In This Issue... September 22, 2015

Feature Article - There is a Hard Way, and there is an Easier Way to Sell Life Insurance! Part 2

Improve your attitude - Zig Ziglar On Selling

Become Their Trusted Advisor - 9 secrets to becoming a 6-figure celebrity advisor in your community

Coaches Corner - Be Consistent!

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! Part 2

Dear ~Contact.FirstName~,

Last week we wrote an article 'There is a Hard Way, and there is an Easier Way to Sell Life Insurance!' The hardest, most time consuming and expensive way to sell life insurance, is to try to find the few people who need life insurance and actually want to buy life insurance right now! The easier, less time consuming and less expensive way, is to find the people in your community, who need life insurance ...and then help them to want it right now!

The problem with this easier approach is that most agents have not taken the time to learn what to say, or what questions to ask, to get people to want to set an appointment with them, and then take actions on their recommendations. (consultative selling) They are strictly focused on just selling a product. (transactional sale)

A 'transactional sale' is a simple, quick sale in which the customer already knows what he needs, so there is little to no product knowledge required to make a sale. The buying criteria usually hinges on price or ease of acquisition. Transactional selling is just about the product. In a transactional sale, value lies within the product and price becomes the primary selection criteria. Any time a salesperson hears price as an objection, they are selling transactionally!

'Consultative selling' is a more complex, long-term process, involving collaboration of both the buyer and seller. Consultative selling is about first developing an understanding of the client's needs, and then crafting a solution to help the client achieve their objectives (wants).

Consultative selling is about attracting long-term clients and not just customers. It's about building a long term client relationships, with the aim of acquiring future sales.

Note: Customers are generally people who come to you mainly to buy a product or service. Clients come to you mainly for your advice and solutions based on their particular needs.

The focus of consultative selling is on value. It has less to do with what the customer is buying and more to do with the why. The consultative sales process, places more responsibility on the salesperson than simply discussing the product and its price. It requires the salesperson to know more about the customer, their goals, the changes they want to make and the results they hope to achieve. It requires the salesperson to make connections between the product and the value it creates. It requires the salesperson to make a compelling case for how he or she can create real value and do so more effectively and efficiently than the competition.

Consultative selling is extremely powerful when the client does not know what their goals are, or how to achieve them. In this situation, the salesperson is more of a coach, who guides their clients toward establishing their goals and objectives and then helps them create action plans that deliver results.

Consultative selling is about you asking questions and then really listening to the client. It is about having a real conversation with the client. And it is not that difficult to learn. It just takes practice.

The benefits of learning consultative selling are outstanding... You will soon be able to make More appointments, More Sales, Much Larger Sales, Repeat Sales and get More Referrals. And, you'll save lots of time and money... Because you will need fewer prospects!

So, how do you learn 'Consultative Selling'? It is all in our How To Close 9 Out of 10 Videos. It is over 6 hours of insurance appointment setting, fact-finding and sales training videos (3 DVD Set) and over 6 hours of audio (MP3) containing all the critical info from our live Advanced Fact-Finding Techniques Boot Camp. This is real question-based, insurance sales skills training, for insurance agents and financial advisors, with many of our unique '5 Minute Sales Presentations.'

Imagine, in just a few days from now, you could be on your way to making your sales breakthrough, so you don't have to subject yourself to the painful chasing of insurance prospects or pushing for insurance sales.

_________________

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, just by reading this detailed report.

____________________

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 - Because of all the new information, tools and videos we have added and are adding, as of January 1, 2016 new memberships to the Insurance Marketing and Sales Resource Center™ will be $35.00 per month. Eventually new memberships will be $50.00 per month. Note: All current members will remain at their current membership level for the life of their membership. 

Dare to Think of What You'd Do
Seventeen years ago, I was so afraid to let go of my law practice and pursue something I loved, that I honestly believed I simply didn’t know what I loved. This is the reality with which many of my clients first come to me. “What would you be doing if you weren’t doing this?” I asked Frank, an engineer who was recently laid off for the fifth time and who has become very unhappy with his profession. 

Start Building Your Practice With People You Already Know
If you need a plumber, would you prefer to hire someone you found in the local phone book, or someone your neighbor used for a similar problem and recommends highly? If you need surgery, would you prefer finding your surgeon through your research on surgeons.com or seeing a surgeon who performed successful surgery on a family member or is recognized as the top specialist in his field by your trusted internist. 

Ideal Referrals
The science of amazing referrals.  Learn how to generatae an endless flow of the best new clients.

___________

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™.

What Are You Waiting For!!!!

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

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, I just wanted to let you know how much of a difference Insurance Pro Shop has made  in my career.  I used to be a final expense agent working 10 to 12 hours a day. I didn't think there was anything else out there. When I heard about what your program was about, and what you were teaching I decided to take a chance. I was skeptical at first, but after a few weeks of mulling it over I decided to take the plunge. It was one of the wisest decision I have ever made.  Now with the support of Insurance Pro Shop I am only working a few days a week and earning the same income.  The extra time that you have afforded me has given me the time to really study my craft and truly make a difference in my community, thank you so much." Sam Chand - NJ

___________________

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 - Because of all the new information, tools and videos we have added and are adding, as of January 1, 2016 new memberships to the Insurance Marketing and Sales Resource Center™ will be $35.00 per month. Eventually new memberships will be $50.00 per month. 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 On Selling

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!

9 secrets to becoming a 6-figure
celebrity advisor in your community
By Dennis Postema

Becoming a well-known advisor is simple and easy. As long as you take the right steps to get there. Sometimes, it means doing the little things in your community to get your name out. Here are nine steps to increase your leads.

1. Write helpful, informative blogs.

2. Submit articles to local publications, magazines and newspapers.  Please note you may have to pay for your work to be published until editors see it is worthwhile and educational; not a sales pitch.

3. Be at every community event and volunteer your time (i.e., Relay for Life, Alzheimer’s Association walks, etc.).  Lending a helping hand is free, always needed and greatly appreciated.

4. Host your own radio show or ask the expert program and address valuable hot topics. Again, you may have to pay for your program to be aired in the beginning.

5. Advertise your picture and agency on place mats and menus. I have found this is the best use of marketing dollars depending on prices and geographic location.

6. Give away your own, or someone else’s, informative booklets for free. Be sure to include a personal touch or cover letter with each one. If you want to give a more valuable free gift, write a foreword or testimonial for a book and then give away the book with it.

7. Compile a list of all of the television, radio, email and publications in your area. Then, write a press release for everything you do with your business, and send it to them to spark attention.

8. Work with someone to develop a paid media campaign to get you on FOX, ABC, NBC, etc.

9. Always be respectful and kind to everyone you encounter while serving them unceasingly.

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.

...With 3 Months of One-on-One Coaching (not group coaching)
You'll receive ‘One-on-One’ Live Personal Coaching and Support Each Month, For 3 Months 
to help you fine-tune your sales process and sales presentations!
 

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

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