Featured Article - The Power of Emotional Questioning

Improve Your Attitude - Tony Robbins - Steps for Creating the Life YOU Want

Become Their Trusted Advisor - Help your clients, prospects and everyone you know to see you as a Trusted Advisor!

Coaches Corner - Beware of the Un-sell!

An Important Message From Jeremy

Dear ~Contact.FirstName~,

One of my mentors, Joel Weldon told me... "Be THANKFUL for the challenges of your sales career, because they provide about half your income. If it weren't for the problems, things that go wrong and the difficult people you have to deal with, then someone else could be found to do your job for half of what you are being paid."

His point was... Like it or not, your current income is a direct reflection of your training, along with your intelligence, resourcefulness, patience, and courage to meet the challenges of your sales career. That is why you are only earning what you earn in your present position. And it is probably the reason why you aren't earning much, much more!

If you would take the time to learn more about the sales profession you would find yourself getting ahead at a surprising rate. The facts are... there is plenty of opportunity waiting for the men and women who aren't afraid to spend the time to get the training needed to improve their sales skills!

Yours in success,
Jeremy Nason
 

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Featured Article

The Power of Emotional Questioning

No one likes to be sold. In fact, one of the main reasons so many agents and advisors struggle with getting appointments and closing sales is that they tend to lecture prospects and tell them what they should do. They tell the prospect that they have a problem, and then the agent tries to provide the prospect with their own solution to the prospect's problem. But doesn't a salesperson create an automatic response of immediate resistance by telling a prospect what they should do?

Think about it. Do you like to be told you have a problem? Do you like to be told what you should do? When that happens, isn't your automatic response to fight the idea? Aren't you immediately skeptical? Wouldn't you rather identify your own problems and then come up with your own solutions?

For example, when most agents and advisors are talking to retirees, they assume that if the prospect has a CD, then he must be unhappy with the interest rate he is currently getting. So, the agent might ask, "Do you have money in CDs?" If the client answers yes, then the agent jumps in and says, "I can show you how you can get a much better return." The agent or advisor then goes on to tell the prospect about a great new product or idea they have to make him more money. Not surprisingly, the prospect automatically says, "Let me think about it."

Why? Because no one likes to be sold!

Top producers have learned how to get more appointments and close more sales by helping prospects identify their own problems and then helping them come up with their own solutions. They have learned how to help prospects sell themselves. And that simply involves learning to ask the right questions.

Consider the following sample dialog:

Agent: "Mr. Prospect, if you don't mind me asking, do you have any of your money in CDs?"

Prospect: "Yes."

Agent: "Are you happy with the interest rate you are getting?"

Prospect: "It could be better, but it's OK. I like the safety and the guarantees, and I can get at the money whenever I need it."

Agent: "If you don't mind me asking, are you using that money for income?"

Prospect: "Yes."

Agent: "And are you using any of the principal?"

Prospect: "Yes."

Agent: "How do you feel about that?"

Prospect: "It's a problem. We're afraid we won't have enough money."

Agent: "Does your current income allow you to do everything you'd like to do?"

Prospect: "No. It would definitely be better if I had more income."

Agent: "If you had more income, what would you like to do with it?"

Prospect: "I really would like to spend more time visiting with my grandchildren."

Agent: "If we could come up with a way to get the income you need so you can visit your grandchildren, but without digging into the principal and maintaining the same safety and guarantees as a CD, would that be better for you? "

Prospect: "Can you do that?"

Agent: "From what I see here, I think if you and I worked together we can make it happen."

Can you see the difference? Here, you've helped the prospect to identify his own problems, and you really are working with the prospect to help him come up with his own solutions.

Is there any question that you will have a much better chance of getting the prospect to move his money to you? By taking this track, isn't the prospect in fact selling himself?

Remember, no one likes to be sold. If you take the time to learn to ask questions to help the prospect to identify his own problems and then help him find his own solutions, you'll set many more appointments and you'll close more sales. And, in many cases, they'll be much larger sales.

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

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"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)

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

Once a year we repeat the following article because it is so important for your short-term and even more important for your long-term success...

Help your clients, prospects and everyone you know
...to see you as a Trusted Advisor!

Would you like to:

• Have your existing clients keep doing business with you for years to come?

• Have your existing clients refer you to everyone they know?

• Have new prospects who are anxious to do business with you?

• Have your friends, family, and everyone you know calling you?

Then you must transform yourself from the typical insurance agent into the Trusted Advisor!

Most insurance agents believe that to make more money in their business, they need to have either the lowest priced product, the top performing product, or the newest product and they must provide exceptional service. Don't all agents claim to have the lowest price, or the best and newest products, and don't they all claim to provide exceptional service? If that's all an agent has to offer, how are they any different from the other insurance agents out there?

Do your prospects and clients think of you as a Trusted Advisor, or do they simply think of you as another insurance agent who sells insurance products?

To make more money, you need to find a way to make yourself 'stand out' from the rest of the crowd. The object is to keep your existing clients buying, while you identify and attract more high quality prospects. You need to address two critical questions your client and prospects want to know: "Why should I do business with you instead of one of your competitors?" and "What's in it for me?" You must show them you understand and can solve their problems.

The first step to helping your clients think of you as an advisor is to develop a unique selling proposition.

Your unique selling proposition, or USP, is that single, compelling ideal or benefit that makes people want to do business with you, instead of your competitors. To put it another way, your USP is that distinct and irresistibly appealing idea that sets you and your business apart from all of your competition.

Almost every successful business, not just insurance agencies, whether small or large, has a USP. In fact, that's how small businesses grow into giant corporations. For example, both Domino's Pizza and Federal Express became billion-dollar corporations in a very short period of time - because of their powerful USP.

Federal Express' USP was, "When it absolutely and positively has to be there overnight." This statement tells the potential customers if they want to be 100 percent certain their mail will get delivered the next day, then they must use Federal Express. Domino's Pizza's USP was, "Hot, fresh pizza delivered within 30 minutes - guaranteed - or it's free!"

Your USP, when formulated powerfully, can propel you to the top of your industry in a very short period of time, just like what Federal Express and Domino's USPs did for them. So, if you want to start improving your business, you need to invest whatever time necessary to create a compelling USP and implement it in your business, immediately.

Remember, all of your prospects want to know what benefits they'll gain from doing business with you. What problems can you solve? Unless you can answer these questions to their satisfaction, you have very little chance of getting an appointment, let alone getting them to buy from you.

The main reason the prospecting and marketing materials or systems currently used by most agents are so ineffective is they don't answer the prospects' most important question: "What's in it for me?" They don't give their prospects a good reason for wanting to do business with that particular agency or agent.

How to develop and use your USP

Your USP must be one sentence.

Your USP is either pain- or pleasure-oriented. Since most people will do more to avoid pain than to gain pleasure, you might want to model your USP around the pain that your product or service removes. What problem can you solve for them?

Make sure your marketing theme, campaigns, and business plans evolve around your USP. Did you ever see a business whose marketing had nothing to do with their USP? Did it made them look like they had a values conflict?

Your USP should address a void in the marketplace, with a promise you can honestly fill.

A mentor of mine, Hilton Johnson, gave me this formula for designing your USP: "Do you know how [state the pain or problem the prospect has]? What I do is [state the solution your product/service solves]."

The true test of whether you've designed a good USP or not is if it sells for you in the marketplace. Does it define your edge? And, does the marketplace value it with their pocketbook?

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

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“Many ‘experts’ claim to have the answers on how to grow your insurance business. It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers. I attended his boot camps in 2005 (Trusted Advisor Success Training) and purchased his training kits (Found Money Management) and it was the best investment I could have made in my practice!" Kevin Davis, NY (18 years w/Northwestern Mutual)

Coaching Corner

Beware of the Un-sell!

​I can’t tell you how many times I have noticed an inexperienced producer undo all their hard work and end up losing a shoe-in sale. They just don’t know when to stop talking, and their constant bantering can undo a sale.

For example, I watched a young producer several months ago do a fantastic job of piquing her prospect’s interest, making them curious about what she had to offer in terms of product and service. I could tell from the person’s body language they were ready to commit. Unfortunately, this young producer did not pick up on the same cues and continued trying to convince them to buy. She frustrated the prospect so much that they gave up and walked out without buying the policy.

So, what did my young colleague do wrong?

She failed to watch for silent cues and missed that an emotional shift had taken place within her prospect and that they were ready to close. The prospect had asked numerous questions about pricing, the application process, delivery, and even how quickly he would start receiving benefits. The man’s spouse was also on board with the purchase.

However, instead of closing the deal, the producer kept trying to sell the policy which made the prospect uneasy. He wondered why she was trying so hard when he had already made up his mind? Was something wrong with the policy that he didn’t know about? Ultimately, the emotional connection was broken and the sale was lost.

Sadly, I see this happen all the time.

To be a good salesperson you must learn how to detect your prospect or client’s change from “interested” to “ready to buy.” Sometimes this simply requires taking a moment and asking the prospect what they think. They will either appear confused, uncertain, uninterested, or say yes. You can help clear up confusion and deal with uncertainty. If they are uninterested, then you can move on to a better qualified prospect. If they are on board, then go ahead and close the sale.

You can avoid bantering ahead and risk losing the sale by asking one simple question. Never again miss the opportunity when your prospect is ready to sign on the dotted line.

If you spend a lot of time with apparently interested prospects, but rarely leave meetings with signed applications, consider this: You may be un-selling yourself and your product.

It’s likely you have had many sales, but lost them because you didn’t know when to stop.

So, take a step back, evaluate your recent meetings, and determine if you ever shut up and gave your prospects a chance to say yes.

"I have been working with the Insurance Pro Shop since 2006 and have used each and every one of their products since then. (For my agents and myself) If you want a chance to increase your income and become the successful agent that you want to be, then you have to be learning from the best. I truly believe Lew Nason and his team, Will Nason and Jeremy Nason, have the tools and resources to help mold successful agents. If you aren’t learning from Lew, you aren’t learning from the best!" 
Dennis Postema, RFC - Postema Marketing Group, LLC

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