Marketing and Sales Mastery Newsletter - January, 2007

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Sales Tips
Job of A Salesman
Most people think of salespeople as being good talkers instead of listeners. You hear people saying, 'He is a born Salesman'. He has the gift of gab. Kerry Johnson in his book 'Mastering the Game', says many people believe that speech is power and that listening is subservient. However, he believes that a good listener has much more power in a Conversation. The listener is able to get more information, than the talker. When two people are talking, the person who dominates the conversation is the person who is asking the questions and listening. The job of the salesperson is to listen to their customers. When you are face to face with the prospect you should practice the following: 1. Maintain good eye contact. 2. Paraphrase. 3. Clarify by asking questions. 4. Concentrate. 5. Keep away from distraction. 6. Be Committed.

Success Tips
Being "Safe" Is The True Risk
It's easy to be "safe". Anyone can play the game that way. It takes few brains to follow-the-leader. To become a copycat in what you do. Or, to do it as you've always done. Do not play it safe. This doesn't mean be stupid. It doesn't mean ignore what you know. It doesn't say rub every grain in the opposite direction. It DOES say doing what you've always done is not only boring to your marketplace - it puts you in a rut. And you become boring, too! The real 4-letter word is "bore"! Don't let it happen to you. Don't be safe. You dont have to stop what you are doing Just add a little at a time Start asking more questions during the initial interview. See if you can get them to tell you more about their situation and what they really want

Or, once you close a sale you could try transitioning into another sale. For example, if you are selling Listening is an essential skill for making and keeping homeowners insurance, you could ask about relationships. Once you are a good listener people mortgage insurance. Or, if you are selling annuities, will confide in you and trust you. ask about their life insurance Listening with openness is a very important key to sales success. Are you doing annual reviews? If not, then why not start off scheduling one annual review per week? Are you trying to sell a lot of different products? Why not start focusing on one product and a benefit

"It's not the answer, it's the quality of the question."

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Marketing and Sales Mastery Newsletter - January, 2007

q
of that product become a specialist in one area i.e. a retirement specialist, mortgage specialist, All the tools and information you need to create endless streams of new, repeat and referral business, college funding specialist, a "Missed Fortune" are in the Insurance Marketing & Sales Resource specialist, etc Center... Take some risks Add some excitement!

Share Clients And Prospects With Other Sales People?

Are you looking for a way to be in front of more prospects? Are you looking for ways to attract higher quality prospects to you? Then, consider sharing your clients and prospects with other successful agents and advisors in return for them sharing their clients and prospects with you. When done right, with the right people, it can make your search for new and better prospects much easier! Think about it. Its smart marketing. You control whom your clients sees. Your clients get what they need, from someone they can trust. It helps establish you as a trusted advisor, instead of just another sales person. And, it can dramatically increase your sales and your income. Best of all, it can keep you from losing your clients to other agents, who are in direct competition with you! Why Sharing Works? Consider; if you want to be really successful in sales, you must specialize. You must become the respected and trusted expert in one area. Its a big mistake to try to do it all, which means your primary focus must be on offering just one or two products or services. For example, if you are an investment advisor you should only be offering investment products and /or managing investment portfolios. You should not be trying to sell LTCI, Life Insurance, Medicare Supplements, DI Insurance, Property and Casualty Insurance, and Health Insurance. However, doesnt that mean there is still a lot of money being left on the table? Arent there many more sales to be made to your clients and prospects? Arent they going to be buying these other products and services from someone else? So, there is a dilemma here. You must specialize to reach your full potential in sales. But, you are also leaving a lot of money on the table. And, there is the risk of losing your clients to other sales people who have the other products or services you arent offering. Why not turn this dilemma into a golden opportunity? Why not set up a team of specialists? Help your clients and prospects to get what they need from a specialist in another area, who isnt in direct competition with you. And, in return, you will be compensated, by getting these specialists to endorse your services to their clients and prospects. Now, you control the situation. You determine whom your client or prospect sees. Your clients feel good about you, because you are helping them to get everything they need. You are building up your trust and credibility. And, these people now recognize you as a true advisor.
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Marketing and Sales Mastery Newsletter - January, 2007

Yours in Success, Lew Nason

2005 by Lew Nason, RFC, All rights reserved Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at http://www.insuranceproshop.com/ or call him toll free @ 877-297-4608.

"All of us do not have equal talent, but all of us have an equal opportunity to develop our talents."
Youll all get the information and personal coaching you need to become a better marketer and close more sales by becoming a member of the Insurance Marketing & Sales Resource Center

Important Prospecting Update

Testimonials and Success Stories

Getting To Your Goals!
Have you reached 10% of your goals for 2007?

Cultivating Telephone Relationships

Whether you are in customer service, telephone sales, prospecting for new business, or you just spend a fair amount of time on the phone, your personality and professionalism are conveyed over the telephone. Often you have never met the person on the other end of the line, so how you handle telephone calls can make or break your relationship. Here are some tips to help you to cultivate and maintain your telephone relationships.
Know

If not, what are you going to do right now, so you are not playing catch-up all year. Here are some of the things the agents I am coaching are doing to guarantee they get off to a quick start in 2005. 1. Make a HIT LIST of 10 people you know that are not currently clients family, friends, acquaintances. What can you do to make them a client? What problem can you solve for them? Who do you know that they know? Can you get a referral to them? 2. Make a HIT LIST of 10 people you met with last year that you thought was a sale, but they decided to wait Remember, people buy when they are ready to buy, not when you are ready to sell. Call them and ask why they put off investing in your plan? Are they ready to move ahead now? 3. Make a HIT LIST of 10 people who are your current clients Is there anything you can do to upgrade or add to their coverage? - Term

your caller's name and use it. People like to hear their names spoken.
Be courteous by

using polite words and phrases. Ask permission to talk.

Watch

your tone of voice at all times. Smile and talk to them as if you werecalling your best friend. Show caring, concern, friendliness and professionalism with every call.

Speak

slower than normal. Guard against sounding rushed, uncaring or unfriendly.

Listen! Good

ti

listeners paraphrase, ask clarifying d 't i t t fi i h th ' t

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Marketing and Sales Mastery Newsletter - January, 2007

questions, don't interrupt, or finish other's sentences.

Remain

calm when someone else becomes upset. Do not take it personally or respond in kind.

conversions, new policies, IRAs, tax saving ideas.

4. Make a HIT LIST of your 10 best clients, the ones that you have your best relationship with. If you must put someone "On Hold," reassure them Call them and ask for referrals! that you will get right back to them. Check in on them every 30 or so seconds, and ask if they can Now you have a great list of at least 40 people continue to hold. Ask if they prefer to be put on hold you can call this week to generate additional or called back. Do not say "Hang On" and abruptly sales. send them to "Hold."
If the

call must be transferred, explain why and ask permission. Always announcethe caller to the transferred party.

Does this work? You bet it does!

We have agents who have used these ideas to close additional sales for over $4,000 of commissions in January. Thats on top of what Be well rehearsed and organized. Fumbling around, they were already doing. shuffling papers and lack of information is distracting, wastes time and portrays disorganization. By following these basic guidelines you should be able to earn and convey respect on the telephone.

Lets Make 2007 Your Best Year Ever!!!

"Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it."
David Star Jordan

Acting on a good idea is better than just having a good idea.

Robert Half

Hot New Sales Opportunities

No matter how much you know about insurance, no matter how many closing techniques you've mastered, no matter how many designations you have after your name, all of them are useless... if you don't have the marketing skills to get qualified prospects to talk to you. On the other hand

When You Have An Effective Marketing System... You'll Be Able To Get Prospects To Call You... Instead Of You Having To Chase After Them!
That's right, an effective marketing system will let you eliminate cold calling completely and get as many qualified prospects to call you as you want. Although many authors, speakers, sales experts, and consultants can teach agents dozens and dozens of ways to close their prospects when the agents are in front of the prospects, few of these self-proclaimed experts actually have the skill, the knowledge, or the experience to teach the agents how to get the appointments with the prospects in the first place. Does this statement sound familiar? "I know how to close a prospect extremely well. The trouble is, I just don't have enough prospects to see on a regular basis."

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Marketing and Sales Mastery Newsletter - January, 2007

If you've attended an insurance convention like the MDRT, then you know, at the convention, while many successful agents share with you all kinds of effective sales or closing techniques, few of them, if any, can teach you how to get an avalanche of qualified prospects to call, fax, or e-mail you, almost begging to do business with you. Well, when you're armed with a million-dollar marketing system, you'll be able to compel truckloads of qualified prospects to do business with you on a regular basis. Isnt it time for you to take a good look at our specialized marketing systems. Discover why they are considered by many industry leaders and advocates to be the leading marketing systems in this industry. PRODUCT CATOLOG

Industry Endorsements
"Lew Nason, RFC, FMM, of Dallas, GA, is emerging as the marketing consultant most in demand today for insurance agents and financial planners. There is a good reason why he is called 'The nine-out-of- ten guy!'" Forrest Wallace Cato, RFC, RFMA, CRR, CPC, Editor-In-Chief Financial Services Advisor "There are so many crooks out there, it makes me sick sometimes. I was asked to write an article for a publication and in that article I said the only person I've ever read about that could really generate an honest lead was you..." "I've purchased all the credible annuity lead systems out there and yours is the only one that I believe will truly help agents." Randy Murray, creator of the 'Murray System.' www.murraysystem.com "Today Lew Nason is fast becoming a leader among sales and marketing consultants for financial advisors, because it is well proven - he helps financial professionals become far more successful!" Fred R. Kissling, CLU, MSPA, AEP, RFC, Publisher Leaders: The Life Insurance Sales Digest

Success Doesnt Come To You You Go To It.

Marva Collins Well, that's it for this months Insurance Marketing and Sales Mastery Newsletter. I hope you found the information interesting and helpful in your efforts to grow your business. Lew Nason The 9 Out Of 10 Guy Marketing and Sales Coach Creator & Founder of http://www.insuranceproshop.com/ P.S. Do you have a friend or associate who needs help? Why not tell them about our web site or better yet, forward this newsletter to them. They'll thank you! 2007 by Lew Nason, RFC, FMM, LUTC Graduate, All rights reserved Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at http://www.insuranceproshop.com/ or call him toll free @ 877-2974608.

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Marketing and Sales Mastery Newsletter - January, 2007

Helping Insurance Agents and Advisors create endless streams of new, repeat and referral business

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