Stop Selling... Start Helping People To
'Live Debt Free And Truly Wealthy!'
Message from Jeremy -
Will You
Survive The Coming Changes In Our Industry?
Featured Article -
Are You Missing This ‘Little’ Secret To Closing More
Annuity Sales?
Coaches Corner -
Referral Mastery 2017 |
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Important Message
From Jeremy... |
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Will You
Survive The Coming Changes In Our Industry?
Dear
~Contact.FirstName~,
Unfortunately, the new DOL rules are just a tip of the
iceberg of the coming changes in the insurance and financial services industry.
And for the most part we, as an industry, deserve what we are
getting. Too many companies, IMOs, Agents, Advisors, etc. are focused on
just selling as much product as they can, to reap as much profit as they can.
They are just pushing products, with little or no regard whether it is best
for the client.
Obviously, there are agents who are doing the
right things, the right way, for the right reasons for their clients. These
agents are reaping the financial rewards and will survive the coming changes, because they are
actually helping people to better their financial lives.
“When you help enough people to get what they want,
you’ll
get what you want.”
If you want to survive the coming changes in our industry…
It’s not about the products or investments you offer!
There is no one product or investment that is right for everyone. And, none
of us has a crystal ball and knows which products or investments will
perform the best over the next 30 or 40 years.
It’s not about the company you represent!
Many of what appeared to be
the best companies through the years, like Executive Life, E.F. Hutton,
Kentucky Central and others, are completely out of the business today. Other
companies like Met Life, Prudential, The Equitable, Allianz, Northwestern
and others have received a lot of extremely bad press in the past twenty
years, because they seem to have forgotten they serve the people.
It’s not about a slick new sales idea or product!
New
sales ideas and products come and go. Some are good and some are bad. Most
new sales ideas and products tend to go too far and get into the grey areas
of ethical conduct, income tax laws, etc.
And, it’s not about your credentials.
Your credentials
alone won’t attract people to you, get you an appointment, or close a sale.
It is all about YOU, and your actions when you are with
prospects!
It’s about your total belief and commitment in what you do.
It’s about your knowledge, your ability and your willingness to really help
people!
To quote the ‘Father of Financial Planning’, Loren
Dunton, it’s about you… "Helping average people to learn how to
spend, save, invest, insure and plan wisely for the future, to achieve
financial independence."
It’s about YOU learning as much as you can, to
become the expert in what you do. It’s
about you understanding the financial
problems we all face today and finding solutions that you would feel comfortable
doing for your own situation. If you were in your prospect’s situation, what
would you do? If the prospect were your own mother, father, sister, brother
or best friend, what would you recommend?
It’s easy to survive in our industry…
When you are totally
committed to doing the right things, the right way, for the right reasons.
The truth of the matter, is that the best
producers, those taking really good care of their clients, will survive and capture
even more business, no matter what changes come down the pike!
Yours In Success,
Jeremy
Nason
P.S.
Consider... There is
big money in selling shortcuts. (Selling Leads, Sales Ideas, etc.) We see many businesses
that gladly sell short-term shortcuts to people looking for a magical, quick fix answer
that makes them feel good. While this is definitely not our business approach,
those companies are filling a genuine market and emotional need even though the
long-term outcome is usually very unpleasant for those people that get involved.
“Successful men are influenced by the desire for pleasing
results.
Failures are influenced by the desire for pleasing methods and
are
inclined to be satisfied with such results as can be
obtained by
doing things they like to do.”
Albert Gray, 'The Common Denominator of Success'
_________________
There is a reason why
'Top Producers' are 'long time' members of our
Insurance Marketing and Sales Resource Center™,
are investing in our
specialized systems, and are attending our
live
training events...
The top producers, we worked with last
year, earned over $1,000,000 and many others who were earning
$40,000-$60,000 per year, within a year, are now earning $150,000-$350,000
per year.
And, with our 3 months of personal
coaching and training... with real SUPPORT you can do the same... and we’ll
be there, by your side, to guide you every step of the way!
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Ask And
You Shall Receive!
"Social Media Marketing...
Tips and Tricks To Getting Clients Online"
Join us Thursday, August 3rd (1pm EST)
for a special 1 hour Web
Class...
Listen and Learn while Col. Stacey
Nason (Social Media Specialist)
and I (Jeremy Nason, RFC)
share our secrets on how and
why to integrate social media into your practice! This is the
class everyone has been waiting for!
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Making
social media not so big and scary!
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What is your goal for social media!
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Tips on creating a social media marketing plan!
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Content Strategies!
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Posting tips and tricks to stay in front of your clients and
prospects!
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Psychology behind getting referrals online!
At the
end of the call you will receive a full recording of the
event and exclusive gift!
If
you are serious about making 2017 your best year ever! Then don't
miss this Webinar!
Reserve your spot now!
With a small investment of only $29.95!
Our
web class program only allows us to offer 47 spots for this class.
Yours In Success,
Jeremy Nason
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Updates For
Our Member's Only Private Site
Insurance Marketing and Sales
Resource Center™ |
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Providing a Lifetime Retirement Income
A few weeks ago, my wife and I had a wonderful time
visiting with family that we don’t get to see very often. It was
great talking to them and catching up on the news about them and
their family. During one of the conversations, we briefly discussed
their retirement income and they made the following comment - “As
long as we earn an average 8 to 9% return our money will last
forever.”
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.
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Featured
Article |
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Are You Missing This ‘Little’ Secret To Closing More
Annuity Sales?
There is a simple reason why the top annuity
producers across the country are not having, or even seeing the
problems that most of the other advisors are having. There is a
‘little’ secret they know and use. A secret that when most
advisors hear it, they just think it can’t be that easy.
Would you like to know the
‘little’ secret to
success in annuity sales? (And success in any sales for that
matter!)
In almost every article we’ve had published
during the past 17 years, we’ve revealed the ‘little’ secret, and
unfortunately only about one in hundred agents ever picks up on
this secret and uses it. All the best sales and marketing
trainers are always telling people about this ‘little’ secret
for whatever product they are selling. Yet, very few people ever
truly understand the power of it, and use it.
Here’s their little secret… if
you want to have more annuity prospects than you can possibly
handle, to set more appointments, and close more sales:
“Then, you must
stop selling people a product, and instead help people
to identify, understand and solve THEIR problems!”
How many times have you read, or been told about
this ‘little’ secret? This ‘little’ secret is what sets the top
producers apart from everyone else, in all the sales fields.
Some agents seemed to have learned this ‘little’
secret, and are successfully using it in their lead generation
programs, and they are attracting tons of prospects. However,
then they blow it in their seminars, workshops and approaches,
because they revert back to pushing a product or the latest
sales idea. Then, they wonder
why people won’t set an appointment with them. And, then during
the few appointments they do get, they push a product or a sales
idea, and wonder
why they can’t close the sale.
If the prospect doesn’t see and understand the
problems they are facing? If they don’t see how you can help
them to solve their problems, then why should they waste their
time contacting you, set an appointment with you, or buy your
products?
If you’re just another annuity sales person
selling a product, then why would they refer their friends,
family or business associates to you?
If you want to succeed in annuity sales, and
collect a million dollars of annuity premiums every month, then
you must help people to identify, understand and solve THEIR problems
through EVERY PHASE of the sales process!
In every phase of the sales process, you
must be discussing how these retirees can make their money last
during their ENTIRE retirement years, with
safety and
guarantees. It’s about you addressing their real concerns about
outliving their money, and helping them to improve their
lives. It’s helping these people to understand how you can help
them to beat inflation, reduce income taxes, minimize investment
risks, protect their income from the devastation of long-term
care and replacing lost income when a spouse dies.
What's the
quickest and most affordable way for you to learn how to help seniors and boomers
to identify, understand, and solve THEIR problems? It's by
becoming a member of the
Insurance Marketing and Sales Resource Center™!”
Yours In Success,
Jeremy Nason
_______________________
We want to hear your thoughts, please
drop us a
comment on our blog or
visit our Facebook
page! |
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Tips, Tools,
And Tactics To Boost Your Life Insurance and Annuity Sales
By Thousands Of Dollars...
In As Little As 90 Days!
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With this 2 day 'high impact' training you will learn more about
how to
succeed with selling life insurance & annuities,
than most
advisors will learn in a lifetime!
(CTA)
people want to see,
to quickly create endless streams of new, repeat and
referral business!
Join Us In Dallas, Georgia...
Thursday,
Sept 21, 2017
/ 8:30 AM - 5:00 PM
Friday, Sept 22, 2017
/ 8:30 AM - 5:00 PM
Registration Ends Sept. 6, 2017
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Coaching Corner |
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Referral Mastery 2017
Sandy Schussel
“NINE referrals today,” Dan, a financial advisor
in one of my workshop programs, wrote to me.
This doesn’t sound like a big deal to some people, until
they put it in perspective. Up until that day, Dan was averaging four or
five referrals per YEAR. The fact that he could receive his usual year’s
worth in a single day had monumental significance for him. It would be
career-changing and life-changing.
But only two things had changed: Dan had changed his view
of how referrals work, and he had found a more comfortable way to
conduct referral conversations.
Until the workshop convinced him to try a different way,
Dan had long ago stopped having referral conversations because they were
awkward and uncomfortable - for him and for the people he asked.
Like many professionals, he had been taught to ask for
referrals by focusing on his need to grow his business. This focus leads
to the feeling that asking for referrals makes us sound needy - and it
does - so we do it for a while under the close watch of our mentors or
supervisors and then quickly abandon the practice…suffering the
consequences of not getting enough qualified leads. This was holding
Dan’s growth back.
But another consequence of his avoidance of referral
conversations is that people his clients cared about were not getting
the benefit of his services. Studies of client engagement patterns
across various fields have confirmed that the way people most want to
find their advisors, attorneys, etc., is through an introduction from
someone they already trust - a friend or another professional.
Not asking was not good for Dan and not good for the
people who had no way to find him. But it also wasn’t good for his
clients. It deprived them of the opportunity to do something great for
the people they care about. Think about the connections you’ve made
between people and how putting them together made you feel.
What Dan needed was to start believing that having
referral conversations was actually good for everyone concerned, and to
find a comfortable way to initiate these conversations that wasn’t about
his need to grow his business. After three workshop sessions, he had
both. He also came to understand that the best way to get referrals is
to earn them - and he learned how to “engage” clients so that they would
be 100% likely to give him referrals.
Here is some of what Dan learned:
1. Don’t surprise clients with your request for
introductions. Put it in your meeting agenda, just after a
discussion about your relationship.
2. Don’t have a referral conversation without
first having a conversation about your relationship. If your
clients are singing your praises, you have a green light.
3. Don’t ask for people to call. Ask for
people you can talk about who might want your help. When you
identify one, ask “Who else?” Collect the names of people you’ll be
discussing.
4. Now, go back and discuss each person and ask
how he or she would be most comfortable being introduced to you.
Then, arrange introductions.
The best way to master this approach is to attend the
very affordable workshop Dan attended, beginning this year in September,
Referral Mastery 2017. For six weeks you’ll receive everything
you need - detailed lessons on all of the steps in my proven referral
system, weekly online live coaching, scripts and reading materials, and
a private coaching session with me. If you register before August 1st,
I’ll add an additional private coaching session.
If referrals are a challenge for you,
take a look at this program and if it makes sense,
register now to take advantage of the private coaching.
If you want professional help to master a system for
obtaining new clients that works, enroll in this program. In the
meantime, keep REACHING…
Sandy
__________________
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It’s A
Shame For You To Struggle Finding
Prospects
& Closing Sales, When Our Members Do It So Easily!
(At only $35 per month can you
afford to pass this up?) |
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We've made it easy and
very affordable for you to get the critical training that is sorely
missing in our industry.
For about $1.00 per day, you will have unlimited
access (24/7) to an online 'Mini University' of life insurance and
annuity marketing and
sales techniques, strategies, and tips, providing you with
everything you need today ...to get off to a quick start ...and guarantee your long-term
success!
This is the in-depth
insurance marketing, prospecting, appointment setting, and sales
training,
that you were promised, wanted, and expected, but didn't get from
your Company, IMO or FMO!
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