Featured Tip - Most Agents Are Floundering Because They Don't Really Understand The Financial Services Business!

Improve Your Attitude - Les Brown & Zig Ziglar - MOTIVATION The Short Film

Become The Trusted Advisor - Joint Venture Marketing is the ultimate ‘insider secret’ to quickly generating thousands of new prospects!

Coaches Corner - 3 simple tasks to solve your production problems

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

Most Agents Are Floundering Because They Don't Really Understand The Financial Services Business!

Dear ~Contact.FirstName~,

If you are not as successful as you want to be selling life insurance and annuities, then you may want to read the following and really think about what you do.

Question 1: What is it that you do for a living?

Think about this very carefully, because it’s very important. Are you an insurance agent, financial planner, financial advisor, Registered Representative, Registered Investment Advisor, financial consultant, stockbroker, a CPA, CFP, attorney, or maybe you use some other title?

Unfortunately, if you said any of the above, then maybe that’s why you are not as successful in the financial services business as you would like to be. Why? Because all of the above answers are just industry licenses you hold, industry designations you may have earned or a career title that you have decided to use. In most cases your title may denote the training you have received, how you perceive yourself, or maybe how you want your clients to perceive you.

But whatever you have decided to call yourself, it is not what you do for a living! And yes, this is what you must tell your prospects and clients that you do for a living, because, if you were to tell people who you really are and what you really do for a living, they would probably run the other way.

You may not want to hear this, but what you do for a living is sell. You are a salesperson. You may be offering a product, investments, advice or some other services, but you are a salesperson above all. And it doesn’t matter if you earn your money by collecting fees or earning commissions. It’s this basic lack of understanding of what you do for a living that, in most cases, is keeping you from earning the living you desire and are capable of.

When you come to the realization and finally accept that you are a salesperson and you begin to focus your efforts each day on learning and mastering the skills needed to attract and sell prospects, then and only then, will you be able to take your career to new heights.

Question 2: What is your function as a salesperson?

Is your function to make sales? Sell your products and/or services? Is it to educate your prospect on the value of your products and/or services? Prove to them how knowledgeable you are? Establish rapport? Gain your prospects’ trust and respect? Help them to understand why they need your services?

While all of the above are important aspects of making a sale, and they are things that you hope will happen during the sales process, they are not your function as a salesperson.

Your function as a salesperson is to help your prospect identify a problem that they have, help them prioritize that problem, and then help them find a way to solve that problem. If your prospect doesn’t see that he has a problem, then why should he invest his time and money in your products and/or services?

A true sales professional knows that in order to help people, they must be of service to their clients and make the clients' needs their primary concern. True sales professionals choose to give of themselves without the expectation of an immediate return.

The true sales professional asks questions to learn as much as they possibly can about the prospect and the prospect's needs and wants. They implement a well thought out and rehearsed selling procedure that will help them gather and organize information to make their presentation attractive to their prospect. Using this method, closing sales ceases to be a problem.

Until selling becomes a procedure, it will always be a problem.

The reason so many salespeople struggle is they have not learned and/or implemented a selling procedure. They fail to investigate their clients' needs and wants, establish trust and rapport with their prospects, demonstrate how their product and/or service can fulfill those needs and wants and helps them to find the money to take action. A salesperson who has not learned how to perform these important functions is not really helping people and will not close many sales.

Question 3: Do you have a set procedure?

Do you have a prospecting procedure that you use to consistently attract prospects who have a problem you can solve for them? Or, are you just taking whatever sales happen to come your way?

Do you have a well thought out and rehearsed initial questioning procedure to gather the facts, to gain trust and build rapport, and help your prospect determine what they actually need and want? Or, are you just telling your prospects what you believe they need and want?

Do you have a set sales presentation procedure that demonstrates how your product and/or service can fulfill your clients’ needs and wants? Or, are you just telling it to them and trying to convince them that your product and/or service will solve their problem?

Are you helping your clients to find the money? Or, do you just expect them to somehow come up with the money?

Summary

If you really want to be successful in sales and you really want to help people, then you must learn a precise, step-by-step procedure. A sales procedure that covers all the points in the selling process, from attracting prospects to closing the sale, and leaves nothing to chance.

You must form the habit of doing what is necessary, within ethical and moral boundaries, to succeed. That’s what distinguishes winners from failures. Successful people are simply unwilling to fail.

There are many more points to understand about selling, and your future success in sales hinges upon your knowledge of them. Ultimately, to succeed in selling, you must embrace your profession and seek to constantly improve not only yourself, but also the profession as a whole every day. Top performers know that school is never out for the true professional.

When you have a selling procedure and combine it with your high degree of interest in building your sales career, and when you develop a positive attitude and energy it creates, you will become a success. And, you will witness the birth of a true sales professional. Then, and only then will you take your career to new heights.

___________________

Free Download How To Attract And Sell The 'Ideal' Insurance Prospects!
Learn the most consistent, cost effective ways the top producers use to have more qualified insurance sales prospects in a month, than most advisers see in a year!
_____________________

Yours In Success,
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. 

Stock Monkeys 
When talking to many of my new clients, one of their biggest hesitations to work with me is that they already have a "financial advisor." However, after really talking to them and going over their situation with them, they realize they don't have a financial advisor they have a 'Stock Monkey'. The only thing their advisor is helping them with is investing in the stock market and mutual funds. They use the one size fits all approach. This should be criminal! Everyone has different needs and a different situation. Plus, while yes, investing is an important piece of the puzzle, financial advising is so much more than this! 

Steve Marshall on Home Equity
We believe home equity management strategies should be considered in every estate and financial plan. We acknowledge they may not always be suitable or necessary. The home equity asset is simply too large and ignoring its potential is a mistake. A prospective client should be disciplined and have an above average credit score, preferably 680 or higher. For many of our clients, their home equity is the largest asset in their estate and proper utilization of such will tremendously impact their retirement lifestyle. 

Improve Your Attitude, Improve Your Life
Our attitude has a profound effect on the quality of our life. Optimism and pessimism create two completely different realities. By taking a few simple steps to adopt a more optimistic and positive attitude, you can enjoy both immediate and long term benefits. Here are some practical steps to help you lead a happier life! 

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

Les Brown & Zig Ziglar - MOTIVATION The Short Film

Judge Us By The Comany We Keep

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

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

Joint Venture Marketing is the ultimate ‘insider secret’ to quickly generating thousands of new prospects!

In each of our exclusive systems we offer 12 ways to become well known in your local community, to consistently attract your ideal prospects to you. One the easiest and most cost effective ways is Joint Venture Marketing. It is the ultimate ‘insider secret’ to generating literally thousands of new prospects, in your area, rapidly and with the utmost credibility.

Joint venture marketing, which sometimes is referred to as co-marketing or a strategic alliance, is a simple way for two small businesses to reduce the expenses associated with branding and advertising. Joint ventures may be formed between two businesses within the same industry or two small businesses that have something in common, such as a shared customer base, related products or even two owners who are friendly with one another. Joint marketing ventures require the development and distribution of joint marketing, and perhaps the greatest incentive to such a partnership is the reduction in cost that will result. When two small businesses divvy up the costs and the creative and distribution work, the savings can be significant when compared with what each business would have had to pay if they did it alone.

Are you looking for a way to consistently be in front of more prospects? Are you looking for ways to constantly attract high quality prospects to you? Then, consider joint venture marketing and sharing your clients and prospects with other successful business people... in return for them sharing their clients and prospects with you. When done right, with the right businesses, it can make your search for new and better prospects much easier!

If you are thinking; “I’ve tried that before and it doesn’t work!” The reason it didn’t work is because most agents are going about it all wrong!

Insider Secret: Most agents are just setting up a passive referral system where the business will refer people to them if someone asks for information, or a referral. To make a joint venture work you must set up an active contact system that gets people to call you looking for help, more information, or gets them to come to your free educational workshop.

Yours In Success,
Jeremy Nason
Trainer & Coach
'The 9 Out Of 10 Guys'

P.S. In each of our exclusive 'turnkey' marketing systems we provide a detailed explanation of 12 of the very best and most cost effective ways to attract your ideal prospects to you... with all the tools you'll need.

New Agents Quick Start Program

Coaching Corner

3 simple tasks to solve your production problems
By Dennis Postema

So many times we talk to advisors with production problems, and they ask how to fix their situations. Unfortunately, you just can’t turn on or off your production like a faucet. To be honest, most advisors don’t even realize what the problem is that’s causing their lack of production. So, today I’m sharing with you three solutions that should help you resolve your production problems. ​

1. Track your numbers

​Oftentimes we mistake activity (or “busyness”) for actual productive work hours, but they are far from the same. If you do not track your numbers, you’re probably achieving mediocrity at best. Let’s face it, if you don’t measure what you do each week, you will never be able to figure out the root cause of your production problems.

I make all of my career advisors track their numbers, such as:

• Hours spent in the field,

• Presentations given,

• Applications written,

• Service calls completed,

• New appointments conducted,

• Fact finds prepared,

• Deliveries made,

• Referrals received,

• Follow-ups done,

• Educational hours finished, and finally

• Overall production.​

2. Make a business plan:

Like Benjamin Franklin said, "If you fail to plan, you are planning to fail." You need to have a business plan that includes the numbers you want to accomplish for the year as well as the overall goals for your practice. We have found it's imperative to compare your accomplishments to your goals continuously throughout the year so you can make adjustments accordingly. Doing this annually or even a few times a year is a waste of time.

3. Educate and improve yourself relentlessly:

I can't stress this enough: If you aren't growing, you are dying! Make it a point each and every week to read blogs, listen to podcasts, attend trainings, watch webinars, and do anything else that helps you continuously improve your craft as well as your inner self.

All of these are SO SIMPLE, yet difficult to do consistently. Help yourself by teaming up with someone, such as a coach, manager, or accountability partner to ensure you stick to your plan and finish this year with a bang!

________________________

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