In This Issue... September 29, 2015

Feature Article - To Set An Appointment You Must Get Past The Initial Objections.

Improve your attitude - Zig Ziglar - The Perfect Close For Any Sales Job

Become Their Trusted Advisor - 5 ways to make a mark in your community

Coaches Corner - Providing much needed life coverage to women

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
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What Do The Top Producers Know That You Don't...

To Set An Appointment
You Must Get Past The Initial Objections.

Dear ~Contact.FirstName~,

I was talking with an agent today who is struggling with setting appointments. As we talked, he told me he was getting a lot of objections to the appointment. Objections like...  "I already have an advisor.", "I don't have any money.", "I'm too busy right now.", OR "I'm not interested."

Are you struggling to get past those objections to an appointment, just like he is?

Let's face the facts, the biggest problem agents have in this business is getting appointments. That's why 85% of the agents coming into this business fail within the first year. And, it why 90% of the few agents that do make past the first years, are struggling just to survive.

The reason agents are having trouble setting appointments is they have been taught to tell people why they should meet with them. And, when people give them an objection, they don't know what to do or say to get past it.

If you want to set an appointment, then you must learn to ask more questions, the 'right' questions and then have real conversation with people!

Here are some quick examples:

Prospect: "I already have an advisor."

Agent: "Great, I'm glad to hear that. But, if I may ask is he/she just an investment advisor, or a true financial advisor?"

Prospect: "What do you mean?"

Agent: "A lot of the people I talk to tell me they have an advisor! However, as we talk further I find that their advisor only helps them with their investments (or insurance) and does not help them with the other important parts building their financial security." 

Prospect: "Like what?"

Agent: "Like, helping you to understand the advantages and disadvantages of qualified plans, to help you to maximize your income in retirement. When you retire, what's more important the amount of money you have accumulated, or the amount of money you get to spend?" 

Prospect: "The amount of money I get to spend?"

Agent: "Then, if I may ask, would it be worth 40 minutes of you time to see if we can maximize your spendable income when you retire and reduce your current income taxes?"

Or....

Agent: "Like, how you can pay off you home 5-10 years early. What would it mean to you and your family if you no longer had a mortgage payment? How would you feel?"

Prospect: "It would be great. But, I don't have any extra money?"

Agent: "Well if I could show you how to pay of your mortgage early, without taking any additional money out of your pocket, would it be worth sitting down and talking about it?"

Prospect: "I don't have any money.", "I'm too busy right now.", "I'm not interested."

Agent: "I understand, none of us has any extra money. (I understand, we are all busy.) (I understand, no one likes to talk about it.) But, if I may ask, if something happened to you tomorrow and your family lost your income, what would happen?"

Prospect: "They'd be in trouble."

Agent: "So, what would they do?"

Prospect: "They would have to move in with her parents."

Agent: "Is that what you want to happen?"

Prospect: "No, of course not."

Agent: "Well if I could show you how to get the insurance you need to protect your family without taking any additional money out of your pocket, would it be worth sitting down and talking about it?"

In our private, members' only web site, the Insurance Marketing and Sales Resource Center™ you'll find videos, scripts and much more on how to overcome objections to the appointment and the sale.

____________________

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. 

Annuity Sales Concept: 1% Advantage
If you sell annuities, or sell against them, you’ve certainly encountered a sales pitch boasting a higher guaranteed withdrawal rate vs. a “safe” withdrawal rate from a stock/bond portfolio. Numerous studies confirm that a 4 percent withdrawal rate from a standard allocated portfolio will survive over the worst 30 year period in the equities markets. A current FIA with GMWB will pay a 66yearold male a 5.32 percent guaranteed lifetime withdrawal. So, even my 3yearold daughter can deduce that 5.32 percent is better than 4 percent. 

Circle of Wealth By Don Blanton 
Most American families today face major challenges in reaching their retirement dreams. Conventional methods and outdated advice is not working.  Learn how money really works and...

Money For Life By Jeffrey Reeves 
Americans are trapped in a dysfunctional financial model that incessantly chants its mantra: “You can have everything you need and anything you want as long as you have enough credit!” You can have the sixty inch flat panel TV from the big box store, the new SUV, the dream vacation, the lavish “it-only-happens-once-in-a-lifetime” wedding, the upscale home in the hottest new neighborhood, a perfect retirement, and on and on and on…

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™.

Success Story

"If you are looking for true training to help you to BECOME the top producer you can be, rather than just an “expensive selling system user and buyer”… you have found it with the Insurance Pro Shop. The IPS systems (actually, I’d rather call them a “method selling training program”) are based on timeless communication principles and skills… the skills that are missing from most new agent training and certification programs. And once you own one or more of their “method selling training programs”… you OWN it. It’s yours… to use with any company or agency that you choose. You are not dependent upon others for your success any longer."  David H. Kinder, ChFC®

___________________
 

Why Are The Advisors We Work With Being Recognized For Their Outstanding Service To Clients and Contributions To The Industry?

___________________

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... The Perfect Close For Any Sales Job
 

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 $197.00 a month for 3 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!

5 ways to make a mark in your community
By Dennis Postema

Oftentimes I hear people from our industry complaining about the lack of “quality leads.”

However, I can’t help but question why this is such a huge problem. We are living, working citizens in our communities. How can we not have leads?

The solution is simple: Donate your time now; reap the benefits later.

When agents run out of quality leads, they look for an instant answer. The issue is, however, leads are not generated over night. First, you have to build a relationship with the person. You will get the business in the future.

Here is my 5 step solution to the problem:

1. Find a community calendar for your hometown and surrounding areas, and identify all of the business showcases, awareness walks, senior bingo, auto shows, etc.

2. Mark your calendar. Never convince yourself you are too busy to donate your time.

3. Attend these events. Build relationships. Talk about what you do.

4. Follow up! If you talk to someone interested in what you have to offer, ask for their contact information and follow up in a week to see if they are interested in receiving more information on the topic.

5. Reap the benefits.

Leave your mark on your community as a person who is not too busy to donate your time or money to causes near and dear to your fellow citizens’ hearts. Win them over by your generous contributions and selfless acts. You may not see the results today, tomorrow or next week, but you WILL see results.

It is our human instinct to be cautious of trusting someone with everything we have worked for, so take your time. Build relationships and a positive reputation now; reap the rewards later.

The best thing about this process is it doesn’t have to cost anything monetarily -- just your time! Use these free opportunities to build your client list. The more clients you have, the more referrals you have, and the more referrals you have, the smaller your prospecting problem becomes.

Prospecting doesn’t have to be hard, but it won’t happen overnight. You must put in some effort.

________________________

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 $197.00 a month for 3 months. Order today and we will immediately send you this proven New Agents Mortgage Insurance Tool Kit™.
 

Coaching Corner

Providing much needed life coverage to women
By Paul M Mallett

Unless you’ve had your head buried in the sand for past 20 years or so, you are aware women are assuming greater financial control within the family. In fact, it’s quite common now for the woman to be the primary breadwinner. Women today are every bit as financially savvy as men, and are often more concerned with improving their financial situation.

They’re also more likely than men to agree that life insurance is a critical component of a sound financial plan.

So, why then are so many women under-insured?

Women often undervalue their contribution, and the cost to replace those contributions in the event of untimely death or disability. They frequently overlook the fact that it’s not only their income that must be replaced, but also critical things like childcare, time off work for sick kids, housekeeping and other home duties.

Women also think life insurance is more expensive than it actually is. They’re too busy living life to take the time to look into life insurance or even evaluate their need for it. They aren’t confident in their understanding of the product options or how to determine how much to purchase.

The worst part is this disconnect is putting the most vulnerable families at the greatest risk. U.S. Census data indicates roughly 17 million children live alone with their mother. Industry research also estimates over 30 percent of single moms have no insurance and the rest are underinsured.

So what can we do to provide these women and those they care about with the protection they need?

Start with these 7 simple suggestions:

1. Clear your mind of any preconceived notions. We’re not in the 1950s anymore. No two women are alike any more than any two men are. Don’t make the mistake of thinking all married women will defer to their husbands. The reality is women are actually more likely to start a conversation about life insurance than men. Your female clients are probably more comfortable talking about risks and “what if” scenarios than your male clients.

2. Listen and learn. If you’re not doing this for all clients, you’re probably struggling across the board. This simple rule is even more critical with a female client, especially if the agent is a man. Listen to her unique concerns and solve her unique problems.

3. Show her examples of real rates as soon as possible during the process. Studies have shown many women haven’t purchased life insurance because they believe it’s too expensive. She’ll be pleasantly surprised to learn it’s not.

4. Don’t sell, let her buy. Show her example rates early, but just to put her mind at ease. No hard sell. Present solutions, make recommendations and give her space to make a decision.

5. Simplify the process and don’t use industry jargon. It’s not that your female client can’t figure out things. She’s more than capable. She’s just crazy-busy and doesn’t have time to be impressed by the immense depth of your knowledge.

6. Develop a relationship. Follow up. Do what you say you will do. Keep in touch before, during and after the sale. Put your female clients at the top of your list for annual reviews. Women often expect a greater level of customer service than men. Step up and provide it, or risk losing her to someone who will.

7. Ask for referrals. Referral mastery is an art of its own, but word of mouth and third party endorsements from your female clients will lead you to other families in need, and potentially provide a nice boost to your practice. Just be sure to make yourself referable, and then of course … ask! If that doesn’t work, go back to point number one and start over.

______________________

"They really do know their stuff, and they’re skilled at teaching it to others."

"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

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