Featured Article - What You Don't Know Is Costing You Big Time... And You Don't Know It!

Improve Your Attitude - TONY ROBBINS - power of decisions

Become Their Trusted Advisor - Identify The Problem Clearly!

Coaches Corner - What's Next???

An Important Message From Jeremy

Dear ~Contact.FirstName~,

Would you like to finish the year strong? Then consider the following...

To finish the year strong, make a few strategic, key changes in some of the habits, approaches and attitudes that you know are holding you back.

Be proactive and willing, not lazy.

Changing a few bad habits can make a huge difference in the outcome of things. Look at time management, organization, commitment, consistency, flexibility, resilience and see where improvements can be implemented and make them.

Be early, stay late, volunteer, try a new approach, speak out, listen more, join, compliment others. These things improve our image and efforts.

Yours in success,
Jeremy Nason

What Are Industry Leading IPS Members Saying...

Featured Article

What You Don't Know Is Costing You Big Time...
And You Don't Know It!

Working with agents, advisors and planners everyday, what I hear the most is; “I need more leads!” “I’m just not in front of enough people!” Almost everyone of the 1,500,000 agents, advisors and planners in the United Sates wants to believe that if they see enough people they’ll be a roaring success. Unfortunately, for 99% of the people in this business, what they really need isn’t being taught today!

We get all of the product training we need, from our companies, for their insurance and investment products. There are lots of industry schools offering courses for technical training on income taxes, tax deferral, split funding, wealth preservation, estate planning, creating financial plans, dollar cost averaging and more. There are all sorts of marketing organizations offering lead generation systems that feature Dinner Seminars, Direct Mail, Free Reports, Newspaper Ads and Fax Blasting! There are sales trainers offering courses on 101 closing techniques, overcoming objections, overcoming call reluctance and conducting successful client seminars.

Unfortunately what most agents, advisors and planners need the most isn’t being taught by the vast majority of our Companies, Industry Schools, Marketing Organizations, and most Sales Trainers. (And, it’s a major reason why we have so many law suits today, because most agents aren't recommending what people really need!)

What most agents aren’t being taught is how to conduct a good, thorough ‘Fact-Finding’ interview. It’s the ‘Missing Ingredient’ for a successful career in the financial services industry. The ability to conduct a good, thorough Fact-Finding interview is how you become the 'Trusted Advisor' that people want to see! It’s how you truly help people. It’s what separates the average producer making $60,000 from the Top Producers making $150,000, $350,000 or more per year. It’s the difference of averaging $1,000 per case, to making $5,000 or more per case. It’s the difference of needing 20 or more leads per week, to only needing 5 or less leads per week.
 

Why Isn’t Real Fact-Finding Being Taught Today?
There are a multitude of reasons for this lack of training in our industry. Most agents, advisors and planners are more concerned about making a sale, than really learning how to help people! There are very few people in this industry that truly understand the value of this training. Many agents see fact-finding as intrusive, too personal! Or, they believe their prospects won’t let them do a fact-find. They feel they don’t know enough! They are too busy and can’t afford to spend the money or the time for the additional training! There are very few good sales trainers! And, the list goes on and on. But, the main reason ‘Fact-Finding Isn’t Being Taught Today’ is because it’s hard to convince most agents, advisors and planners that… They don’t know what they need to know!

What most agents don’t know is that… Most people are looking for real help with their finances! They are looking for someone they can trust. And, they don’t trust sales people! They want, and are looking for a good, trustworthy advisor to work in their best interests!

If you want to close a higher percentage of your sales calls, increase the size of each case, and earn the right to receive referrals, then you must become their trusted advisor, instead of a salesperson. And, how can you become their trusted advisor, if you don’t ask questions to truly understand their concerns and then listen to what it is that they really need and want. You must learn how to conduct a good, thorough fact-find!

Good, thorough fact-finding involves more than just gathering the 'Facts' about what your prospects have (or, don’t have) and then making a quick recommendation and a sale! You also need to ask the emotionally-based questions to uncover your prospect's attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help them 'want' to take action! People don't buy based on their needs, they buy based on their wants. The ability to conduct a good, thorough emotionally-based Fact-Find is the ‘Missing Ingredient’ for outstanding success in your financial services career!

One of the main reasons that agents, advisors and planners we work with are able to double and triple their income within six months, is they are learning to ask the right questions to get their prospects emotionally involved in the sales process.

Then, once prospects identify their problems for themselves, these advisors are learning to really listen to what the prospects tell them that they need and want. Then, and only then do they guide their prospects to a solution! A solution that is tailored to accomplish exactly what the prospects tell them they really want!

Isn't it time for you to become the 'Trusted Advisor' people want to see? Then learn how to conduct a good, thorough emotionally-based Fact-Find. It's all in our 'How To Close 9 Out Of 10' videos!

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

We want to hear your thoughts, please drop us a 
comment on our blog or visit our Facebook!

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

Early vs. Late Losses
A simple illustration showing the risks of taking income from the stock-market/mutual funds, and average rates of return.

Case 13 Austin & Pam
Austin & Pam were a typical couple with no money for life insurance.  However, by doing a good fact-find the agent was able to help them not only get the life insurance they needed, but also be free from debt and start a plan for retirement.  Learn how.

22 Ways to generate more referrals 
A short PDF showing you 22 different ways to help you receive more referrals, put out by Postema Marketing Group.

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.

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!

Improve Your Attitude And Change Your World

TONY ROBBINS - power of decisions

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

Identify The Problem Clearly!

Finding new people to buy your product or service is an important part of the entire sales process.

Do you have a great product, but aren’t attracting the right prospects to buy it?

Is it because you are not sure how to approach your prospects or because you have a confusing sales message?

Clearly Identify A Problem You Can Solve For Your IDEAL prospects!

What kind of problem does your IDEAL prospect have that you can solve for them?

If you have identified your IDEAL client correctly, these people will pay you to solve their problem.

• Sometimes the problems are obvious and clear.

• Sometimes the problems are not obvious, or unclear.

• Sometimes the problems do not exist for the prospect. (If the problem does not exist, the prospect will not buy your product.)

Now pick out one or two benefits of your products that relates to the problem that you can solve for them.

State those benefits clearly in your sales and article headlines. Make it clear to your prospects EXACTLY what your product and service is going to do for them. Be specific.

If your product and service has multiple benefits, create sales messages for different prospects that they can relate to.

You'll find all the tips, tools and training you need to 'Clearly Identify the Problem,' and attract you 'IDEAL' prospects to you in our Specialized Marketing and Sales Tool Kits.

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

Please 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

Coaching Corner

What's Next???

Marketing guru Dan Kennedy's strategic mantra is, "What's next?"

Businesses that are successful marketers and tough competitors have a chain of activities that happen with a customer or a prospective customer after the initial contact or transaction. For each response along the way, there should be a plan of continuous contact and offers.

A "tool bag" of marketing techniques can be used along the chain for the customer nurturing process.

If a customer buys, there should be an "upsell" offer. (If they buy life insurance, why not also offer Disability Insurance?)

If a customer doesn't buy or doesn't take action, there should be a "downsell" offer with an "upsell" follow up. (If they don't buy the cash value policy you recommended, why not offer them a term plan with a small cash value policy)

There should be a referral-generation system concurrent with a sale and as part of the continuous contact with the customer or prospective customer. (Make the referral form a part of the application for them to fill out)

Greeting cards for holidays, birthdays and anniversaries, newsletters, thank you cards, article clippings and gifts can be used for continuous relationship nurturing so the customer doesn't forget you.

Telemarketing as a follow-up system is a must to boost response. (Call to schedule an Annual Review)

When a business is sensitive to the wants and needs of its customers, continues to offer products and services that are valuable to them, and makes a consistent, ongoing effort to keep in touch with them (at least once a month), it should be recession-resistant and have a long, profitable life. (Monthly Newsletters)

In our Insurance Marketing and Sales Resource Center™ you find all of these marketing ideas and more, along with the tools you need to complete them.

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

       Insurance Sales Video System
 

Do You Have A Video On Your Facebook Page And/Or Website
To Help People To See You As The Expert?

Psychologically Engage the Viewer's Interest & Concisely Explain the Insurance Solutions You Offer!

Do you know that prospects are 64% more likely to buy a product after watching a video about it?

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

Over 80 'Client Engaging' Videos To Chose From! http://ips.webprez.com/
 

Why WebPrez? Executive Director, Dan Vinal explains...

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