It Is Not Being Taught Today

By Author: Lew Nason
Total Articles: 136
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What's the most important thing you can learn, to increase your sales and your income in your financial services career?

Working with agents, advisors and planners everyday, what I hear the most is; I need more sales leads! I'm just not in front of enough people! Almost everyone of the 1,500,000 agents, advisors and planners in the United Sates wants to believe that if they see enough people they'll be a roaring success. Unfortunately, for 99% of the people in this business, what they really need isn't being taught today!

We get all of the product training we need, from our companies, for their insurance and investment products. There are lots of industry schools offering courses for technical training on income taxes, tax deferral, split funding, wealth preservation, estate planning, creating financial plans, dollar cost averaging and more. There are all sorts of marketing organizations offering lead generation systems that feature Dinner Seminars, Direct Mail, Free Reports, Newspaper Ads and Fax Blasting! There are sales trainers offering courses on 101 closing techniques, overcoming objections, overcoming ...
... call reluctance and conducting successful client seminars.

Unfortunately what most agents, advisors and planners need the most isn't being taught by the vast majority of our Companies, Industry Schools, Marketing Organizations, and most Sales Trainers. (And, it's a major reason why we have so many law suits today!)

What most agents aren't being taught is how to conduct a good, thorough ‘Fact-Finding' interview. It's the ‘Missing Ingredient' for a successful career in the financial services industry. The ability to conduct a good, thorough Fact-Finding interview is how you become the trusted advisor that people want to see! It's how you truly help people. It's what separates the average producer ($30,000 to $50,000 per year) from the Top Producers ($100,000 to $1,000,000 or more per year). It's the difference of averaging $1,000 per case, to making $5,000 or more per case. It's the difference of needing 20 or more leads per week, to only needing 5 or less leads per week.

Why Isn't Fact-Finding Being Taught Today?
There are a multitude of reasons for this lack of training in our industry. Most agents, advisors and planners are more concerned about making a sale, than really learning how to help people! There are very few people in this industry that truly understand the value of this training. Many agents see fact-finding as intrusive, too personal! Or, they believe their prospects won't let them do a fact-find. They feel they don't know enough! They are too busy and can't afford to spend the money or the time for the additional training! There are very few good sales trainers! And, the list goes on and on. But, the main reason ‘Fact-Finding Isn't Being Taught Today' is because it's hard to convince most agents, advisors and planners that ‘They don't know what they don't know!'

What most agents don't know is that Most people are looking for real help with their finances! They are looking for someone they can trust. And, they don't trust sales people! They want, and are looking for a good, trustworthy advisor to work in their best interests!

If you want to close a higher percentage of your sales calls, increase the size of each case, and earn the right to receive referrals, then you must become their trusted advisor, instead of a salesperson. And, how can you become their trusted advisor, if you don't ask questions to truly understand their concerns and then listen to what it is that they really need and want. You must learn how to conduct a good, thorough fact-find!

Good, thorough fact-finding involves more than just gathering the 'Facts' about what your prospects have (or, don't have) and then making a quick recommendation and a sale! You also need to ask the emotionally-based questions to uncover your prospect's attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help them '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-Find is the ‘Missing Ingredient' for outstanding success in your financial services career!

One of the main reasons that agents, advisors and planners we work with are able to double and triple their income within six months, is they are learning to ask the right questions to get their prospects emotionally involved in the sales process.

Then, once prospects identify their problems for themselves, these advisors are learning to really listen to what the prospects tell them that they need and want. Then, and only then do they guide their prospects to a solution! A solution that is tailored to accomplish exactly what the prospects tell them they really want!

Do you want to take your sales career to the next level? Then take a few minutes, right now, to look at our 'Advanced Fact-Finding Techniques' live two-day training event! www.insuranceproshop.com

Here are what some of your associates are saying about this valuable training

Your smooth and simple, yet thorough approach to your Advanced Questioning Techniques, have not only helped me improve my questioning, but makes interviews exciting as well as rewarding. Thank You.
John Guntkowski, RFC, CSA - FL, (20 years in business)

I began to earnestly study your questioning techniques and began to apply them to my practice. I saw increasing results as I began to become more proficient and more confident. The first 3 months of this year have been more successful than most of my past "years. Rick White, RFC, FMM, BA - NC, (Over 28 years in Financial Services)

Sometimes the change we seek is right under our nose. Where it's hardest to see. Hidden from view because our success can fool us into thinking we "already know". Like how to listen. R-e-a-l-l-y listen. Not to be confused with the absence of talking! That and Lew's mastery of the art of question asking are an indispensable part of unearthing a client's real needs and wants.
Rhona C. Porter, RFC, MSM, FMM - CA, (3 years in financial services)

I used Lew's opening questions, word for word, right from the Fact-Finding training and they gave me all of their information. Not only did they give all of their info, they appreciated my efforts to do the right job for them. I not only wrote life insurance to protect their family's home, but I was able to help them with their IRAs at the same time. And one of the clients, who just bought a home 6 months ago, is refinancing to a longer-term mortgage to free up cash to invest with me.
Tony Filippone, RFC, FMM - IL, (13 years in insurance sales)

My business has grown significantly because of his help with the right questions as well as helping me put together some simple marketing techniques that go a long way. Lew truly helps you have that slight edge.
Joseph F., RIA - NJ, (with a National Bank) (12 years in financial services)
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