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Message from Jeremy - People Don't Buy Products!

Featured Article - Earn the Right to Help Your Prospects With a Solution!

Coaches Corner - Shift Your Perspective To Overcome Your Fears!

Important Message From Jeremy...

With Our Video Training & Coaching You Will Learn How To Get People To Convince Themselves To Buy...

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“Lew has the unique ability, as a teacher and a coach, to break down selling concepts into easy to understand and implement steps. He gives his students skills that can have an immediate impact on their businesses. 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 - GA (9 years in business)

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

What do you do?
I‘m always amazed how people stumble and falter when they’re asked what they do for a living. Some actually dread the question. In the United States, “What do you do?” is the most often asked question in a social or business setting. When someone asks it in a group of people, they are simply looking for a label-a way to categorize you.  Learn how to master it...

To see these and all updates from the last 3 months visit the Updates  page!

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 people to call you.

Featured Article

Earn the Right to Help Your Prospects With a Solution!

There is no question, among the very best producers, that people buy for their own reasons, not for yours. In fact, their motivation to buy may have very little to do with the reasons why you think they should buy.

The actual truth is... People buy for two reasons only. And they are always the same two reasons. So if you want to make a sale, you must satisfy both reasons. You can ignore either of these reasons at your own risk.

Those two reasons are...

• Their 'RIGHT reason' for buying.

• Their 'REAL reason' for buying.

Their 'REAL reason' for buying is always emotional. It’s always about satisfying their wants. (Hope, desire and expectation). It’s always about benefits. And, it’s always about fulfillment of their hopes, desires and expectations.

Their 'RIGHT reason' for buying is always logical and objective. It’s always about their needs. It’s always about features… the reasons why their 'real reason' for buying will be met. It’s always about satisfaction of their logical needs.

Needs are what define markets, but remember prospects are human beings. They’re intensely emotional, which is why their 'REAL reasons' are always first in order of priority.

According to Neil Rackham, author of SPIN Selling, people decide to buy when, "the pain of the problem and desire for a solution have been built to the point where they are greater than the cost of the solution."

Counterintuitive as it sounds, the very best salespeople are the ones that ask the most who, what, where, when, why and how questions. And, not just any questions, but smart questions posed in a systematic way. Then armed with the answers to their questions, they have gained better insights into the buyer's world and will have earned the right to help them with a solution.

When you can get people to want what they need - including the realization that they really need it - then you’re well on your way to becoming a top producer and the trusted advisor that people will want to see.

Yours In Success,
Jeremy Nason

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Help Your Clients To Fulfill Their 'Real Reason'
For Buying, Along With The 'Right Reason!'

Coaching Corner

Shift Your Perspective To Overcome Your Fears

One of the main problems that is holding many agents back from reaching their full potential today, (even successful advisors) is that even though they know they need to "sell" their products and services, they feel fearful, or anxious about actually doing so. Most often, our fears of selling come in several forms. Either we worry about not being liked; or being perceived as pushy; or that we don't know enough; we (secretly) worry that our product or service might not perform as we say; or we struggle with the idea of rejection.

Knowing the source of your fear (most of the time it is a combination of the above fears) is an important part of overcoming your fear of selling.

One of the best ways to overcome your fear (s) is to shift your perspective. How would it feel to think of yourself as "sharing information" about what you do? Or "helping people", "showing benefits" or "sharing your passion?" If you feel uncomfortable or anxious about "selling," find a way to shift your perspective to one of sharing information and helping, rather than "convincing someone to buy!"

Yours In Success,
Jeremy Nason

By Following Our 'Step By Step' Courses and Videos
You Can Quickly Overcome Your Fear Of Selling!

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