Top 10 Mistakes Insurance Agents Make And The Training You Need To Fix Them!
Dear Friends, This week we will review the 10 top mistakes most insurance agents and advisors make that stop them from earning $250k or more per year selling life insurance! And then how to get the best insurance agent training you need to fix the mistakes right now…. even with all of the problems we have today?
1. Insurance Agent Mistake… Always looking for shortcuts. You will be more successful and earn more when you realize that your success comes from mastering the basics of insurance marketing and sales. There are no secrets, no shortcuts, and no magic bullets. Your success in sales will take patience and determination. The get-rich-quick mentality is a disease, just like drinking or gambling. It can ruin your life if you do not stop it! You will not earn the income you need and want until you stop looking for a shortcut! It is a big mistake most insurance agents make! Get the insurance agent training you need to master the basics of insurance marketing and sales.
2. Insurance Agent Mistake… Spending all of your time studying products. Product knowledge is overrated and misused in the sales process. As a result, making sales for most agents is just “pitching and presenting” the product. Studies show that 80% of insurance agent training money is spent on product training. And then, because all the agents have learned is about their products, they want to share this information with their clients. So, their focus is just on their products. When their focus should be on the insurance agent sales skills training they need to identify and then solve the prospects’ problems!
3. Insurance Agent Mistake… Failing to treat insurance sales as a profession. Professionals like doctors, lawyers, and CPAs all have one thing in common, they must study all the time to keep up to date with their skills! Yet how many insurance agents make the mistake of not getting training to update (increase) their skills? Many agents have the attitude, “I’ve been selling for years, what more can I learn?” The Top performers in every profession always look for the best ways to sharpen their skills. So they will gain the fine edge that leads to consistent success. The top sales performers study a minimum of an hour a day to improve their insurance marketing and sales skills!
The more insurance agent training you get to help people, then the more sales you will make! And when you learn to help people find the money you will finally earn the $250k or more per year selling life insurance – that you have been dreaming about.
More Mistakes Insurance Agents Make
4. Insurance Agent Mistake… Not approaching and staying in front of the people you know. Who do you trust? Someone you already know or a stranger! Do you honestly believe that you help people? Are you focused on making a positive difference in people’s lives? Then who are the first people you should be helping? Do you want your friends, family, neighbors, clients, and prospects to call you when they have a problem, or need your help or advice? Or, do you want them to call your competition down the street? Who will take better care of them, you or a stranger?
Now consider, is there any business out there that does not depend on repeat business from their clients? Do you want the people you know to come to you for new and repeat sales? Then do not make the mistake most agents make… you must use a monthly newsletter to stay in front of the people you know!
5. Insurance Agent Mistake… Expecting to get overnight results. When you do not get immediate results from your marketing and sales efforts, do you move on and try a new idea? Instead, you should learn and master the proven marketing and sales strategies! Would you ever build a home without a strong foundation? Yet, most businesses are built without a solid foundation. They do not have a marketing plan. They have not defined who their ideal prospect is. And they do not have a set sales process.
6. Insurance Agent Mistake… Selling a product or sales idea – instead of solving a problem. Are you focusing on “selling”, instead of you helping people? Do you want to increase your sales? Then learn to ask the right questions to help people identify and understand what they need and want. Focus on their needs and wants. Keep your own goals and agenda out of the conversation.
Critical Mistakes Insurance Agents Make
7. Insurance Agent Mistake… Talking too much – poor listening skills. We all love to talk about our products or new sales ideas, and how great they are. But in reality, we need to focus on asking questions and listening to our prospects’ needs, concerns, and challenges. When we listen first, before we talk about our products or a new sales idea… we will understand what is driving their buying decision. Our prospects will tell us what they want, the problems they face, and what it will take to get them to buy. We need to take the time to truly listen. The key to successful sales is the ability to meet prospects’ needs and wants. So we create a relationship with our clients that will keep them coming back to us.
Only after you have listened to them and taken the time to understand the why of the issue… will you be able to solve the problems… they want to solve!
8. Insurance Agent Mistake… Not practicing. Many of us enjoy playing sports. All of us love to win. But to consistently win, we must practice. Consider, champion tennis players like Nadal and Federer, how much do they practice? Yet, most agents make the mistake of winging it in every part of the sales process. Do you have an elevator speech, referred lead talk, appointment script, etc.? How often do you practice your sales skills, such as asking the right questions to drive the sales conversation? In the past month, how many times have you practiced your sales appointment script? We will improve when we practice and master the basics.
9. Insurance Agent Mistake… Not seeking help or coaching. Consider, we know what we need to do to increase our income. But, for most of us ‘knowing’ is of little value. For example, we all know exercise is beneficial, but do we do it? Or, we know eating more vegetables is good for us, but do we? Those who are truly committed to being their best, get a coach to keep them on track. No athlete could ever make it to the Olympics without a coach. Many successful business owners, executives, and salespeople have their Executive Coach for the same reason. Professionals have coaches and amateurs do not. Coaching helps the best to get better… the good to become great… and the struggling to break through.
10. Insurance Agent Mistake… Lack of Confidence and Passion. Oftentimes; the difference between making a sale or not is about our level of confidence. If you allow yourself to get caught up in the bad news of a “struggling economy,” then you may freak out. So, you may not project yourself as the confident sales professional that you are. Remember desperate people never get dates. Similarly, desperate agents rarely get sales. You are good and so are your products and services. Be confident and exhibit sales skills that will help you to sell your products. Sales require passion to be successful. As the owner of your business, you know you can help people. But if you are not passionate about it… Then your efforts will not work.
Be honest with yourself… how many of these insurance agent mistakes do you make? Are those agent mistakes hurting your insurance sales right now?
Starting today, focus on getting the training to fix just one of these insurance agent mistakes and you will be amazed at the good things that will happen. And you will soon be on your way to earning $250k or more per year selling life insurance
When Will You Get The Best Insurance Agent Training To Fix Your Mistakes?
Do you want to fix these insurance agent sales mistakes? So you can increase your sales even in these tough times?
Do you want to feel more confident and more enthusiastic about your ability to help people?
“Lew, I have been in the insurance and securities industry since 1965. I was a stock/broker and Life Insurance and Annuity Coordinator for E. F. Hutton for the state of North Carolina in 1978. In 1981, I was president of FSC Agency (a large broker dealer in Atlanta). From 1982 to 1987, I was president and founder of Pilot Financial Services, a FINRA broker dealer. I have attended sales training for dozens of large insurance companies. You offer the best client presentation, and marketing and lead generation strategies I have ever seen. Sincerely, Your friend Steve Patterson.” Steve Patterson, RVP at Cherry Financial Partners, Ltd. – NC, (47 years in the business)
“I think anyone who has experienced Insurance Pro Shop in any capacity knows the first class training that Lew and Jeremy Nason offer agents, both new and experienced. But the one thing that makes the Nason’s special is how much they care about not only us, as THEIR clients… But OUR clients as well. The Nasons will not only help you increase your income. But if you apply what they teach you, you will truly become a trusted advisor of your community. You will also learn to sell the RIGHT way. The Nasons are wonderful people and I am very fortunate to have met them!” Oliver Chamberlain, PA (12 years in the business)
“In the past three months, I’ve sold more life insurance premiums, than I did in the previous 8 years. I’ve placed 12 policies with annual premiums ranging from $800 – $30,000. Their systems and training work. Lew Nason has the marvelous ability to make the complicated, simple. Lew gives small practical tips that can only help to make your agency grow. What a mentor!” John Stewart, FMM – GA, Allstate Agency Owner (16 years in Sales)
When Will You Get The Best Life Insurance Sales Training For Agents and Advisors?
We are here and want to help you to succeed in selling life insurance and annuities. Give us a call today so we can review your situation – 877-297-4608! There is no cost or obligation.
IPS Mini-University In Insurance Marketing And Sales
*** The Most Affordable Training – To Learn How To Fix The Mistakes Most Insurance Agents Make! ***
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
30-Day ‘Risk-Free’ Trial, 100% Money Back Guarantee!
In December 1999, we created the Insurance Marketing and Sales Resource Center because of the serious lack of marketing and sales training for financial professionals. There is a 95% FAILURE rate of new agents entering financial sales and most agents who survive struggle to make a mediocre income. It is because most agents are being taught to sell products – instead of learning how to help middle-income families find the money to get out of debt and save for their future. Our goal is to provide an affordable way for agents to get all the training they need to guarantee they will succeed and earn a superior income by helping middle-income families find the money to save for retirement to “Live Debt-Free And Truly Wealthy”!
Over the past 20-plus years, our family has helped thousands of agents and advisors increase their sales in a few weeks to earn $3,000 – $7,000 per week, $150,000, and more annually! By becoming members of our Insurance Marketing and Sales Resource Center. It is only $39.95 per month and you can cancel anytime. Check it out, because it has detailed insurance marketing strategies to attract the best prospects in your area, with many hours of agent video training. It also has in-depth appointment setting and insurance sales training, with even more agent video training… including the sales appointment scripts, fact-finding questions, and more. We also have live weekly insurance agent training webinars.
We are always here to help and guide you every step of the way to find your best prospects, and set appointments to succeed in selling more life insurance and annuities!
Here Is What Our Members And Experts Say About Our Affordable Insurance Agent Training!
“After just reading the first page of Insurance Pro Shop Marketing 101. I learned that I need a new business card, a new tag line and new phone line. That’s just from page 1. Then I asked Jeremy about Final Expense and he said stay away from it. He gave me the reasons why. He also told me never buy a lead. I learned more from him in 3 short 2 minute questions that I learned in the last six years. He has a very calming personality and helps you in any way he can.
I am blessed to have come upon Insurance Pro Shop. Jeremy is a delight and never gets irritated in the slightest and always calls you back. I am very fortunate to have met him at this junction in my life and career. Thank you for giving me the direction and patience I need now.” Neal Merems – CA (34 years in the business)
“Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university (Insurance Marketing and Sales Resource Center) last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! I think your program will tremendously help my father and I in our business! Thanks,” Bryan Grissum – MO (5 years in the business)
“Just wanted to drop you a quick note about your webinars. Your webinar content has been FANTASTIC! You help to “cut through” to the heart of what’s most important, in order to do an accurate and great job for the client. Sure, you often run past the 1 hour mark, but it’s always been valuable content. IPS always delivers! Everyone who is a student of the life and annuity insurance business needs to hire you to be their teachers for insurance and financial planning. You keep doing what you’re doing. You’re filling a vital need in the insurance training industry. We’re all lucky to have you and your family serving the industry the way you do.” David H. Kinder, ChFC® – CA (11 years in the business)
“Will, thank you so much for adding the Trusted Advisor videos to the Private Member site. (Insurance Marketing and Sales Resource Center) I have watched the videos several times so far. Please continue to add great videos like those to the Private Member site. Best, Ric” Ric Komarek, RFC® – CA (7 years in the business)
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
30-Day ‘Risk-Free’ Trial, 100% Money Back Guarantee!
What Are You Waiting For – Get Our Affordable Online Live Weekly Group Training And Coaching Webinars For Insurance Agents and Financial Advisors!
Are you a seasoned financial advisor, a new insurance agent, or a P&C agent? Then, you need the best training and coaching to learn these critical and fundamental insurance marketing, exclusive leads, and sales strategies right now! They are not an option if you want to be a Trusted Advisor and be ultra-successful in insurance sales.
This training for insurance agents and financial advisors is how you will learn to send a “special marketing message” about how you help middle-income families Find The Money for a secure financial future! Following our program you will easily attract exclusive insurance leads/prospects in your community! NO more leads to buy! No more traveling all over your county and state. Save time and thousands of dollars each year!
Then learn how to ask the right questions to set appointments with almost everyone you call. You will set more and your best insurance sales appointments! Because they are better quality, you will also need fewer insurance sales appointments, and they will all be in your local area! Save time and thousands of dollars each year!
Then learn how to help middle-income families Find The Money to close more and larger sales! The average insurance commission per sale when you help middle-income families Find The Money is $3,000 to $7,000 in commissions.
This is just the start of the life insurance marketing and sales agent training, courses, tools, strategies, and videos you will also get… When you decide to be an elite member of our IPS private life insurance marketing strategies and sales training website.
INCLUDES… 4 Live Hour Long Weekly Insurance Agent Coaching Webinars each month – Live Group Coaching – Case Design Classes – with Insurance Marketing, Prospecting, And Sales Training Tips and Strategies! You will have immediate access to all of our Past Live Insurance Agent Coaching Webinars!
There are many benefits to insurance agent sales training, coaching, and support! 80% of insurance agents who receive insurance marketing training, coaching, and sales support report increased self-confidence. The more confident you are in your ability to help middle-income families, then the more people will want your help.
Finding The Best Life Insurance Leads, Setting Insurance Appointments, And Closing More and Larger Sales Is Easy… When You Get The Best Agent Training And Live Agent Coaching From A Family Who Have Been Training Insurance Agents And Financial Advisors For Over 40 Years!
Become An IPS Member today to check out our insurance marketing and sales training programs for agents! Find the best leads and sales appointments to help middle-income families!
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Note: We have agents from around the world who are members of our affordable, IPS Exclusive Members-Only Website… And use our life insurance and annuity marketing systems, sales systems, tools kit, and personal agent and advisor training program – Canada, the United Kingdom, Indonesia, India, and the Philippines!
When Will Take Control Of Your Life – To Succeed In Selling Insurance!
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Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Lewis Nason And Jeremy Nason
One of the recurring topics we write about each week… and talk about daily is asking your insurance clients the right sales questions. And then ask your insurance clients enough sales questions! That is because asking your clients questions is one of, if not the biggest key to your success in insurance sales. Accordingly, agents and advisors have asked us for a complete list of probing sales questions to use with their insurance clients! As a result, we have compiled a list of all of our favorite insurance sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of sales questions you should ask your life insurance clients to set better appointments and close sales. More Details! Immediate Download… Order Now!
A huge key to success in finding the right prospects to set better appointments, close sales, and increase your income selling life insurance and annuities is and always will be asking enough questions!
When Will You Learn How To Help Families? So You Will Sell Lots Of Annuities And Life Insurance Today!
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
Important Question… Are you in this insurance business to make sales? Or are you interested in helping families? Who do you think your insurance prospects want to see? Do they want to meet with an insurance salesperson? Or a Trusted Advisor who is doing their best to help them? When will you decide to make a real difference in people’s lives? The more insurance agent training you get to learn to help families the more you will learn to help yourself and your family! However, nothing will change until you decide to take action to make it change!
Use Life Insurance To Help Families Increase Their Savings – To Keep Our Country Great!
