The Insurance Pro Shop is The First Complete 'Online' Insurance Marketing And Sales Resource Center For Today's Insurance Pro. Our Web Site is designed for insurance professionals, by insurance professionals. Our primary objective is to help you implement Insurance Prospecting & Sales strategies, based on time tested, proven techniques, that will insure your short and long term success in today's super competitive financial services marketplace…
Section Table
of Contents
Feature Article:
Finding The Best Sales Leads For FREE by:
Lew Nason
*About the Self Help
Centers -
Think and Grow
Rich eBook.
This is a eBook reproduction of the original 1937 version of
Think and Grow Rich by Napoleon Hill, originally
published by The Ralston Society and now in the public
domain. This edition is published with an original cover
design is not sponsored or endorsed by, or otherwise
affiliated with, Napoleon Hill or his family and heirs, the
Napoleon Hill Foundation, The Ralston Society, or any other
person or entity.
"If
sales is your life...this book could save your life!"
Avoid the Top 10
"Deadly Mistakes" Most Agents
Make,
That Keeps Them
From Earning A
"Six Figure" Income.
Address:
3658 NE Jeannette Dr.
Jensen Beach,
Florida,
34957
Phone:
(877) 297-4608
Email:
shc@insuranceproshop.com
'Advanced Life Insurance Retirement Tool Kit™'
Lead & Sales System
Explode... Your Life Insurance Sales Income By 267%…
When You Use This Proven, Advanced Life Insurance Lead &
Sales System...
In
just a few days from now you can be generating a steady
stream of life insurance leads and be closing large life
insurance sales with this Supplemental Retirement Plan
Concept…
Are you ready for a
proven, foolproof system... to generate a steady stream
of high quality insurance leads and close large cash
value life insurance sales? Whole Life, Universal Life,
Variable Life, or Indexed Life.
Are you ready to start making $10,000, $20,000 or more
each and every month selling life insurance? In 60 days
or less...
Then you've come to the right place...
Your investment is only
$197.95 for the complete Advanced Life Insurance
Retirement Tool Kit™ Lead and Sales System, plus the
FREE gift pack.
Includes: Video, CD and Action Planner
Author: Insurance
Pro Shop
un-abridged Non-Fiction
Your Price: $197.95
Don't Invest
One Cent Of Your Hard Earned Money For Annuity Leads Or
An Annuity Sales System Until You Check This Out...
"Annuity Sales Excellence™ 'Quick Start' Lead
& Sales System - Is a complete, Turnkey, Annuity
Marketing System. It's everything you need to identify
and attract a flood of your ideal annuity prospects.
Learn the simple secrets to setting more high quality
annuity appointments, overcoming objections & closing
large annuity sales.
It's No Secret… The investment marketplace has
dramatically changed. CD interest rates are still at an
all time low. The stock market has experienced huge
losses and is still very uncertain. Many seniors are
living on reduced incomes and are being forced to dip
heavily into their investment principal.
The bottom line is, seniors are very worried about
outliving their money!
That makes this one of the best times in history for you
to sell the safety, guarantees, superior returns, and
other exceptional benefits of fixed, indexed, tax
deferred, variable and single premium immediate
annuities.
All
this for just $237.95. That's $500.00 less than your
competitors charge for their outdated, generic annuity
marketing manuals, with none of the tools you offer, or
the 6 free gifts.
Author: Insurance
Pro Shop
un-abridged Non-Fiction
Your Price: $237.95
"Thanks so much for helping me out with the social security report, I really appreciate it. It just goes to show how committed you and everyone else are to helping us succeed. You have been very accommodating and friendly, that's something that I don't see but once in a great while. I just want you to know that your hard work does not go overlooked."
Nick R., Ohio
March 4, 2004
About our editor:
Lew Nason is a 20 plus year veteran of the
insurance industry. He is an experienced and respected recruiter, coach, mentor
and trainer. As a Sales Rep and Branch Manager for Met Life he continuously
qualified for their prestigious Sales and Management Leaders Conferences. During
his 5 year tenure as a Branch Manager for Met Life he recruited and trained 23
brand new agents. Over 10 years later, 18 of those agents are still active in
the industry and earning six figure incomes.
After leaving Met Life, Lew built several
successful independent scratch agencies with Jefferson Pilot and AmerUs Life,
earning him numerous awards. In 2000, he created and founded the ‘Insurance Pro
Shop’, the first complete ‘Online’ Marketing and Sales Resource Center for
Today’s Insurance Pros. In less than 3 years, his Web site is ranked as the most
popular insurance agent support center on the internet. Lew has helped scores of
agents attain the top levels of sales and professionalism in the industry.
One of the first things I talk to agents about, when they’re about to enter a niche market, such as the supplemental retirement planning market, is making sure they spend their time calling the people who are the ‘Ideal Prospects’ for whatever they are offering. There is nothing more frustrating than making a 100 phone calls and not getting a single appointment. This can, and does happen, when agents think they can call just anyone, because they think everyone needs to be concerned about whatever they are offering. But, just because someone should be concerned about something, doesn’t mean they are. It doesn't mean they will see you or buy whatever you’re offering.
Don’t they have to have a need - the ability to pay - and be able to be seen on a favorable basis?
So the questions are: Who are the Ideal Prospects to be contacting for whatever you are offering? Who do you have the best chance of setting an appointment with? Who has the need, the ability to pay and can be seen on a favorable basis?
As you read the following, remember I’m not saying the other people aren’t good prospects. I’m saying you want to be contacting the people who you have the best chance of setting an appointment with and making a sale.
Let’s use Supplemental Retirement Planning, using life insurance, as an example?
Is your best prospect someone who owns a home? Probably, Yes. Doesn’t it tell us they have been able to save in the past, and probably have the money to put away for retirement, if they can see a need to do it now? Plus, doesn’t it tell us they are willing to look long term? Our ideal prospects are people who own a home.
Is someone who owns a $300,000 or larger home our best prospects? Probably No. Aren’t these the people who are have family incomes of over $125,000 and are inundated with calls from financial planners, advisors etc? Aren’t these people going to be harder to see? Our ideal prospects are probably people who have homes worth $300,000 or less, and income of less than $125,000.
Is there a minimum income requirement? - A minimum family income of around $30,000.
What else makes someone our best prospect for a supplemental retirement plan, involving life insurance? If we are going to use life insurance, then don’t they need to have someone to protect, a family that is dependent on their income? Our ideal prospects are people who are married and have children living at home.
Cash value life insurance builds best when you have 20 years or longer to contribute. So our ideal prospects are people who are under age 40. If they are under 40 they probably have young children.
Now that we have identified the ideal prospects to contact for retirement planning, with life insurance, where do we find them? Can we get a list for free?
Would you agree that families, with young children, tend to live in the same neighborhoods? Can you locate these neighborhoods by contacting your local real-estate broker or by just driving around?
All you need to do is find the streets they live on and then go to your local library.
In the library, look for the ‘Criss Cross’ directories. Three common ones are the Hill Donnelly, Coles and Polk Directories. They have every street listed, with everyone on the street, and their telephone numbers. Plus, they provide lots of other good information.
Make a copy of those pages and you have a FREE LIST of your best prospects for a supplemental retirement plan, involving life insurance…
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
A few weeks ago an agent enrolled in our coaching program. During the past two years he had gone from earning over $300,000 per year, to earning less than $100,000 per year. He told us he wanted some help rebuilding his practice.
During the first week of his coaching we had several lengthy discussions. We went into great detail about what had worked for him in the past, what had changed, what was working now, etc.
He told me he had been selling variable annuities using a one-call close. Now he is trying to sell fixed and indexed annuities. He also told me he wasn't asking for referrals, because they had never worked for him in the past. He wasn't doing a fact find, because he always had trouble with the second call. He wasn't doing annual reviews, because he felt they were a waste of time. He wasn't sending his clients a newsletter, because they were a waste of money.
No matter what we discussed, he had tried it and it didn't work. The worst part is he wasn't willing to discuss why it didn't work for him and what he needed to do to make it work.
What he wanted from me was a magical formula. He wanted me to give him a foolproof system that required no work on his part. He didn't have time to study. He needed to make money right now. He wanted me to show him how to get people to call him, beg him for an appointment and automatically buy the product, just like he had done for the past few years.
Why am I telling you this story?
Because, for almost ten years, most agents had been living in a dream world. The stock market was soaring. Everyone was making money. It created a feeding frenzy. It was almost impossible for an agent not to make money for their clients. There were so many people looking to get into the stock market, agents didn't have to know anything about marketing, sales or investing. The commissions and fees just rolled in.
Unfortunately, all that’s changed. The feeding frenzy is over.
During a three year stretch many people lost huge amounts of money in the stock market. And, even though the stock market rebounded a little in 2003, many clients still have less than what they started with 10 years ago. It's time for everyone, agents and clients alike, to wake up and face the real world. Is it time for everyone to get back to the true investment basics? They need to understand that there is more to accumulating wealth than just selecting a good stock, bond or mutual fund. They need to help clients to understand the importance of portfolio rebalancing, risk tolerances, tax deferral and much more.
Agents also need to get back to basics when it comes to building their business. It’s no longer about attracting clients with incredible investment returns or the hot new product. It’s about really helping people to achieve long term financial freedom. It’s helping people to identify their problems and then providing them with real solutions.
And that’s about positioning yourself as their trusted advisor, instead of just another sales person.
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
The 10 Best Steps To Making A Six-Figure Income In Insurance Sales...
printer
friendly version
by:
Lewis Nason
The 10 Best Steps To Making A
Six-Figure Income In Insurance Sales...
If you listen to tapes or read books by Zig Ziglar, Anthony Robins, Napoleon Hill, Joel Weldon or any of the top sales training and motivational experts, they all agree that if you use each the following 10 steps you can... Make A Six figure Income In Your Business In The Next 12 Months! However, the key is you must follow all 10 steps.
Please keep an open mind as you read this article. Then immediately take action to incorporate all these ideas into your life.
Step #1 - Become An Avid Reader.
I think I know what most of you are saying; "I don't have time to read books. I'm too busy running my business, and taking care of my family."
A wise millionaire named Joe Karbo once said, "Most people are too busy earning a living to make any real money!"
I only know of 2 ways to learn something new. You can learn from your own experiences or you can learn from other people's experiences. Learning things on your own through "trial and error" is very costly and time consuming. There are very few things that you will ever do that haven't already been done before. So, why waste your valuable time and money "reinventing the wheel".
Most of the experts recommend you devote at least 1 full hour a day to reading. The benefits will be enormous.
Step #2 - Subscribe To Good Newsletters.
The world and our business are changing rapidly. If you want to keep your business growing, you’ve got to keep up with all the hot new techniques and ideas. There's nothing better than a newsletter for getting fresh new ideas and perspectives from the experts in your field.
I personally subscribe to over a dozen newsletters written by true experts who are "doing" what they teach others how to do.
So as soon as you put this newsletter down, find some other good newsletters to subscribe to - I promise it will be worth the investment!
Step #3 - Attend NAIFA, GAMA, MDRT, LUTC, Study Groups, Sales Seminars And Boot-camps.
A great way to learn the skills you need is by sharing ideas with other successful people in our business. I can honestly say I have always made back, at least, 5 times my investment in these activities.
If you haven’t taken the basic LUTC courses, through NAIFA, you are missing out big time. By the way, to really learn the material, be a moderator for the course.
If the reason for you’re not attending these functions is "you can't afford it" - you're making a huge financial mistake! Borrow the money if you have to - it's the best possible investment you will ever make in yourself and your business.
Step #4 - Invest In Audio, and Video Sales Training and Motivational Tapes.
"If someone spent 5 or 10 years of their life and hundreds of thousands or even millions of dollars perfecting a skill, would you be willing to pay them a modest fee to learn that skill?" Does it makes sense to go out and try to "reinvent the wheel" when someone else has already gone through great pain and sacrifice to learn that skill for you.
As Zig Ziglar says: “Make your car into a University.” We spend a lot of time driving, so why not take advantage of the time.
Step #5 - Maintain A Positive Expectant Attitude.
Here is one of my favorite quotes;
“If you believe you can, or you believe you can’t, you are right”
There is nothing as important as having the right attitude. Napoleon Hill author of ‘Think and Grow Rich’ says all you have to do is really believe in something and it will become a reality. If you want to be successful, picture yourself as already being successful.
What we think about is what we get. If we expect bad things to happen, then they will happen. So, change your attitude and you’ll change your life.
Step #6 - Learn From Your Mistakes.
We all make mistakes. But, few people have the courage to own up to them and correct them. Mistakes are a part of life and are valuable experiences, if we take the time to learn from them.
By the way, stop worrying about the possibility of your making a mistake. Many people condemn themselves to mediocrity, just because they are afraid to try something new.
Step #7 - Stop Blaming ‘Conditions’ and Making Excuses For Your Lack Of Success.
If you really want to become successful, you must accept that your success or lack of it is 100% your responsibility!
How many times have you heard someone say: (or have you said) "It's a slow time of the year.” “No one buys insurance during the holidays”, "I'm to busy right now, to attend that class”, "I tried that before and it didn't work!" or “We’re in a recession, no ones has any money”? All of these are just lame excuses for not being more successful.
Stop Making Excuses And Start Making Things Happen!
Step #8 - Find Good Mentors.
There is no question that most of my success in this business is do to good mentors. I was very lucky when I joined this business. Some very successful agents took me under their wings and taught me the secrets to being very successful. (thanks Phil and Mike)
Find people that are successful doing what you want to do. Flatter them and don't let your ego get in the way. Pay them the respect they deserve, and don't try to prove how smart you are. Just sit back, ask lots of good questions, listen intently to what they have to say and learn.
If you don't already have several mentors in your life, go out and find great people to model yourself after. Believe me, it will be well worth the effort.
Step #9 - Delegate.
In the beginning, it's O.K. to do everything yourself. But if you want to grow your business - you better learn how to delegate. This is probably the hardest lesson for most agents to learn. Either, they don’t want to lose control, they don’t recognize the value or they can’t justify the expense in their mind.
Understand, you can’t make $100 per hour doing $6 per hour job. Data entry, preparing mailings, addressing envelops, sending out birthday cards, etc. are all clerical functions that you can hire other people to do for you. They are a waste of your precious time.
Many agents tell me they can do these clerical tasks at night or in the morning, so it doesn’t take away from their most profitable activities. However, they are only kidding themselves. There are only so many hours in a day. If they are using a lot of their time for clerical activities, they are not able to do some of the critical things that will help grow their business like reading, attending training classes, listening to tapes etc.
Step #10 - Have Fun!
This is going to sound kind of corny, but you've got to enjoy what you're doing or you shouldn't be doing it. There are lots of ways to make money out there, so why not pick something you love. Consider, you spend more time working than any other activity in your life - so why not enjoy the time you spend at work?
I can tell you that the most successful people I've ever met, all love what they do! They don't think of it as work, they actually consider it more enjoyable than many other leisure activities or sports. That's the way I feel about what I do, and you should too.
Well, there you have it. Follow these 10 steps and I GUARANTEE you will see tangible, immediate results in your business and personal life.
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
While SHC is a free web-site, it does cost us to keep it running.
We know that not everyone can afford to pay, so we do not charge for access. Instead we ask that those who can, please donate.
So, if you have found our site helpful, informative, or simply entertaining, and would like to see
us continue to grow and develop, please follow the link below. We currently accept donations via
Paypal. Paypal
is fast, secure, and easy to use.
Click below to send us your Donation.
Thank you! We look forward
to continue to offer you best self help resources on the net!
Feature Article:
Add
to cart
"If
sales is your life...this book could save your life!"
