In This Issue... October 13, 2015

Feature Article - Most organizations promoting the sale of mortgage insurance have a poor record of success!

Improve your attitude - Zig Ziglar - Believe in Yourself

Become Their Trusted Advisor - Help your clients & prospects to see you as their trusted advisor

Coaches Corner - What's keeping you from having what you want?

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

Most organizations promoting the sale of mortgage insurance have a poor record of success!

One of the most common life insurance marketing/prospecting strategies insurance companies and IMOs use to help insurance agents get off to a quick start making money is offering mortgage life insurance. In theory, mortgage life insurance should be an easy sale for any insurance agent. Today, there are very few people who don't have a large mortgage on their home. It's generally the largest monthly expense families have and typically consumes 30 percent to 50 percent of a family's net monthly income. The ability to pay off the home mortgage, in the event of the death or disability of a breadwinner, is a need that most people recognize and would like to cover.

The problem is that most recruiters, managers and sales trainers who are promoting the sale of mortgage insurance do not have a great record of success with the mortgage life insurance marketing strategy. In fact, 90 percent of the agents who are taught to sell mortgage life insurance do not survive their first year. And most of the agents, lucky enough to make it past their first-year, struggle to earn a measly net income of $30,000 per year.

If most homeowners recognize the need and would like to have mortgage life insurance, then why are so many agents struggling to survive using this marketing/prospecting strategy?

The biggest complaint we hear from agents is they don't have enough qualified prospects. They are either purchasing their mortgage leads from a lead company, or they are using an expensive direct mail program, or they are taking a cut in commissions to get leads. And, because they are not making enough sales, they believe they need more leads.

The second complaint is that agents can't set enough sales appointments from their leads. They'll complain about the quality of the leads and say that most of their leads just want a quote over the phone.

The third complaint is that people tell the agent they just can't afford the premiums for the mortgage life insurance. "We just don't have the money right now."

The final complaint is that even when agents close a sale, they have trouble getting the policy placed. They have a lot of people with heath problems, so their prospects rarely get the premium they were quoted and won't take the policy.
 

Understanding the real problems with selling mortgage insurance

The primary reason most agents struggle with selling mortgage insurance is that they are chasing the wrong prospects. The majority of companies who sell mortgage leads and direct mail programs are focused on generating large quantities of leads, instead of generating high quality leads. They believe in the old, worn-out adage, "Sales is just a numbers game." So, they'll try to get a lead from anyone who has a mortgage. Consequently, most of the people who respond are either people who are just looking, those shopping for the lowest price or those who need insurance because of a serious health issue.

If you want to succeed selling mortgages, you must first learn how to attract the best prospects. You must attract people who have the need, the ability to pay, are in good health and are willing to meet with you.

The second reason that most agents struggle selling mortgage insurance is that they don't have a proven script for setting the appointment. Most agents create their own problems by selling mortgage insurance as a commodity - "We have the cheapest term insurance on the market today." When you are selling a commodity, the prospect's primary concern is always going to be cost, and most agents have no idea how to get past the prospect's request for a quote.

If you want to set more appointments, you must learn how to get past objections to the appointment. Help people to see how they will benefit from meeting with you.

The third reason that most agents struggle selling mortgage insurance is they expect people to magically come up with the money to pay for the mortgage insurance. Unfortunately, most people believe they don't have any extra money. So, even if they agree they need mortgage insurance, they believe they will have to make sacrifices to get it. That's a tough decision for most people.

If you want to close more sales, then learn how to get past the objection: "We just don't have the money right now." Learn how to help them find the money without taking any additional money out of their pockets or changing their current lifestyle.

Selling mortgage insurance is easy once you learn how to attract the right prospects and overcome the most common objections.

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 FREE Download 'Agent's Guide To Selling Mortgage Insurance'
Download this free report now, because you will be surprised at how quickly you can cut your mortgage leads cost, set more appointments and double or triple your life insurance sales and commissions, in the next 30 days! We will NOT sell, trade, rent or give your email address away for any reason.

 ______________

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™

Updates:

Life Insurance Presentation:
A great PDF on everything to know before presenting to a client.  All the problems people are facing, how to determine how much LI they will need etc...

How to Get Tax-Free Retirement Income
Life insurance can be a tough sell for advisors with clients who see it as an expense rather than an investment, and one that won’t even kick in until after they’re dead and gone anyway. What if they could use it in their tax planning, though?

2015 LIAM Fact Sheet
All the facts, statistics and opinions gathered from 2015's life insurance awareness month (September) report done by LIMRA.

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. 

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™.

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 - Believe in Yourself
 

Success Story

"Your kits really work and also your coaching series is the best in town. I recall a year ago I was struggling when I called and you worked me through the process and told me this is not a quick fix. I made it to MDRT this year and this is just my third year in the business. Once again thank you."
Franklin Allakpo - NY - New York Life

___________________

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)

You Can Double and Triple Your Appointments and Sales, By Learning To Ask The Right Questions!

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!

Help your clients & prospects to
see you as their trusted advisor

Would you like to:

• Have your existing clients keep doing business with you for years to come?

• Have your existing clients refer you to everyone they know?

• Have new prospects who are anxious to do business with you?

Then you must transform yourself from the typical insurance agent into a trusted advisor.

Most insurance agents believe that to make more money in their business, they need to have either the lowest priced product, the top performing product, or the newest product and they must provide exceptional service. Don't all agents claim to have the lowest price, or the best and newest products, and don't they all claim to provide exceptional service? If that's all an agent has to offer, how are they any different from the other insurance agents out there?

Do your prospects and clients think of you as an advisor, or do they simply think of you as just another insurance agent who sells insurance products?

To make more money, you need to find a way to make yourself stand out from the rest of the crowd.

The object is to keep your existing clients buying, while you identify and attract more high quality prospects. You need to address two critical questions your client and prospects want to know: "Why should I do business with you instead of one of your competitors?" and "What's in it for me?" You must show them you understand and can solve their problems.

The first step to helping your clients think of you as a trusted advisor is to develop a unique selling proposition.

Your unique selling proposition, or USP, is that single, compelling ideal or benefit that makes people want to do business with you, instead of your competitors. To put it another way, your USP is that distinct and irresistibly appealing idea that sets you and your business apart from all of your competition.

Almost every successful business, not just insurance agencies, whether small or large, has a USP. In fact, that's how small businesses grow into giant corporations. For example, both Domino's Pizza and Federal Express became billion-dollar corporations in a very short period of time - because of their powerful USP.

Federal Express' USP was, "When it absolutely and positively has to be there overnight." This statement tells the potential customers if they want to be 100 percent certain their mail will get delivered the next day, then they must use Federal Express. Domino's Pizza's USP was, "Hot, fresh pizza delivered within 30 minutes - guaranteed - or it's free!"

Your USP, when formulated powerfully, can propel you to the top of your industry in a very short period of time, just like what Federal Express and Domino's USPs did for them. So, if you want to start improving your business, you need to invest whatever time necessary to create a compelling USP and implement it in your business, immediately.

Remember, all of your prospects want to know what benefits they'll gain from doing business with you. What problems can you solve? Unless you can answer these questions to their satisfaction, you have very little chance of getting an appointment, let alone getting them to buy from you.

The main reason the prospecting and marketing materials or systems currently used by most agents are so ineffective is they don't answer the prospects' most important question: "What's in it for me?" They don't give their prospects a good reason for wanting to do business with that particular agency or agent.

How to develop and use your USP...

• Your USP must be one sentence.

• Your USP is either pain- or pleasure-oriented. Since most people will do more to avoid pain than to gain pleasure, you might want to model your USP around the pain that your product or service removes. What problem can you solve for them?

• Make sure your marketing theme, campaigns, and business plans evolve around your USP. Did you ever see a business whose marketing had nothing to do with their USP? Did it made them look like they had a values conflict?

• Your USP should address a void in the marketplace, with a promise you can honestly fill.

• A mentor of mine, Hilton Johnson, gave me this formula for designing your USP: "Do you know how [state the pain or problem the prospect has]? What I do is [state the solution your product/service solves]."

The true test of whether you've designed a good USP or not is if it sells for you in the marketplace. Does it define your edge? And, does the marketplace value it with their pocketbook?

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

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

What's keeping you from having what you want?
By Sandy Schussel

If what you wanted out of your life or career was the prize at the end of a dance marathon, would you be the last one dancing? Or would you be exhausted by the seemingly endless music, and choose to sit it out?

"…And when you get the choice
to sit it out or dance, I hope you dance!
I Hope You Dance."  
     —Lee Ann Womack

I'm going to admit something to you now that not every sales trainer will admit: Sometimes, business coaching doesn't work.

The insurance professionals I work with usually seek me out to deal with one of two major roadblocks:

• They don't know what to do to get beyond the success they've already had!

• They do know what to do, but they're afraid to do it!

The first of these hurdles requires special training. (Such as what you'll find at the Insurance Pro Shop) The second is clearly a workable, coachable issue. Both can be resolved much more simply than if these professionals express a lack of commitment. If there is no true commitment, coaching won't help, no matter how excellent the advice may be.

Commitment stumbling blocks tend to arise under the following three conditions:

1. Not wanting it badly enough.
   To achieve anything of great significance, you need to possess a burning desire to make it happen. Now and then, a client will consult me to help him grow his business or practice, only to quit after a month or two, just as we are beginning to make real progress. In a case like this, the client tends to agree that coaching has been helping, but then openly confesses his or her lack of drive, saying, "Perhaps I just didn't want it badly enough." Simply wanting something to happen isn't enough. Wanting it intensely is a prerequisite for success.

2. Not believing it is possible for you to have it.
   You can want something intensely, but if you don't truly believe it is possible to have, you won't get it. Mary Kay Ash, founder of Mary Kay Cosmetics, explained it succinctly: "If you think you can, you can. And if you think you can't, you're right."

3. Not being willing to persist.
   If what you wanted out of your life or career was the prize at the end of a dance marathon, would you be the last one dancing? Or would you be exhausted by the seemingly endless music, and choose to sit it out?

"I've tried doing seminars," blurted Larry during one of my workshops while we were on the topic of useful marketing tools, "but they just don't work for my kind of business."

"How many seminars have you done?" I asked him.

"Three," he replied.

I got Larry to tell me that he hadn't spent a lot of money on any of them -- not even on advertising beforehand -- and nonetheless, a few people had showed up to each one and at least one person had asked him for a quote afterwards. So, I persisted.

“What if you believed that seminars did work and you did 20 of them to get your business going?”

“It wouldn’t do any good,” he responded definitively.

“Well, how can you know that from the brief experience you’ve had with them?” I pressed.

Larry started to say that he just knew, but then he caught himself.

“I guess I just didn’t believe they would work, so I stopped doing them,” he admitted.

“There's more to it than just not believing,” I said. “You had only just gotten started, and you stopped dancing.”

Often, what you want is harder for you to achieve than you want it to be.

But remember, you must keep REACHING…

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