Stop Selling... Start Helping People To
'Live Debt Free And Truly Wealthy!'
Message from Jeremy -
Are You Helping Your Customer Buy The Right Tools For
The Job?
Featured Article -
What's the "SAFE" withdrawal rate in retirement?
Coaches Corner -
4 Quick Success Tips! |
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Important Message
From Jeremy... |
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Are You Helping Your Customer Buy The Right Tools For
The Job?
Dear
~Contact.FirstName~,
The problem most agents have is that they view selling, as
convincing the prospect to buy what they are offering. That is not selling.
Selling is finding out what the prospect needs and really wants and then
helping them to get it!
There is an old story that puts this into perspective...
A customer walks into a hardware store and tells the
salesperson he’s looking for a ¼” drill bit. What is it that the customer
wants? It’s a 1/4” hole!
If the salesperson is smart, if he really wants to make a
sale. And, if he wants to keep the customer coming back to buy more, then he
is going to ask the customer some questions. He is going to help the
customer buy the right drill bit for the job. He’ll ask; “How many
quarter inch holes do you want?” “In what material?” “What kind of drill are
you using?” etc.
It’s the same if you are selling Medicare supplements, LTCI,
annuities or life insurance. If you want to make more sales and earn a
six-figure income, then you must learn to ask more questions. You must help
your customer to buy the right product for their situation.
Yours In Success,
Jeremy Nason
P.S.
When you learn to ask the
right questions, your prospects will practically sell themselves!
“Approach each
customer with the idea of helping him or her solve a problem or achieve a
goal, not of selling a product or service.”
Brian Tracy
_________________
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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Because Agents Don't Know, What
They Don't Know, They Are Making This Business Much Harder
Than it Needs To Be! |
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We've made it much easy and
very affordable for you to get the critical 'INSIDER' 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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Updates For
Our Member's Only Private Site
Insurance Marketing and Sales
Resource Center™ |
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The Three Keys to Becominga Top Sales Professional
Let's assume for a moment that you want to learn to
play golf and join the Professional Golf Association (PGA). You go
to your local bookstore where you buy three definitive books on
golfing, written by the three top golfing legends: Jack Nicklaus,
Arnold Palmer and Lee Trevino. You buy all their tapes. You even go
to your local golf pro shop and buy a set of golf clubs endorsed by
these legends and have them fitted to you. Now, what's the chance of
you becoming a good enough golfer to be invited to play on the pro
golf tour just by reading those books, watching tapes and using
those clubs?
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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What's The
"SAFE" Withdrawal Rate In Retirement?
One of the most frequent
questions retirees ask is... "How much can I safely withdraw per year from
my retirement account?" If they retire at age 65 they could easily need
their retirement income for 25 or 30 years. Miscalculating the withdrawal
rate could result in an involuntary return to the workforce, or being forced
to move in with their children.
Unfortunately, there isn't a
great deal of research in this area (most analysts devote their time to the
question of accumulating capital, not spending it), so there have been only
a few studies on "safe" withdrawal rates.
Most of the studies use data
from Chicago consulting firm Ibottson Associates showing returns from
stocks, bonds, and cash since 1926 as the basis for their analysis. Even
though the average annual rate of return over the past 80 years for the S&P
500 is about 9%, you can't reliably withdraw an amount that large because of
inflation and the ups and downs of the stock market. Reputable studies on
"safe" withdrawal rates attempt to answer the question for you and your
clients.
The Bengen Study
In the February 25, 1997 issue, the Wall Street Journal columnist Jonathan
Clements reported on a study by San Diego based financial planner William
Bengen. Bengen looked at year-by-year returns since 1925 for a 50/50
stock/bond portfolio. He assumed half the portfolio was in the S&P 500 and
half in intermediate term government bonds. Using a 30 year holding period,
he calculated that a 4.1% withdrawal rate would allow retirees to survive
the worst market declines.
The Harvard Study
In 1973, Harvard University did a study to determine how much they could
safely withdraw from their endowment fund without eroding the principal.
Assuming a portfolio of 50% stocks and 50% bonds and cash, Harvard's
analysts calculated they could withdraw 4% the first year and then adjust
the subsequent year's withdrawals for inflation. For example, if there was
10% inflation, the second year's withdrawal would be 4.4% of the initial
portfolio value.
The Trinity Study
Dallas Morning News columnist Scott Burns has written extensively on a
"safe" withdrawal study by three Trinity University (San Antonio, TX)
researchers. The Trinity Study measures the "success rate" of various
portfolios from 1926 to 1995. The "success rate" is the percent of time a
retiree could sustain a given withdrawal rate without depleting his
retirement assets. One portion of the Trinity study adjusted withdrawals for
inflation/deflation, much like the Harvard study. This analysis showed that
of the portfolios considered, the optimal asset mix is 75% stock/25% long
term corporate bonds. For a 30 year payout period and a 4% withdrawal rate,
this mix had a 98% success rate. At a 3% withdrawal rate, the 75/25 mix had
a 100% success rate. Interpolating these results would give you a "safe"
withdrawal rate of slightly less than 4%, virtually identical to the Harvard
study.
The consensus seems to be about
4% per year, but how should people interpret those studies? The first thing
to consider is that these studies are based on investment returns before
expenses. If you're paying an investment advisor an annual fee of 2% of
assets and he has you invested in no-load mutual funds with a 0.5% expense
ratio, your annual expenses are 2.5%. Your "safe" withdrawal rate is 4.0% -
2.5% = 1.5%
Another consideration is that
most of these studies are based on historical data. The fine print here
should read "past performance does not guarantee future results."
While there is every reason to believe that investment returns in the next
80 years will be similar to the previous 80 years, there's little chance it
will be EXACTLY the same. To say that 4.0% is a "safe" withdrawal rate and
that 4.1% will leave you broke implies a measure of accuracy in the forecast
that just isn't there. It may make more sense to say that the "safe"
withdrawal rate going forward lies somewhere in the range of 3.25% to 4.25%.
Considering the above studies,
annual management fees, income taxes and the historical annual returns of
annuities, what is the justification for putting a retirees income producing
assets at risk in the stock market?
Isn't it time for you to start a
marketing campaign for retirees that centers on things like safety, saving
taxes, locking in past returns and providing a guaranteed income they can't
outlive?
Only a combination of fixed and
immediate annuities can provide safety guarantees and an income they can't
outlive.
Do you want to know more about
how you can help seniors and boomers to have a safe and guaranteed income they can't
outlive, then become a member of the
Insurance
Marketing and Sales Resource Center™!
Yours In Success,
Jeremy Nason
_______________________
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With this 2 day 'high impact' training you will learn more about how to
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Coaching Corner |
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4 Quick Success Tips!
No Shortcuts - The old cliché states, “Anything
worth doing is worth doing well.” This should be your motto. If you
really want to succeed, you cannot afford to take shortcuts. Taking shortcuts
leads to imperfection and inadequacies. Always strive for the best, even if it
requires a little more time and effort.
Be a Good Listener - To succeed, you need to learn how to
listen first. Pay attention to other people who have enjoyed successes in their
life, attend seminars given by people that can motivate and encourage, or be
open to hearing that a particular idea is not a good one. Good listening takes
time to learn but in the end, it will be your greatest tool.
Birds of a Feather - If you have a goal of being a
Top-Selling Financial Advisor, then find friends and mentors who either have
achieved that same goal or are also pursuing a successful sales career. It is
important to surround yourself with people that can associate with your goal and
passion, people who understand the burning desire to succeed and can encourage
you when you meet with disappointments.
Dare to Dream - To succeed, you need to have dreams and
aspirations. Be honest with yourself as to what you want out of your life and what
you want to give of your life. Allow your mind to dream and think big.
Success isn't a matter of chance!
It's a matter of the choices your make!
Yours In Success,
Jeremy Nason |
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You Can
Double & Triple Your Sales By Investing In One
Of Our Specialized Marketing and Sales Systems! |
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One of the main reasons why our
Specialized Life Insurance & Annuity Marketing, Lead,
and Sales Systems are so effective, is you’ll
receive 3 months of personal, one-one-one coaching,
from people who have actually done it themselves! And,
they have been training, coaching, and mentoring top
producers for over 30 years!
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This coaching will help you to avoid the common
mistakes most agents and advisors are making
today...
enabling you to get off to a fast start, to double
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long term success!
No more
being left alone to try to figure it out on
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the way!
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Plus, we'll help you to evaluate, design, and present 3-5 cases...
to ensure you learn how to provide the best solutions to your
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You'll be really helping people, instead of just selling
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So, you will consistently close more and significantly larger
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...along with
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(Using your companies!)
No more settling for a small quick sale. Or hearing, "I
need to bounce this off my broker!"
This invaluable
personal coaching will save you TONS of time, money, and
headaches!
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