Featured Tip - If You Want To Explode Your Index Universal Life Sales, Here Is What You Do!

Improve Your Attitude - Zig Ziglar's Top 3 Motivational Tips!

Become The Trusted Advisor - Here Are 9 Fast, Easy, Inexpensive Ways To Increase Your Repeat Business and Referrals!

Coaches Corner - People Today Are Too Smart To Fall For the 'Old Style Sales Skills!'

A Message From Lew

Dear ~Contact.FirstName~,

The end of the year is rapidly approaching! The holiday season is only a few weeks away! What are you going to do to make sure you finish the year strong?

Not sure what to do! Why not give us a call? We want to help you... 877-297-4608

Yours in success,
Lew Nason
 

“Dear Lew and Jeremy, I want you to know that you are right on track with your advice and training methods. No one else even comes close. The techniques you’ve taught, when applied in the field, have produced great results for me in my business.”
Harmon Pye III, RFC (23 years in business)

 “Many ‘experts’ claim to have the answers on how to grow your insurance business… It is nice to actually meet someone who really has the tools and strategies needed to succeed. Lew Nason is the person who truly delivers.” Kevin Davis, (18 years) 

 “You guys are the most honest and truthful people I have met. From now on I will discard all the other so-called "systems" out there and just follow your system and ingrain it into me so that it becomes a part of who I am and what I represent..."helping people to live debt free and truly wealthy". C.C. Koo, (7 years)

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

If You Want To Explode Your Index Universal Life Sales, Here Is What You Do!

One of the hottest strategies being touted today is Tax-free Retirement, using Index Universal Life Insurance.

However, as great as this strategy is, most agents and advisors are struggling to make sales. The two main problems advisors have with making sales with the Tax-free Retirement strategy are:

1. Attracting the 'IDEAL' prospects.

2. Helping prospects to 'find the money' to take advantage of the strategy.     

In our Found Money Management™ Tool Kit you will find everything you need to attract the ideal prospects to you for tax-free retirement, along with how to help your prospects to find the money to fund the strategy. In our exclusive tool kit we have specialized client booklets, free reports, PowerPoint presentations, and much more for Tax-free Retirement. Plus, an explanation of how and why your clients will want to use the Tax-free Retirement strategy and Index Universal Life Insurance to maximize their spendable income during retirement.

Tax-free Retirement Strategy…
Using Index Universal Life (IUL)

If you think about it, every client with a large IRA, 401k, etc. has a potentially huge income tax problem in retirement. No matter what they do, when they withdraw money from those accounts, they will lose a significant portion of their money to income taxes. A properly designed, Indexed Universal Life Insurance (IUL) policy offers tax advantages no other single product can provide. It would take a combination of investments to even come close to equaling all the advantages of an IUL.

IRS-approved tax advantages

With an IUL, like qualified plans, there are no income taxes due during the accumulation phase when the policy’s cash value builds up. However, unlike qualified plans, when your client retires, they can take tax-free distributions of the cash value up to the cost basis. Then they can take out the built up gains using tax-free loans. Note: These loans do not have to be paid back during the insured’s life time.

IULs also allow the tax-free exchange of one policy for another without triggering income taxes. And when your client passes on, the tax-free death benefit protects their loved ones against financial uncertainty. And, the death benefit will also pay off any existing loans.

The tax-free withdrawals or loans from an IUL are not reportable for income tax purposes. So, this could help your clients to minimize the taxation of their Social Security income. Example: If a retired couple’s combined income is over $34,000 annually, up to 50 percent of their Social Security retirement benefits may be taxed. If their combined income exceeds $44,000 annually, as much as 85 percent of their benefits may be taxed. (Combined income is the sum of adjusted gross income, non-taxable interest, and half of their Social Security benefits.) Therefore, couples should manage their adjusted gross income, using tax-free income so that the percentage of their Social Security income that is taxed is minimized.

Protection against stock market volatility

An IUL provides market-linked gains without market-based risk, because it’s not an investment in the stock market. With an IUL’s principal protection guarantee, gains from the previous year are locked in and the principal cash value remains the same. To put it simply, even if the stock market crashes, there are no losses.

Flexibility and control

Unlike an IRA, 401(k), etc. there are no limitations on the amount your clients can contribute annually to their IUL. As a result, the IUL can have a high starting cash-value based on what they contribute to the policy. Thus, it can grow faster than other traditional retirement accounts.

Even better, your clients can have access to their cash value at any age, any time, for any reason, without paying taxes or early withdrawal penalties. IULs also allow a tax-free exchange of one policy for another, plus the flexibility to change death benefit amounts, premium amounts and payment frequency.

Who benefits?

This strategy is great for high earners who are frustrated with the inflexibility of their other tax-deferred accounts. It’s also an excellent option for clients who have maxed out their retirement accounts or find themselves limited in the amount of tax-deferred income they can contribute to their 401(k)s. An IUL is also ideal for clients who earn too much to qualify for a Roth IRA.

For younger clients, an IUL provides the death benefit they need to protect their family, while providing the Tax-Free income they need to fund a college education for their children and/or Tax-Free income they need for retirement.

For baby boomers who have been delaying retirement planning longer than they should, an IUL can provide a last chance to secure their retirement years.

Finally, the tax-free death benefit offers an advantage to primary wage earners who are concerned about protecting the financial security of loved ones after they’re gone.

The most cost-effective way to protect their retirement savings

These days, most clients, if not all, are highly concerned about rising income taxes and future market fluctuations eroding their retirement savings.

Indexed Universal Life Insurance is a cost-effective way to protect their savings from income taxes, while providing them with supplemental retirement income for their entire lifetime.

There’s another benefit that warrants a mention here. With an IUL, your clients are in control of their own retirement savings and taxes, not their fund managers.

____________

 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 IDEAL life insurance prospects and be 'finding the money' to close large life insurance sales... for ‘Missed Fortune’, ‘Infinite Banking’, ‘Tax-free Retirement’ and more!

 ______________

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™

NEW VIDEO!
Sandy Schussel helps you get in front of center's of influence in your community.

NLG Workshop Guide
Converting attendees into clients is what seminar marketing is all about. But unless a significant percentage of your attendees schedule an appointment and eventually buy, doing seminars is pointless. Fortunately, converting them is easier than you think. The purpose of this guide is to show you how to do it profitably! 

Know Your Value
Alicia has been a coach for four years, helping young professionals with career transitions. She had consulted me because she wanted to grow her business. Her belief system was that she needed to maintain her professional distance, and her interpretation of what that meant included the idea that once a client had benefited from her services, she no longer had a reason to communicate with him or her on a personal level. 

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. 

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

Zig Ziglar's Top 3 Motivational Tips!
 

What are They Saying About IPS?

“I know and respect many leading financial planners who credit Lew Nason for the key role his famous Insurance Pro Shop played in increasing their professional skills and success. Lew has grown into one of the most powerful people in our industry when it comes to increasing sales and improving services for clients.” Loren Dunton, Founder of the financial planning profession.

___________________
 

Not sure we can help, or if our services are right for you... Don’t Wait... 
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

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

Here Are 9 Fast, Easy, Inexpensive Ways
To Increase Your Repeat Business and Referrals!

One of the biggest mistakes for financial advisors today is that they not staying in constant contact with their existing clients. There is a lot of competition out there. Everyone is looking to do business with your clients. If you are not in constant contact with your clients you are missing out on repeat sales and referrals. You need to take advantage of the newest technology. You need a good contact management system. You must add value to your services.

Nobody likes that sinking feeling you get when you find out one of your former clients bought more life insurance or an annuity from someone else. Well, I hate to tell you this: Your former clients won’t automatically call you just because you sold them a policy.

The No. 1 reason financial professionals fail to get repeat business and referrals from their past clients is because they don’t stay in touch.

Maya Angelou, American author, poet, and civil rights activist, said: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

Ongoing relationship-building and keeping in touch with your past clients is essential to building that coveted “referrals-based business.” While most financial professionals struggle with cold calling and daily prospecting, there are a few that have past clients and referrals reaching out to them every day. The difference between these two types of professionals is that a few are experts at building relationships and staying in touch, while most financial professionals are just focused on making sales.

Here are the nine ways you can keep in touch with past clients both easily and effectively.

#1 Monthly e-Newsletter
A monthly e-Newsletter is a great way to stay “top of mind” with past clients, while providing valuable information that your clients will enjoy receiving.

#2 Drip Marketing Campaigns
Drip email marketing campaigns should be a key part of your keep in touch plan. A drip email marketing campaign consists of a series of emails designed to help you keep in touch with past clients and other close contacts (friends, neighbors, family members, etc.) that will likely do business with you and refer you if you stay in touch effectively.

#3 Quarterly Calls
It’s a good idea to make quarterly “keep in touch” calls as a way to stay in touch with your sphere of influence (SOI). Phone calls can go a long way in building the relationship with your sphere and making them once a quarter won’t take up too much of your time (the time it does take up is well worth it!). When you’re communicating solely by email, you lose that personal touch that you get with phone calls or face-to-face meetings.

#4 Client Events
Plan and organize client events such as educational workshops, client appreciation days, and BBQs. Events are an instrumental part of your keep in touch plan. Seeing clients face-to-face and having them participate in your events will help you build client loyalty. One of the biggest benefits of events is the opportunity you’ll have to meet the family and friends of your clients – great sources of potential new business.

#5 Sponsorships
Sponsoring local sports teams, clubs, or community events is a great way to increase your referral business and get more leads from your SOI. Pick sponsorship opportunities that are popular amongst your clients and if possible, that their kids participate in. Imagine the impact of a client sitting in the stands saying to the parent next to them, “The sponsor of our team is my financial advisor!” News of a helpful professional travels quickly among groups, and you’ll be the one to benefit!

#6 Direct Mail
Direct mail can be effective because, if done right, it can be highly impactful. I recommend sending out direct mail as part of your keep in touch plan. Because direct mail tends to be costly, especially in comparison to communication channels like email, you’ll want to send direct mail pieces to only your most valuable clients. Conversely, because emails are free or very inexpensive (often less than a penny each), you can use this type of communication to keep in touch with your entire database.

#7 Birthdays and Anniversary Dates
Make sure you make a note of your clients’ birthdays and anniversary dates. When you reach out to a client to say “Happy Birthday” or "Happy Anniversary" they’ll appreciate it more than you think. They’ll be impressed that you’ve noted and remembered their event. It’s something they’ll remember and will help you stay “top of mind” so next time they need help or are asked for a recommendation, your name will come up.

#8 Social Media
If you don’t have one already, consider getting a Facebook and Twitter account. Social media gives you another, less formal, way to communicate with your clients and build relationships over time and is a nice “change of pace” from email and direct mail marketing.

#9 Annual Reviews
The client annual review is one of your best opportunities to start building trust. And yet, most financial advisors routinely downplay its significance. The main purpose of the annual review is to assess un-met needs, identify changes and discover areas of dissatisfaction. Then, you’ll want to use this knowledge in ways that strengthens trust and deepens the relationship.

Why are annual reviews so important?

Peoples’ lives change, they marry, they divorce, they die, they have babies, kids go off to college, they win the lottery, they get sued, they retire, they start businesses, and they buy houses. And, they lose focus on their goals. Every one of these events generates a reason for updating a financial plan. Without seeing your client at least yearly, you will never know of these changes and never “get the business”!

Summary
The more channels you can use to keep in touch with past clients, the better. That being said, I’m not advising to send past clients’ daily emails and call them multiple times a week. Moderation and creating a keep in touch schedule is important so you don’t come across as a “pest.” Your goal is to stay memorable and “top of mind” with past clients so they’ll refer you and use your services time and again. You also want to position yourself as a financial expert who’s always there to help and provide recommendations to reputable service providers when needed. Undeniably, sales is a relationship business and keeping in touch is a key component to building strong and long-lasting relationships.

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

New Agents Quick Start 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

People Today Are Too Smart To
Fall For the 'Old Style Sales Skills!'

Let's face it, the 'Old Style Sales Skills' that have been taught for the past 50 years have completely lost their effectiveness. People today are too smart to fall for all those sales mind games and gimmicks. Sales occur 98% of the time because the prospect has developed some respect and trust for the salesperson. That type of relationship is born from having real conversations with people.

Today, you must learn to ask the right questions to get your prospects to tell you about their problems, what they really want, so they'll want to meet with you and they’ll practically sell themselves!

Here's some points to consider...

Old Style Sales Skill #1 - "Selling is a numbers game." Sales is only a numbers game when all you know is traditional selling techniques. There is a better - easier method of building trust and getting your product or service message across. Simply by changing your sales approach and asking the right questions you'll begin a serious conversation with intelligent back and forth questions, answers, insights, clarifications, all for the purpose of attaining deeper understanding for both parties.

Old Style Sales Skill #2 - "Use a sales script to sell." People can tell when you're using a script, even if you think you're pretty good at it. There's nothing personal about it and people will pick that up. Being artificial just puts you into the typical "Salesperson" category. If you learn to ask the right questions to get people to tell you what they want, you'll eliminate the negative triggers that can lose your sale within seconds.

Old Style Sales Skill #3 - "Rejection is part of the sales process." Rejection is Not part of the sales process. Rejection is triggered by what you are telling them. Remember no one likes to be told. Ask the right questions to get them to tell themselves.

Old Style Sales Skill #4 - "Focus on closing the sale." Are you "going in for the kill" with your 101 closing techniques? If you are, then you could end up killing your deal instead. Old school closings techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure... and that pressure is created by you. By learning to ask the right questions and getting them to tell you, you'll be able to move the sales process forward to get the result you want.

Learning to ask the right questions is the critical key to consistently
...Setting high quality appointments, with your 'Ideal Prospects!'
...Closing '9 out of 10' sales!

Asking Questions is how you establish immediate trust and competence with your prospects to build strong and lasting relationships. It's how you get your prospects emotionally involved in the sales process. It’s what makes them WANT to solve their problems right now!

You can learn how to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can invest in our "How To Close 9 Out Of 10"  DVDs. The choice is YOURS!

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!
 

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