Featured Article - How To Close More & Larger Life Insurance Sales!

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An Important Message From Jeremy

Dear Advisors,

No matter what anyone says, there is always a key issue before a buying decision.

There is a reason someone makes a purchase. The issue could be more than a single point. And it could be several, under the same umbrella.

So, to be successful in selling you must find the main point of interest, the prospects most vulnerable point. The point or issue that will move a prospect to become your customer.

And how to do you do this? You ask questions, lots of questions!

You ask questions to involve the prospect. Get them to talk with you about what they want and they will tell you how to sell them.

Uncover your prospects needs by asking questions, and looking for their most important or key issue…

Learn to ask more and better questions.

Yours in success,
Jeremy Nason
 

Finally... the in-depth marketing, prospecting, appointment setting 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!
 

Featured Article

How To Close More & Larger Life Insurance Sales!

For over 13 years now, we’ve had agents, advisers and planners calling the Insurance Pro Shop and asking how they can get in front of more people. They want to see more prospects, so they can close more sales and make more money.

As we talk about their situation, they tell us that they are closing 25% to 40% of the people they see. They will tell us they don’t have a problem closing life insurance sales. Their only problem is they aren’t seeing enough people. Unfortunately, what most of them don’t realize is that trying to see more people is doing it the hard way. Consider, if you are only closing 25% of your sales calls, then to make one additional sale you will have to see four more people; to make two additional sales you will have to see eight more people; etc. That’s a lot of additional time, effort and expense.

If you want to make more money, then wouldn't it be much, much easier to improve your closing ratio with your current prospects?

When we ask the agents if they would like to be closing 90% of their Life Insurance cases, most of them tell us they don’t believe it’s possible… They will explain that many of their prospects are just lookers, or shopping for the best price (or investment returns) or they don’t have any money. There is no way they could close 90% of the people they are currently seeing.

As we talk further, we will ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don't know where they're going, what they're doing, or where they've been when it comes to sales calls.
 

Most Agents Are Winging It!

The reason most agents aren’t closing 90% of their sales calls is they are winging it during their initial sales interview. They don’t have a set procedure for the initial sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money… than to admit they aren’t as good at selling as they should be.

The good news is that most of your competition falls into this category.

Unfortunately, the bad news is that you are probably doing the same thing. The problem is that the vast majority of agents, advisors and planners still believe the purpose of a sales interview is to show off how smart they are and to convince the client that they have the best products or price.

I’ve said it before, and I’ll say it again: Prospects don’t care how smart you are, or if you offer the best products, service or the lowest price!

The real purpose of the sales interview is to turn the prospect into a client. What your prospects want to know is: “What’s In It For ME… and My Family?” “How can you help me better my situation?”

Your goal is to help your prospects to see you as they’re savior. Then and only then will you start closing 90% of your sales calls.

You Can Close 90% Of Your Sales Calls!

We know you can close 90% of your sales, because we did it when we were full time in life insurance sales, and many of the agents we are currently working with are doing it. These are agents, advisers and planners who came to us closing 25% to 40% of their sales calls and within just a few weeks they were closing 70% to 90% of their sales calls. These are agents, advisers and planners who were earning $3,000 to $10,000 per month and are now earning $20,000 to $60,000 per month.

Not only are they closing more life insurance sales, they are now closing much larger life insurance sales.

And, No, these agents, advisors and planners did not change how they were prospecting! They aren’t seeing more prospects! They haven’t gone to a more affluent market. And, No, they aren’t offering a new product or service.

So, What Made The Big Difference?

These agents, advisors and planners now have a set procedure for the initial interview. They have a series of questions they ask each prospect. They are prepared. And, they are well rehearsed!

In the initial fact-finding interview they are:

• Focused on Asking The Right Questions to Help the Prospect Identify Their Problems!

• Asking The Right Questions to Help Them Understand What the Prospects Really Wants!

• Really Listening to What the Prospect Is Saying!

They understand that the ‘Initial Fact-finding Interview’ is where the life insurance sale is actually made.

The reality is that by asking the right questions and really listening to your prospects, you are ultimately getting them to sell themselves on why they should do business with you.

They are buying you as someone who really cares about them and can really help them.
 

Until you internalize these concepts and stop winging it, you will find it very difficult to consistently close 90% of your life insurance sales.

Lastly, please remember that nobody sells everybody. There was only one perfect man who walked this earth. All you can do is improve to the point where you become a ... "90% Closer!"

“I started with Lew roughly two years ago. He has helped me tremendously with his phone coaching. I was able to give him information about my prospects and clients, so that he would give me the CORRECT questions to ask them, to lead them to the sale… my business has grown significantly because of his help with the right questions as well as helping me put together some simple marketing techniques that go a long way. Lew truly helps you have that slight edge.”

“Whether You Think You Can,
or You Think You Can’t...
You Are Right!”

Are you thinking: “OK.” “So, where do I go from here?” “Is there a script for the initial interview?” “What are the questions I should be asking?”

You can learn how to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can invest in our "How To Close 9 Out Of 10"  DVDs. Or, you could choose to live with a 25%-40% closing ratio… The choice is YOURS!

Jeremy and Lew Nason
'The Nine Out Of Ten Guys'

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'Message to Financial Advisors…
What have you done in the last sixty days to increase your sales? Is there any question that during the year, you're going to spend thousands of dollars in time, money and effort bringing in new clients to your business? Then wouldn't it make sense to do it the most cost effective, money-making ways? Why not learn the life insurance and annuity marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?
 

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

Four Reasons to Buy Life Insurance In Your Twenties
If you’re in your 20s, you might not feel a need to acquire life insurance. After all, you’re young and healthy. Why should you care about life insurance at this time in your life? Well, honestly, your 20s just may be the perfect age to think about life insurance, and not just for protection. There are other benefits for getting life insurance while in your 20s. Keep reading to find out what those benefits are.

The Simple lead generation that never fails.
Most agents/advisors are struggling with finding enough leads/prospects because they don’t have follow a complete ‘step by step‘ lead system. They tend to try a little of this, then a little of that and if it doesn’t give them the immediate results they were looking for, they try something else. They never completely follow through on the entire process.

More Americans rely more on Social Security...
More Americans rely more on Social Security for their income than on any other source. That makes it crucial to avoid making mistakes with your benefits. Yet with so much confusion about how Social Security works, it's easy to fall into a trap without even realizing it. Below, let's take a look at three key Social Security mistakes to avoid.

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.

Finish 2016 Strong!
Make 2017 Your Breakthrough Year!

There’s almost no more mission-critical skills than your ability to "Set the Appointment" and "Close the Sale.” That’s why IPS has compiled a complete set of Questioning, Fact-Finding and Sales Presentation videos & sales tools, that reveal the closely-guarded secrets of the legends in our industry. You don’t have to settle for the 'Out Dated' rehashed sales tactics and closing techniques still being taught today! Instead these 'time tested', proven sales strategies and techniques will make you far more effective in the selling process than any of your competitors. Lew Nason is a true master in the art of asking questions and persuasion. (Comes with 3 Months Of One-on-One Coaching)
 

"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)

Improve Your Attitude And Change Your World

Tony Robbins - Take Control of Your Life

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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)

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Guarantee You'll Never Lose Another EASY Sale!

Are you losing thousands of dollars in commissions and/or fees every month to your competition because you're not in constant contact with your clients, acquaintances, friends, family and your best prospects? Whose fault is it anyway, when the people you know go to your competition for the same products and services you're offering?

Quick, do you know the name of the company that cleaned the carpets in your home, or the glass company that replaced your broken windshield, or the plumber that fixed your pipes last time? If you don't know, it's probably because they've never bothered to keep in touch with you, stupidly assuming that you'll call them the next time you need them. But how will you call them back if you don't even remember who they are?

Are you absolutely sure that your clients, acquaintances, friends, family and your best prospects remember who you are and what services you provide? What are you going to do about it? You know their names. You have their addresses. You just need a quick and easy way to stay in touch.

Isn't it time for you to start treating your business like a business and protect your most valuable asset -- your database? Isn't your database the one asset over which you have total and complete control? Don't the most successful big businesses spend hundreds of millions of dollars every year making sure their customers and future customers think of them first?

So, if you want to be successful, shouldn't you be doing exactly what the big guys do? Stay in touch regularly, consistently, and forever. How are you staying in touch right now? How are you creating top-of-the-mind awareness and branding your image with your database -- your single biggest asset?

Let's guarantee you never lose another commission

It's time to face reality. Every day, your clients are being bombarded with radio, TV, newspaper, and direct mail advertisements that are designed to lure them to your competitors. In fact, aren't your competitors paying more attention to your clients, friends, family and your best prospects than you are?

Consider this: You've already put your blood, sweat, tears, and lots of money into attracting those people to your firm. Don't make the mistake of assuming that they'll automatically come back to you when they need additional services. You see, every month that goes by that these people don't hear from you, they'll lose 10 percent of their interest in ever coming back to you. So, in other words, if you have people that you haven't seen or contacted in five months, there's only a 50/50 chance you'll ever see them again.

Are you willing to take a chance of possibly losing them to another firm because you didn't make even the slightest attempt to stay in touch with them? You must contact your clients, friends, family and your best prospects each and every month and give them a reason to come back to you. (And give you referrals)

And, be honest with yourself. You can't just keep sending calendars, magnetic business cards, birthday card and holiday cards to the people in your database and expect to them to call you. None of this shows them you're really in the business, describes the services you provide, and how you actually help people. You need a contact system that keeps your name and services in front of them, so when they have a question or problem, you are the first one they call.

Newsletters build relationships, increases sales and get referrals

Here's what Master Marketing Guru Dan Kennedy said in his "No BS Marketing Newsletter" about marketing with newsletters:

"Please Listen up: if you are not arriving at your clients' and prospects desks or doorsteps by mail (not e-mail) with a newsletter or similar piece, you have no fence around your herd; no foundation for asking for response to specific offers. Recently, a client showed me two virtually identical direct mail campaigns for two almost identical businesses, each to the same number of customers. One got a great response; the other got a nominal response.

The difference? The one that got a great response mails a monthly newsletter to those customers; the one who got disappointing results does not. So, one who shows up regularly to say "hi, how ya doing?" has a foundation, thus being more welcome when occasionally dropping by to say "Hey, buy this," the other one only shows up when he wants to sell you something.

Pleeeeze do NOT be a penny pinching fool about this either. Incredibly, people try every imaginable way to scrimp on this. What if I only mail every other month? What if I just put `em in a pile on the park bench in front of the local post office? And on and on... frankly that sickens me.

The last thing you want to cheat on is the foundation of your entire business: Relationship"

---Dan Kennedy - No BS Marketing Letter February 2006
Newsletters help you maintain contact with clients, referral sources, and prospective clients at a reasonable cost. Regular contact with such people provides many benefits.

Newsletters help you to keep clients

Your current clients hold your best opportunity for future growth. A monthly newsletter helps you keep top-of-the-mind awareness with your current customers. When your newsletter arrives, your clients start to think about you. Issue after issue, your newsletter reinforces your relationship with your clients and gives you a way to tell them about products and services they may not know about.

Newsletters...

• Help you get new clients. Your newsletter will help you to get new customers. Informative articles give your newsletter what marketing pros call "pass-along value." Your newsletter makes it easy to pass on the information. Because people read newsletters as a publication and not as a marketing piece, a newsletter is a great way to tell potential clients about your business.

• Help you build credibility. When people read your brochure, they treat it as a piece of marketing literature. But when they read your newsletter, they treat it as a publication. Your newsletter also gives you the opportunity to tell people success stories about what you do and how well your products work. You can illustrate the benefits of your product or service with statistics and customer testimonials. Credibility is a huge benefit of a monthly printed newsletter.

• Help you stand out from the competition. Since you are providing valuable information, you are differentiating yourself from other agents and advisors, especially those agents and advisors that do not send out client newsletters.

• Help you brand your image. Branding is the art of making people aware of who you are, what you do, and how you're different from, and better than, the competition. You want to have a little bell go off in people's heads when they hear your name. You want them to say, "Oh, yes, they're the people who..."

So, there you have it. I simply can't say it any more clearly! Publishing a monthly client newsletter is just smart business. Not doing so, no matter what you offer, is simply not smart. Don't let another month go by in which you'll lose more commissions to a competitor because they paid more attention to the people you know than you did.

You Can Get A Personalized Client Newsletter Each Month... We've Done It All For You...

• E-newsletter to Email to your clients, friends, family, neighbors, and prospects. (It is a virtually no cost way to keep in touch with everyone and get them to see you as the expert who can help them.)

• Digital Newsletter you can provide a 'link to' for the people who visit your Web Site, Social Media Pages, etc. (It is a no cost way to change people's perception of who you are and what you do.)

• Hard copy newsletter you can print to mail or hand out to your clients, friends, family, neighbors, and prospects.

• Hard copy newsletter you can print to hand out at your events, and put into professional offices.

You can make all the excuses you want. But, not sending your clients, friends, family, neighbors, and prospects a personalized monthly newsletter is a major reason you are not making the income you desire!

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

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, IL, Trusler Financial Group, (6 years)

Coaching Corner

It Is All About You Asking Questions!

Asking questions is to your sales advantage. For the person doing the asking is always in charge.

Which simply means ask a lot of questions.

Studies have shown successful sales people talk only 1/3 of the time ... and listen 2/3rds. Not what you may think when you think selling.

Selling, by popular definition, is talking, presenting, showing, demonstrating ... and talking more. Yet, you will enjoy more success if you talk less.

One of the better ways to talk less is to get a two-way communication going. Frequently you can do just that by asking questions.

You ask questions:

1. To qualify a prospect.

2. To find their true needs.

3. To clarify the situation.

4. To get your customers respect.

5. To build relations and trust.

You ask questions to involve the prospect -- getting them to talk with you, will tell you how to sell them.

You ask questions because by doing so you are in control -- you are leading the way.

This gives you more "yes" answers, fewer "no's" -- and more closes.

And, it’s all happens because you ask questions. Do it!

Learn to ask more and better questions!

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

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)

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Marketers worldwide agree that video is the most effective social-media marketing method!

Over 80 'Client Engaging' Videos To Chose From! https://www.webprez.com/
 

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