Featured Tip - To Sell More Life Insurance You Must Help People To Find the Money!

Improve Your Attitude - Steve Jobs & Alan Watts - Follow Your Heart / What Do I Desire?

Become The Trusted Advisor - Where Can You Make the Most Money?

Coaches Corner - The Three Keys to Becoming a Top Sales Professional

A Message From Lew

Dear ~Contact.FirstName~,

The end of the year is rapidly approaching! Was is everything you hoped it would be? Or, are you still struggling along?

What are you going to do about it? Would you agree that nothing is going to change until you decide to take some positive action?

You've been getting our newsletter for a while, WHY?

Have you been putting off investing in your future?

Not sure what to do! Then why not give us a call? We can and will help! 877-297-4608

Yours in success,
Lew Nason

"Hi Lew, I had never seen any coaching and training system like you have. You deliver much more than what you promise. The best part is your follow-up and one-on-one coaching with you
(which is so encouraging and is priceless)." 
Bir I. S. Grewall (33 years) 

"Frankly Lew, the spirit in which you conduct your business is as important, or more important, than the tools you provided me with. Please accept my sincerest thanks!" 
John C Neyland, CSA, (10 years)

“From someone looking to advance their knowledge in the insurance industry, I can tell you that your approach and company are a ‘Breath-Of-Fresh-Air’."
Bob Johnson, (6 years)

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

To Sell More Life Insurance
You Must Help People To Find the Money!

"If I could show you how to get all the life insurance you need to protect your family without you taking additional money out of your pocket and sacrificing your current life style, would it be worth sitting down and talking about?"

Are you interested? Would you like to know more?

How much easier would it be to set an appointment with prospects, if you could show them how to get what they needed without them spending additional money and changing their lifestyle?

Think about it. What's the biggest obstacle to you selling life insurance? Isn't it: "I just can't afford the premiums right now?

When prospects give you the "I can't afford it" objection, do you now apply pressure to try and persuade them it's worth the sacrifice? Do you try three or four of the 100s of closing techniques you've learned, until you get three or more No's?

Does applying pressure or using those closing techniques generally result in you making the sale?

As sales people, isn't our job to help people to recognize they have a problem and then get them to agree they want to solve the problem? And, that's where most agents stop.

If you want to close more life insurance sales, then you must go a step further and help your prospects to ‘FIND THE MONEY.'

In most cases, you can help them ‘find the money' by reviewing their current situation (doing a thorough fact-find) and then helping them to make some smart money management decisions.
 

Here are just a few ideas on how you can help your prospects:

Can they reduce the premiums on their existing insurance policies?

• Do they have low deductibles on their health, auto or homeowners insurance? Can they increase their deductibles to free up some money? Consider, if they had $10,000 sitting in their savings couldn't they afford to go to a higher deductible on their insurance policies? What's the best way to get the $10,000 into their savings?

• Do they have an opportunity to receive a discount on their auto, homeowners and liability policies by putting them with the same company?

• Do they qualify for health insurance through their employer at a reduced cost?

• Do they have a Critical Illness policy, DI policy, or Long Term Care Insurance policy with long-term benefits? Example: Having a "to age 65" benefit period on their DI policy is fine, but if it prevents them from getting the life insurance they need to protect their family, is the long-term benefit on these policies really necessary? What is the higher priority?

• Do they have expensive, low priority riders on the above policies? Could you free up money by removing these riders?

• Do they have cash value polices that can be paid-up with dividends?

• Can you recommend a lower priced, quality company for their current insurance? Be very careful about replacing policies. Make sure it's truly in your prospects best interests.

Are they funding a retirement plan?

• Are they putting more money into a 401k than is matched by their company? Or, are they are using a traditional IRA, SEP, etc… Again, if they need more life insurance to protect their family couldn't they instead use the money they are putting away for retirement to fund a cash value policy and and have a 'Tax Free Retirement'?

• Are they putting money into a Roth IRA? If they need more life insurance to protect their family, couldn't they use a cash value policy for their retirement savings instead of a Roth IRA? Doesn't cash value life insurance build tax-deferred and generate tax-free income just like the Roth IRA?

Can you help them to reduce or eliminate their debt?

• Do they have multiple credit cards and charge accounts with large balances and high interest rates? Could they consolidate all that debt onto one credit card with a lower interest rate and reduce their total payments?

• Do they have cash value in their life insurance policy they could use to pay off their debts or a car loan? Aren't they better off borrowing from themselves and paying themselves back, instead of paying someone else the interest? They can become their own bank as in the ‘Infinite Banking' system. (Note: they must pay themselves back with interest.) (Note: in some cases you can borrow from a 401k to pay off debt and then pay it back over 5 years.)

• Do they have untapped equity in their home that they can use to reduce or eliminate their debts? Or, could they refinance their mortgage for a lower monthly payment to free up income? Mortgage interest is tax deductible. So, they save on income taxes, while reducing or eliminating their debt. That's the basic idea behind the ‘Missed Fortune' concept.

These are just some of the creative ways you can help your prospect to ‘find the money.'

By using these ‘find the money' techniques you'll get more appointments and you'll close more sales. And, you'll make significantly larger sales. Using these ‘find the money' techniques you can double or triple your sales income in the next 60 days...

Plus, you'll help your prospect to optimize their savings. You'll put them on the road leading to true financial security. How valuable have you made yourself to them?

You'll become their trusted financial advisor, instead of just another salesperson.

By the way, have you looked at your own financial situation? Can you use any of these ‘Find the Money' strategies to make your financial situation better?

____________

 FREE Download Advisor's Guide To Found Money Management
Download this free report now, because you will be surprised at how quickly you can be attracting a steady stream of the RIGHT life insurance prospects and be 'finding the money' to close large life insurance sales... for ‘Missed Fortune’, ‘Infinite Banking’, ‘Circle of Wealth’, ‘LEAP’ and more!

 ______________

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.

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

Life Insurance Power Phrases
Great power phrases you can use when talking to your clients.

Overcoming a Loss of Motivation
How many times have you started a new activity (such as a personal project or exercise routine) with a burst of enthusiasm, only to feel that initial loss of motivation? This often leads to depression and causes us to give up prematurely. I’ve experienced this letdown dozens of times myself. But fortunately, with a bit of thought and reflection you can turn this negative emotion around. 

Building Relationships is the Key to Building Your Business
Building relationships to build your business is just like raising kids. Kids grow and develop by being loved, nurtured, eating good foods and being active. Relationships need the same kind of nurturing care that children do. These relationships will grow up and turn into customers, joint ventures and referrals. 

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

Steve Jobs & Alan Watts - Follow Your Heart / What Do I Desire?
 

What are They Saying About IPS?

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. 
 

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

Where Can You Make the Most Money?

Almost every day, we get a call from an advisor who either is fed up with selling life insurance, or is fed up with selling annuities.

If the advisor is selling life insurance, they will tell us that there is just too much negative information out there to overcome in order to be successful selling cash value life insurance. It's too hard to get the cases underwritten and it takes too long. Or, he tells me he wants to sell annuities because it's easier and that's where the big money is.

If the advisor is selling annuities, they will tell us they are tired of dealing with seniors. It takes too long for seniors to make a decision. There's too much competition, and everyone seems to be doing seminars in his area. He wants to sell life insurance because it's easier and that's where the big money is.

The problem these advisors have, in most cases, isn't the product they are selling. Their problems really are…

• They don't have a system to generate a consistent flow of high quality sales leads.

• They don't have a defined niche market. They think that everyone is a prospect for their products.

• They are selling a product; not a solution to a problem their prospects have.

• They are trying to be everything to everyone. They haven't learned to specialize yet.

• They don't have a passion for what they are doing. They don't see how they are helping people.

• They don't believe in the product enough to buy it themselves.

• The grass is always greener in the neighbor's backyard.

The truth is, it really doesn't matter what product you are selling. There are only a few advisors in our industry who are earning $20,000 to $50,000 every month, and it doesn't matter whether they're selling life insurance or annuities.

What makes these advisors successful is not the product they are selling or the market they focus on. They are successful because they have a real passion for what they are doing. They can feel good about themselves, because they are truly helping people get what they want. These advisors have a mission: They believe in what they are doing and believe that they are making a big difference in people lives. And, they always own the product themselves.

These are the advisors who have a very defined niche market. They have learned to specialize. They have a system for generating multiple steams of the IDEAL high quality prospects. They have worked hard to be recognized as the financial expert in their community.

If you really want to be successful, if you really want to make a top income, then find a niche market for which you have a real passion. Then, you must specialize and become the expert in that area.

The better you feel about what you do and the more passion you have, the easier it is to make a sale.

New Agents Quick Start Life Insurance Sales 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.
 

Coaching Corner

The Three Keys to Becoming a Top Sales Professional

Let's assume for a moment that you want to learn to play golf and join the Professional Golf Association (PGA). You go to your local bookstore where you buy three definitive books on golfing, written by the three top golfing legends: Jack Nicklaus, Arnold Palmer and Lee Trevino. You buy all their tapes. You even go to your local golf pro shop and buy a set of golf clubs endorsed by these legends and have them fitted to you. Now, what's the chance of you becoming a good enough golfer to be invited to play on the pro golf tour just by reading those books, watching tapes and using those clubs?

What are you missing?

If you said;  1. years of dedication, 2. practice and 3. a coach to help you learn the finer points of the game, then you are right on. Becoming a golf professional isn't about your knowledge of the game, watching tapes or having the best set of clubs. It's about your dedication to the game. It's about getting someone to personally teach you the little secrets - the tricks of the trade - that will help you to use those clubs the right way. Then it's about continually practicing to make those secrets your own. Even the three top golfing legends, Jack Nicklaus, Arnold Palmer and Lee Trevino had a coach throughout their entire careers. And, they continually practiced to hone their skills.
 

It's the same for any profession; whether it's baseball, tennis, cooking, dentistry, accounting or sales. There isn't a book, tape or system that is going to teach you everything you need to know to become an expert in that profession. And while having the best tools may help, you must learn to use those tools the right way.

If you want to become a top producer in sales, (or more than just a mediocre producer) then you need to become a student of sales and learn everything you can about sales. You need to have the right proven sales tools and sales systems. And, you need someone to teach you the finer points of using those tools and systems. Then it's continual coaching and practice to refine and hone your skills!

There are no short-cuts to success.

“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

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

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

Includes, 3 Months of One-on-One Coaching (not group coaching)
This is the in-depth annuity and life insurance appointment setting, fact-finding and sales training,
with the personal coaching that you expected, but didn't get from your Company or IMO!
 

Are You A Member Of ProducersWeb?
If you want the latest information, from the foremost experts in the industry,
to take your career to the next level, then become a member. It's Free!

Follow Rodney Ballance, Sandy Schussel, Paul Mallet, Jeremy Nason and Lew Nason!

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us