Featured Article - You'll Never Significantly Grow Your Life Insurance Sales If You're Losing Clients!

Improve Your Attitude - The Success System That Never Fails -Part TWO

Become Their Trusted Advisor - Mastering Your Craft

Coaches Corner - The Tale Of Two Advisors... Which One Are You?

A Very Important Message From Jeremy

P.S. Reminder! We have extended the finance plans on all of our specialized marketing and sales systems from 3 monthly payments to 6 monthly payments, (basically cutting the payments in half) to make it easier for you to get the tools, training and coaching you want and need.

Featured Article

You'll Never Significantly Grow Your
Life Insurance Sales If You're Losing Clients!

In today's highly competitive marketplace, you'll never be able to significantly grow your life insurance sales (and renewals) if you're losing clients. Unfortunately, more than ever before, firms are growing their life insurance sales by encouraging their agents to replace existing cash value life insurance policies.

That's one of the reason why, in order to succeed today, you must focus on 'cultivating client loyalty' and developing lasting relationships. Trust fosters loyalty and builds relationships - but how do you build that kind of trust with your clients?

The client annual review is one of your best opportunities to start building trust. And yet, most 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, to prevent other advisors from replacing your business and stealing your clients!

However, there are three even more compelling reasons for you to conduct an annual review!

1. Your clients need and deserve your help!

2. You will miss out on lots of additional sales!

3. You will miss out on lots of referrals!

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 their financial plan. Without seeing your client at least yearly, you will never know of these changes and never “get their business”.

There are five key truths in this business...

1. No matter how good you are, you’re not going to get all your prospects business during the first sale... There is always more business to write! (Disability Insurance, LTCI, Wealth Transfer, IRAs, 401k Transfers, Roth Conversions, Life Insurance, etc.)

2. Somebody else is trying to sell your clients and replace your business... When your business is replaced, not only do you lose that sale, but future sales, renewals (trailers) and referrals!

3. People are not really your client, until they buy from you 3 or more times... The more people buy from you, the more loyal they become... the more they’ll buy from you… and the more they’ll refer you to the people they know!

4. People’s situations do change... New jobs, dependents, homes, attitudes and concerns, which provides you with more sales opportunities!

5. Most advisors are so focused and busy with bringing in new clients, they are totally neglecting their existing clients. And, then they wonder why they aren't getting any calls from their existing clients… or getting referrals!

The annual review is NOT just about reviewing what they bought from you.

The annual review is about reviewing their entire situation as of today. It is doing a complete fact-find as if they were a new client!

• How many of your clients are on time to meet their retirement goals, college funding goals, etc.?

• How many people now realize they need more life insurance or want more permanent life insurance?

• How many of your clients need disability insurance, long term care insurance, etc?

• How many of your clients have enough permanent life insurance for their retirement years... to replace lost pension income, and/or lost social security income when a spouse dies?

• How many people lost money in their 401k, IRA, etc. and would like more safety and guarantees?

• When you sold them the first time did they do everything you recommended?

Consider, if another advisors calls your client about something you didn't discuss with them, what's the chance of that advisor getting in to see your client and replacing your business?

Note: If you have problems setting appointments during this holiday season, then start doing annual reviews and asking for referrals!

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

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

How to Deal With Frustration
We get frustrated when our plans do not work out, when our efforts do not bear fruit, or when we expect too much from ourselves, but do not stand up to our expectations. Frustration is an automated and natural reaction that occurs whenever things go wrong, not as expected and not as planned, and we feel like running into a wall. You work hard, spend time and effort over a certain goal, but nothing works. You might feel stuck with some project and cannot find your way out. In both instances, you might feel angry and unhappy for not getting anywhere, no matter how hard you try.

Simple Techniques for Self Improvement and Self Growth
Nowadays, there is a growing interest in self growth and self improvement techniques. There is a growing number of books, articles and websites dealing with these topics. It seems that people are turning within them, to find the solution to their problems. They seek knowledge, techniques, workshops, lectures, and teachers, who can show them the way. People are beginning to understand that self improvement and self growth can improve the quality of their lives.

NAFA DOL press release (11/07/16)
NAFA announced today (11/7) following the federal district court decision to file an appeal. Here is that status.

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

In this first chapter of the Success System That Never Fails, W. Clement Stone talks about his childhood. He tells how he found the principles of success -- by selling newspapers when he was six years old. Stone explains how he became very good at selling newspapers, and when he asked himself why he was so good at it, he came to the conclusion that this was thanks to the success principles he unconsciously employed.

He explains that the three principles of success, which can be achieved by anyone, are as follows:

1. Inspiration to action
2. Know-how
3. Activity knowledge

"There is little difference in people, but that little difference
makes a big difference. The little difference is attitude.
The big difference is whether it is positive or negative."
W. Clement Stone

Help Us To Help Others

Do you have any suggestions on how can improve our services?

Do you have a success story, that would help and encourage others?

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

___________________

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)

Double & Triple Your Appointments & Sales, In The Next 90 Days Guarranteed, Or Get All Your Money Back!

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)  

Learn More About This Exclusive 'One of a Kind' Training >>

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

Mastering Your Craft

In today’s world, and in our industry, it is so easy to be consumed with information overload, especially since every time we turn around there is a new, “even better” product being released. I don’t recommend you ignore all of the new releases as some will be very important to advancing your business, but staying focused on mastering your practice is the only way to ensure success in a relatively short time.

Here are six more reasons to stay focused:

• Your confidence will increase as you become more educated.

• The more you learn, the more you can teach your colleagues and clients.

• The more educated on a topic you are, the more you will stand out in your field.

• Once people become aware of your skill(s), you will have a career instead of a job.

• The more mistakes you make, the more you learn and understand how to avoid them in the future.

• The greater the impact you have on our industry and your clients, the greater the legacy you will leave behind.

Now, here are a few of my tips to help you get started. They helped me become a multimillion producer, and they can do the same for you!

• Sit down and determine which product lines you want to become an expert on or at least be in the top 5% to 10% in our industry. List them in order of priority for how your practice runs or how you wished your practice ran.

• Take your top product line of choice; let’s say it’s annuities. Do not focus on anything else until you have learned as much as possible to speak intelligently and advise your clients in full confidence. It is amazing how many people offer products without truly understanding all of the ins and outs of them. Do not be one of those people.
  
  If you need resources, find them. The internet is limitless. Also, start a library of great, creditable books to reference when you run into an unusual case. I personally have a copy of The Advisor’s Guide to Annuities handy for all of my advanced cases. Remember, it never hurts to double check the information you’re providing your clients.

• Once you have become extremely knowledgeable on your top product line, decide which area you will master next. Maybe it will be IUL, whole life, or even Medicare supplements. It doesn’t matter what product line you choose, as long as you deliberately focus on the order in which your personal skills are needed and make sense for your practice and your goals.

So, what product line are you going to start with?

I encourage you to check out the specialized systems at the Insurance Pro Shop and then call them. They will help you choose the right system for your situation.

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

The Tale Of Two Advisors... Which One Are You?

Two advisors invest in our ‘Found Money Management™ Life Insurance Marketing, Lead Generation, and Sales Tool Kit’.

The first advisor, within 6 months, writes us a glowing testimonial… "Dear Lew; I tried several refresher programs, and was able to modestly upgrade my life production. Then I found your company. Eventually, I purchased several of your programs including ‘Found Money Management™’ and ‘How to Close 9 out of 10™’. The material is excellent and I have spent many hours reviewing it. This year our life production is up almost 100% over last year and I believe it will double again. Thanks for your personal consulting time, the programs and most of all your sincere belief in the good work you and your company are doing."

Within two years the first advisor is qualifying for the MDRT ‘Top of the table’ and earning over $1,000,000 per year!

The second advisor never calls for us for coaching or help, and within three months returns the ‘Found Money Management™ Tool Kit’ for a refund and writes…“Your ‘Found Money Management Tool Kit’ has a lot of great information for a new agent just starting out. But, there is nothing new or advanced in the tool kit!”

Why the difference?

Obviously, if they both have the exact same tool kit, it is their perception, how they see the ideas and strategies in the tool kit that is creating the difference.

The first advisor is looking for and focused on finding ideas and strategies that are proven to work and will produce results. He/she is not afraid to step outside his/her comfort zone.

Study any top professional and you’ll see the same thing. What distinguishes his or her performance is his or her focus on getting results!

So, why doesn’t the second advisor see what the first advisor sees?

Is it because the second advisor is looking for something that is new, exciting and easy, that he/she feels comfortable doing?

Is it because the Tool Kit looks like it initially requires too much studying and hard work?

What are you looking for?

Are you looking for something that is new, easy, and comfortable?

Or, do you want something that actually produces great results?

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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