. As you know, most businesses maintain lists of their best prospects and customers. They use those lists to send helpful information to them, to build positive relationships. Why? Because people prefer to do business with people they know and trust. If you are thinking "I've tried that before and it doesn't work", the reason it didn't work is because most agents are going about it all wrong.

Important Note: Most agents are just setting up a passive referral system where the business will refer people to them only if someone asks for information or a referral. To make a joint venture work, you must set up an active contact system that gets people to call you looking for help or information, or gets them to come to your free educational workshop. Your joint venture partners are not going to do this 'out of the goodness of their heart'. They'll want to know "What's In It For Me?" and you better be able to explain to them how they'll benefit!

6. Lead groups
A great way to get high quality leads is by joining or forming a lead exchange group with local business professionals that cater to your ideal prospects, and who have already built strong relationships with them. A lead exchange group is a formal group of successful business people who get together every week, or every two weeks for breakfast or lunch, for about an hour to exchange leads. At every meeting, two or three members give a 10-minute talk about what they do and who their ideal prospect would be. Then, someone might share an idea that is helping them to grow their business. They only allow one person from each industry into the group, so there is no competition. The main criteria is they must bring in leads each month for another member in order to remain in the group.

Important Note: Joining or forming a lead exchange group is a great opportunity to get known in your local community, and set up joint ventures.
 

7. Offering information booklets and free reports.
Another big mistake agents often make is they try to sell themselves directly in every communication they produce. And as a result, they generate large amounts of prospects that lead to little or no business. They end up dealing with a lot of people who are merely curious, but never serious. As we are now in the information age, giving away a free report or a free booklet is a great way to make your target market come to you. It's the "try-before-you-buy" approach. Done right, the people who come forward, have been indirectly screened and are qualified prospects for your products and services. You should be offering your free report, or a free booklet in everything you do (even on your business card)! The problem most agents have with this lead generation method, is they expect everyone who steps forward to buy right now. Unfortunately, people buy when they are ready to buy, not when you are ready to sell.

Important Note: To make this work you must keep in front of these prospects, so when they are ready to buy, you are the one they contact. And, you should be inviting them to your seminars and/or educational workshops.

If you want a proven information booklet system to help you generate life insurance sales then check out our Closely Guarded Secrets For Using Free Information Booklets To Get Prospects To Call You!

8. Monthly newsletters
It really surprises me that most insurance agents, financial advisors and financial planners are not in regular contact with their clients, family, friends and prospects. Out of sight, out of mind is a deadly mistake -- especially for anyone in life insurance sales. Life insurance sales are tough enough without you giving away the easy sales. Consider, every day, your friends, neighbors, relatives and even some of your clients are buying the same products and services you're selling. But, they're not buying them from you.

Why are these people going to your competition?

• Is it because they don't know you're in the business?

• Is it because they never hear from you?

• Maybe the agent just happened to call them at the right time?

• Or, maybe they called the agent with a question?

By sending a monthly newsletter to your friends, relatives, neighbors, clients and prospects, you are constantly reminding them of what you do (or in some cases, who you are) in a very non-threatening way. It's non-threatening, because there's no pressure to buy anything.
 

Important Note: Remember, the average person buys life insurance seven times during their lives. On top of that, many of them will buy DI, LTCI, annuities, IRAs, and other investments. When they are ready to make their next purchase, do you want them to buy it from the first agent who contacts them, or do you want them to buy from you?

If you want a proven newsletter program to help you generate life insurance sales then check out our Trusted Advisor Support Tools.

Final Note: The typical advisor using the Found Money Management™ Tool Kit, with our coaching, within a year, is working 40 hours or less per week and earning a net income (after expenses) of $150,000-$350,000 per year, because they have learned and applied the 'insider secrets' and 'tricks of the trade' of how to consistently attract a steady stream of their 'IDEAL' life insurance prospects to them!

And, their income keeps growing year after year, because they are out there really helping people and not just trying to make a quick life insurance sale!

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

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

Improve Your Attitude And Change Your World

Tony Robbins... The Power of Purpose

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

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

How to use publicity to get known in your local market!

How much easier would it be to attract people to you and set an appointment with them, if those prospects already know about you and respect you and the work that you do? If you would like that to happen, then seek free local publicity.

Here are few simple ideas you can use to gain publicity:

Be a regular guest on a local radio or television program.
Talk radio or television is a powerful strategic tool to get your message out to the general public, educating your whole community about what you do, and getting yourself known. It is one of the quickest, easiest, and least expensive ways to get known in your local community. People seem to think that radio and television talk shows are well-protected kingdoms that don't allow outsiders to penetrate their walls. That's a huge misconception. It's actually the opposite. Radio and television talk show hosts are struggling to fill the thousands of hours of broadcasting time they are responsible for. They want to give you free radio advertising, because it helps them out too. Note: You've got great information. You have an amazing product. You know that everyone listening will want what you're selling. Now, all you have to do is ask the radio producer or the talk show host to allow you to be a guest. (Before and after the show, don't forget to send out a press release)

Articles in local newspapers and association newsletters.
Get yourself published in every local media source. If you need ideas, you can rewrite articles from the Web. Be sure to include your byline and offer a free report, in everything you do. An article gives you much more credibility than running an ad for your services. And, it's free advertising. Remember to make reprints of the articles to send to your clients, friends, family, referrals and prospects.

Be a guest speaker for local associations and religious groups.
As financial expert, you have a lot of knowledge on how to help people to better manage their money. Many associations are looking for a qualified authority to share their knowledge with their members. Why not let them know you are available? (Again, don't forget to send out a press release before and after the event.)

Adult education classes.
How about offering an adult education financial class at the local high school or college?

Be active in community organizations.
Your local Lions Club, Rotary, Chamber of Commerce, Jaycees and many other organizations host civic events each year. Be an active leader in these events and write article about the event, with your byline.

Press releases.
Press releases are one of the most effective ways to drive potential clients to your Web site, newsletter, e-zine, conference or seminar. You can inform and educate prospects about the benefits of your financial services and reap major publicity with little cost, effort, time, or trouble. A press release is a one-page summary of the work you do. It provides the media with more information regarding why they should write an article about you or why they should have you as a guest on their program. It is imperative that the press release contains an interesting angle that makes you relevant to the media's current audience. Make certain that your press release is a news release and not an attempt to just get a free advertisement. Remember, especially if you are creating news, that your press release must be qualified on an information, news, educational, or entertainment basis. If possible, attempt to provide content of immediate interest and/or lasting practical value for your intended audience. Your excitement does not mean your subject is newsworthy. Respect the intelligence of your readers. Do not scream "buy me!" or gush with praise about how wonderful you are. Again, do not try to cheat or abuse this opportunity to communicate. Resist the temptation to give your sales pitch. You do not want media people to think of you as just another clown among financial advisors or insurance agents.

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

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

"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 - (8 years)

Coaching Corner

Move Your Own Damn Cheese!
By Paul Mallet

​A while back I had the opportunity to speak to a group of local business owners about the topic of change. I always enjoy these events for a couple of reasons. They’re obviously great prospecting and referral opportunities, but I also like hearing about other business owners’ challenges and offering up any advice I can.

I started by asking, “How many of you are really living the dream today?”

​“Not someone else’s dream. Not what others think you should be doing, but the life of your dreams.”

Some shook their heads no. Others looked around the room or stared at the floor. Only one raised her hand and said yes.

How would you answer that question? Are you living the dream?

If not, what are you doing about it? Has it always been that way, or have the winds of change taken all the fun out of our industry for you?

Who Moved My Cheese? is a #1 bestselling book, originally published in 1998, by Dr. Spencer Johnson. At the time, it was wildly popular and marketed as a “management fable.” For those of you that haven’t been in Lit class for a few years, a fable is a made-up story created to deliver a message.

Who Moved My Cheese? is a fable about dealing with change. It’s about two mice and two tiny people living in a big maze spending their days eating cheese. One day, they head to their regular cheese eating spot, and their cheese is gone.

This comes as quite a shock for them. The mice are pretty simple minded. They don't over think things. They don't allow fear and complacency to hold them back. They just shrug their little mouse shoulders, twitch their noses and head off to find new cheese. The tiny people are, well, they’re people.

They don’t know what to do. The more they think about their new situation, the more upset they get. They start feeling sorry for themselves. They start asking a lot of “Why me?” questions. They begin thinking they are owed their cheese. They consider taking action, but they don’t.

They’re comfortable with the status quo and don’t want to change. They’re also afraid to look for new cheese. What if something terrible is out there in the dark recesses of the maze? What if there’s a lot of work involved in finding new cheese? What if the cheese comes back while they’re gone?

So they do nothing, but whine and gripe. They just hang around and hope things get better.

However, more often than not, that's not the way change works, is it?

The key lessons of Who Moved My Cheese? are:

• Change happens.

• Learn to anticipate it.

• Adapt to it.

• Enjoy the change.

• Be ready to change again.

Now, I love all that, and I believe it all to be true. However, the story doesn’t go quite far enough for me.

Experience has taught me the key to happiness and success in life and business is not just about managing change. Managing change isn’t enough. I believe we should embrace change. I believe we should poke life with a stick! I believe we should go out of our way to create constructive change in our lives. Life is too short not to! It’s a precious gift.

You and I know better than the average mouse that life can be taken away from us at any moment. We are created with the expectation that we make the best of it. We are expected to leverage the gifts we have been given to fulfill our unique destiny. Anything short of that eventually leads to regret.

I’m sure you have all heard that the majority of people on their deathbed regret the things they didn’t do far more than things they did do. Not the dumb things they did. Not their mistakes. They regret the things they didn’t do! They regret they didn’t pursue their unique destiny.

Don’t make that mistake. Write your own story. Don't let anyone else do it. Don’t let fear determine it. Make your life an autobiography.

I’m willing to bet most of you have created change at least once in your lives. And I’ll bet things turned out just fine, didn’t they? It may have taken a couple of steps, but in the end you wound up in a better place. That’s cool. That’s what life is all about!

It’s about the relationships we develop and the amazing things we experience. It’s about fulfilling our own unique destiny and helping others fulfill theirs. For the most part, my life has been a blast. I have been very blessed, and things could have been very different. For me, it started with flipping pages in a college course catalog, closing my eyes, and pointing to choose my major. That’s a true story!

That simple action lead to a series of crazy, stupid-to-some, decisions in my life and career that led me to some of the most incredible experiences I could have ever imagined. All those great opportunities didn’t happen because I was so smart. Heck no! All those amazing things happened for me because I took action. I didn’t let fear and negativity hold me back. I wanted something better, and I did something about it.

Good things happened not because I adapted to or managed change, but because I created change.

I moved my own damn cheese!

So, I challenge you not to settle. Don't be complacent. Don’t be afraid. Shake things up. Poke life with a stick. Make your life an autobiography.

Move your own damn cheese.

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