Featured Article - What Is Killing Your Life Insurance Sales?

Improve Your Attitude - The Success System That Never Fails... Part One

Become Their Trusted Advisor - Stop With The Product Brochures and Start Personal Branding!

Coaches Corner - Choose Effectiveness Over Activity!

A Very Important Message From Jeremy

Featured Article

What Is Killing Your Life Insurance Sales?

According to LIMRA International, 37 million U.S. households today have no life insurance coverage whatsoever, a dramatic increase from 24 million in 2004. And, more than 45 percent of American households report they need more life insurance - the highest level ever reported.

If 37 million U.S. households today have no life insurance coverage whatsoever, and more than 45 percent of American households report they need more life insurance, then why are 90 percent of the agents saying they need more people to talk to? Isn't there plenty of people out there that need and want their help?

What are these agents missing? What are they doing wrong? What don't they know?

When we ask agents, "Where have you been getting your prospects? What are you doing to attract people to you?", we typically hear that they have purchased Internet leads and/or pre-set appointments. Or, they've used fax blasting, direct mail, phone dialers, free reports, seminars, workshops or postcards. They've asked for referrals. They have called all of their friends and family... and they aren't getting enough people to sit down and talk to them about life insurance!

So, we will ask them, "What are you saying to people to get them to want to set an appointment with you?"

They'll give us a vague response about how great their company and products are and that they are telling people they have a great idea to help people to save money on their life insurance, reap the upside of the stock market, or set up their own private bank, etc.

There is a much better way...

When I was a branch manager for a major life insurance company in Port St. Lucie, Florida, most of the people I brought into the insurance business were transplants from up north; Ohio, Connecticut, New York and New Jersey. Because they were transplants, they didn't know anyone in the area. And yet, 10 years later, 80 percent of the agents I brought into this business were still in the business and making well over $100,000 per year.

Considering that 90 percent of the new agents don't make it past five years, and those that do have an average income of only $45,000, what do the agents I hired know that most agents don't know?

What most agents are missing...

The first part of the problem is that most agents are lucky if they can set appointments with 10 percent to 20 percent of their leads. Then they'll complain that the leads weren't any good, when in fact the main problem is they don't know what to ask and what to say that will lead to an appointment.

Contrary to what you are being told or want to believe, you cannot tell people why they should meet with you?

Setting sales appointments is not about you, your knowledge, your credentials, investment returns, your hot new products or sales idea. It’s all about your prospects and how they’ll uniquely benefit by meeting with you.

You have to help the prospect to see and agree they have a problem, that you understand the problem, and that you can help them to solve the problem!

What most agents are missing is that setting the appointment is your first sale to a prospect!

If you could learn how to set an appointment with the majority of the people you talk to, would you need more leads?

What most agents are doing wrong...

The second part of the problem is that most agents are closing less than 50% of their appointments and when they do close a sale it is generally a smaller sale. If you want to close more and larger sales from your current appointments, then learn how to do a thorough fact-finding interview that will get your prospects to tell themselves what they really need and want.

Ask questions to get them to talk about their problems. The more they talk about their problems, the bigger those problems become in their mind and the more important it will be to solve those problems.

Remember, if you tell them they have a problem, then you are just another salesperson trying to make a sale. However, if you ask questions and get them to identify their problems for themselves, then aren't you now their advisor?

What most agents are doing wrong is telling people what they should buy, instead of helping them to discover it for themselves!

Only after you have helped them to truly see and understand their problems for themselves do you have a real opportunity to close the sale!

If you could learn how to close the majority of your sales appointments, would you need more leads?

What most agents don't know...

What most agents don't know is that learning to ask the right questions is the critical key to consistently setting high quality appointments and closing sales.

It is the difference between being seen a a salesperson and a trusted advisor.

We have helped hundreds of agents quickly go from being the typical $40,000 to $50,000 producer to earning over $150,000 per year, just by improving in these two areas.

Think about how much time and money you would save each year if you actually needed less leads.

Summary

Whether you want to hear it or not, there are millions of people out there that need and want your help. And there are probably thousands of people within 5-10 miles of your home that you can help. The problem is people don't want just another pushy insurance salesperson who is telling them what they need and appears to be more interested in making a commission, than really helping them.

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

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

Case 14 John & Jamie
A regular couple who wanted to pay off their home as fast as possible so they could save for retirement. They were worried about not having enough life insurance and savings for retirement and the kid's college.  Our plan helped with all of those things.  See how.

Commissions, the beginning of the end
Commissions are an established way for insurers to compensate producers and to build business.  But threats to commissions are gaining momentum in a number of life insurance markets.  Learn why, and you will see the importance and benefits of doing a proper fact-find and truly helping your clients. (Why you should be an advisor not a salesman).

How to Ask the Right Questions, by Dr. Tony Alessandra
You hear us talking about this all the time.  Here is another person's take on the importance of questions. Through skillful questioning, you can initiate and maintain conversation that leads to sales and builds your image as a professional. No matter whether your prospects are reticent or talkative, your probing skills will help you to uncover and identify their needs.

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.

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)

Improve Your Attitude And Change Your World

The Success System That Never Fails

Part One - (7:26 Minutes)

By W. Clement Stone

Why does one man succeed and another fail? There is an answer. And, it will be found in the recordings of this book... The Success System That Never Fails. For there are formulas, prescriptions, recipes, rules, principles, systems, even treasure maps, if you please, which, when followed in proper sequence, bring the good things in life to those who seek them. Often the rules for success are so simple and so obvious they aren't even seen. But when you search for them, you too, can find them. And, during the search something wonderful happens: you acquire knowledge... you gain experience... you become inspired. And, then you begin to realize the necessary ingredients for success. 

W. Clement Stone held back none of the secrets that brought him the riches of life. Stone shows you: how to do twice as much in half the time; how to overcome timidity; how temporary failures can become permanent successes; how to have the courage to enter the unknown; how to use the hidden channels of your mind; how wealth is made; ...and much, much more! "The Success System That Never Fails" is the golden key to a glittering future. You have only to put it to use.

“Your most precious, valued possessions and your greatest powers are invisible and intangible. No one can take them. You, and you alone, can give them. You will receive abundance for your giving. The more you give-the more you will have!”
W. Clement Stone

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Please take a minute & send it to... coach@insuranceproshop.com

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Now available on CDs or a USB (Flash) Drive!

There’s almost no more mission-critical skills than your ability to "Set the Appointment" and "Close the Sale.” That’s why IPS has compiled a complete set of Questioning and Sales Presentation videos & sales tools, that reveal the closely-guarded secrets of the legends in our industry. You don’t have to settle for the 'Out Dated' rehashed sales tactics and closing techniques still being taught today! Instead these 'time tested', proven sales strategies and techniques will make you far more effective in the selling process than any of your competitors. Lew Nason is a true master in the art of asking questions and persuasion. (Comes with 3 Months Of One-on-One Coaching)  

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

Stop With The Product Brochures and Start Personal Branding!
By Dennis Postema

For the first couple of years in this business, I always made it a point to leave brochures with my clients for any product that I spoke to them about. Although this is generally a good idea, I left nothing about me or who I was, where I was from or why they should trust me. All I left about me was a little business card that didn't even have my picture on it - just a name, address and title.

One day, when visiting a client’s home, the couple was talking about another guy they had met with prior to my visit. They talked about how he had left all this stuff, and how they just read a few lines and got so confused that they just threw it all away.

A little light came on for me. Could it be I rarely received a call back because all I was doing was leaving pretty brochures full of insurance industry jargon? Did I really believe my potential clients would read it all and just say, “Wow. That makes perfect sense. Let’s call Dennis”?

I didn't have much extra money to buy a bunch of high-end branding materials, but fortunately it was around school shopping time, so I made a trip to the office supply store. I found some very nice colored folders for 10 cents apiece, and they even held my business card. I typed up a short bio about myself, who I was, where I was from and why they should do business with me, all on a bright yellow sheet of paper. I then cropped a picture of myself wearing a tuxedo from a wedding I had attended. The picture quality looked about as good as a picture from 1902. I put everything all together with a few more marketing pieces, all with my company logo, address, phone number and of course, that crazy picture.

At most, I had 97 cents in each set, and I immediately started handing them out to potential clients. I included product literature explaining whatever product I had talked about as well, just in case they actually wanted to read it. My sales skyrocketed! I more than tripled my business virtually overnight.

I still see this problem with some agents today. Over and over they gather up a boatload of brochures to hand out to clients while continuing to see little or no business for their effort. I can tell you that since my revelation, my agency has everything branded: company folders, brochures, newsletters, fact finds and much, much more. Practically anything a client could receive from our agency includes our company story and what we have done to help clients.

Today we encourage our agents across the county to do the same thing and offer them the tools to do it. It is one of the most important things you can do to promote yourself and your practice. If you’re just starting out, don’t worry. You don't have to break the bank to make sure people know who you are and how you can help.

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Note: One of the best ways to promote you and your practice is to give everyone a personalized information booklet from the Insurance Pro Shop. They have lots to choose from.

FREE Sample Booklet... Check here for more information about their booklets.

Our New Agent Mortgage Insurance Tool Kit™, with our 30 plus years of experience, is the fastest and absolute best way for you to attract a steady stream of the IDEAL mortgage insurance prospects to you.

Now available on CDs or a USB (Flash) Drive!

Who doesn't want MORE of the right mortgage insurance leads to get off to a quick start selling life insurance? Instead of struggling with "buying leads", "cold calling", and "beating the bushes" in an effort to BEG for clients, IPS offers a variety of proven 'turnkey' marketing and lead generation tools that magnetically attract your perfect clients to you. This 'Time Tested,' step-by-step, system eliminates "grunt work" forever and instead puts your lead generation efforts practically on auto-pilot.

Learn More About This 'Quick Start' Tool Kit >>

Coaching Corner

Choose Effectiveness Over Activity!

Jean Henri Fabre conducted an experiment with processionary caterpillars, so named because of their peculiar habit of blindly following each other no matter how they are lined up or where they are going. This researcher took a group of these tiny creatures and did something interesting with them. He placed them in a circle, and for 24 hours the caterpillars dutifully followed one another around and around.

He then placed the caterpillars on a round saucer full of pine needles (their favorite food). For six days the mindless creatures moved around and around the saucer, literally dying of starvation and exhaustion even though an abundance of choice food was located less than two inches away.

The moral of this story: Don't confuse activity with accomplishment!

Here are six Cs for effective daily living:

1. Competence - learn something new everyday.

2. Communication - ask the right questions and you will get the right answers.

3. Compassion - make people feel appreciated.

4. Character - always do what is right.

5. Connection - plant the seeds of relationships and nourish them with random acts of appreciation.

6. Commitment - be consistently committed to the above.

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

 Discover How You Can Become A Life Insurance Lead Generation Machine In The Next 90 Days...

       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! https://www.webprez.com/
 

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

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