Selling with Purpose: How to Solve Financial Problems – Instead of Pushing Products
Dear Friends, When I talk with agents and advisors, I often hear about different life insurance and annuity products. They talk about how amazing these products are and how much money can be made using new sales tools or concepts. But what surprises me is that the most important tool and agent sales training to making money selling insurance is often ignored: solving financial problems!
To solve financial problems, we first need to help clients recognize their issues. If they don’t see a problem, there’s no need for a solution. I think we can all agree our products are good, our sales concepts are excellent, and we can make as much money as we want in this business! Then why are so many agents struggling to make a decent income, with most earning less than $40,000 a year?
Selling products and concepts… doesn’t work… Never has! Never will!
What works is helping clients see and solve their financial problems, such as:
- Debts
- Taxes
- Death
- Income issues
- Saving money
- Retirement
- College costs
Most of the time, agents focus on learning about products instead of understanding their clients’ needs. This is why so many agents fail within their first five years—95% don’t make it past that point!
So, how can we change this? We need to guide clients to discover and understand their problems. They need to feel the importance of these issues so they want to solve their financial problems. Once they see the problem clearly, they’ll be ready to hear about solutions – such as the products and services we offer.
Here are some steps to help clients see and want to solve their financial problems:
- Start Conversations: Make it a discussion, not an interrogation.
- Ask the Right Questions: Use questions that tap into their emotions and highlight their problems.
- Listen Actively: Pay close attention to what they say.
- Emotional Questions: Ask emotionally driven questions to dive deeper into their concerns. Peel the onion layers back!
When you connect with clients on an emotional level and listen to their responses, they will tell you what they need to become your clients. This approach may go against what you’ve been taught about sales, which often emphasizes pitching products. But if that method worked, I wouldn’t be here writing this!
In summary, to succeed in selling financial products, focus on helping clients see and feel their pain instead of just pushing products. Once they recognize their issues, you can provide the right solutions.
If you want to improve your business, try these three steps:
- Read “Are You Asking Enough Questions?“: This book will help you learn how to ask better questions.
- Join the Insurance Marketing and Sales Resource Center: This community offers valuable support and resources.
- Consider One-on-One Coaching: Personalized coaching can help you grow even more.
By shifting your focus from selling products to solving financial problems, you can build better relationships with clients and achieve greater success!
IPS Mini-University In Insurance Marketing And Sales
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Insurance Marketing and Sales Resource Center™
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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)
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
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Are you a seasoned financial advisor, a new insurance agent, or a P&C agent? You need 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 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!
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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.
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When Will Take Control Of Attracting Your Best Insurance Prospects… So You Succeed In Selling Insurance!
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When Will You Learn How To Help Families? The Secret to Consistent Life Insurance Sales!
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 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 you can help them “Live Debt-free and Truly Wealthy”! As a result, you will understand our philosophies and techniques by the end of the book. 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!
Important Question… Are you in this insurance business 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 find the money… for a secure financial future. 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!
Learn How To Help Clients Solve Financial Problems – Instead of Pushing Products!
Forget 401K & IRA’s – You Can’t Retire Early With Those – Life Insurance Retirement Plan
What is a Retirement Plan? 4 Steps to Retirement Planning Success!
Build A Strong Client Relationship: The Role of Compassion and Empathy in Insurance Sales
