How To Set Great Insurance Sales Appointments Right From Your Phonebook With Your Best Prospects!

IPS Weekly Sales Success Tips -How To Set Great Insurance Sales Appointments Right From Your Phonebook With Your Best Prospects!

5/23/2022 – What follows is a true story, without embellishment, that I have told over 1,000 times in the past 30 years. It is a story about how easy it is for you to set great life insurance sales appointments, by calling from the phonebook. When you use the right approach and ask the right questions. And you call your best prospects for life insurance. This approach for you to set life insurance sales appointments from the phonebook works as well today as it worked 30 years ago, and today maybe even better.

My Brother-In-Law Bill’s Story – Setting Life Insurance Sales Appointments Calling From The Phonebook!

Thirty years ago my brother-in-law decided he was tired of being a truck driver. So he decided to sell life insurance with Met Life. He had seen how much money I was making so he decided to give it a try. When he told me what he decided, I told him to let me train him. He told me his branch manager said he would train him and make him successful. I told Bill I knew his manager and he was OK. But let me train you! Being my brother-in-law and living over 100 miles from me he was not going to listen to me.

After about 6 months with Met Life, late on a Friday night, I got a call from Bill. He Said… “Lew I need your help. I just called 300 people and could not set one life insurance sales appointment.”

He had been drinking. That was the only way he would call me for help!

I asked him what he wanted me to do. He said… “Can you come up tonight and help me to set some life insurance sales appointments? I need to quickly make some sales to validate my contract” 

I told him Rosemary and I could not come tonight, because I have to meet someone on Saturday! But I will get there as soon as I can tomorrow!

Unfortunately, I was not able to get there until 8 PM on Saturday. It was too late for us to start making calls to set life insurance sales appointments!

I suggested we wait till Sunday morning to make calls. He said… Sunday Morning!!! I said why not! We will relax tonite. Then tomorrow we will get our wives to make us breakfast. And then they can go shopping to get them out of the house.

Who Are Your Best Prospects For Life Insurance?

Sunday morning came. We ate breakfast and got our wives out of the house.

Bill and I sat down and I asked him… where are the lists you were calling from? He told me… “I burned them!” I told him you are not making this easy!

Then I said… Let’s think about who are your best prospects for life insurance. We had a long discussion about who are the best life insurance prospects. He agreed that the best prospects for life insurance are married couples with younger children. They have owned a home for a while (not new) and make over $50K per year!

Then I asked Bill – Are there streets near here that have your best prospects for life insurance? He gave me the street names and I asked him to go to the phonebook and hi-lite some of the people on those streets.

After he found about 40 names in the phonebook I told him I was going to call ten people to set some life insurance sales appointments. Then you are going to call from the phonebook to set some life insurance sales appointments. Sit back relax and listen.

The Life Insurance Appointment Calls From The Phonebook Went Like This…

“Hello Mr. Jone, this is Bill Smith from Met Life. The reason I am calling is Met Life is offering a new mortgage protection plan for the people in Orange County. And if I may I like to ask you a few questions?” (pause let them answer)

Thank you. If you don’t mind me asking do you have a mortgage on your home?” (pause let them answer)


They Do NOT Have Life Insurance…

“If you don’t mind me asking if something happened to you do you have life insurance that would pay off the home for your family?” They answer “NO!”

“How do you feel about that?” (pause let them answer)

“Well if something happened to you what would your family do?” (pause let them answer) Ask more questions and get them to tell you what will happen.

“Is that what you want to happen to your family? (pause let them answer)

“Well If I could show you how to get the insurance you need to pay off your home for your family. Without you spending any additional money, would it be worth a few minutes to sit down and talk about it?


They Have Life Insurance…

If you don’t mind me asking if something happened to you do you have insurance that would pay off the home for your family?” They answer “YES!”

“Great how much insurance do you have? (pause let them answer)

“Well if you use that insurance to pay off the home, how much will that leave your family?” (pause let them answer)

“Based on your income how long would that last your family?” (pause let them answer)

“How do you feel about that?” (pause let them answer)

“Well if something happened to you what would your family do?” (pause let them answer) Ask more questions and get them to tell you what will happen.

“Is that what you want to happen to your family? (pause let them answer)

“Well If I could show you how to get the insurance you need to replace your income for your family. Without you spending any additional money, would it be worth a few minutes to sit down and talk about it?


The Results Of The Life Insurance Appointment Calls From The Phonebook! 

Using the above script I set 6 life insurance sales appointments out of the 10 people I talked to from the phone book! Three people asked me to call them back later. Only one person was not interested.

Then I turned to Bill and asked him… Can you do what I just did? He said yes, that was easy. He then set 4 life insurance sales appointments out of the 10 people he talked to from the phone book!

The HUGE Keys To Making The Life Insurance Sales Appointment Calls From The Phonebook Work!

Talk a little slower than normal. Talk like you are talking to your best friend and you are concerned about them and their family!

You will notice that I tied it back to their family several times. Life insurance is all about protecting your family!

You will also notice I was offering a NEW mortgage protection plan. People like NEW things!

I also made it exclusive to the people in their county. People like exclusives!

It is all about asking questions to get your prospects to tell themselves why they need to set a life insurance sales appointment with you!

You’ll also notice I asked permission several times to ask them questions. So I was very polite.

You must be well-rehearsed, so the call comes across as just a conversation!

By the way, the new mortgage protection plan for the people in your county is permanent life insurance! Everyone else is selling term insurance!

Using these scripts we have helped thousands of agents to set great life insurance sales appointments with their best prospects… even when using the phonebook!

At The Life Insurance Sales Appointment!

At the life insurance appointment, you will want to do a complete fact-find to help your prospects find the money to buy permanent life insurance.

The agents have learned how to set the best life insurance sales appointments with their prospects (even when calling from the phonebook). They are doing a complete fact-find to help families find the money to buy permanent life insurance. They are doubling and tripling their sales in less than a year. Even when they make life insurance sales appointment calls from the phonebook!

What Are Top Agents Saying About Our System and Training to Set Life Insurance Sales Appointments With Your Best Prospects?

I want to thank Jeremy Nason and Lew Nason for their coaching on life insurance strategies.  They helped me to further my understanding of how to communicate the importance of life insurance policies to my customers more effectively.  My life insurance policy count has increased (into high double digits) by over 200% through August 2020.”

“The coaching that I have received from Lew and Jeremy at Insurance Pro Shop has been such a help and very effective.  This has resulted in me helping many more families to be insured with life insurance.  If you are new to the business or you are a seasoned veteran, Lew, and Jeremy can help in these challenging times.  After all, the need for life insurance is at an all-time high.  Agents simply need to remember that success is found by using a process and system that finds solutions for families and individuals using life insurance.” Christopher Antonopoulos, NV, Managing VP, Appreciation Insurance & Financial Services (12 yrs in financial sales)

“In my 41 years in the insurance and investment business, I have never come across programs to help agents produce and grow their business like the programs constructed and engineered by Lew Nason and his family. I feel like a hired the best marketing department I could possibly get. Thanks for your great and ongoing achievements that benefit the producer, the man, or women in the arena. Your material is first-rate and reveals a mastery of our business that is rarely seen.” Raymond Naclerio – FL (41 years in the business)

How To Set Great Life Insurance Sales Appointments – Even From Your Phonebook!

Your success in setting life insurance sales appointments – even from the phonebook – is about asking prospects the right questions! It is about helping families see they have a problem – and that you want to help them solve the problem.

There are better ways to set life insurance sales appointments. But calling people in the phonebook for an insurance sales appointment does work! And it actually works better than buying leads. Because the leads you buy are mostly people that have a health problem or are broke!

The best parts of following our system are all your life insurance sales appointment will be within 5-10 miles of your home or office… And you will close more and much larger sales!

When will you learn how to help families? So you can set great insurance appointments… Even when calling for an insurance appointment from the phonebook!

Trusted Advisor Success ProgramOur Trusted Advisor Success Program (Life insurance marketing and agent selling system)! This is about you learning how to help middle-income families (people) find the money to Live Debt Free And Truly Wealthy! It is about you helping families (people) find the money… To get all the cash-value life insurance they need to protect their families. While you help them find the money… To save for a tax-free retirement, save for college, create a family bank, and more! Using your cash-value IUL, whole life insurance, and annuities!

Using our Life insurance marketing and sales program… You will get 90 days of personal insurance agent training and coaching… with back-office sales support! All from a team of coaches for over 40 years that have been training agents and advisors… To be Trusted Advisors! Helping families (people) find the money to secure their future. It is the best agent sales training to guarantee you will earn $250k or more per year… Selling IUL, whole life insurance, and annuities!

First, you will get the best agent marketing training… to find and attract your best life insurance sales leads/prospects. Then you will get our proven scripts and the right questions to ask your insurance prospects… to set great life insurance sales appointments – even when you call from the phonebook!

Next, you will get the best insurance agent fact-finding training. You will learn to ask prospects the right questions. We will show you how to help families see and want to solve their money problems. We will also show you how to help families (people) find the money… So they can buy the life insurance they need right now!

Finally, you will learn the best sales presentations… To close 9 out of 10 IUL, whole life insurance, and annuity sales.

Then you will learn how to help families (people) find the money to take immediate action! So you will earn $100K, $200K, or more per year selling life insurance like the Top Agents.

It is the best life insurance marketing, appointment setting, selling system, and training for agents and advisors. It is how you will learn to help people find the money… To close more and larger life insurance sales today! 

You Will Master The Best MARKETING To Find Your Best Life Insurance Prospects!

Inside our agent training program, you will find the best insurance marketing plans and strategies! You will learn the best ways to use… Joint Ventures; Educational Workshops and Seminars; Booklets and Free Reports; Referred Leads; Social Media; Client Newsletters; Annual Reviews;  and more… With all the sales tools, appointment scripts, and more. Now you can find and attract your best life insurance prospects, set your best sales appointments, and close more sales! Because your ‘specialized marketing message’ to everyone is… How you help families (people) find the money to Live Debt Free and Truly Wealthy!

INCLUDES… The best life insurance marketing, agent sales training, coaching, and support! It is everything you need to Help People find the money so you can use all the HOT Sales Concepts… Infinite Banking. Missed Fortune, Circle Of Wealth, Tax-Free Retirement, and more… To sell IUL, whole life, and annuities! Because they are all a part of our Trusted Advisor Success Program. Now you can help every family (people) find the money to secure their future – not just the wealthy!

Includes Our Found Money Management™ Tool KitLife insurance marketing, appointment setting, and agent selling system,
With Our How To Close 9 Out Of 10 Insurance Sales – Life Insurance Appointment, Sales Training System And Videos,
With 90 Days of Personal Insurance Agent Success Training, Coaching, and Back-office Sales Support Worth $2,097!
And also Membership to Our IPS Private Site at $39.95 per month after the first month!

What Are Top Advisors Saying About Our System and Training to Set Life Insurance Sales Appointments With Your Best Prospects?

“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 in1978. 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)

When Will You Learn How To Set Great Life Insurance Sales Appointments With Your Best Prospects… Even When Calling For Insurance Appointment From The Phonebook?


Fast Track Advisors' Guide To: 'Asking The Right Questions'

Fast Track Guide To… ‘Asking The Right Insurance Sales Questions’  Only $9.95

In this ’37 page’ E-book you will learn to ask the right sales questions to get your insurance prospects emotionally involved. So, they will want to set an insurance sales appointment with you… And then they will want to buy from you right now! Your success in sales is ‘NOT’ about how good you are at telling people why they need to buy your products or services! Your success will be based on whether your prospects trust you and believe that you are there to help them! Do you want to set more and better insurance sales appointments? Do you want to close ‘9 out of 10’ insurance sales? When you tell people what they should do, then they may or may not believe you! But if you learn to ask the ‘right insurance sales questions’… Then your prospects will sell themselves! It is an immediate download… Order Now!


Are You Asking Your Insurance Clients Enough Questions? Only $29.95

Are You Asking Your Clients Enough Insurance Sales Questions? Only $29.95

One of the recurring topics we write about each week… and talk about every day 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 have been asking 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 that you should be asking your insurance clients.  More Details! Immediate Download…  Order Now!


Middle American Family's Guide To Living Debt-Free And Truly Wealthy!

When Will You Read Our Full-Length Book? So You Will Learn How To Help Middle-Income Families?

Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!

We urge you to take the time to read our 20 Chapter book… Middle American Family Guide To Living Debt Free And Truly Wealthy! Because we give you complete strategies… To help middle-income families find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them to Live Debt Free and Truly Wealthy! As a result, you will understand our philosophies and techniques by the end of the book. And finally, you will know how you can make a real difference… Helping your family, friends, clients, and neighbors to get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!

Learn How To Set Great Life Insurance Sales Appointments With Your Best Prospects – Even When Calling From The Phonebook!

The Secret To Setting Great Life Insurance Sales Appointments With Everyone!

Free Consult - Best Training For Helping 9 Out Of 10 Insurance Agents and Financial Advisors To Double And Triple Their Sales And Income In 60 Day Or Less!

The IARFC - How To Set Great Insurance Sales Appointments Right From Your Phonebook With Your Best Prospects!

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