Two Reasons Why People Buy Insurance – How To Sell More Insurance!
Dear Friends… There is a little secret that most agents and advisors miss when they want to know how to sell more insurance. The secret is people buy insurance (or anything else) for only two reasons – 1. gain pleasure! – 2. avoid pain! These two emotions ‘Pleasure’ and ‘Pain’ guide us in everything we do. It is how you help people to buy more insurance!
This is called the pleasure principle. It is a term first used by Sigmund Freud to characterize the tendency of people to seek pleasure and avoid pain. Freud argued people will sometimes go to great lengths to avoid even momentary pain, particularly at times of psychological weakness or vulnerability.
All decisions to buy insurance (or buy anything) are based on people’s emotions. People either want to gain pleasure or want to avoid pain. Everything we do can be broken down this way. Why do you brush your teeth? Why do people go to the gym every day? Everything we do can be broken down into to gain pleasure and/or to avoid pain.
When it comes to why people do the things they do, it always comes down to pain versus pleasure. Do you want to learn how to help more people to buy insurance from you? Then you need to understand these two principles and how to use them to sell more insurance.
People Will Do More To Avoid Pain Than They Will to Gain Pleasure!
But for most people, avoiding immediate pain is more important than gaining immediate pleasure. If there is a snake in front of you, versus a bag full of money, which would make you move faster? Avoiding immediate pain will win over gaining immediate pleasure every time. Studies have shown time and time again people will do much more to avoid short-term pain than they will to gain short-term pleasure.
We all want to avoid immediate pain. And we all want to gain immediate pleasure. The closer we see it happening, the more pain or pleasure we will attach to it. But the pain we see happening tomorrow – is not as powerful as the pain we have today. And the pain in 20 years is far less important than the pain a week from now. That is why most people have such a hard time saving their money. Even when they know they need money to buy a car, save for college, or retire.
How To Help People To Buy More Insurance!
If you want to help people buy more insurance today, you need to help them see they have a problem (pain). Then you need to get them to talk about what will happen if they don’t take action today to solve that problem (more pain).
That is about you asking the right questions to help people see they have a problem! Do you have a mortgage on your home? What would happen if your family lost your income… etc.?
Then it is asking more of the right questions to get them to talk about what would happen! So, they will make solving the problem a priority! How do you feel about that? What would your family have to do? Is that what you want to happen… etc.?
When will you learn and practice these two secret reasons to help people buy more insurance?
Insurance Agent Success Stories Helping People To Buy More Insurance
“I urge anyone in the financial services business to get involved with the Insurance Pro Shop. Whether it’s from Lew, Jeremy, or Alex the training will get you on the way to reaching your goals as a professional in the industry. They don’t “sugarcoat” what they teach. They are straightforward with their approach to training. What I’ve learned is that there are some “basics” to learn in this business and if you don’t learn them you’ll probably experience what most professionals in the industry experience; mediocrity. Lew, Jeremy, and Alex at the Insurance Pro Shop will teach you the basics of attracting the right prospects and how to ask the right questions to help people with financial problems.” John Dandridge, IL (11 years in the business)
“Hi Jeremy, I just want to thank you for your help in completing a financial planning summary. I recently finished the Trusted Advisor program and immediately put the training to use. It worked just as you, Lew, and Alex said it would. I just have to remember to get the client emotionally involved. Let them identify their problems. And then give them exactly what they want! It really was easy. I want to thank you and look forward to many other interactions with you.” Rudolph Corrales, Jr., CTA, CA
When Will You Learn To Help More People Buy More Insurance?
IPS Mini-University In Insurance Marketing And Sales
*** Not Sure Where To Start… Discover Two Secret Reasons Why People Buy Insurance! ***
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™
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!
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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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When Will Take Control Of Your Life – To Succeed In Selling Insurance!
When Will Take Control Of Attracting Your Best Insurance Prospects… So You Succeed In Selling Insurance!
Stop putting it off! When you can get the insurance marketing systems, sales training, and agent support you need to attract the best insurance prospects to succeed in insurance sales!
The Best Agent Sales Training Videos To Help People To Buy More Insurance!
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.
Unlock the #1 Critical Key to Insurance Sales Success
Are you struggling with prospecting, setting appointments, and closing insurance and annuity sales?
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In this eye-opening ebook, you'll discover why becoming a great questioner and listener is the number one critical key to your overall success in the insurance industry. It's one of the easiest and quickest ways to dramatically increase your appointments, sales, average sale size, and income!
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When Will You Get The Only 90-day Insurance Agent Training, Coaching, And Sales Support Program/System – To Ask Questions… to Set More Appointments And Close More Life Insurance And Annuity Sales Like The Legends?
When will you get the best insurance sales skills, questioning, and fact-finding training, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help families find the money to spend, save, invest, insure, and plan wisely for the future. So people can buy insurance to “Live Debt Free And Truly Wealthy?”
Using our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit you will get 90 days of personal insurance agent training and coaching… with back-office sales support! All from a team training new and experienced insurance agents and advisors for over 40 to become Trusted Advisors! Helping middle-income families to want to solve their problems. It is the best insurance agent sales training… to guarantee you will earn $250K or more per year selling life insurance and annuities!
First, we will show you what to say and questions to ask so you can set your best insurance sales appointments. Then we will show you how to help people identify and want to solve their problems.
We will also show you how you can help people find the money. So they can take action right now! Then we will show you the best ways for you to present your ideas to families. So you will close more and larger life insurance and annuity sales in the next 30 days – to be a success like the Legends!
Once you get people to see they have a problem and get them to prioritize the problem – you have to help them find the money to buy the insurance they need and want for their family.
Remember, there is immediate pain to the thought of spending money you don’t have. Or there is immediate pain if you have to give up something that gives you pleasure right now. And, if that pain is greater than the pain of the problem, you won’t take action. To solve that immediate pain you need to help people find the money – so they can avoid pain.
The final step is to show people how much better off they will be when they take action right now to buy insurance. Help people to see the pleasure they will gain from buying insurance! And you will sell a lot more insurance!
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 the most life insurance sales? Then make sure that 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 critical to staying in touch with prospects, friends, family, and clients. It is also a key to more repeat sales and referrals (exclusive leads) from your current clients. So it is a huge key to you being a successful 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 know how you help middle-income families! And, then why would they refer people to you?
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
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 key to setting better appointments, closing sales, increasing your income, and helping people buy life insurance and annuities – is and always will be getting the agent training to ask your leads enough questions!
When Will You Read Our Full-Length Book? So You Learn How To Help Families?
Middle American Family’s Guide To Living Debt-Free And Truly Wealthy!
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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 People To Buy More Insurance – To Sell More Insurance – To Make It Change!
Becoming an Insurance Sales Champion: The Power of Mindset
What Is The Best Training For Insurance Agents? Learn How To Help Middle-Income Families!
