Featured Tip - Are You Being Stubborn?

Improve Your Attitude - Earl Nightingale - The Rewards of Service

Become The Trusted Advisor - Are You Actually Prospecting?

Coaches Corner - What’s the best way to choose what to do...

An Important Message From Jeremy

Fantastic News For IPS System Owners

Dear ~Contact.FirstName~,

We have been working closely with Steve Bailey, the Chairman of the International Association of Registered Financial Consultants (IARFC). Mr. Bailey has agreed that IPS members, who have invested in the Annuity Sales Excellence™ Tool Kit or the Found Money Management™ Tool Kit, have received personal coaching and have successfully completed the IPS Trusted Advisor Success Training™ can now become a member of the IARFC and be awarded the Registered Financial Consultant (RFC) designation, with our endorsement and the final approval of the IARFC!

The RFC (Registered Financial Consultant) is a professional designation awarded by the IARFC to financial advisors who meet high standards of education, experience and integrity.

_________________

The IARFC is a non-profit credentialing organization of proven financial professionals formed to foster public confidence in the financial planning profession, to help financial advisors exchange planning techniques, and to give deserved recognition to those practitioners who are truly committed to ethical standards and continuous professional education.

The primary purpose of the IARFC is to provide the public with a convenient access to a pool of well-qualified practitioners from which to choose a personal financial advisor.

Yours in success,
Jeremy Nason

P.S. Give us a call for your IARFC application. 877-297-4608

Featured Tip

Are You Being Stubborn?

Over the past 16 plus years, we have written more than 100 articles on this subject. Yet most agents, advisors and planners stubbornly refuse to believe it is what’s holding them back from achieving all the success they desire in this great financial services industry!

Instead all we hear everyday is; “I need more sales leads!” “I’m just not in front of enough people!” 'Ninety-nine out of one hundred' of the 1,500,000 agents, advisors and planners in the United States wants to believe that if they see enough people they will be a roaring success.

However, let's look at what's really happening...

Is there any question that most of the companies and IMOs do a good job of product training? There are lots of people offering training on the 'tried and true' sales ideas, such as income tax reduction, annuity split funding, wealth preservation, estate planning and pension maximization. There are plenty hot new sales ideas out there that are 'guaranteed' to make you a fortune, like... infinite banking, tax free retirement, social security planning, etc.! Plus, there are plenty of Independent Marketing Organizations offering lead generation systems that feature Dinner Seminars, Direct Mail, Free Reports, Newspaper Ads and Fax Blasting! Finally, there are the sales trainers offering courses on 101 closing techniques, overcoming objections, overcoming call reluctance and conducting successful client seminars. And yet 99% of agents, advisors and planners today are still struggling to make a net income of only $60,000. Only 1% of today's agents, advisors and planners are consistently earning a significant six figure income after expenses.

While all of the above training is helpful, and/or needed, what most agents, advisors and planners really need the most isn’t being taught by the vast majority of our Companies, Industry Schools, Independent Marketing Organization or Sales Trainers. (And, it’s also a major reason why we have so many Lawsuits today!)

What most agents aren’t being taught, is how to conduct a good, thorough ‘Fact-Finding’ interview. It’s the ‘Missing Ingredient’ for an outstanding successful career in the financial services industry.

We know that you have heard it time and time again from us. The question is... When are you going to really listen and take action?

The ability to conduct a good, thorough Fact-Finding interview is...

• How you become the trusted advisor that people want to see!

• How you truly help people!

• What separates the average producer who earns $30,000 to $60,000 per year, from the Top Producers who earns $100,000 to $1,000,000 or more per year!

• The difference of earning an average income of $1,000 of commissions per case, to earning $5,000 or more of commissions per case!

• The difference of needing to set 20 or more new appointments per week, to only needing 5 or less new appointments per week!

• The difference between working 60 hours or more per week, and working less than 40 hours per week.

Why Isn’t Fact-Finding Being Taught Today?

There are a multitude of reasons for this lack of Fact-Finding training in our industry.

• There are very few people in this industry that truly understand the value of this training.

• Most companies and IMOs see this type of training as too costly and too time consuming.

• Most companies, agents, advisors and planners are more concerned about making a sale, than really helping people!

• Many agents see fact-finding as intrusive, too personal! Or, they believe their prospects won’t let them do a fact-find!

• Many agents feel they don't know enough!

• Most agents believe they are too busy and/or feel they can’t afford to spend the money and/or the time for the additional training!

• And lastly, there are only a very few good sales trainers!
   

But, the main reason ‘Fact-Finding Isn’t Being Taught Today’ is because it’s hard, if not impossible, to convince most agents, advisors and planners that… ‘They don’t know, what they don’t know!’

What most agents, advisors and planners don’t know is that… People are much more skeptical today and see through the 'hype' and 'old fashioned' insurance marketing and sales techniques. They want real help! So, if you want to earn more than a mediocre income selling life insurance and annuities, then you must help people to see you as their Trusted Advisor... instead of just another pushy salesperson!

And, how can you become their trusted advisor, if you don’t ask questions and really listen to them, to truly understand their concerns, what they need and what they really want?

"People buy based on emotions and justify there decision based on logic."

If you want to make your career much easier, more fun and more profitable, then stop being stubborn! You must learn how to conduct a good, thorough fact-find!

Good, thorough fact-finding involves more than just gathering the 'Facts' about what your prospects have (or, don’t have) and then making a quick recommendation and a sale! You also need to ask the emotionally based who, what, where, when, how and why questions to uncover your prospect's attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help them to 'want' to set better priorities, and 'want' to take action!

People don't buy based on their needs, they buy based on their wants!

The ability to conduct a good, thorough, emotionally based Fact-Find is the ‘Missing Ingredient’ for outstanding success in your financial services career! You can stubbornly ignore the problem and keep struggling along year after year like everyone else! Or, you can fix the problem right now and make make your life much easier, more fun and more profitable!

THE CHOICE IS ENTIRELY YOURS!!!

“It is absolutely necessary for us to analyze the needs to properly identify the problem we can solve with our products. We must have a total understanding and recommend only the most appropriate solution.”
Mehdi Fakharzadeh "One of the world's most successful life insurance agents of all time!"

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

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

Long Term Care Presentation
A walkthrough of how to present long term care.

Understanding Life Insurance
A different style presentation to help you understand everything about life insurance.

Human-Life Value
A presentation to help you sell disability insurance.

Help Your Prospects, Clients, Friends And Family
To See You As The 'Expert' They Need To Meet With!

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?) 

Last Chance!!!!

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. This is the last chance to lock your membership in for only $25.00 per month for the life of their membership!

Improve Your Attitude And Change Your World

Earl Nightingale - The Rewards of Service

What are They Saying About IPS?

"Jeremy Nason and his team at Insurance Pro Shop have helped thousands of agents double or even triple their income, and they’ve been known throughout the industry for decades. What I like best is Jeremy’s focus on long-term, sustainable success. Not gimmicks or manipulative tactics. Just the same time–tested insurance sales and prospecting fundamentals used by top producers to this day. We’ve used IPS to train our own agents, and I refer other agents to Jeremy every day. I highly encourage you to give Jeremy a call or visit the IPS website, and check out all the programs they offer. The value they offer is over the top. They really do know their stuff, and they’re skilled at teaching it to others. 10,000 agents can’t be wrong!"
Paul Mallett - SVP/CMO at Postema Marketing Group, LLC - OH

___________________
 

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!

Are You Actually Prospecting?
By Paul M Mallett

As you might imagine, I get the opportunity to talk to a lot agents about the things they feel are holding them back from achieving the success they hoped for when they got into this business.

No two stories are exactly the same, but one of the most common issues facing agents is how to get in front of more people.

That’s no surprise for any kind of business. In fact, most first-time entrepreneurs will tell you they had no idea how much time and effort they would have to dedicate to finding customers.

It’s a huge challenge, but one you can overcome and actually turn into a competitive advantage if you’re not afraid to invest the time, energy, and resources to create your own unique recipe for success.

One key is to understand that marketing and prospecting are not the same. Both are critical for the long term growth of your practice, but it’s important to understand the differences because the same tools are not used for each. If you’re using marketing tactics to achieve prospecting goals, you’re probably pretty frustrated right now. Conversely, if you’re using prospecting tactics to achieve marketing goals, you’re probably driving a lot of people away before you even get a chance to establish any kind of relationship.

Let me give you a quick example. I have been asked by more than one agent for hard data on the average number of calls from prospective clients as the direct result of local placemat or menu advertising. As far as I know, we have never received a call from someone interested in life insurance or retirement income planning because they saw our ad at breakfast. However, I have had many, many people say, “You guys must be doing something right… I see your name everywhere in town!”

Marketing is a long term proposition. It’s the science (some may say art) of attracting people to you and your practice. It’s about raising awareness and building your brand over time.
 

I have heard a few experts refer to marketing as a “passive” activity, but I don’t like that term. That implies a “set it and forget it” mentality that I believe is just flat wrong. Good marketing is far from passive. It consistently cultivates trust and builds a relationship with your market at large.

Prospecting, on the other hand, is about finding qualified prospects right now.

It’s the process of sifting through potential customers and looking for buyers. I like that word sifting, because it conjures up visions of a gold prospector sifting through dirt, stones, and water to find precious nuggets of gold. That’s essentially what you’re doing as well.

Like panning for gold, prospecting for clients can be difficult and often tedious, but done properly it’s well worth the effort.

To give you a little better idea of what I’m talking about, here are a few examples of marketing tools:

• Social media marketing

• Content marketing

• Email marketing

• Print advertising

• Client Newsletters

Common prospecting tools include:

• Educational workshops

• Purchased leads

• Policy reviews

• Networking groups

Now, just to be clear and settle a few arguments before they start, yes there are occasionally gray lines between the two. Some marketing activities could arguably serve as prospecting tools at times and vice versa.

However, it’s important to consider the differences and ensure you are using the right tool at the right time to achieve your specific goals.

In fact, a good place to start is to simply ask that very question: “What is my goal right now?”

Focus more energy on marketing activities if:

• You’re not starving to death and in need of leads right NOW

• You’re more interested in building a steady flow of prospects for the long haul

• You have the time to build an audience

• One of your goals is to generate more warm pre-qualified prospects

Lean more heavily on prospecting activities if:

• Your immediate need is to stir up appointments

• You’re not afraid of talking to people that don’t currently know anything about you

• You’re a master at engaging with new people quickly, and explaining your unique value proposition

You have thick skin and can handle rejection well

A good business plan includes elements of both marketing and prospecting. Both are needed for long term success.

The key is to understand the differences and employ the right tools at the right time. Master that and you’ll see much more promising results, leverage your resources more efficiently, and start building the kind of practice you had hoped for when you took the plunge.

_________________

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Coaching Corner

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