The TOTAL Success Formula For Selling Life Insurance And Annuities!

The other day, after a coaching session, an agent asked one of our staff: “Are a lot of agents really making the money Lew says they are making, selling life insurance and annuities using your specialized sales systems? Or, is it really just one or two agents?” Are you asking the same questions?

I know it is tough to believe, with all the hype out there, that we can really show you how to make that kind of money. However, it is really true. I wish that I could say that everyone who buys our systems is making $20,000 or more per month. Unfortunately, as with everything in life, it always boils down to the old 80/20-rule!

Approximately 20% of the agents, who buy our systems, take the time to really study, practice and call in regularly for their private, one-on-one coaching. They are the agents who, within 60-90 days, are consistently earning $20,000 to $60,000 per month selling life insurance and annuities.

Of the remaining 80%:

There are approximately 60% of the agents, who are using our systems, who are consistently earning between $5,000 and $19,000 per month within six months. Some of these agents are new to the business and have a lot to learn. While others are very content to be making double or triple their previous incomes.
Then there are the remaining 20% who, for various reasons, are seeing only a little or no improvement with our systems. Most of these agents bought our systems looking for a quick fix to their problems, aren’t willing to change, are trying them as a last ditch effort, or the systems are just sitting on a shelf.

To put it another way, the agents who really want to learn and are putting forth a real effort are seeing outstanding results.

There Is NO Magic Success Formula

So, what’s in our Life Insurance and Annuity sales systems that are helping agents achieve these outstanding results?

I wish I could say that we’ve discovered a new, absolutely brilliant way to generate leads, set appointments and close sales. But, there isn’t anything magical in our systems, because everything that you can think of has already been tried before. There are maybe a few new twists to some old ideas... For example all the new concepts that are touted in the ‘Missed Fortune’, ‘Infinite Banking’, Circle of Wealth’ and ‘LEAP’ systems have been around and used for decades. All the new annuity post card and seminar marketing systems aren’t something new or original.

The TRIED and TRUE Success Formula

What makes all the ‘best’ systems work, is what made them work 30 years ago. It is the same things that the reputable marketers and sales trainers have been teaching for years... Because those things work and they make agents successful!

What’s in our systems is something that seems to have been forgotten by most insurance companies, IMOs, managers and agents! Success in sales is not about having the best or lowest priced products! It not about superior investment returns! It’s not about your impressive thirty-one page financial plans, your education or the designations after your name!

What it is about... is really helping people! It’s simply learning how to build trust by helping people to recognize and understand that they have a problem. And, then helping them to find a solution that they really want!

The TOTAL Success Formula

If you want to make good money and succeed long term in this business selling life insurance and annuities you must follow the success formula that has been working for decades, but, has been updated for the problems that people face today.

You must specialize. You must be recognized as the expert in a specific segment of the market. Look at all the Top Producers. They all have a specialty that they are known for. They are the recognized experts in their specialty. They may sell everything, but they bring in clients based on their specialty. Once you determine your specialty, then everything you do must communicate your expertise in that area.
Then, it’s identifying the ‘IDEAL’ prospects for that specialty and setting up 3 or 4 marketing systems to consistently attract those prospects to you.
Then, it is learning what to say and asking the right questions to set appointments with those prospects.
Finally, it’s learning how to do a thorough fact-find to help those prospects to identify their problems and concerns, and then providing them with a solution that is tailored to their unique situation!

There Are ‘NO’ Shortcuts

If all this sounds like a lot of studying and hard work... It is initially! But, tell me where you can make a consistent six-figure income, year-in and year-out, without studying and hard work!

So, yes it is absolutely true that a lot of agents are really making the money we say they are making, selling life insurance and annuities... using our systems. It’s the agents who really want to learn and master the fundamentals and are putting forth a real effort, who are earning $20,000 to $60,000 per month. And, you can do it too!

It’s entirely up to you. You can continue to believe all the hype out there... Or, you can invest your money, time and effort in a system that has a ‘time tested’ proven record of helping agents to become a Top Producer within 60-90 days!

FREE Download... How to ‘Close 9 Out Of 10’ Life Insurance Sales

Download this free report now, because you will be amazed at how quickly you can increase your life insurance & annuity appointments, sales, and commissions... When you ask the 'RIGHT' questions!

"The Reason So Many Advisors Struggle In This Business, Isn't From A Lack Of Qualified Leads,
It Is From Their Inability To Turn Their Leads Into An Appointment, Let Alone A Sale."

There is a reason why over 30 of the most trusted and respected names in this industry, the IARFC and hundreds of successful advisors highly recommend our life insurance and annuity marketing and sales training.

Our Credentials Advisor Testimonials Industry Leader Endorsements

Yours in success,
Lew Nason

And How Are You Today? - Yuck!
by Sandy Schussel

Call me crazy, but when someone calls me to try to sell me something, I don't hang up on him or her. I listen and respond and then make suggestions to the caller on how to improve his or her call.

For many people, prospecting—marketing—for new clients on the telephone, or "cold calling" is the job of last resort. Who wants to be cursed at, hung up on and lied to? But many of my clients come to me believing that cold calling is one of their necessary methods of prospecting.

Do people hate to receive calls at home? Do busy managers and executives hate to be bothered by callers trying to convince them to buy their products? Yes. . . and. . . no.

"If I were calling you to tell you that you just inherited a million dollars and I needed to arrange for you to pick up the check," I ask in my workshops, "would you be angry that I interrupted your dinner?"

"No," they all agree.

"If I were calling you at your place of business with a guaranteed way to make more money while simultaneously reducing expenses," I ask, "would you be upset that I got past your 'gatekeeper' to reach you?"

"No," they agree again.

"So, then," I ask, "What do your prospects hate?"

The answer to this question usually comes down to receiving a call where the caller "sounds like a telemarketer." There are, of course, successful telemarketers who sound natural and comfortable, but you know the type we're talking about . . .

They mispronounce your name with no apology and no effort to get it right.

They sound like they're reading a script.

They come on strong, forcing a big "salesy" smile through the telephone.

They try to warm up the call by pausing to say or ask something disingenuous like, "And How Are You Today?" You know they don't care about your health or wellbeing at all.

They use "salesy" language like, "I’m going to be in your neighborhood on Tuesday" or "This is an exclusive offer."

If part of your work is making calls to people you don't know, the "telemarketer type" provides you a great guideline for how not to do it. Here are some suggestions:

1. Get the name right beforehand or apologize and fix it. If you can't find out how to pronounce the prospect's name ahead of time, ask if you got it right. Apologize and try again. Continuing to call me "Mr. Skuzzel" won't help your cause.

2. Throw away the script--one way or another. Scripts are okay. Some of the best actors use them. But you change the channel quickly when the actor sounds like he or she is reading it. Either learn it so well that you no longer sound like you're reading it, or toss it away and keep an outline with the bullet points of the things you want to say. It's not a bad idea to keep it near you, but don't read it.

3. Forget about the rule that you should sound "up". Coming on too strong can be a turnoff. Don't be timid, but start gently--and adjust to the person you're talking with.

4. Don't do AHAYT. "And How Are You Today?" raises an instant red flag that I'm going to be sorry I took this call, so just don't do it. Get to the point of your call. Telemarketers use this greeting to catch their breath before jumping into the script-and prospects know it. Another killer is "actually" as in "Actually, the reason I'm calling is . . ."

5. Stay away from "salesy” language. "In your neighborhood (or area)" is a sales killer. If you're seeing someone "up the street" or in that town, you have a better chance of getting an appointment than if you will happen to be in my neighborhood.

Make cold calling more fun for you and less painful for your prospective clients by aiming not for the appointment or sale, but to engage them in conversation. While this may, at first glance, seem like the long way to go about it, I promise that it will be much more effective.

___________________

The TOTAL Success Formula For Selling Life Insurance And Annuities!

There is a reason why over 30 of the most trusted and respected names in this industry, the IARFC and hundreds of successful advisors highly recommend our life insurance and annuity marketing and sales training.

And How Are You Today? - Yuck! by Sandy Schussel

And How Are You Today? - Yuck!
by Sandy Schussel