Featured Tip - 5 Simple, Proven Strategies You Need To Be Successful.

Improve Your Attitude - Zig Ziglar - Being An Overcomer

Become The Trusted Advisor - Are You Struggling In This Struggling Economy?

Coaches Corner - Don't be a fool: Always say yes to a free opportunity

A Message From Lew

Dear ~Contact.FirstName~,

Our family fervently hopes that you have made 2015 a stellar year!

What can we do to help you to make 2016 even better?

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

Remember, we are dedicated life insurance and annuity marketing and sales trainers, coaches and mentors for career and independent agents and advisors... We Are NOT Recruiters!

Yours in success,
Jeremy Nason

“Lew and Jeremy Nason are very committed to helping agents succeed by providing real ideas and methods that are proven to work. You will walk away with more than you expected!” 
Carol P. 

 “The biggest reason I recommend Lew is because he truly cares about his students, and will go the extra mile to help them become more successful advisors/agents.” 
Beau Henderson, RFC

Featured Tip

5 Simple, Proven Strategies You Need To Be Successful.

There are basically two basic parts of insurance sales. And one doesn't workout with the other...

1. Marketing and Prospecting… Identifying and attracting the people who need and want what you are offering.

2. Appointment Setting and Closing Sales… Selling people on why they should meet with you and take action on your recommendations.

The problem for most agents is they are making this business way too complicated, because they are jumping into this business, before taking the time to learn the simple, proven strategies they need to be successful.

They start by contacting anyone that is breathing. And, they will set an appointment with anyone who agrees to meet with them. Instead of deciding who the best prospects are for what they are offering.

Then when they do meet with a prospect, they will present what they think the person needs, instead of taking the time to find out what problems the prospect has and wants to solve.

Let’s break insurance sales down to the core success principles and make your career real simple. 

Are you focused on just making a sale, or do you want to be really helping people?

Do people want to meet with a salesperson? Or, would they prefer to meet with an advisor who can help them solve a problem they are dealing with?

Do you want to be known as a salesperson? Or, do you want to be known as the trusted advisor who is helping people solve their problems?

Do people want to meet with a stranger? Or, would they prefer to meet with someone they already know, respect and trust?

Do people prefer to meet with someone they recognize as an expert?

Do you want to be traveling all over your city, county and state? Or, would it be easier to work with the people in your local community?

Do you want to set an appointment with 1 of 10 people you talk to? Or, would it be easier, if you could set an appointment with almost everyone you talk to?

Do you want to be setting 10 to 15 new appointments per week with just anyone? Or, would it be easier and more effective if you could set 3-5 appointments with the right prospects?

Do you want to close only one out of every 5 people you meet with? Or, would it be easier and more profitable to close a sale with almost everyone you meet with?

The reason most agents are struggling to make a decent income, is they are doing it the hard way and making it too complicated. They are missing these five simple, proven strategies that would make their lives much easier and their business much more profitable.

The first simple strategy is that you must decide on what problems you are going to specialize on solving for your clients.  

The amazing part is that there are literally thousands of people in your local community, who have all sorts of financial problems, that you can help them with. And, it doesn’t matter if they are rich, poor, retired, married or single. Their problem may be the fear of not having enough money to pay for their child’s college education… Or, it may be the fear of not having enough money to retire... Maybe it’s the fear of running out of money during their retirement… Or, Losing money in the stock market… Maybe it's protecting their family, from life’s unexpected events... Or, paying too much in income taxes… Maybe it is having too much debt! And the list goes on and on.

People are looking for help; they just don’t know who to turn to!

The second simple strategy is getting a message out to the people you already know about how you can help them to solve their financial problems, so they will see you as their expert.

Do you honestly feel and believe that you are really helping people? Are you focused on making a ’positive difference’ in people’s life… instead of just making a quick sale like almost everyone else?

Then who are the first people you should be helping?

Do you want your friends, family, and clients to call you when they have a problem, need your help or advice?  Or, do you want them to call your competition down the street? 

Who is going to take better care of them, you or a stranger?

Why would your friends, family, or clients call you, if they don't know what you do, or how you can help them?

The third simple strategy is getting a message out to everyone in your local community about how you can help them to solve their financial problems, so they will see you as the expert.

If you honestly feel and believe that you are really helping people. And you are focused on making a ’positive difference’ in people’s life… instead of just making a quick sale. Then why wouldn’t you let everyone in your local community know what you are doing to help people?

Again, do you want people to call you when they have a problem, need your help or advice? Or, do you want them to call your competition down the street? 

Who is going to take better care of them, you or a stranger?

Why would people call you, if they don't know what you do, or how you can help them?

The fourth simple strategy is learning what to say, and what questions to ask, to set an appointment with almost everyone you talk to.

If you search hard enough and long enough you will always find a few people who need and want what you are offering... and are ready to buy right now! As the old saying goes; "Even a blind hog finds an acorn now and then!"

However, if you want to set appointments with almost everyone you talk to, and   make your life much easier and your insurance career much more profitable! Then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you. And, that is about you improving your Questioning and Listening Skills.

Remember, there are literally thousands of qualified life insurance and annuity prospects right in your local community who need and want what you are offering. But, if you don't know what to say, or what questions to ask to get them to meet with you, what good are they?  

The fifth simple strategy is leaning how to do a thorough fact-find. It’s learning to ask your prospects questions about their situation. You want to have a real conversation with your prospects about what they need and want to help them to want to set better priorities, and take action on your recommendations.

Are you making this business to complicated?

Are you ready to take the time right now to learn how to do it the easiest, most cost effective and money-making way? Then 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.

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

“Whether you have been in the life insurance business for five (5) days, or fifty (50) years, I would strongly suggest everyone spend some time with Lew and Jeremy Nason to advance their talents, increase their earnings, and provide a better lifestyle.” 
Terry Bialek

“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™

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?) 

Improve Your Attitude And Change Your World

Zig Ziglar - Being An Overcomer

What are They Saying About IPS?

Mehdi Fakharzadeh, 'The World’s most successful living and active insurance sales agent' according to the MDRT, had this to say about the Insurance Pro Shop:

"Working with IPS, there is no reason on earth why you can not become a sales super-star who ranks equally among MDRT all-time sales leaders like Ben Feldman, Norman G. Levine, Tom Wolff, John Savage, Guy Baker, Walton Rogers and other top producers."

Mehdi is the famous and beloved MetLife Insurance Company super-achiever and MDRT role model. He has been a member of the Round Table since 1967 and has 14 'Court Of The Table' 'and 20 'Top of the Table' honors. A 'Gold Knight' of the MDRT Foundation, he has been an MDRT Annual Meeting speaker 14 times.

___________________
 

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!

Are You Struggling In This Struggling Economy?

There is no question that when the economy is good it's much easier to set appointments and close sales! In the good times, people tend to be more optimistic about their future. They are not afraid to spend money to get the things they need and want. They will look for ways to improve their financial situation and current standard of living. They will look for opportunities to make money and invest in their future, and are willing to take some calculated risks with their money. 

Conversely, when money starts to get tight, people are more reluctant to spend their money. They are focused on making sure they cover and protect their primary needs - like a roof over their heads, food on the table and dependable transportation. They are concerned about maintaining their current standard of living and are less likely to spend money or take any risks unless it's absolutely necessary. 

Human nature 
Consider this: During a robust economy, most agents and advisors are optimistic about their future and are willing to try new things. They'll spend money on a new lead generation program, a new sales idea or a course to improve their knowledge and skills. 

However, during tough economic times, most agents and advisors start watching every penny and are reluctant to spend any money. 

And yet, it would appear to be common sense that when sales are slow, you should be spending more money to generate leads, increase your knowledge and improve your skills... to increase sales! 

The first step
If you want to survive (and thrive) during this continuing downturn of the economy, then the first thing you must do is to make sure you are spending your money in the right places. Chasing the wrong prospects all over your county and state can be very time consuming and costly. The most cost-efficient and effective way to grow your business, especially when money is tight, is to become a specialist and work at getting known in your local community.

You must find an immediate pressing problem that you can solve for people. You must become the trusted and respected expert in a specific niche market and focus your efforts and money on consistently attracting people to you. You must show people that you understand their problems and can help them to protect and satisfy their primary needs and wants.

If you want to make your business recession proof, you must address what people really need and want during these uncertain economic times. People are not going to spend money for your insurance policy, save for their future or take chances with their investments, if it means they may have trouble meeting their monthly bills. 

Based on research and experience, the following middle-income groups have these common primary concerns, needs and wants. Addressing them will make it easier for you to attract them to you, set appointments and close sales. 

Retirees 
Most middle-income retirees are primarily concerned with of outliving their money. Plus, they are concerned with rising inflation, income taxes, living too long, staying out of a nursing home and the safety of their money. 

Boomers 
Most boomers are primarily concerned about replacing their pre-retirement income as they enter retirement. They want to be able to maintain, or even improve, their current standard of living during retirement. As their retirement quickly approaches, they are concerned about uncovering the fastest ways to make up for deficiencies in their retirement savings and projected incomes. 

Young families' primary needs 
Most middle-income families are struggling just to survive, even during a good economy. As their family grows and ages, their expenses are constantly increasing. In many cases they are borrowing money just to survive. Their consumer debt is out of control, and they are not saving any money! So, when money gets tight, like today, their financial problems can be overwhelming. 

Each of the above groups of people have immediate problems that you  can help them solve. These are the problems you'll want to address in your sales letters, newspaper ads, seminar invitations, seminars presentations, etc. It's how you'll make your marketing and lead generation programs much more effective. It's how you will consistently attract the right prospects to you - in good or bad economic times. 

Finally, you'll want to learn how to present real solutions to their financial problems, so they will want to take action today. And, then by helping these people to find the money, in most cases you can help them to improve their finances without spending any additional money or changing their current lifestyle. 

By addressing the primary concerns, needs and wants of a specific niche market, and then providing a viable solution, then and only then will thrive in this struggling economy. 

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

Don't be a fool: Always say yes to a free opportunity!
By Dennis Postema

In July, my assistant asked if Paul Mallett and I would be interested in speaking at a local automotive company about our success in business. After some debate, we agreed and were scheduled to speak at the business in October.

​We began preparing in September, and then gave our presentations a few weeks ago. Both of us were completely blown away by the advantages of this free opportunity, and we ended up speaking with over 80 engaged and enthusiastic managers.

This was certainly a terrific opportunity to share our stories, but it did not come without a few lessons for us as well:

1. Never second guess a free opportunity to speak with people. I considered turning down the opportunity because I was unsure what else would be on my calendar when the event rolled around in three months or how many people would even attend our presentations. What was I thinking?! That would have been so foolish! Any free opportunity to get in front of potential clients is non-negotiable.

2. Prepare, prepare, prepare. Two weeks prior to the event I had my assistant give the event organizer 20 copies of my book, Unleash Your Mojo: A guide to developing inner strength and power, so the attendees could review it prior to my presentation. Much to our surprise, two executive managers completed a full report of the book to share with everyone in the room prior to my presentation. Never underestimate the power of being prepared!

3. The event was free; our time was not. We spent hours preparing our presentations and were emotionally and physically exhausted when we finished. Although the event was free, it still took energy, education and practice for us to be properly prepared.

4. When possible, tag team live events. Of course not all live events require PowerPoint presentations, handouts, live question and answer sessions, etc. However, if the structure of the event allows for it, make an effort to tag team it with colleague. If you’re the only one in your office, recruit a friend or family member to pass out books, help direct questions, pass out freebies and even flip through your presentation slides if you don’t have a wireless clicker. Remember, just because you are the speaker it doesn’t mean you have to do it all.

5. Again, never pass up a free opportunity. In today’s world of social marketing domination, do not pass up a free opportunity to be in front of people one-on-one. We spoke with so many more people than we imagined last week, and all that it cost us was time and energy. It was by far the best return on investment that I’ve made in a long time. After all, I got to speak with over 80 potential clients for 'free!'

What is the most beneficial free event you have attended?
 

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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