Are You Making This Critical Mistake When You're With Your Prospects?

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Featured Article - Are You Making This Critical Mistake When You're With Your Prospects?

Coaches Corner - Understanding the Law of Attraction

Improve Your Attitude - The Success System That Never Fails - Part 9

Important Message From Jeremy...

Dear ~Contact.FirstName~,

How much of your time, effort, and money have you invested in the past one, two, or three years learning about the latest hot new products and/or sales ideas?

Has it resulted in you finding more qualified prospects, setting better appointments, and increasing your sales?

Has it enabled you to significantly grow your income and made your career much easier and more rewarding?

Is it possible that you are spending most of your time, effort, and money on the wrong things?

Are you ready to change your focus and learn how you can attract more qualified prospects, set better appointments, and significantly increase your sales?

You can keep spending your time, effort, and money on learning about the latest hot new products and/or sales ideas... Or you can take action right now to make your career easier, more rewarding, and much more profitable!

Isn’t it time for you to become a member of the Insurance Marketing and Sales Resource Center™ to learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?

Yours In Success,
Jeremy Nason

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Featured Article

Are You Making This Critical Mistake
When You're With Your Prospects?

Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’

Most of the agents I talk to are trying to impress their prospects with what they know, what they've accomplished, the great companies they represent and the competitive products they offer. However, as the TOP Sales Professionals know, to make more sales, it's all about you being interested, and not about being interesting.

Being Interested Closes More Sales

During your sales calls, (fact-finding) are you asking probing questions? Are you interested in and really listening to what your prospect is saying? Or, are you thinking about what you'll say next while the prospect is talking to you?

If you ask enough probing questions and really listen to what your prospect says, you'll discover what it is they really want and they will tell you exactly what you must do to close them. Most agents tend to do all the talking and never listen long enough or carefully enough to find out what the prospect truly wants. Consequently they miss the real sale.

Being Interested Creates Trust

Prospects need to feel that you understand what they 'Want'. (Notice I didn't say, "need!" People don’t buy what they need! They buy what they want!) Only by asking questions and listening, will the prospect feel that you understand their situation, trust you, and have the confidence to follow your recommendations.

The best salespeople know they have to diagnose a situation before they can prescribe a solution, just like physicians do. How confident would you be with your doctor if you walked into his office with serious concerns, and he asked you only one or two questions before immediately writing a prescription or sticking you with a needle? You'd have zero confidence in his abilities!

How good are you at diagnosing the prospects situation, before you prescribe solutions? Do you take the time to ask questions to build credibility in your expertise and your recommendations?

The answer to the above question goes a long way in determining your sales success -- or lack of success. It's what separates the Top Producers from the average producer.

"People don't buy when they understand;
they buy when they feel understood."

By the way, being interested and asking questions is the best way to… ‘get people to come to you’ for help with their finances, insurance, investment, retirement, etc.

Yours in success,
Jeremy Nason and Lew Nason
"The 9 Out of 10 Guys"

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“Lew has the unique ability, as a teacher and a coach, to break down selling concepts into easy to understand and implement steps. He gives his students skills that can have an immediate impact on their businesses. The biggest reason I recommend Lew is because he truly cares about his students, and will go the extra mile to help them become more successful advisors/agents.”
Beau Henderson, RFC - GA (9 years in business)

Coaching Corner

Understanding the Law of Attraction

Over the past 100 or more years there have been a lot of books that have talked about the Law Of Attraction. The most popular of these books is probably 'Think And Grow Rich' by Napoleon Hill. Though the concept gained popularity again when the book 'The Secret' made waves in 2006.

The law is simply this: "We attract whatever we think about, good or bad."

Consider... The one who speaks most about illness has illness. The one who speaks about prosperity has prosperity. You attract all of it. By focusing on something, you make it happen.

Unfortunately, most agents don't really understand 'The Law of Attraction' as it relates to their business... "You get what you think about; your thoughts determine your experience."

The reason you aren’t getting sales is because you aren’t attracting sales. Your focus is on everything but the desired outcome you want.

Most agents tend to focus most of their efforts on finding prospects and setting appointments. And they end up meeting with the wrong prospects and no sales!

Or, they spend most of the time learning about products or a new sales idea. And they end up with a lot of product knowledge and great ideas with no prospects and no sales!

Instead you need to focus on the sale. Yes, you still need to find leads and set appointments. And yes you need to know about your products and how to use them. However, if you focus on the sale you'll do a better job of identifying and obtaining leads. You'll find it's much easier for you to make a strong connection with your prospect and set an appointment.

And, if during the appointment your focus is on the sale you’ll be asking questions and really listening to the prospect. You'll be working with the prospect to help them to realize why your products, ideas, and solution is best for their situation.

Finally, because you’re asking questions and having a real conversation, sharing information and ideas with your prospect it becomes much easier for the prospect to make the decision to buy.

Yours in success,
Jeremy Nason
"The 9 Out of 10 Guys"

The fastest and absolute best way for you to
attract a steady stream of the IDEAL mortgage
insurance prospects to you.

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“I know I am not the first person to say or think this, but I wish I would have met Lew and Jeremy Nason when I started in the business 4 yrs ago. ‘Where have you guys been?’ The Mortgage Protection Toolkit is absolutely one of the most amazing, ‘for real’ products I have ever used. And, just when I thought it I couldn’t be blown away anymore, I picked up the Fact Finding DVDs. Holy @&*/?* Batman? Unbelievable! Again, I can’t thank you guys enough.”
Paul Leonard, CA, (4 Years in business)

Improve Your Attitude And Change Your World

The Success System That Never Fails

Part Nine - (8:29 Minutes)

By W. Clement Stone

You should select a specific destination and keep going until you reach it. However most people fail in life because they don’t even get started – they don’t overcome the inertia. Once you start, however, you gain momentum and then it gets really hard to stop you.

Most people don’t start going for their goals because they fear the unknown. Their current comfort zone keeps them stuck. If you are one of those people who cannot seem to start going for your goals, you should keep affirming to yourself “Do It Now!” until you embody this affirmation.

W. C. Stone talks about laying the proper foundation before the business can expand. If you don’t do that, your business will have bigger and bigger problems. Once you are good, you can simply multiply yourself by properly training your employees. Also, hire employees one at a time.

"No matter how carefully you plan your goals they will never be more than pipe dreams unless you pursue them with gusto."
W. Clement Stone

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"I have made a great deal of money this year just by taking your advice and paying attention to the people around me and following up on opportunities when they present themselves. Thanks again for helping me believe in life insurance enough to share its benefits with the people I care about most." "By the way Lew I just made $3,000 from one existing client and another $3,000 with a referral who we also have plans to move additional money for next month when I will make another $4,000. I am telling you this because I honestly feel that I would not have made these sales without your newsletters. The best part is both of these clients called me!"
Antonio Filippone, RFC - IL (23 Years)

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