Stop Selling... Start Helping People To 'Find The Money' To 'Live Debt Free And Truly Wealthy!'
 

Message from Jeremy - Five Lesson About The Way We Treat People!

Featured Article - What is the BEST Market to prospect for Life Insurance Sales?

Coaches Corner - The Softer You Close, The More You Will SELL!!!!

Important Message For You... From Jeremy

I shared this a while back.  I don't know if these stories are true or not, can't remember where or how I got them. These 5 quick lesson can and will change the way you treat people.

Five Lessons About The Way We Treat People

First Important Lesson - Cleaning Lady…

During my second month of college, our professor gave us a pop quiz I was a conscientious student and had breezed through the questions until I read the last one: "What is the first name of the woman who cleans the school?"

Surely this was some kind of joke. I had seen the cleaning woman several times. She was tall, dark-haired and in her 50's, but how would I know her name? I handed in my paper, leaving the last question blank. Just before class ended, one student asked if the last question would count toward our quiz grade. “Absolutely,” said the professor, "In your careers, you will meet many people.  All are significant. They deserve your attention and care, even if all you do is smile and say hello."

I've never forgotten that lesson. I also learned her name was Dorothy. 

Second Important Lesson - Pickup in the Rain…

One night, at 11:30 P.M., an older African American Woman was standing on the side of an Alabama highway trying to endure a lashing rain storm. Her car had broken down and she desperately needed a ride. Soaking wet, she decided to flag down the next car. A young white man stopped to help her, generally unheard of in those conflict-filled 1960's. The man took her to safety, helped her get assistance and put her into a taxicab.

She seemed to be in a big hurry, but wrote down his address and thanked him. Seven days went by and a knock came on the man's door. To his surprise, a giant console color TV was delivered to his home.

A special note was attached. It read: "Thank you so much for assisting me on the highway the other night. The rain drenched not only my clothes, but also my spirits.  Then you came along. Because of you, I was able to make it to my dying husband's' bedside just before he passed away... God Bless you for helping me and unselfishly serving others.  Sincerely, Mrs. Nat King Cole”

Third Important Lesson - Always remember those who serve...

In the days when an ice cream sundae cost much less, a 10-year-old boy entered a hotel coffee shop and sat at a table. A waitress put a glass of water in front of him.

"How much is an ice cream sundae?" he asked. 

"Fifty cents," replied the waitress.

The little boy pulled his hand out of his pocket and studied the coins in it. "Well, how much is a plain dish of ice cream?" he inquired.

By now more people were waiting for a table and the waitress was growing impatient. "Thirty-five cents," she brusquely replied.

The little boy again counted his coins. "I'll have the plain ice cream," he said.

The waitress brought the ice cream, put the bill on the table and walked away. The boy finished the ice cream, paid the cashier and left.  When the waitress came back, she began to cry as she wiped down the table.  There, placed neatly beside the empty dish, were two nickels and five pennies. You see, he couldn't have the sundae, because he had to have enough left to leave her a tip.

Fourth Important Lesson - The obstacle in Our Path...

In ancient times, a King had a boulder placed on a roadway.  Then he hid himself and watched to see if anyone would remove the huge rock. 

Some of the King's' wealthiest merchants and courtiers came by and simply walked around it.  Many loudly blamed the King for not keeping the roads clear, but none did anything about getting the stone out of the way.

Then a peasant came along carrying a load of vegetables.  Upon approaching the boulder, the peasant laid down his burden and tried to move the stone to the side of the road.  After much pushing and straining, he finally succeeded. After the peasant picked up his load of vegetables, he noticed a purse lying in the road where the boulder had been. The purse contained many gold coins and a note from the King indicating that the gold was for the person who removed the boulder from the roadway.  The peasant learned what many of us never understand! Every obstacle presents an opportunity to improve our condition.

Fifth Important Lesson - Giving When It Counts...

Many years ago, when I worked as a volunteer at a hospital, I got to know a little girl named Liz who was suffering from a rare & serious disease.  Her only chance of recovery appeared to be a blood transfusion from her 5-year old brother, who had miraculously survived the same disease and had   developed the antibodies needed to combat the illness.  The doctor explained the situation to her little brother, and asked the little boy if he would be willing to give his blood to his sister. 

I saw him hesitate for only a moment before taking a deep breath and saying, "Yes I'll do it if it will save her."  As the transfusion progressed, he lay in bed next to his sister and smiled, as we all did, seeing the color returning to her cheek. Then his face grew pale and his smile faded. He looked up at the doctor and asked with a trembling voice, "Will I start to die right away." 

Being young, the little boy had misunderstood the doctor; he thought he was going to have to give his sister all of his blood in order to save her. 

Jeremy

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

Summer Slump Buster
Watch or listen to our webinar on preventing the Summer Slump.

Are you taking advantage of the FREE Client Newsletters in the Insurance Marketing and Sales Resource Center™? If not, why not?

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 ~Contact.FirstName~,

What is the BEST market to prospect for Life Insurance Sales?

This is a question we get every day.

And the Answer is....

Middle Income Families!

During the past two decades, many of the major companies have been moving to the more affluent markets. They appear to have forgotten whom they served and what made them the company they are today. According to LIMRA this leaves the Middle America marketplace wide open. And, in our opinion provides an exceptional opportunity for the financial advisors who learn how to help Middle American families to find the money.

Understanding The Problem

We believe that most Middle American families have been at a distinct disadvantage when it comes to managing money and accumulating wealth. Most of the financial information being passed on by the major publications and financial experts is really geared towards people who are already wealthy. These are the people who have their basic necessities covered. They have built a strong ‘safe money’ financial foundation, so they can afford to take risks with much of their other money.

Consider, wealthy people live in a different world. They are not concerned about qualifying for college financial aid, so their children can afford to go to college. They are not concerned about eliminating debt to improve their cash flow, so they can afford health insurance or to put braces on Mary's teeth. They don't have to worry about whether there will be food on the table or a roof over their family’s head, if something happens to them. 

Solving The Problem
You can help Middle American families by providing them with the little known, unconventional strategies that the wealthy have used for decades to accumulate and hold onto their money. The wealthy were able to accumulate wealth not by taking risks, but by taking a portion of everything they earned and putting it to work for them. They understand that the road to wealth starts when you truly understand that “part of what you earn is yours to keep.”

The reason most Middle American families continue to struggle today is because the conventional financial wisdom that has been passed on from generation to generation isn't designed to accumulate wealth. The conventional wisdom our great grandparents and grandparents learned was designed to protect their assets during the tough economic times of the great depression.
 

A Change In Philosophy

Most agents and advisors are taught to tell people they need to invest in (or buy) ‘this or that’ by taking additional money out of their current budget. The problem is that many Middle American families are only one or two paychecks away from going bankrupt… They don’t have any savings or even an emergency fund…

 ____________________________________________

______________________________________________________

Help Middle American Families…

We need to help Middle American families to find the money to:
 

• Reduce Or Eliminate Their Consumer Debt

• Maximize The Amount They Can Invest From Current Income

• Reap the Upside Of the Market, While Guaranteeing The Safety Of Their Investment Principal

• Position Their Assets To Increase Your Eligibility To Qualify For College Financial Aid

• Minimize Their Income Taxes

• Position Their Money To Provide More Current Liquidity

• Maximize Their Investment Returns

And, in many cases, we can help them do it all without taking additional money out of their budget or changing their current lifestyle!

Can you really make money helping Middle American families?

The answer is a resounding “YES!”

…If you learn how to conduct a thorough fact-find and you help these Middle American families to establish their financial priorities and reposition their money to have the financial security they want and deserve!

We have many agents that are working with Middle American families, using our Found Money Management™ system and they are:

• In front of 20 to 30 qualified prospects every month…

• Earning an average commission of $3,000 to $5,000 per case...

• Earning $25,000 to $50,000 per month. (Every month)…

Would that get you where you want to be?

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

_____________________

We are here to help you, please drop us a 
comment on our blog or visit our Facebook page!

With This Specialized Video Sales Skills Training You Can Set Better Appointments and Close More and  Larger Sales...

Just By Learning To Ask The 'RIGHT' Questions!

Now available on a USB (Flash) Drive!
90 Day, '100%' Money Back Guarantee!

"The fact-finding, 5-minute presentations, and
2-page presentations are all invaluable!"

"Lew is one of the most genuinely kind and interested person in truly helping people I have ever met.
He is making a real difference in the lives of his clients and associates in the industry by teaching
them to get down to the basics of human communications and needs selling. The fact finding,
5-minute presentations and 2-page presentations are all invaluable! I really appreciate your
helpfulness, philosophy and ethical, non-greedy approach."
Kevin McKinney, GA

Coaching Corner

The Softer You Close, The More You Will Sell.

The big producers believe that hard closes equate to short-term sales and long-term losses.

Now, do not get me wrong. Most big producers are great closers, they just believe that strong relationships sometimes take months and years to develop.

Ed Williams, one of the most successful financial planners in Southern California, heard me speak at a broker dealer conference in 1988. He prospected me shortly afterward. I mentioned to him that I was going through a divorce and that I wanted to see what “the other side” would get. He did not get my business until 1993, five years later, but then he collected the commission on a million dollar life insurance policy and eventually on many other products.

His attitude was, “I am going to wait patiently for you to want to work with me. I am going to be there for you. When you are ready, we will do business.”

This is the kind of commitment to clients that is rare enough to be quoted in the Guinness Book of World Records.   By Kerry L. Johnson, Ph.D
 

“It's not the answer,
it's the quality of the question.”
 

Stop Trying To Go It Alone!

With each one of Trusted Advisor Support Packages you will have a Personalized Client Newsletter that you can email, mail, or offer on you website, or FaceBook page.

Gold Package - Discounted Personalized Client Newsletters and Membership to the Insurance Marketing and Sales Resource Center™.

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)

Are You A Member Of NAIFA?

IPS Home Page   Product Catalog   Newsletter Archive   Contact Us