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Message from Jeremy - Last Chance To Save $174.000!

Feature Articled - How To Avoid The Biggest Mistake That Sales People Make!

Coaches Corner - How To Sell Insurance More Effectively!

Important Message For You... From Jeremy

Asking the RIGHT questions is the key to consistently
...Setting more high quality appointments!
...Closing ‘9 out of 10’ insurance sales!

If you want to make it much easier for you to set more & better appointments, plus close more & larger sales, in just a few days from now... then it is time to learn why & how the top producers consistently set better appointments & close more sales.

The Top Producers know that the real key to outrageous success in sales, is asking questions and then listening quietly and carefully to the answers. Most agents make the mistake of trying to convince people to buy, instead of discovering what client really wants, needs and desires from us.

When you learn to ask the 'RIGHT' questions and really listen, your prospects will tell you about their problems, what they need and really want. And, they’ll practically sell themselves! Once you know what they need and want and then you give it them, the sale is almost automatic!

Our How To Close '9 Out Of 10'™ Insurance Sales is 6 hours of video training and 6 hours of audio training, containing all the critical questions and questioning strategies from our Two Day live Advanced Fact-Finding Boot Camp. (This is real training from a live event (not staged)... to provide you more in depth information.)

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Our affordable Trusted Adviser Success Training™ - Boot Camp In A Box video training is about you learning what the very best life insurance and annuity producers know and are doing today to consistently FIND and ATTRACT their 'IDEAL' life insurance and annuity prospects, to successfully close more and much larger sales? How they are doing it right in 'their' local community, within 5-10 miles of their home or office! And, why they only need 3-5 new appointments per week ...to earn $200,000, $300,000 or more per year!

This is the in-depth life insurance and annuity marketing, prospecting, appointment setting, & sales training that you were promised, wanted, & expected, but didn't get from your Company, IMO, or FMO!

These Dynamic Videos Will Provide You With The Very Best Advanced Life Insurance and Annuity 'Attraction' Marketing and Lead Generation Strategies ...we have learned, over the past 35 plus years, working with the legends in this industry.

Plus, you will learn the Advanced Questioning Strategies for Setting Appointments, Fact-Finding, Overcoming Objections and Closing Sales.

Our Trusted Adviser Success Training™ - Boot Camp In A Box videos are over 11 hours of the very best life insurance and annuity marketing, lead generation, appointment setting, sales skills and product training from our live Trusted Adviser Success Training™ Boot Camp!

It's The Next Best Thing To Being There!

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 Insurance Marketing and Sales Resource Center™

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In this case study learn about how we were able to solve all of a family's problems using only 1 thing.

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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 those people to call you.
 

Featured Article

Dear friends,

We are always looking for more ways to help you to take your insurance sales to the highest levels. However, a lot of the time it is not enough for us to present you with our thoughts. I'm sure, many times you think it's just us trying to get you to buy one of our products. So, maybe you need to hear it from a different source or expert. Or, maybe just presented in a different way. Below is a well written article, that reinforces the number one critical point that we've been trying to get across to you!

Jeremy Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches

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How To Avoid The Biggest Mistake That Sales People Make!
by Brian Wright

Selling may require a variation in the strategies depending on the vertical market and the goods or services being represented, however the principles of selling remain the same. Because the principles are universal, the commonalities that are found in the mistakes that are made in the sales profession are also universal. With that understanding in mind, we know that there are many errors that show up in the early stages of a sales professional's career, and there is one that seems to be pervasive in both brand new and tenured sales people alike. Are you ready for it? Ok, here you go.

"Shut up and Listen!"

Got your attention didn't it? I know that statement still rattles me a little every time I read it, which means it is serving its purpose. You see, here is the deal; sales people, both young and old, are notorious for verbally vomiting on their prospects and customers alike.

Now, most of the time there is great intent around these audible data dumps. We want to be viewed as the expert and we want our prospects and customers to see us as a resource for them. We want them to feel comfortable with us, and often we think that by flexing our intellectual muscles we are creating this comfort level. Yet, for some reason this just doesn't create the desired outcome in our meetings and interactions, and we are left sitting in our cars scratching our heads wondering what just happened?

So, what do we do about this? First, we must understand that the sales profession game may be the same, however the rules are different. Sales used to be all about providing information, and whomever had the most information won. Today, information is everywhere and customers have access to it 24/7. Listen, we are all carrying super computers around in our pockets, so information is available in abundance. As a result, Sales Professionals must bring something other than information to the table.

You may be thinking that your product or service is unique or proprietary and that your information is still important. I hate to break it to you; you are fooling yourself by thinking that way! Now, I am not saying that you don't need to know about your products or services. I am also not suggesting that you shouldn't be an expert in your field. What I am suggesting is that your information or knowledge can't be your only deliverable. People make buying decisions out of emotion and then they justify the emotional decision with logic. This is principle. This is universal. This is unchanging.

In order to differentiate yourself in the market and outperform your competition, you must find a need and then provide a solution to that need. Simple right? It really is. However, you can't do this if you are the one doing all the talking in a meeting or conversation. To find the need you must first ask great questions and then; yes, you guessed it. Shut up and listen!!

When I say listen, I mean really listen. We refer to this as active listening. This is essentially being an empathetic observer. You are listening to what the other person is saying both verbally and non-verbally. This is not pretending to listen while formulating what you will say next! That mistake is where so many get in trouble and begin to fall back to spewing information all over the place.

So you asked a great question, and you actively listened. Now what? Ask another question. Keep asking questions and listening until it is truly clear what your prospect or customer's real need is. [Too] often we take the first answer as the need and we go right into solutions. We want to go for the sale right away and ultimately this can be the deathblow to an opportunity. Remember, people buy [because of] emotion and they justify the decision with logic. You must ask enough questions until you get to the real emotional need. When you connect to that true need, then you will be able to align the need to your product or service.

In closing, in order to avoid the biggest mistake that sales people make, simply ask great questions and then actively listen. Rinse and repeat that cycle until the true need is uncovered and then begin to design a solution for the need. Become a master at this and you will see your close rate and productivity increase exponentially.

From the National Association of Sales Professionals

Specialized, Advanced Marketing And Sales Systems
 Discover... the top ten (10) absolute best ways for you to Find & Attract your 'IDEAL' life insurance & annuity prospects ...in your local community.

Great News, we have expanded the payment plans on each of our specialized annuity and life insurance sales systems from 3 monthly payments… to 6 monthly payments. We’ve basically cut the payments in half. Because we want to make it easy for you to get the annuity and life insurance sales training you need! Additionally, we want to help you to consistently attract your best annuity and life insurance prospects. So, in the next 60 days, you will closing more and larger annuity and life insurance sales!

Each Of These Systems Come With 3 Months Of Personal Coaching,
To Help You Tailor The System... To Make It Just Right For You!

"You keep doing what you’re doing. You’re filling a vital need in the insurance training industry.
We’re all lucky to have you and your family serving the industry the way you do."
David H. Kinder, ChFC® - CA  (11 years in the business)

"I am so grateful for your expertise & your help. Again, thank you for helping me help so many families! You guys gave me hope for this business again! (And hope has a MUCH bigger payout than a paycheck!) Many thanks," Christine Lopez - CA, (12 years in the business)

"The IPS team sticks with you, gives you solid training and advice, helps with client cases, and they really are there for one main thing: the agent's success. I encourage everyone I know in this business to get their services to be successful." Audrey Sendrowski - MA (10 years in the business)

"Lew and Jeremy, thank you for all of your hard work and dedication over the years. It has been a great pleasure working with you and your team over the past 8 years. You have provided me world class training and support." "God bless you and the Insurance Pro Shop! Your Friend," 
Bill Constain, CFO, RFP - Freedom Wealth Services - FL (34 years in the business)

"Thank you for all you do and for being so sharing and kind. It’s rare in these times to find people of your caliber, who put ethics ahead of profits. You have my deepest gratitude."
Shaun C. Borden, Allstate Agency Owner - FL (12 years in the business)

"I fought you every step of the way, but you cared enough to fight back and now I make what most struggling advisors wish they could make. Thank you Lew and Jeremy."
Antonio Filippone, RFC, FMM - IL (21 years in the business)

Coaching Corner

How To Sell Insurance More Effectively!

According to a recent studies by The Sales Career Training Institute, salespeople typically spend too much time pitching and not enough time asking the right questions. So that they can discover their prospects' real objections. Along with the emotional hot buttons they need to press in order to get their prospects to buy. The study reveals that top salespeople know how to ask the right questions to:

1. Get prospects curious;

2. Successfully handle sales objections; and

3. Lead prospects to close the sale quickly.

Ask questions that'll make your prospects aware of the consequences of their action or inaction.

At the end of the day, you will not be able to push your prospects into the sale. Unfortunately, this is what most salespeople try to do. We have worked with countless salespeople who think that their product is the answer to their prospect's problem. So they push and push and push to show their prospect that they have the answer. But people resist, especially when you push too hard. That's why you must use questions not only to find out about your prospects' problems. But, also to make your prospect aware of the consequences of their action or rather inaction.

Asking the right questions is how you help them to see what could happen to them and their family...  if they don't invest in your solution.

Yours in success,
Jeremy Nason
Trainer, Coach, Mentor
 

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Platinum Package - Gold Package / Plus, the 'back office support' you need to close more and larger cases! We'll review cases with you. Help you determine and design the best options for your clients. Then we will show you how to present your recommendations, to practically guarantee a sale.

Diamond Package - Gold Package / Platinum Package / Plus, monthly one-on-one coaching and mentoring for those agents and advisors who are serious about earning $500,000 or more per year.

"I have been working with Jeremy Nason at the Insurance Pro Shop on Annuity & Life cases for
 the past couple years with great success. In a nutshell, I have found that my IMO's have tunnel vision when it comes to case design. And to be blunt, most are not good at it. They tend to focus primarily on pushing product. Jeremy, on the other hand, is the polar opposite of an IMO and he uses both his creativity and case design experience to maximize the benefits for the client in a simple, easy to understand, illustration. He does a great job of comparing the clients current plan to the "new proposed plan" that we developed in a collaborative manner. As a result, his process helps the client see clearly the major differences between what they're currently doing and what they should be doing, if they want to live a safe, secure, comfortable retirement and meet their overall goals and objectives. I have found that when I use Jeremy's system and his easy to understand two page illustrations, the majority of the time I end up making the sale." Andrew Maisch - NJ (10 years)

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