Discover...what Most Agents, Advisors, And Planners Don't Know

By Author: Lew Nason
Total Articles: 136
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Does this sound familiar to you? When you first entered sales, for the financial services industry, your main focus was just on finding prospects. If you didn't have a prospect, you couldn't set an appointment, or close a sale. Initially, you looked for anyone and everyone that breathed and was willing to sit down with you. You contacted your friends, family and everyone you knew. You asked everyone for referrals. You made cold calls. You bought leads and you sent out sales letters. Or, maybe you were lucky enough to be with a company that had a few orphan policyholders that you could call on. You were constantly told that, if you talked to enough people, you'd always find a few people who needed what you are offering, and they would buy your product or services. You learned your sales script and you closed a sale with almost everyone that sat down with you. You didn't have a problem making a sale once you were in front of a prospect! You just needed more prospects!

A year or so later, you were working very hard and struggling to earn the living that you wanted and were promised. You had approached everyone you could ...
... think of! You were frustrated with cold calling. You were getting a few referrals. The sales letters you were sending out every month were getting you a few new prospects. The leads you were buying were generating a few appointments. You were selling everyone you met with. But, you still didn't have enough sales. You knew that if you could just be in front of just a few more prospects or better prospects, you could be making a much better living.

You decided that you needed to find a better source of leads, or a better lead system. You searched the Internet and industry publications. You asked your associates and managers, who they recommended. You found there were hundreds of companies that professed to have the best leads, or the best lead generation system on the market. Some of these companies offered automatic phone dialers that would put you in contact with thousands of people every month. One company had a system for fax blasting to businesses. Another company offered you preset appointments. There were several direct mail companies that guaranteed, that they'd have 150 people per month attend your free dinner seminars. Another company told you, that if you offered people a free report you'd have hundreds of people calling you and begging for an appointment. So, you tried one, two or more of these companies. You now have a lot more prospects, but not enough actual appointments. You are still closing a sale with almost everyone you actually meet with. You don't have a problem making sales. You just need better prospects!

So, now you decide to try some of the other lead companies out there.

Does this story sound all too familiar to you? It's a very common story that we've heard time and time again from hundreds of agents, advisors and planners. They all believe they only have a prospecting problem. Unfortunately, the majority of these agents Don't Know, What They Don't Know!

What you don't know is If you are contacting enough people you will always make some sales, no matter how inept you are at closing sales. To put it another way Even if you are the worst salesperson in the world, you will close a few sales, if you talk to enough people. Are you getting the message? Most agents want to believe they are good at making sales, when the truth is that they are only making sales because they just happen to stumble on an easy sale every once in a while.

The majority of the companies who sell leads and lead systems, and most recruiters are willing to take full advantage of your situation. They know that they can attract agents and make a ton of money, just by helping them to get what they want - more prospects. Even though most of these companies know that it's not what these agents really need! These companies aren't concerned about your long-term success. They are only concerned about their success and their profits.

If you want to really succeed in this business, then burn this into your memory

It doesn't matter how many leads you get, if you don't have the skills needed to turn the majority of those leads into an appointment and then into a sale!

Fortunately, there are a few good lead companies, recruiters and trainers who are willing to spend the time to help you learn and master the sales skills needed to insure your long-term success in the financial services industry. They are hard to find and because they offer very specialized personal training, they tend to be more expensive.

The best lead companies, recruiters and trainers will show you how to take your lead generation to a new level by specializing and focusing prospecting efforts on finding your ideal prospects. However, they don't stop there!

You'll also learn the critical sales skills needed to turn each of your sales leads into a solid sales appointment. You'll learn how to set sales appointments by focusing on identifying and solving the prospect's immediate problems not by focusing on your products, price, investment returns or your credentials. You'll learn how to ask the right questions that helps your prospects to convince themselves why they should meet with you.

Plus, you'll learn how to conduct a thorough, emotion-based, fact-finding interview that will get your prospects to tell themselves what they really need and want. And, you'll learn how to use that information to close nine out of ten cases.

Yes, it all starts with finding a prospect! But, just as important for your long-term success, you must learn and master the skills needed to set appointments and close sales.

Remember It doesn't matter how many leads you get, if you don't have the skills needed to turn the majority of those leads into an appointment and then into a sale!

Yours in Success,
Lew Nason
‘The Nine Out Of Ten Guy'
Trainer, Coach and Mentor

© 2007 by Lew Nason, RFC, FMM, LUTC Graduate - All rights reserved
Lew Nason, with his sons Jeremy Nason and Will Nason are the founders of the Insurance Pro Shop ® and the creators of the Found Money Management™ Advanced Life Insurance Sales System The most endorsed and successful Life Insurance prospecting and sales system available for today's insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.
Claim your free Report "How to Attract & Sell Your Perfect Prospects" at
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