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Are You Being Stubborn About Getting Insurance Fact-Finding Training… To Be A Success Selling Insurance?

11/17/2020… Over the past 20 years, we have written hundreds of articles explaining why fact-finding interviews and training are the keys to your success in selling insurance! Yet most agents and advisors still refuse to believe that a lack of fact-finding training is not what holds them back from being a success when selling insurance!

Instead, all we hear is; “I need more sales leads!”I’m just not in front of enough people!”…. 99% of the 1,500,000 agents and advisors in the US want to believe that if they see enough people, then they will be a huge success selling insurance.

But, take a look at what is happening out there…

Most of the companies out there do a good job of training agents and advisors on their products!

There are a lot of companies that will offer agents and advisors training on tried and true sales ideas, such as mortgage protection, final expense, estate planning, income replacement, and more.

Then there are a lot of new sales ideas out there that are ‘guaranteed to make you a fortune. Ideas like… infinite banking, tax-free retirement, social security planning, etc.!

Plus, some IMOs will offer you leads and/or lead systems using Dinner Seminars, Direct Mail, Free Reports, Newspaper Ads, and Fax Blasting!

Some insurance sales trainers offer agents and advisors training courses on 101 closing techniques, overcoming objections, overcoming call reluctance, and conducting client seminars!

And yet 99% of agents and advisors today still struggle to make a net income of only $50,000. Only 1% of agents and advisors selling insurance will earn an income of $100,000 or more after expenses!

All of the above agent and advisor insurance training is helpful and needed! But, the training agents and advisors need the most is NOT offered by our companies and sales trainers. (And it is a big reason why we have so many Lawsuits and compliance issues today!)

What most insurance agents and advisors are NOT taught… is how to conduct a good, thorough ‘Fact-Finding’ interview… to find out what people need and want! Fact-finding training is the ‘Missing Ingredient for your outstanding agent’s and advisor’s success selling insurance.

Yes, we know that you have heard it time and time again from us. The question is… when will you listen and take action to get the insurance fact-finding training you must have?

Training to conduct a good, thorough insurance Fact-Finding interview is…

  • How you become the trusted advisor that people will want to see!
  • How you will get the information that you need to truly help people?
  • What separates the average producer that earns $30,000 to $50,000 per year, from the Top Producer that earns $100,000 to $1,000,000 or more per year?
  • How you go from $1,000 of commissions per case to earning $5,000 or more of commissions per case!
  • The difference between needing to set 20 or more new sales appointments per week and only needing to set 5 or fewer new sales appointments per week!
  • The difference between you working 60 hours or more per week, and you working less than 40 hours per week!

Why Isn’t Fact-Finding Taught Today?

There are a lot of reasons for the lack of Fact-Finding Training in our insurance industry.

  • There are only a few people in this insurance industry that truly understand the value of the fact-finding interview.
  • Most insurance companies and IMOs see fact-finding training as too costly and/or too time-consuming.
  • Most companies and agents are more concerned about making a quick sale, than really helping people!
  • Many agents see fact-finding as intrusive, and too personal! Or, they believe their prospects won’t let them do a fact-find!
  • Many agents feel that they don’t know enough to help people!
  • Most insurance agents and advisors believe they are too busy and feel they can’t afford to spend the money or the time for the fact-finding training!
  • And lastly, there are only a few good insurance sales trainers out there!

But, the main reason for the lack of Fact-Finding training is that it is hard, if not impossible, to convince most insurance agents and advisors that ‘They don’t know, what they don’t know!

What most agents and advisors don’t know is that people are much more skeptical today and see through all the ‘hype’ and ‘old-fashioned’ sales techniques! They do not want to be sold! They want real help!

Do you want to earn more than a mediocre income selling insurance? Then you must help people to see you as their Trusted Advisor! Instead of just another pushy salesperson! So they will want to meet with you and do business with you!

And, how can you become their trusted advisor if you don’t ask questions and then listen to them? So that you truly understand their concerns, what they need, and what they want.

“People buy based on emotions and justify their decision based on logic.”

Make Your Insurance Sales Career Easier

Do you want to make your insurance sales career much easier, more fun, and more profitable? Then stop being stubborn about insurance fact-finding training! You must learn how to conduct a good, thorough fact-finding interview right now! It is the key to your success as an advisor selling insurance!

A good, thorough fact-finding interview involves more than just gathering the ‘Facts‘ about what your prospects have or don’t have! And then you make a quick recommendation and a sale! You also need to ask the emotionally based who, what, where, when, how, and why questions to uncover your prospect’s attitudes, opinions, and unspoken feelings. You need to uncover their emotions and motivations so that you can help them to WANT to set better priorities… and WANT to take action!

“People don’t buy based on their needs, they buy based on their wants!”

The ability to conduct a good, thorough, emotionally based Fact-Finding interview is the ‘Missing Ingredient to your ultimate advisor’s success selling insurance!

You can stubbornly ignore the problem and struggle along year after year just like everyone else out there! Or, you can fix the problem right now! So that you make your life much easier, more fun, and a lot more profitable!

Do You Want To Make A Lot More Money Selling Insurance? THE CHOICE IS ENTIRELY YOURS!!!

“It is necessary for us to analyze the needs to properly identify the problem we can solve with our products. We must have a total understanding and recommend only the most appropriate solution.” Mehdi Fakharzadeh is “One of the world’s most successful life insurance agents of all time!”

Do you want people will look forward to meeting with you? So that you can help them to improve their situation?

If not… Then you will want to invest in our How to close 9 out of 10 sales training videos! You will also get 3 months of personal fact-finding training, sales training, and sales support to show you the best and right ways to help your insurance clients.

Do you want to set better insurance sales appointments? Do you want the best insurance sales training? So you close insurance sales of $3,000 or more – instead of only $600?

How To Close 9 Out Of 10 Insurance Sales - Asking Prospects The Right Questions! So You Set Better Appointments and Close Larger Sales!When will you learn the best consultative selling, insurance sales skills, probing questions, and fact-finding, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help families to find the money to spend, save, invest, insure and plan wisely for the future. So they can Live Debt Free And Truly Wealthy?”

Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent and advisor sales training, coaching, and mentoring… with back-office sales support! All from a team that has been training agents and advisors for over 40 years on how to ask prospects the right questions to set the best sales appointments to help families. Plus, training agents and advisors on how to do a good fact-find so they will earn $250K or more per year selling insurance!

First, we will show you what to say and the probing questions to ask your prospects… So you will set your best sales appointments. Then we will show you the right questions to ask to help families identify and want to solve their problems. We will also show you how you can help families to find the money! So that they can take action right now! Then we will show you the best ways for you to present your solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days – to be a success closing 9 out of 10 insurance sales like the legends!

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Joe Mardesich, UT (30+ Years In Financial Services) re You Being Stubborn About Fact-Finding Training? The Key To Advisor Success Selling Insurance!“Your (sales skills) training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start every new call by saying, “I know we’re here to talk about health insurance – but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich, UT (30+ Years In Financial Services)


When Will You Learn How To Help Families? So You Will Sell Lots Of Annuities and Life Insurance Today! 

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Recommended By The Members Of The IARFC - re You Being Stubborn About Fact-Finding Training? The Key To Advisor Success Selling Insurance!