Featured Tip - What's Stopping You From Setting 5 Or More High Quality Life Insurance Appointments Per Week?

Improve Your Attitude - Zig Ziglar - Hope!

Become The Trusted Advisor -  One Of The Main Reasons For My Success Selling Insurance Was A Lucky Event!

Coaches Corner - How to manage when you feel like you have too much to do!

A Message From Lew

Dear ~Contact.FirstName~,

What are your plans for 2016?

What do you want to accomplish?

What would make you feel like you had a great year?

What can we do to help you to make 2016 the year your want it to be?

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,
Lew Nason
 

“I learned more from him (Jeremy) in 3 short 2 minute questions than I learned in the last six years.
I am blessed to have come upon Insurance Pro Shop.”
Neal Merems (34 years)

 “If anybody wants to be a player in this business and really make money, they need to stop hopping from program to program and get involved with the Insurance Pro Shop to learn to be a true, trusted professional in this industry.”​ 
William Booser (23 years) and Tim Counts (10 years), National Annuity and Life Sales

Featured Tip

What's Stopping You From Setting 5 Or More High Quality Life Insurance Appointments Per Week?

Would it surprise you to learn that many of the agents and advisors we have trained over the past 30 plus years are only working 30-40 hours per week, 10 months out of the year, and they are consistently earning $150,000 to $350,000 per year?

Are you wondering what they are doing, that you aren’t?

What's their little secret? What do they know that you don't?

How much time, effort and money would you save if you only needed to set 3-5 high quality life insurance appointments per week?

What if, in the next 30 to 60 days, you could learn how to set a high quality appointment with 5 out of 10 people you talk to?

Can you imagine, instead of calling 50 or more life insurance leads/prospects each week to set a 5 to 10 appointments, you only need to call 10 people?

How much time and effort would that save you each week?

How would it make you feel?

Consider, there are two types of salespeople. There is the pushy salesperson who tells people what they think they should do, and the expert advisor who asks questions to help people to decide what they should do!

Which one are you? Which one do you want to be?

Which one do you think sets more and better quality appointments (and closes the most sales)? 

Learning to ask the 'RIGHT' questions is the critical key to you consistently
 ...Setting high quality appointments, with your 'IDEAL' life insurance prospects!

If you want to set more and higher quality appointments, then isn't it time you learned the importance of asking the right questions? How much more effective would you be if you asked questions to get people to tell themselves why it's important that they take some of their valuable time to meet with you?

Consider, do you have any extra time to meet with a salesman, on the off chance they may have something that interests you, or to save you $5.00 - $10.00 per month on your life insurance?

However, if someone calls you to talk about a problem you have, and asks you questions about how it's affecting you and your family, then would you want to set some time aside to meet with them?

Did you notice that almost all of this entire article is asking you questions? How did it make you feel? Did it get you thinking about your situation and how you can make it easier?

Here are two comments about our advanced questioning training...

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

Creating a 'WOW' Experience
My first job is to identify for you the forces that are presently in place that work against you everyday as a life insurance agent and keep you from achieving your peak income performance. My comments will be based on studies of scientific information, economics, and human behavior research that have been conducted over the past 25 years. The evidence is overwhelming that all of the existing information, education, and marketing ideas in the life insurance industry are ineffective, and need overhauling.

Reasons to Use Email Marketing (As Told by Small Business Owners) 
Deciding where to invest your marketing dollars isn't a decision you take lightly.  You know you need to attract new customers and keep your existing clients coming back, but you can't afford to invest time or resources into something that isn't going to deliver the results you expect.  E-mail Marketing is a cost-effective solution that gives you the power to reach customers in a place most people visit every day!  

Social Security Changes
Congress passed new laws that dramatically change claiming strategies, benefits, and options available to your clients.  Read here for the full list of changes.

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?) 

*** Only A Few Weeks Remaining ***

Important - 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. All current members will remain at their current membership levels for the life of their membership.

Improve Your Attitude And Change Your World

Zig Ziglar - Hope!

What Are They Saying About IPS?

___________________
 

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)

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!
 

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

 One Of The Main Reasons For My Success
Selling Insurance Was A Lucky Event!

Prior to getting into insurance sales, in June of 1982, I started as an electronics technician and over the next 10 years I worked my way up to hold positions as a Production Foreman, Senior Quality Control Engineer, and a Quality Control General Foreman for two Fortune 500 Companies. I knew nothing about sales, and very little about insurance, finances or income taxes. Yet, in my first six months in insurance sales, I lead a 30 agent, Met Life District Office in sales. And, I lead my office almost all of the 7 years I was in personal sales. How? Why?

The first reason is... I was a sponge for information. I took advantage of several insurance courses, offered by Met Life and the LUTC courses (Life Underwriters Training Council) offered by NALU (National Association of Life Underwrites, now NAIFA). Plus, I took every business planning, finance, income tax and estate tax CLU and Chfc course offered by the Met Life Advanced Underwriting Team. 

The second reason is... I wasn't afraid to ask questions and/or ask for help. So, I continually sought out people who were very successful. And, I ended up with three great mentors who helped and encouraged me along the way.

The third reason for my success, over those seven years, is I was involved in my local community. Prior to getting into insurance sales, I was very active in the Boy Scouts of America and I was on the Board of Trustees for the Methodist Church. And, I continued to be active.

However, one of the main reasons for my success was a lucky event!

One day I was talking to my Aunt, and she asked me what I was doing now. I told her that I was selling insurance. She asked me how I liked selling insurance and we had a conversation about it. After a while, she asked me if I would talk to her son, my cousin. She told me that my cousin had cancelled some policies that he had for years and she was concerned that he had gotten some bad advice.

A few days later I met with my cousin and his wife and reviewed their situation. I discovered that they had replaced their whole life policies from New York Life, with term policies from AL Williams (Now Primerica). After a fact-find and a lengthy discussion they came to the conclusion that they had made a mistake. Unfortunately, it was too late to fix the mistake, so they bought some new whole life policies from Met Life.

As I was leaving the wife said, she wished I had told them I was selling insurance, so they would not have made their costly mistake! 

On my way home, I was thinking about what she said, and I made up my mind to let all of my relatives, friends and acquaintances know about what I do. Not just that I sell insurance, but that I could also help them with their finances and income taxes.

A week later I got a call from another Aunt who wanted to know if I could help her buy her first house. Which I did!

A few days later a friend called me with a question about insurance.

Over the years, many of my friends, relatives and acquaintances became my clients. And the best part is they started telling their friends and relatives about me.

After being in insurance sales for less than two years, most of my new business was coming from my friends, relatives and acquaintances calling me. Plus, my friends, relatives and acquaintances were referring people to me, without me even asking!

The reason those people were calling me and referring people to me, was because I had taken the time to learn more than just about products and investments. I was really helping people with their financial matters and not just trying to make a sale.

"Luck Is What Happens When Preparation Meets Opportunity!"

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

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

This week’s article was written by my friend and colleague Elise Holtzman in her lawyer newsletter Tuesday Morning Counsel, but it will benefit anyone who thinks he or she has too much to do:

“You have to decide what your highest priorities are and have the courage - pleasantly, smilingly, non-apologetically - to say ‘no’ to other things. And the way to do that is to have a bigger ‘yes’ burning inside.”
Stephen Covey

If you are overloaded, exhausted and burning the candle at both ends, here’s a newsflash: You don’t have to do everything! I know – it’s hard to accept. You may believe you have to say yes to everyone so you won’t miss an opportunity or offend someone. Perhaps you think hard work and an unyielding devotion to your employer, clients, community, family or friends is necessary to merit the respect of others. If that’s the approach you are taking, you are either burnt out or on your way there.

And rather than earning you brownie points, your inability to say no may mean that you are undermining your future. You simply can’t do everything. Something has to give, and it should not be the health of your practice, the future of your career, the well-being of your most important relationships, or your own physical or mental health.

In order for something to give, some things have to go. Why eliminate? As author Jack Canfield says, “If you are constantly saying yes to other people, then you are constantly saying no to yourself and your goals.” Your inability or unwillingness to say no to others is interfering with your ability to achieve what you want.

You may think you are working hard to create the career, practice or life you deeply desire, but you are unwittingly working against your own self-interest. Ask yourself whether what is being requested of you aligns with your goals and desires. Will it benefit you and move you forward in achieving success, or are you spending your time fulfilling someone else’s goals? Consider how much time you may be wasting with projects and activities you don’t enjoy and don’t serve you simply because you are uncomfortable saying no. As Canfield says, “Success depends on getting good at saying no without feeling guilty.

On a regular basis, ask yourself the questions: What can I eliminate? and What can I say no to?

Start with the following categories:

• Stop doing things you don’t have to do,

• Stop doing things you don’t want to do,

• Stop doing things that don’t serve you and your goals.

You might cancel your membership to an organization you’re not really getting much out of. Perhaps it’s time to cancel a subscription to that magazine you never read. You know … the one that’s piled up 6-issues high in the corner of your office and stresses you out every time you look at it. Maybe you are still volunteering for a cause you cared deeply about many years ago because you feel guilty. Allow others to take up the cause and, if the organization’s mission is still meaningful to you, make a financial contribution instead. Only you know which activities are dragging you down, overwhelming you and creating obstacles to your success. Make the tough choices.

Remember - saying no to others is really saying yes to yourself.

How do you eliminate once you’ve decided that an activity, project or event doesn’t serve you? Try some of these tips for getting the message across:

• Don’t give a lengthy explanation. You need not justify yourself.

• Don’t lie or make up a story. It will only make you feel guilty later, which is what you’re trying to avoid in the first place.

• Be direct: “I’m sorry, but I have to pass.” “I wish I could, but I’m maxed out right now.” “I appreciate the opportunity, but I’m not taking on any new commitments right now.”

• Be polite: “Thanks so much for asking.”

• Don’t say: “I’ll think about it” if you know you don’t want to do it. That just prolongs the agony and makes the situation more awkward.

• Make it clear that it’s not about them. “I’m not saying no to you, I’m saying yes to me.”

• Practice saying no if you have to.

Get out of the habit of people-pleasing and into the habit of taking care of yourself, protecting your time, and empowering yourself to work on what really matters to YOU.

___________

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