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

Message from Jeremy - Are You Only Seeing Half The Problem?

Feature Articled - How To Make A Million Dollars Per Year Selling Life Insurance!

Coaches Corner - The Secret To Closing More Life Insurance Sales... Is Really Listening!

Important Message For You... From Jeremy

Dear ~Contact.FirstName~,

As you know, agents send us cases each and every week, so we can help then to solve the problems their clients have. Some of these agents and advisors have been trained by Lew, Alex and myself and some have not.  There is a huge difference between these two groups.

With the un-trained agents, we see a common path of them only getting the hard facts, i.e. client's name, 401K, how much are you contributing, etc. When I try to explain to these agents that there is much more to doing a fact find than just getting the hard facts, they initially have a very hard time understanding what I mean. They will come back with “I got all the information about what they have, didn’t I.” “I’m already doing a good fact find.”

But, they don’t know what they don’t know.

These agents and advisors are only seeing half the problem!

When completing a fact-find… The hard facts are important… But, the soft facts are where the sales are made!

The soft facts are feeling facts. How do you feel about the stock market? What would you do if it crashed tomorrow? How would that affect your retirement?

Once they learned how to get both types of facts, it has opened their eyes to really see the problems their clients are facing. It enabled them to see the WHOLE Picture. To be of more help. And they can close more cases for larger commissions. 

The fact-find they thought knew, it’s nothing more than filling out a form. There is nothing behind it.

The good news is once these advisors get the training… their world changes….

“Jeremy this is the first time I did a good fact find!”

“Man, I thought my fact find was good until you explained it to me”

In the end, when you combine the soft facts with the hard facts you finally get to see the big picture of where your clients are and where they are trying to go! This will allow you to not only make more and larger sales, but to really change people’s lives.

Get Trained! It Makes a Difference!

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

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Featured Article

How To Make A Million Dollars Per Year Selling Life Insurance!

Over the past 36 years, with our systems, training, coaching, and support we have helped well over a hundred agents, financial advisors, and multi-line agents to earn a million dollars or more each year selling life insurance. Some of them achieved this in the first year working with us, while most of the others it took 2, 3, 4, or more years to make a million per year. So, how did they do it?

First, it all starts by you believing that you can make a million dollars per year. “If you think you can, or you think you can’t, you are right!” Then it is deciding you want to do it!

Do you actually want to make a million dollars per year? Or would you be happy simply doubling or tripling your income? Either way, please read on!

First, let’s do some simple math. Consider the average life insurance sale with our systems, training, coaching, and support is between $3,000 and $7,000 in commissions. Because, we will show you how to easily ‘Find the Money’ to over-fund cash value life insurance up to the MEC guidelines!

Accordingly, if you close just one life insurance sale per week for an average commission of $5,000, then in 50 weeks you will earn $250,000. So, if you close 4 life insurance sales per week for $5,000, then you will earn $1,000,000. Yes, it is that simple! But, only if you will take the time to follow our systems, training, and coaching, with our sales support!

How to make a million dollars per year selling life insurance comes in three basics parts.

Part one is Marketing/Prospecting… which starts by you delivering a constant message of how you are helping the people in your local community to ‘find the money’ to spend, save, invest, insure, and plan wisely for the future, to “Live Debt Free and Truly Wealthy!” Contrary to what most agents want to believe, it is NOT about your great products or your hot, new sales idea!

First it actually starts by you delivering your special message to everyone you know. Next, you will want to form one or two joint ventures with a business, association, church, etc.! And then get them to recommend you to the people they know. As a result, many of those people will begin to see you as a Trusted Advisor who is there to help them. Not the dreaded insurance agent who just wants to sell them life insurance!

Now when you call those people, most of them will want to meet with you!

Next, it is about you inviting everyone who didn’t meet with you to your free educational workshop. (Only 5 to 10 couples per event) And the incredible part is that most of the agents using our “Living Debt Free and Truly Wealthy” workshop are setting appointments with almost everyone who attends!

Finally, you will be in front of the people who are actually looking for and want your help!
 

Part two is Fact-finding… Unfortunately, the initial fact-finding interview is the CRITICAL training that most agents are missing.

Regrettably, most agents, as soon as they find a problem the client has (or think they have), the agent will jump right in and try to solve the problem. When instead they should be asking lots of questions to get the client to discuss the problem(s) in detail! So they will get the client to WANT to make solving their financial problem(s) a priority.

Until you help the client to make solving their financial problem (s) a priority, you will close only a fraction of the life insurance sales you are capable of closing. Helping your clients to make solving their problem(s) a priority is the first key to Closing 9 Out Of 10 people you meet with.

Remember, people buy based on emotions! Then they justify their decision based on logic!
...WANT is an emotion!
 

Part three finding the money… which is simply about you helping your clients to reposition where they are spending their money! Accordingly, once people want to set better financial priorities, (the first key to Closing 9 Out Of 10) then it easy to help them to ‘find the money’ they are spending or saving in the wrong places. (the second key to Closing 9 Out Of 10) Now all you have to do is to compare what they are doing today, to what you are recommending. (Using our simple two page presentation) To show them how much better off they will be. So now closing the life insurance sale is almost automatic!
 

Do you want to make a million dollars per year selling life insurance?

Or maybe you just want to double or triple your income?

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

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Just By Learning To Ask The 'RIGHT' Questions!
You Can Set Better Appointments and Close More and  Larger Sales...

Until you help the client to make solving their financial problem (s) a priority, you will close only a fraction of the life insurance sales you are capable of closing. Helping your clients to make solving their problem (s) a priority is the first key to Closing 9 Out Of 10 people you meet with.
 

Coaching Corner

The Secret To Closing More Life Insurance Sales... Is Really Listening!

In sales, asking questions can make all the difference in the world. Your ability to provide your clients with a solution to their problems is key to your overall sales success. 

But, to find that BEST solution for your client, you need to ask the RIGHT probing questions. When you ask the RIGHT probing questions, your client will tell you exactly what you need to do to make the sale.

However, asking the right probing questions is not nearly enough!

When I first entered this business 23 years ago my father told me that two most important parts of the sales process are your ability to:

• Ask the right probing questions.

• Really listen.

Unfortunately, when I work with most agents I find three things that are missing? Their ability to ask the right questions; their ability to really listen to what the client has to say; and finally their ability to ask the right probing questions based on what they heard.

A successful sales call should be about 30% asking questions and talking and roughly 70% listening. 

However, while listening is very easy to talk about... really listening to the client is very difficult to do!

Why? Because rarely is anyone taught to really listen. Plus, most agents are thinking of what they are going to say next, instead of really listening.

Knowing how to really listen takes more than 2 good ears... it takes practice ... concentration ... effort.

And of course it requires you to keep your mouth shut! Something difficult for many salespeople.

Harry Erlicher of GE said it best; "A salesman cannot know too much ... but he can TALK too much!"

Yogi Berra shares a unique reason to listen; "You can see a lot just by listening."

The best definition of listening comes from the comics. Andy Capp's bartender who said;

"A good listener isn't someone who has nothing to say.
A good listener is a good talker who's after something."

If you ask me... It sounds like the real secret to closing more life insurance sales!

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

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Platinum Package - Gold Package / Plus, the affordable '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.

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