In This Issue... September 15, 2015

Feature Article - There is a Hard Way, and there is an Easier Way to Sell Life Insurance!

Improve your attitude - Zig Ziglar Video: "How to Get What You Want"

Become Their Trusted Advisor - Will You Be the Person Your Prospects, Clients, Friends and Family Can Turn To and Rely Upon Over the Years?

Coaches Corner - Are You “Recommendation Worthy”?

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...

There is a Hard Way, and there is an Easier Way
to Sell Life Insurance!

Dear ~Contact.FirstName~,

There is a hard way to get started in life insurance sales and achieve long-term success. And, there is a much easier way to get started in life insurance sales and achieve long-term success. You will notice that I said much easier and not easy. If life insurance sales were easy we wouldn’t have an 85% agent failure rate in the first year, with the remaining agents struggling to survive 5 years and earning a mediocre income.

The hard way, which most agents choose, or are taught, is working with people who have never heard of them. Most agents think it is easier to either buy or take a cut in commissions, to get hundreds of life insurance leads each month. Or, that they can use a direct mail (or a newspaper product ad) program to contact 100,000 or more people each month, to find the few people who need life insurance and want to buy life insurance right now. Unfortunately, in most cases, the people who want to buy life insurance right now are the people with health problems, or they are shoppers looking for the cheapest life insurance products.

These agents will spend $25,000, $35,000 or more every year hoping to set 10-20 new appointments each week, to close 3-5 quick life insurance sales per week. The very best of these agents will end up working 60 or more hours per week, calling hundreds of life insurance leads each week to set 10-20 appointments, and then they will drive all over their county and state to earn a net income of $40,000 to $60,000 in their first year. While, almost everyone else (85%) just struggles along and eventually, gives up.

The vast majorities of these agents don’t have the time, and/or won't take the time, to learn that there is a better and much easier way. So, they continue to follow the crowd, doing the same things over and over again, getting the same results, and earning the same net income of $40,000 to $60,000 per year!

The much easier way to get started in life insurance sales and achieve long-term success is by working with people you already know, while learning how to get the people in your local community to know you and the services you provide, so you become the Trusted Advisor they want to see. It is about you contacting the people who need your products and/or services, and then helping them to understand the problems they are facing now and in the future, so they want to meet with you and take action right now!

These agents will spend $10,000 to $20,000 per year on monthly client newsletters, direct mail, and educational workshops, to connect with the people they already know. And because they are working with people they know, and are really helping people, they will only need to set 5 new appointments each week, to close 3-5 life insurance sales per week. Most of these agents will initially work 60 or more hours per week, studying their profession, contacting 10-25 people they know, to set 5 new appointments, and they will work with the people in their local community, to earn a net income of $70,000 to $100,000 in their first year.

Then, as they learn more, and are helping people more, they will start closing more and much larger life insurance sales, be getting lots of referrals, be working 40 hours or less per week... and be earning $150,000-$350,000 per year!

Now, which way makes more sense to you?

It is up to you. You can follow the crowd and do it the hard way, trying to find the few people who need life insurance and want to buy life insurance right now. And, you will spend more money on life insurance leads, call more people for an appointment, spend more time driving to and from appointments, and be closing smaller life insurance sales. And, only have a 15% chance of making it past the first year.

Or, you can do it the easier way, by working with the people you already know, while learning how to really help people, to get the people in your local community to see you as their Trusted Advisor. And, you will have an 80% chance of making it past the first year! Plus, have the opportunity to earn a significantly higher income.

Remember, Ben Feldman one of the most prolific life insurance salesmen of all time, made millions of dollars working in the small town of East Liverpool, Ohio.

Albert Gray, in 'The Common Denominator of Success' put it this way... "Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who don't want it, than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects."

______________

 FREE Download The Advisor's Guide To Found Money Management™
Learn about the incredible simplicity and power Found Money Management™... and how you can be attracting a steady stream of the RIGHT prospects and be 'finding the money' to close more and larger life insurance sales... for ‘Missed Fortune’, ‘Infinite Banking’, ‘Circle of Wealth’, ‘LEAP’ and more! ______________

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

P.S. Listen: Over the years, you're going to spend thousands of dollars in time, money and effort promoting your business. Why not take the time right now to learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

“The common denominator of success --- the secret of success of every man who has ever been successful --- lies in the fact that he formed the habit of doing things that failures don't like to do.”
Albert Gray

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

Important Message - As of January 1, 2016 we will be charging $35.00 per month for a new membership to the Insurance Marketing and Sales Resource Center™. Please note all current members will remain at their current membership level for the life of their membership. 

Choosing a Sustainable Withdrawal Rate
In retirement, your “measure for success” as an investor changes from beating the market to ensuring income for life. Indeed, when retirees think about risk, many say outliving their money is their number one fear. Choosing a withdrawal rate that is sustainable over the course of your retirement will play an essential role in your retirement income plan. 

Sales Letter FAQ
A FAQ published by Creative Marketing Solutions  about sales letter compaigns.

EIA Brochure
Everything you need to know and be able to explain about an Equity-Indexed Annuity.

_________

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™.

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

Success Story

"Jeremy Nason and his team at Insurance Pro Shop have helped thousands of agents double or even triple their income, and they’ve been known throughout the industry for decades. What I like best is Jeremy’s focus on long-term, sustainable success. Not gimmicks or manipulative tactics. Just the same time–tested insurance sales and prospecting fundamentals used by top producers to this day. We’ve used IPS to train our own agents, and I refer other agents to Jeremy every day. I highly encourage you to give Jeremy a call or visit the IPS website, and check out all the programs they offer. The value they offer is over the top. They really do know their stuff, and they’re skilled at teaching it to others. 10,000 agents can’t be wrong!"
Paul Mallett - SVP/CMO at Postema Marketing Group, LLC - OH - June 2015
 

___________________

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?) 

Important Message - As of January 1, 2016 we will be charging $35.00 per month for a new membership to the Insurance Marketing and Sales Resource Center™. Please note all current members will remain at their current membership level for the life of their membership.
 

Improve Your Attitude And Change Your World

Zig Ziglar Video: "How to Get What You Want"

New Agents Quick Start Program

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!

Will You Be the Person Your Prospects, Clients, Friends and Family Can Turn To and Rely Upon Over the Years?

Would you like to turn your situation around quickly, and finally be making the income you've been dreaming about.?  All it will take is a little bit of planning, a few simple changes, a positive attitude, and this can be the year all of your dreams come true! 

Six ‘Insider Secrets’ to help you take you business to the next level!

1.  Study an hour everyday!  It's not an option, especially today.  One of the main reasons the Top Producers in this, or any industry remain on top, is they are studying an hour a day, everyday.  They are not studying their products.  They are studying everything they can about marketing and sales!

2.  Work Smarter NOT Harder!  Stop wasting your time and money attracting and meeting with the wrong prospects. Find a specific problem you can solve for your 'perfect prospects,' so you can consistently attract those people to you. Your perfect prospect is the person you have the best chance of helping. (Selling)  How can you help Middle-Income Families to straighten out their finances? 

3.  Stay in touch, and get your special message out to everyone you know...  If you want to attract your 'perfect prospects,' friends, family, and above all your existing clients, then you must stay in touch with them.  It's all about your marketing, which is delivering...  "The Right Message, to the Right People, at the Right Time." 

4.  Work at becoming well known in your local community!  Do you want to be a small fish in a big pond, or a big fish in a little pond?  The more people get to know you, the easier it is to set an appointment and get them to take action on your recommendations.

5.  Offer all of these people a FREE educational workshop about the specific problem you can solve for them and their family!  If you want people to meet one-on-one with you, then you must help them to see that you understand and can solve the financial problems they are facing now and in the future.  Then and only then will they agree to meet with you! (You can offer a workshop for under $100) 

6.  Conduct a thorough fact-finding interview with every prospect!  If you want people to invest in your products and services, then you need to help them to look at, and talk about the financial problems they are facing now and in the future.  It's about helping them to re-think and establish their financial priorities.  Deciding what's really important to them now... and in the future! 

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

Are You “Recommendation Worthy”?
By Sandy Schussel

“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think of anyone.”

“Maybe that’s true,” I suggested. “Do you have a value discussion before you get on the subject of recommending you?”

“A value discussion?” Art asked. “You mean, like, asking them what they think of my services?”

“Exactly,” I replied.

“No way, man!” Art protested vehemently. “Most divorce clients are angry at everyone. They hate being in the situation they’re in, they hate paying me, they hate the whole process. If I ask them what they think of me or my services, I can’t imagine what would come out of their mouths.”

“Try it,” I suggested. “On all of your appointments this week, ask your clients how they feel about the service they’ve been getting, and see what happens.”

Art was skeptical, but he agreed to do what I asked.

When we spoke again the next week, I could hear Art trying to hold back his excitement.

“Every one of them said very positive, very flattering things,” he blurted. “The only negative comment had to do with me not checking in when nothing was going on with her case, so I promised to fix that and she was happy.”

“But here’s the real kicker,” he continued. “After we talked about how she felt, without my even bringing the subject up, one of them started to tell me about a friend who might need my help.”

One of the best ways to grow a practice of any kind is through referrals. Most professionals make the mistake of asking for referrals -- or for the retainer, for that matter -- before they have made sure not only that they’ve given value, but that the client has recognized it.
 

Discussions about your relationship with clients should come up often. Check in with them. Get them to tell you what is working and what isn’t. Don’t be afraid to hear the bad news. Studies tell us that only one in twenty-seven unhappy clients tell us they are unhappy. They just don’t use us anymore and they don’t recommend us.

Think about that figure. It means that if just one person does complain, twenty-six others were unhappy and didn’t tell you. If you don’t believe the statistic, think about the last time you went to a restaurant, were dissatisfied with the food or the service, and vowed never to come back, but didn’t tell the manager about it.

Most importantly, though, before you talk with your client about other people or companies he might know about who could use the same kind of help you are providing to him, make sure he tells you just how great your services are.

Start with a general question, like:

“Peter, I just want to make sure you’re getting the best service we can possibly give you, so I wanted to ask you how we’re doing.”

The answer to a question like this is likely to be positive, but without any detail. So next, get specific:

“What’s something that we’ve done that you’ve found to be particularly helpful?”

When he mentions one thing, ask him, “What else?” Keep asking this question until he’s out of answers.

Then, continue the value discussion by asking directed questions:

“Did you like how we jumped on that mistake and got it out in the open?”

Finally, ask “Is there anything more I can do for you now, or in the future?”

If the client assures you that she’s really happy, ask her if she knows someone like her (or her company) that could use the same kind of service. If she’s not happy, fix your service.
Asking clients about your value can have some great results. Start doing it immediately.

In the meantime, keep REACHING…

______________

Are You A Member Of ProducersWeb?
If you want the latest information, from the foremost experts in the industry,
to take your career to the next level, then become a member. It's Free!

Follow Rodney Ballance, Sandy Schussel, Paul Mallet, Jeremy Nason and Lew Nason!

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us