Featured Article - 4 Crucial Steps To Closing '9 Out Of 10' Cash Value Life Insurance Sales!

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Featured Article

4 Crucial Steps To Closing '9 Out Of 10'
Cash Value Life Insurance Sales!

Please keep an open mind as you read this! Your ability to sell cash value life insurance depends on this information!

Everyday we get hundreds of people visiting our Web site and/or calling us. Most of them are searching for sales tips on ‘how to sell life insurance,’ especially cash value life insurance. (Whole Life & Index Universal Life) They want to know how to convince people to buy cash value life insurance, when most people are very reluctant to spend any of their hard earned money, because of the current economy!

Unfortunately, when we lay it all out for them on our Web pages, in our articles, in our free reports and on the phone, they don’t want to hear it. They still want to believe there’s a quicker solution that doesn’t involve taking time to read, study and practice. They want a simple life insurance marketing or prospecting idea that will magically attract hundreds of people to them that already want, can afford, and can medically qualify for cash value life insurance.

These are the same people that will spend thousands of dollars each year on Internet leads, or on a sales system that makes outrageous claims, like promising overnight success while "selling from home in your underwear!" I hope you are not one of those people! 

I guess what I’m asking you is... Are you ready to learn the real ‘insider secrets’ to selling huge amounts of cash value life insurance? Yes! Then let’s begin… 

First Learn What’s Not Working And Why... 

To learn how to be successful selling cash value insurance (Whole Life & Index Universal Life), you first need to understand what most agents are doing, and why it isn’t working.  

The vast majority of agents out there are buying Internet leads, mortgage leads, sending out sales letters, term flyers, cold calling, etc., trying to identify those few people who want life insurance right now. Once these agents find and meet with a prospect that wants the life insurance protection for their family, business, etc., they’ll jump right in and try to convince the prospect why they should consider buying cash value life insurance, instead of term insurance. 

They’ll tell the prospect about how much money they’ll save by purchasing cash value life insurance now while they are young, and the premiums are low. They talk about the merits of owning instead of renting their life insurance.

They’ll explain to the prospect how they’ll get all of their premiums back, with interest, so they’ll be able to use that money to fund a college education for their children or have more money in retirement. And, how their money will grow tax deferred and how they can access the money tax free, without any IRS penalties.

They’ll try to convince the prospect that they’ll need the insurance in their retirement years, and that term insurance won’t be there when they need it most!

All of the things they are telling their prospects are very true and logical reasons to own cash value life insurance.

However, in the majority of the cases the agent is indeed lucky if they are able to walk out with a term insurance sale, let alone a sale for cash value life insurance. Why?

Then, there are the few agents that will spend $5,000 or more on an advanced cash value life insurance selling system, like the Missed Fortune, Infinite Banking, College Funding, LEAP, or Pension Max. Their objective is to find and attract people who want to hear more about these exciting new concepts, to set an appointment. So, they send out their books and free reports. And, they run adds in the newspaper offering a dinner seminar.

Once they set an appointment with someone who wants to know more, they’ll explain how great the concept is and how much better off they'll be financially. The concepts they are presenting are terrific, and they work. And, yet most agents are lucky if they are closing 10% - 20% of the people they are meeting with. Why?  

The reason both these groups of agents are struggling with selling life insurance is they are telling the prospect how great the product or their idea is, and logically why they should buy it.  
 

1. What the Top Produces know, that you don’t is… 

“Telling Is Not Selling!” 

If you immediately tell the prospect about your exciting new product or idea they may or may not believe you. Remember, whether you like it or not, in their eyes you are just another salesperson trying to make a sale. If you want to sell most people your meet with, then you have to get your prospects to ‘tell themselves’ why this works, why it’s important, and why they should take action, now. And, that’s about asking questions. Questions like… 

How much life insurance do you want? How did you come up with that amount? If you purchase term insurance now, how old will you be when it ends? How long do you want to have life insurance? How much will you have spent for the life insurance during those years? Etc. 

You want your client to come to the conclusion that your product or idea makes sense for them. But, even then many people will not take action. Why!

2. What the Top Produces also know, that you don’t is… 

“People Buy Based On Emotion, And Then
They Justify Their Decision Based On Logic!” 

If you want more people to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions. To get people emotionally involved, you must ask questions so they will see and understand the problems they have. The more emotionally involved they are in solving their problems, eliminating their pain, or gaining pleasure, the more likely they are to take action! You must ask questions like…

If you or your wife weren’t here tomorrow, what would happen? How much income would your family lose? Could your family keep your home? How do you feel about that? Etc.  

Are you planning to pay for your children’s college education? What college would you like them to attend? How much do you think it will cost each year? How much have you saved so far? How do you feel about that? Etc. 

How much income would you like to have at retirement? What would you like to do? Where would you like to go? How many years do you think you’ll be retired? Do you think Social Security will be there when you retire? How much have you been able to save so far? How do you feel about that? Etc.  

Even, if you do a great job of getting them emotionally involved, many people still have a problem and won't buy. Why!

3. What the Top Produces also know, that you don’t is… 

“You Must Help People To Find The Money!”  

Would you agree that none of us has any extra money? We all are spending everything we earn. So, no matter how good your program or idea is; if your prospect has to sacrifice something in their life, then they are probably not going to do it! However, there are very few people who are not wasting money in some areas of their lives. You job, if you want to make a sale, is to help them find that money and then help them to establish their financial priorities. 

Is what you are spending that money on more important than… protecting your family? …saving for your child’s education? … saving for your retirement? 

Even, if you help people to find the money, some people still won't buy. Why!

4. Lastly, what the Top Produces also know that you don’t is… 

“You Must Keep The Closing Presentation Simple and Logical!” 

Remember, people buy based on emotion, and then they justify their decision based on logic! If you confuse the prospect at all; give them too much technical information; ask them to make too many decisions; or try to solve all of their problems at once; you’ll have trouble closing the sale. If you use a 25 to 50-page report, you’ll generally lose more sales than you’ll close. It’s makes it too complicated and too confusing.

People want to know what the bottom line is. If you want to sell more cash value life insurance, then use a two-page summary to hi-light the end result of the program you are recommending, compared to what they’ve been doing.  

Every Top Producer knows that selling life insurance, especially cash value life insurance, isn’t about you, your credentials, your products, or even the amount of money they’ll ultimately have. It’s about helping people to see and truly understand their financial problems. It’s helping them to avoid pain. It’s getting them emotionally involved in the sales process and answering their biggest question… “What's In It For Me and My Family?”

Summary: These 4 steps are why the Top Producers are able to consistently attract more people, set more appointments, get more referrals, and close ‘9 out of 10’ sales calls.

It’s why they are consistently earning $250,000, $500,000 and more per year selling cash value life insurance, in spite of this struggling economy!
 

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

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

The Impossible Mission Made Possible:
Make a Positive Difference In People's Lives
and Watch Your Sales Grow!

Your mission for 2017, if you decide to accept it, is to stop doing what everyone else is doing. Instead of chasing after the quick (or big) sale, your mission is to focus on making a positive difference in the lives of the families in your local community.

Start helping middle income families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence. Become the most recognized, trusted, respected and sought after financial professional in your local community.

Consider, over the past 45 years we've seen a sharp decline in the middle-class disposable income, home values, earnings, job prospects, assets and net worth, pensions, health care and insurance, and the bright futures middle-class children once had.

Wealth distribution in the U.S.

In 2007, the top 20% wealthiest possessed 80% of all financial assets. In 2007 the richest 1% of the American population owned 35% of the country's total wealth, and the next 19% owned 51%. Thus, the top 20% of Americans owned 85% of the country's wealth and the bottom 80% of the population owned 15%.

In 2011, financial inequality was greater than inequality in total wealth, with the top 1% of the population owning 43%, the next 19% of Americans owning 50%, and the bottom 80% owning 7%.

After the Great Recession which started in 2007, the share of total wealth owned by the top 1% of the population grew from 35% to 37%, and that owned by the top 20% of Americans grew from 85% to 88%. The Great Recession also caused a drop of 36% in median household wealth, but a drop of only 11% for the top 1%, further widening the gap between the top 1% and the bottom 99%.

Income gains of the top 1 percent outpace all other groups

The gap in income between the wealthiest Americans and all others has grown strikingly. In 1979, the average after-tax incomes of the top 1 percent of households were 7.9 times higher than those of the middle fifth of households. By 2007, top incomes were 23.9 times higher than those of the middle fifth -- a more than tripling of the income gap.

According to Emmanuel Saez, an economist at the University of California at Berkeley... In 2012, the richest 10 percent of Americans earned their largest share of income since 1917.  

Census Bureau statistics showed that real average income among the poorest 20 percent of families continued to fall each year from 2009 to 2011.

The ultimate problem is that 80 percent of the families in the U.S. are now only one or two paychecks away from going bankrupt. They don’t have any savings, or even an emergency fund (except for their credit cards).

Start helping middle-class families

In today's modern world, advertising seems to be everywhere we look: online, on television, billboards, magazines, newspapers, on buses, grocery carts, and even cell phones. These ads tell us that we can have whatever we want ...right now. This misleading and self-serving advertising has most people focused on living for today, and the heck with tomorrow.

Unless we help people to stop listening to all the misleading advertising messages they receive today, the wealthy are going to get wealthier while the middle class disappears into oblivion. If we want to turn this great country around, then we need to help middle-income families to stop spending their money unwisely, in the wrong places.

We need to help them to realize they are sacrificing their children's and their future. If we don't help these people right now to identify and solve their financial problems by finding the money to eliminate debt, fund a college education, save for retirement and more, then who is going to have to support these people in the future?

Unfortunately, as an industry, we have added to these problems. The push by most of the financial institutions today is just to make money. They'll train you on their products, but not on how to truly help people. Consequently, in order to survive, most agents, advisors and planners are going after the quick sales.

They are telling people to put their all of their money in the stock market, because it's an easier sale. Their clients are losing money in the stock market, disqualifying themselves for the free money available for college financial aid, building huge consumer debt and are paying more income taxes than necessary. This is keeping many families from saving money and building a secure financial foundation, and in fact it has pushed many families into bankruptcy.

Is it any wonder that people are complaining and suing us?

Your mission today is to help families to see, talk about and address the financial problems they are facing now and in the future. It's about helping them to re-think and establish their financial priorities. You need to change your focus and start helping these families to find the money to:

• Reduce or eliminate consumer debt

• Maximize the amount they can save (invest) from current income

• Position assets to increase their eligibility for college financial aid

• Minimize income taxes

• Position their money to provide more current liquidity

• Maximize investment returns (with less risk and tax deferral)

In many cases, you can help them to find the money to do it all without taking additional money out of their budget, or dramatically changing their current lifestyle. If we want this great country to survive and thrive, then we need to focus on rebuilding the middle class to keep the American Dream alive.

Important Note to insurance companies, financial institutions, marketing organizations and agencies...

If you want to solve your compliance and regulatory issues, then start training agents, advisors and planners on how to actually help people. And, start supporting and promoting the industry organizations, like NAIFA. The cost will be a lot less than the cost of being sued.

It's time for each and every one of us to step up and start making a positive difference in our clients' lives, instead of just making a sale. The truly amazing part is that if you learn how to actually help people, instead of just pushing your products, you'll make a lot more money. People today are looking for real help and guidance, not just another salesperson who wants them to spend money they don't have.

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

Tired Of Buying Leads, Cold Calling And Playing The 'Numbers Game'... Then This Membership Is For You!

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)

Coaching Corner

At this time, it appears the DOL fiduciary rule changes are going to happen in April 2017. This rule will significantly expand the “investment advice fiduciary” definition under the Employee Retirement Income Security Act of 1974 (ERISA). The result is the rule will severely restrict the ability of agents to collect annuity commissions on the transfer of ‘qualified’ money. Whether these changes are good or bad is a topic for another time.  Our job, as trainers, coaches, and mentors is to guide you and help you get through this trying time.

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

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