Featured Article - The secret to earning a significant six-figure income in sales!

Improve Your Attitude - Tony Robbins - How to Build Self Confidence

Become Their Trusted Advisor - Are You Wearing Blinders?

Coaches Corner - 6 ways to stop getting the silent treatment from prospects

An Important Message From Jeremy

Dear ~Contact.FirstName~,

Lew (my father) once told me that closing a sale is 70% enthusiasm. How could that be? What about product knowledge, persistence, and all of those closing techniques? Yes, they are important. But without enthusiasm, they have little power. They are like the car and enthusiasm is the gas. Nothing gives gusto to your presentation like sincere enthusiasm. 

After all, selling, at its heart, is nothing more than a transfer of feeling. Successful sales professionals are able to get their prospect to have the same feeling about their product, the same product conviction, and the same kind of enthusiasm about the product as they themselves do. So, nurture your excitement. Show your enthusiasm. Learn everything that you can to boost your own belief and conviction. After all, if you're not enthusiastic about your product, who will be?

Action Step: Think about how your product or service helps to enrich people lives. Write it down. Look at it daily. And, you’ll begin to nurture sincere enthusiasm about your product, your company, and your presentation. And, let your excitement show.

Yours in success,
Jeremy Nason
 

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and sales training, with all the tools and support that you were promised, wanted and expected,
but didn't get from your Company, IMO or FMO!

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Featured Article

The secret to earning a significant six-figure income in sales!

In the 1980s, I was very active in the Boy Scouts of America with my two sons Jeremy and Will. I was an active member on the board of trustees for the Methodist Church, plus, I was moderating weekly LUTC classes, providing training in the Regional Metropolitan Branch Offices and constantly attending the advanced sales training classes offered by MetLife. Even though I was working less than 20 hours per week on my sales and was taking most of the summer off each year for Boy Scout Summer Camp, I was still able to consistently earn a significant six-figure income.

You may be asking yourself how I was able to do all these things and still maintain my sales. The secret to my success was that, within just 18 months of entering this business, I was getting the majority of my new sales from client referrals. And, I wasn't asking for them -- that's the huge 'insider secret' most agents are missing.

If you want to succeed long-term in this business, consistently earn a significant six-figure income, have more fun and work less, then you must find a way to stop prospecting. Isn't prospecting the most time-consuming and frustrating part of your business? If all you had to do were to meet with qualified and motivated prospects, how many hours would you need to work each week?

Get people to refer their friends and family to you...

If you want people to refer you to their friends and family, without you asking them for a referral, then you must make yourself referable. There are several critical parts to making yourself referable, and they are actually easy to implement:

• You must solve a real, immediate problem that people have. You must be known for solving a specific problem for people and become known as the expert for those skills. Salesmen are the people who chase after us, hungry for a sale; experts are people we actively seek out, as they have money in hand. In my case, I became the recognized expert for helping families to qualify for college financial aid.

• You must be doing a good, thorough fact-find with everyone. Help people to define and understand the problems they want to solve. Many people only have a vague idea of the problems they face, and can get lost while finding a solution. You must help your prospects to become emotionally involved and show them you are more concerned with helping them solve their problems than you are about making a sale.

• You must under-promise and over-deliver. Why do people buy from you? Would you agree that one of the major reasons is because they trust you? They believe what you say is what you mean. So, to become referable, exceed your customers' expectations and give them more than you promise. Little things like answering your e-mails every day, having a live person answering the phone when it rings, showing up to meetings on time and delivering when you say you will can make your refer-ability skyrocket.

• You must follow-up on every part of the sales process. Make it easy for your clients to do business with you. Every part of the sales process -- from the initial contact, to personally delivering the policy -- is equally important. If you follow-up, the client will feel important and that you care.

• You must keep in touch with your clients, after the sale. In order to increase customer loyalty and get repeat sales and referrals, the client needs to remember your name and know how to find you. The more you stay in contact with your customers, the stronger your relationship with them becomes. The stronger the relationship, the more business and referrals you can expect from them. So stay in touch -- always.

• You must become the recognized name in your local community. You don't have to be rock star famous to be recognized as an authority in your field. You just have to begin to get the word out. Your goal is to be the person that people think of whenever your field is mentioned. Offer a workshop at your office, church or community center. Advertise this event in community calendars and newspapers. Call up your local news stations and offer yourself as the subject of an interview. By making one listing or call at a time, you'll begin to make a name for yourself.

• Another idea is to contribute to public discussions. Write letters to the editors of newspapers and magazines that cover your field. You may offer an alternate viewpoint or simply compliment them on a well-written article. The more people see your name in connection with your subject, the more they'll recognize you as an authority in your field.

Can you make yourself referable and earn a significant six figure income?

You can if you'll stop putting your emphasis on making a sale and instead shift your efforts towards helping people and providing better service. Build impeccable relationships with your clients so that they become long-term repeat buyers. Focus on your service and become the recognized name in your local community and you will soon become incredibly referable as satisfied clients start to tell all their friends and family about how you have helped them.

Remember: Just believe in what you do, be there for your clients, and you will be rewarded.

Want to be a master of getting referrals... Click Here!

Or, you can become a member of the Insurance Marketing and Sales Resource Center™.

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

__________________

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)

__________________

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

Explaining Split Funding
Would you like to sell more annuities? Then learn more about split funding and an easy way to explain it to your clients… Here's the script...

NEW VIDEO A video testimonial you can show your client about how living benefits can help them. (Created by LSW/National Life Group)

Guide to using Life insurance for Qualified Plans
A piece put out by National Life Group informing you about the different uses of Life insurance inside of qualified plans for both individuals and business owners.

To see these and all updates from the last 3 months visit the Updates page!

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center™? If not, why not?

Remember... People buy when they are ready to buy, not when you are ready to sell. So, if you want them to call you when they are ready, then you must stay in front of them! Using a monthly client newsletter is the best way to get people to call you.

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

Here is a typical response we get from members...
"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. God's blessing is on the guidance you
teach and the wisdom you give. Thank You, Lew and Jeremy!"
Andrew L. Brown, MBA - IL (12 years)

Improve Your Attitude And Change Your World

Tony Robbins - How to Build Self Confidence
 

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

Please take a minute & send it to... coach@insuranceproshop.com

___________________

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)

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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)

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

Are You Wearing Blinders?
By Dennis Postema

​Salespeople use a lot of approaches to pull in clients, and insurance agents are no different. If you are new to this industry, it is even more imperative for you to develop an arsenal of strategies to implement when necessary. However, don’t think that all of your ideas must come from our profession. Having that mentality will only hold you back.

Here are a few excellent strategies from the auto, greeting card, and clothing industries to help open your mind.

Product Wars
Don’t be afraid of your competition. Instead, use them to better position yourself amongst your prospects and clients. Admit what your competition does right, but also show how your product does it better. For instance, a friend recently told me about his adventure buying a new car. He went to two different manufacturers and looked at similar models offered by both. He liked them both and both offered good safety ratings, a great price and all the features he wanted. When he told each salesperson about the other car, one said, “Yeah, that’s a nice car,” while the other said, “Hey, that’s a great car, too. It’s very compatible to ours, but our maker offers double the warranty the other one does.” Needless to say, he bought the car with the longer warranty. The first salesperson was intimidated by the other dealer, while the second salesman knew what his competitor offered and didn’t dispute its benefits, but also made it clear that he could do better.

You can do the same as insurance agent or advisor. If your client or prospect has been shopping around, admit that they have found a good option, and then show them another product with the same coverage for a lower premium or a product with the same premium and better coverage.

Heart Tuggers
Tug on your prospect’s heart strings. Depending on what products you sell and who you are selling to, it’s always beneficial to tell personal stories and use other methods to play into their feelings. Hallmark is the king of doing this. Watch any one of their commercials on TV, and you can’t help but say, “Awww.”

Turn up the Excitement
Cranking up the excitement may be exactly what’s needed to make a sale. On Black Friday this year, one of the teen stores in our local mall brought in a DJ and offered free music, dancing, plenty of freebies, and lots of specialty sales. I talked to the manager a few days later, and he was astonished at the number of sales that promotion created.

No, you probably don’t want to have a dance party at your office. However, you can host an open house for anyone in the community to attend. Arrange for a local radio station to broadcast from your office, give away free hotdogs, chips, and drinks, have drawings for prizes, and of course offer lots of free information about the products and services you provide.

These are only three of the unlimited strategies you can use in the future to make a sale. And, you will be amazed at how many ideas you can pick up from other industries, so always keep an open mind.

A successful salesperson is always willing to try something new and always on the lookout for unusual ways to excite their prospects and clients. Don’t limit yourself by walking around wearing blinders.

What prospecting strategies have you taken... or could you take from other industries?

Get Off To Fastest Start Possible With The Ultimate
Life Insurance Lead Generation and Sales Tool Kit!

"Lew, I just wanted to take a moment and thank you for recommending the mortgage tool kit. It has definitely helped me increase my average case size from $600 annual premium to well over $2,000 annual premium per case. Also, prior to purchasing the tool kit, I was spending over $2,000 per month on leads. I am proud to say that I have not purchased a single lead in over two months and my production is still climbing. What a life changer. I cannot thank you enough. You're truly making a difference."  David Trusler, MBA, Trusler Financial Group, IL (6 years)

Coaching Corner

6 ways to stop getting the silent treatment from prospects
By Paul M Mallett

A famous proverb says, “You can lead a horse to water, but you can’t make him drink.”

The same goes for converting prospects into clients. You’ve done an amazing job locating and attracting quality prospects. You’re getting in front of more people than ever before. The business should be rolling in by now. But it’s not.

Your marketing and prospecting plans appear to be working. So, why aren’t more of your prospects engaging with you, so you can start serving them as clients?

Maybe it’s because you haven’t given them a good enough reason to work with you. Maybe you haven’t done enough to differentiate yourself from other advisors in town. The message you’re delivering is the same they have heard from a dozen others just like you, or worse, the internet!

Consider these six reasons prospects might be tuning you out rather than turning to you for advice.

1. You’ve made your message all about you, not them. As harsh as it sounds, your prospects don’t care about you. They only care about what you can do for them. They want to know you understand their issue and have the right solution.

2. They don’t trust you yet. There are two kinds of trust you must establish when engaging with clients: integrity and competence. They need to trust that you put their best interests before your own, and they need to trust that you know what you are doing.

3. You’re making it too hard to do business with you. It could be that you allow too much time to pass before you call back. Maybe you prefer to meet in your office, but they would rather meet in their home. All things considered equal, people like easy. We’ve come to expect it in this day and age. You’re confusing your prospects.

4. You may be giving them too many options, so they experience paralysis by analysis. You need to be crystal clear with your message and recommendations. Eighty percent of responsibility in any communication falls on the sender, not the receiver.

5. You don’t instill confidence. Your prospects want to deal with someone that is confident. Not arrogant, but confident. Former “Wolf of Wall Street” and current sales trainer Jordan Belfort says, “Prospects want to buy from someone who is sharp as a tack, enthusiastic as hell, and a force to be reckoned with.” Say what you want about Belfort, but I think he’s right about this one.

6. You haven’t taught them something they didn’t already know. Whenever I meet with a prospect, I go in with a primary and secondary goal. Quite often, my secondary goal is to teach them at least one thing they didn’t already know. When I see the light bulb turn on, I take it to the house with, “You mean your current agent hasn’t shared that with you?”

Take some time to reflect on all of these potential reasons for weak prospect engagement. If any of them hit a little close to home, face the music, make the necessary changes to your sales process and watch what happens. The good news is small changes can make a very big difference.

________________
 

"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

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)

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