How I Learned To Close 9 Out of 10 Insurance Sales Calls (Appointments)!
Dear Friends, In this newsletter, I will tell you about my next sales mentor. I will explain how he helped me to ask prospects the right thought-provoking questions to close 9 out of 10 insurance sales calls (appointments)! I will even give you a lot of the sales questions you should be asking prospects to set better appointments and close 9 out of 10 insurance sales! So please take the time to read the entire article!
But first, let’s do a little recap! In my last two articles, I explained how and why I led my insurance office… During one of the worst recessions in U.S. history! And how I did it, while most of the other insurance agents in my office were struggling just to survive.
To recap, the main reasons I was able to succeed were:
1. I sought out all of the training and coaching I could find through the company. I attended and actively participated in the weekly sales meetings. And, then I sought out the best producers from other offices in our company. I wasn’t afraid to ask people for help!
2. I joined the National Association of Life Underwriters (NALU), now NAIFA, and attended all of their monthly meetings. They always had a guest speaker. So, I got to meet and pick the brains of some of the best insurance producers in the local area.
3. I also paid for and attended the Personal Insurance Life Underwriting Training Council (LUTC) courses offered through NALU. (Now NAIFA)
4. And, best of all, I had great mentors.
In my last article, I told you about my first mentor, Mike Wood, who taught me the secret to setting great insurance sales appointments. He taught me to ask the prospects the right questions to have a meaningful conversation with them. Instead of trying to push a product, price, and investment returns. Or, instead of trying to close the insurance sale over the phone. You will set great insurance sales appointments by asking the right questions to help your prospects see they have a problem. If your prospect doesn’t see they have a problem, then why should they take their valuable time to meet with you – set an insurance sales appointment with you?
Even though I led my office… I was still struggling to close enough insurance sales calls (appointments)!
However, while I was the sales leader in my office, I still wasn’t making the money I made before getting into insurance sales. Plus, I was spending a lot of money on training and membership in industry associations. My family and I were struggling financially. I needed to close a lot more insurance sales calls (appointments)!
At the beginning of 1984, my wife was frustrated with the money I was bringing home. And she wanted me to quit insurance sales. Fortunately, at that same time, my second mentor appeared.
Phil Urbano had been with Met Life for almost 30 years. Unlike most of the other ‘old-timers’ in our office, Phil was an ordinary agent from the start of his insurance sales career, instead of a former debit agent. In other words, he never had a regular income each week from collecting premiums for debit policies like many of the other agents. And he didn’t belong to the union. His income was entirely dependent on commissions from the closing sales of life insurance and renewal commissions. Just like most of the agents of today.
Phil had been a top producer for many years with Met Life. He was one of the few ‘old-timers’ in our office who would take the time to talk to me. He had encouraged me a few times when I needed it. And he always helped me when I had questions.
Unfortunately, for the last few years, Phil’s production has been slipping due to some health issues. And he was going blind from diabetes. One day, he asked me if I would consider driving him to his insurance sales appointments and helping him to fill out applications. He explained that he had only a few months to go for his pension. And he wanted to make sure he met his production goal for the quarter. So that he would get his full pension and renewals. He told me he would split his commissions 50-50 with me and teach me how to close more and larger insurance sales. How could I refuse?
It turned out to be one of the best decisions I ever made.
In the next few months, I learned more about the exceptional benefits of life insurance, helping people, and closing insurance sales calls (appointments) than I had learned in the previous 20 months in the business (or in the 37 years since then)!
Yes, over the years, I have learned a lot about advanced insurance sales concepts, income taxes, and marketing. But very few companies and trainers teach what Phil taught me about real selling and closing 9 out of 10 insurance sales calls (appointments).
Phil taught me how to ask people thought-provoking questions about the prospect’s situation. Listen to them, to help them to get what they want! I learned you must help people get to know, like, and trust you if you want them to do business with you (close the insurance sales appointment)!
Phil taught me how to close 9 out of 10 insurance sales calls (appointments) by asking prospects the right thought-provoking questions!
When you meet with a prospect for the first time, do you ask the prospect how much life insurance they have? If they tell you they have $220,000, then do you try to tell them why they need more life insurance? Does it always lead to closing a life insurance sale?
What Phil taught me is how to ask prospects the right thought-provoking questions that will lead prospects to discover, for themselves, they are underinsured.
Agent: “Mr. and Mrs. Prospect, if you don’t mind me asking, how much life insurance do you currently have?”
Prospect: “Oh, I have $120,000 at work and another $100,000 that we bought.”
Agent: “Great, so you have a total of $220,000. If you don’t mind me asking, is there any particular reason you selected that amount?”
Prospect: “It’s all I could afford at the time.” or “It’s what the last agent recommended.” or “I didn’t want to make my wife’s next husband rich.”
Agent: “I understand. If I may ask, how much did you say you are currently making each year?”
Prospect: “I make about $60,000 per year.”
Agent: “Well, let me ask you, if your family lost you and your income tomorrow, how long would that $220,000 last them?”
Prospect: “I guess a little over three years.”
Agent: “And then what would they do?
Prospect: “I’ve never thought about it, but I guess my wife would have to go back to work.” or “My wife will just get remarried.” or “I guess they’ll have to sell the house and get something smaller.” or “They’ll have to move in with her family.” or “She’ll use the money I have in my retirement account.”
Agent: “Is that really what you want to happen? How do you feel about that?”
Prospect: “I don’t like it, but things are tight right now and I can’t afford any more life insurance.”
Agent: “I understand. None of us has any extra money. However, if I could show you how to get all the insurance you need to protect your family without taking any additional money out of your pocket or changing your lifestyle, would you want to get the insurance you need?”
Prospect: “Of course. But, how are you going to do that?”
Now, you are in a conversation about our found money management strategies. You can use many of the life insurance concepts in Missed Fortune, Circle of Wealth, LEAP, and Infinite Banking to help them find the money they need to protect their family. So you will close 9 out of 10 insurance sales calls (appointments).
Summary To Close 9 Out of 10 Insurance Sales Calls
You will notice that this is asking prospects the right thought-provoking questions to have an actual conversation with people – and not a sales pitch! I’m not telling them anything or pushing anything on them. Instead, I’m talking about what is important to them. And I’m helping them to realize the situation they are in.
If you learn how to close 9 out of 10 sales calls (appointments), then how many insurance prospects will you need to see each week to make the money you want? If you set and close more insurance sales appointments, will you need fewer leads? How many hours will it take per week to see those people? How much time and money will you save if you learn to close 9 out of 10 insurance sales calls (appointments)? And, then how much more money will you make?
When will you ask prospects the right thought-provoking questions to help people get what they want? Instead of trying to sell them what you want to sell? How much easier will it be for you to get referrals?
It all starts with you learning how to conduct good, thorough fact-finding during the initial meeting. If you want to close 9 out of 10 insurance sales calls (appointments) and increase the size of each case, then gathering the facts alone is not enough. You also need to ask people the right thought-provoking questions to uncover the prospect’s attitudes, opinions, and unspoken feelings. You need to ask questions to uncover their emotions and motivations to get your prospects to want to take action today.
Both Phil and Mike taught me many things for which I shall be eternally grateful. But the one most important lesson I learned from them was that… If you want to be successful in insurance sales, then you must take the time to build relationships. People have got to get to know, like, and trust you… before they will do business with you. It is how you will begin to close 9 out of 10 insurance sales calls (appointments).
Because of their training, help, and support, I was finally able to make a great income in 1985-1988… double and triple what I had earned as a QC General Foreman. And I was one of the top 10 insurance agents in our region.
But that is not the whole story!
I was asked to be the Business and Estate Planning Liaison, to help train the agents in our region. (no money) Then I was promoted to Associate Branch Manager, to recruit and train new agents. So, I was only able to work about 20 hours a week on closing insurance sales. The main reason that I only needed to work 20 hours a week was that I did not need to prospect. I was able to get most of the prospects and insurance sales appointments I needed from referrals. I also learned when you take good care of your prospects, you only need to close 3 insurance sales a week to make a great living.
“I’m excited and have been gaining a lot of value already in our business through your membership site my husband has joined. We have been searching for over 3 years now for the right stuff to help us grow, it is clear you offer what we have been looking for. Thank you so much and looking forward to the coaching also!” Melanie Roger – Ontario Canada (3 years in the business)
We Have Made It Much Easier And Less Expensive – for You Ask Prospects The Right Thought-Provoking Questions… So You To Close 9 Out Of 10 Insurance Sales Calls (Appointments).
Setting appointments and closing insurance sales is easier when you learn to help people… Instead of just closing quick insurance sales!
We are here and want to help you to be a sales success 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.
Harness The Power of Found Money Management!
Do you want to work in an Untapped Market with the Best Life Insurance Prospects?
Do you want to know the secrets to finding and closing more IUL & Whole Life Sales in the next 30-60 days?
Do you want to learn how to Find The Money, So, you can generate premiums from $4K to $12K CONSISTENTLY per case?
Do you want to use all the HOT Sales Concepts like Wealth In Motion, Infinite Banking, Missed Fortune, Circle Of Wealth, and Tax-Free Retirement?
Then Claim Your Copy of:
'Advisor's Guide To Found Money Management™'
Trusted Advisor Success Program™
Revealed… The Only 90-day Insurance Agent Training, Coaching, And Sales Support Program To Learn How To Help People! So You Will Close 9 Out Of 10 Life Insurance And Annuity Sales Appointments Like The Legends!
Our Trusted Advisor Success Program™ is about you helping middle-income families find the money to Live Debt Free And Truly Wealthy! So you will help families to get all the life insurance they need to protect their families. While they save for a tax-free income, save for college, create a family bank, etc. (Using cash value life insurance!)
Check out our Trusted Advisor Success Program™! Because you will get 90 days of personal insurance training, coaching, and mentoring… with back-office sales support! All from a team that has helped insurance agents and financial advisors to succeed for over 40 years… 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 close 9 out of 10 insurance sales appointments to earn $250k or more per year… Selling IUL, whole life insurance, and annuities! Just like the Industry Legends Ben Feldman, Tom Wolf, John Savage, Van Mueller, and Medhi Fakharzadeh!
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.
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!
Then you will learn how to help families (people) find the money to take immediate action!
Finally, you will learn the best sales presentations… to close 9 out of 10 IUL, whole life insurance, and annuity sales appointments. So you will earn $100K, $200K, or more per year closing life insurance sales like the Legends.
Discover The Best Life Insurance Marketing Strategies!
Inside our agent training program, you will find the best insurance marketing plans and sales strategies to find prospects and set sales appointments! 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 to find and attract exclusive (organic) life insurance leads… With all the sales tools, appointment scripts, and more. Now you can find and attract your exclusive (organic) life insurance Leads, 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 to use all the HOT Sales Concepts… Infinite Banking. Missed Fortune, Circle Of Wealth, Tax-Free Retirement, and more… To close IUL, whole life insurance, and annuity sales! 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 Kit – Life 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!
Also Membership to Our IPS Private Site at $39.95 per month after the first month!
When will you invest in the best system, training, and coaching to learn how to set and close 9 out of 10 insurance sales appointments?
“Thanks for everything, I’ve written over $270,000 of life premiums in the past two monthssince attending the boot camp in December. ($190,000 in commissions) Freedom Equity Group has asked me to do a teleconference to explain how I’ve accomplished this dramatic increase in my business. I’ll be recommending your Found Money Management™ system and your boot camp to everyone on the call.” Randy Delph, RFC, LUTCF, FMM – IN (35 years in Sales)
IPS Mini-University In Insurance Marketing And Sales
*** Not Sure Where To Start… How I Learned To Close 9 Out of 10 Insurance Sales Calls! ***
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
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™
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This training 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 Agents And Advisors For Over 40 Years!
Become An IPS Member today to check out our agent marketing and sales training life insurance programs! 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!
Stop putting it off! When you can get the insurance marketing systems, sales training, and agent support you need to succeed in insurance sales! Learn To Ask Prospects The Right Questions To Set Life Insurance Sales Appointments – Even When You Call From The Phonebook!
IPS Personalized Client Newsletters – Free Personalization
Do you want a stream of your ideal insurance clients and exclusive leads? Do you want to make it easier for you to set appointments and close sales? Then make sure your name and special insurance marketing message about how you help middle-income families is out there! So you are always in front of your ideal prospects.
Your client newsletter is a critical insurance marketing and prospecting strategy for staying in touch with prospects, friends, family, and clients. It is also a key life insurance marketing and prospecting strategy for more repeat sales and referrals (exclusive leads) from your current clients. So, it is a huge key marketing and prospecting strategy to being a successful life insurance agent!
Remember, ‘Out Of Sight, Out Of Mind’ is a deadly mistake for advisors. Why would your clients, friends, family, neighbors, or prospects call you when they need your help? Or when they are ready to buy. Since they never hear from you, don’t remember you, or don’t know how you are helping middle-income families? And, then why would they refer people to you?
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 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 insurance clients to set appointments and close sales. More Details! Immediate Download… Order Now!
A huge agent success key to attracting high-quality sales leads/prospects, setting better appointments, closing sales, and increasing your income selling life insurance is and always will be asking enough questions!
“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”
When Will You Read Our Full-Length Book? So You Will Learn How To Help Families!
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
We urge you to take the time to read our 20-chapter book… ‘Middle American Family’s Guide To Living Debt Free And Truly Wealthy“! Because we give you complete strategies, on how you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them “Live Debt Free and Truly Wealthy”! As a result, you will understand our philosophies, concepts, 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 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!
Important Question… Are you in this insurance business just to make sales? Or are you interested in helping families? Who do you think insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more personal insurance agent training, coaching, and sales support you get to learn how to successfully help families, selling life insurance… Then the more you will learn how to help yourself and your family! Nothing will change until you decide to take action to make it change!
When will you learn to ask people the right thought-provoking questions? So you close 9 out of 10 insurance sales calls (appointments)?
How To Succeed In Insurance Sales… Beyond Your Wildest Dreams!
How I Got Started In Life Insurance Sales… And Led My Office In Only 6 Months!
How I Learned To Set Great Life Insurance Sales Appointments
