Stop Selling... Start Helping People To
'Live Debt Free And Truly Wealthy!'
Message from Jeremy - Are You Prepared?
Featured Article -
Our
Best 10 Tips Every Agent Ought To Know Today...
Coaches Corner -
Use 'Success Stories' To Close
Sales! |
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Important Message
From Jeremy... |
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Boy Scout
Motto... Be Prepared!
Dear
~Contact.FirstName~,
"Winging it" and generally being unprepared usually yields horrible results.
It's quite simple to prepare for what you'll say... practicing,
editing, and
fine-tuning.
But why do many insurance agents insist on diving blindly into a
prospecting or sales call, and
spew out the first words that come to mind?
Would a surgeon walk into an operating room, slap on the gloves and say,
"OK, give me the knife. By the way, what are we doing with this guy?"
Would a lawyer dash into a trial, pop open a briefcase, begin an opening
argument, then turn and whisper to the client, "What are we working on here
again?"
Yet as I coach agents and ask what
they are saying to set an appointment or what questions are they asking
during the sales call, they stumble all over themselves.
Are you prepared? Do you have a prospecting script you
follow?
When you meet with people do you have a series of questions
you ask them? Or, are you just shooting from the hip!
In the
Insurance Marketing and Sales Resource Center™
we have provided you with all the proven scripts and questions you need.
But, you have to study them and practice them, to make them work!
Yours In Success,
Jeremy Nason
"Before anything
else, preparation is the key to success."
Alexander Graham Bell
_________________
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 systems and 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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According to
the BLS, the median annual salary for insurance agents was
$49,990 in 2016. The best-paid 10 percent made more than
$128,070, while the lowest-paid 10 percent made less than
$27,430.
Where Do You
Want To Be? What Are You Doing To Get You There? |
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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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Suze Orman: Follow her example not her advice:
"We place a lot of stock in the so-called "experts"
and financial celebrities. Unfortunately what they do and what they
sare are of two opposing philosophies." Actions Speak Louder than
words...
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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Our Best 10
Tips Every Agent Ought To Know Today...
To Build A Highly Successful Insurance Sales Career!
No matter what you sell, whether
it is life insurance, disability insurance, annuities, or investments, the
ultimate goal is make a good, consistent income that keeps growing each and
every year.
The reason so many agents are
struggling today, making a mediocre living, is they are missing many of the
basics, the fundamentals of successful insurance marketing and sales.
Here are 10 tips every agent and
advisor should know if they want a successful insurance sales career.
1. Listen More, and Talk
Less…
How much talking are you doing during your sales call, and how much
listening? I mean really listening and focusing on fully understanding what
the other person is saying… instead of thinking of what you'll say next,
when the prospect stops talking?
Most agents, the minute they sit
with a prospect, start explaining all the benefits of their products and why
it will help the prospect. Instead of pitching your product, sit down and
ask the prospect about their family and their concerns for the future. Let
the prospect tell you what it is they are looking for. Your role is to be
their advisor, not an insurance salesperson.
2. Don’t Sell Products,
Provide Solutions…
Instead of jumping into a sales pitch about how great and inexpensive your
products are and the money they will save, provide them with a solution to
their problems. If you have been really listening to your prospects, you
will be able to explain to the prospect how what you are offering can help
solve the problems you have helped them to identify and understand. People
will purchase products that resolve their problems and provides them with
peace of mind.
3. Highlight Benefits, Not
Features…
Most agents focus on the on the technical aspects of an insurance policy…
premiums, cash values, loan provisions, riders, etc. Instead focus on how
the product will resolve their problems and concerns. For example; Explain
how the policy will help establish an emergency fund, pay the bills if they
become disabled, pay for a college education for their children, provide a
tax free retirement, etc. Be sure to keep their needs and more importantly
their wants at the center of the conversation.
4. Leave Something to
Remember You By…
Most of your sales calls will require a least two appointments, if you are
really interested in helping people and not going for a quick sale. The
first call is the initial fact-find where you uncover the prospects
problems. The second call is presenting your well thought out solution to
their problems. You will want to have a booklet or report, a bio sheet, and
a business card that you can leave with them at the first appointment, so
they will see YOU as a true professional. (Not a company or product
brochure)
5. Set up a system for
getting referrals…
Word-of-mouth is still the best way to grow your sales. If you follow the
first 4 tips, people will see you as someone who is there to really help
them and they will gladly refer their friends and family to you… if you
ask! And more importantly, they will talk about how you have helped them
with their friends and family! Which will make it easier to set an
appointment and close the sale.
6. Set Goals and Deadlines…
Make sure that your goals are specific. How much do you want to make this
year, next year, and in 5 years from now? What’s the average size of your
sales? How many appointments are you going to set this week? - 3? - 5? - 10?
How many of those appointments will result in a sale? Be sure your goals are
realistic and achievable. Don’t leave your goals open-ended. It’s not enough
to say “I will increase sales by 10%.” Instead, give yourself a set
deadline. “I will increase sales by 10% every month.”
If you are really listening and
helping people then you should need only 3-5 new appointments per week,
which if you follow our training will initially generate 2-3 sales. The
average case size, when we help you to design the case, will be $3,000 to
$7,000 in commissions. (Based on a 90% commission)
7. Work at becoming well
known in your local community…
Be active in your community. Offer educational workshops to groups and
associations. (Get your workshops listed on your community’s calendar) Form
joint ventures with local businesses. Teach a night course at the local
college. Publish articles in the local newspaper. Be a guest on a local
radio show. Send a newsletter to everyone you meet.
Remember, you
are in the people business!
The more people get to know you, and how you are helping people, the easier
it will be to set appointments and close sales.
8. Learn Something New Each
Day…
Spend some time each day to improve your sales and marketing knowledge. Read
a book, attend a webinar or listen to an audio book, and try to learn
something new about your field every day.
9. Associate with Successful
Professionals…
Surround yourself with people who want to see you win and share your vision
of a brighter future both personally and professionally. We are an average
of the 5 people we associate with daily. Choosing your team wisely is a
major key to reaching your goals, dreams, and ambitions.
10. Love Your Job…
This quote from Steve Jobs says it all… “Your work is going to fill a large
part of your life, and the only way to be truly satisfied is to do what you
believe is great work. And the only way to do great work is to love what you
do.” You have to love your job and believe in the product you are selling.
One Final Tip…
One of the most important things I learned from listening to motivational
tapes, by Joel Weldon is…
“Preparation compensates for a lack of talent.”
In other words, you don’t have to be especially talented or be born
with a “silver tongue” to be a successful in sales. It’s
largely a matter of preparation… understanding your market, what their
needs, wants and desires are. Specifically how you can help them solve,
satisfy, minimize, or eliminate their problems, challenges, or frustrations.
Then how you can most effectively present your solutions to them so they
will not only “get it”, but that they will actually take
action on what you have recommended to them.
If you’ve done adequate
preparation… finding prospects, setting appointments, and closing sales is
easy!
How do you find the information
and training you need to take advantage of and master these tips? It’s easy, become a
member of the
Insurance Marketing and Sales Resource Center™!
Yours In Success,
Jeremy Nason
"A man only learns in two ways, one by
reading,
and the other by association with smarter people."
Will
Rogers
_______________________
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than most
advisors will learn in a lifetime!
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to quickly create endless streams of new, repeat and
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Coaching Corner |
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Use 'Success Stories' To Close Sales!
"A man who works with his hands is a laborer;
A man who works with his hands and his brain is a craftsman;
A man who works with his hands and his brain and his heart is an artist."
Louis Nizer
The above thought is directly tied to story telling. And, I
believe it applies to every sales presentation, if you want people to take
action! As you tell a story, what is in your heart will come through in your
expression, your words, your feelings and emotion.
Success stories, examples, case histories - they are all ways to
make a point. Include them as part of your message. Stories help you make your
point and believed.
When you tell a 'Success Story' it acts as a third party
endorsement. Even though you are the one telling the story, the Success Story is
actually about someone else - your customer, the neutral third party. You are
simply stating the facts.
Note: Success Stories must be true. Although I am using
the word “story,” these examples cannot be fiction. You must always be honest
with prospects. If you are not, it will come back to hurt you.
Here is the formula for a Success Story:
Success Story Example: "We recently worked with a
young couple that were struggling with credit card debt and needed more
life insurance. We were able to show them how they could be debt free in
10 years, including paying off their mortgage, and get the life
insurance they needed to protect their family, without asking them to spend
any additional money."
Yours In Success,
Lew 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
and triple your sales in as
little as 90 days, and guarantee your
long term success!
No more
being left alone to try to figure it out on
your own! We'll be there to guide you every step of
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
clients.
You'll be really helping people, instead of just selling
products!
So, you will consistently close more and significantly larger
life insurance sales
...along with
Disability Income, Long Term Care, Annuities,
Assets Under Management, etc!!
(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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