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Most Recent Articles
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- Here’s The True Story Of A… ‘Million Dollar’ Producer
During the past 26 years my son Jeremy and I have had the distinct pleasure of helping hundreds of insurance agents, financial advisors and financial planners to go to the very, very top of the industry in life insurance and annuity sales. What follows is the recent success story of one of those people. Phil Calandra came 3 years ago to us after first attending the ‘Missed Fortune’ TEAM Training, because he was struggling to make their system work. - You Can Have More Prospects Than You Can Possibly Handle!
For the past 9 years, ever since we introduced the Insurance Pro Shop in November of 1999, we've been telling agents across the country... "You can be in front of more of the 'RIGHT PROSPECTS' in one month than most agents will see in an entire year."
We've been helping agents to recognize that prospecting doesn't have to be hard or frustrating, if you learn the 'Insider Secrets' of how to properly and effectively market your services. And, effective marketing is all about you delivering... The 'Right Message', to the 'Right People', at the 'Right Time'! - Overcoming the Bad Financial Advice... From So Called Financial Experts
Have you ever met with a prospect or client and have them tell you; "That's not what the financial experts like ______________ say?" It's frustrating, especially when you know the expert they are talking about is not really a financial expert and most of the advice they are giving in many cases is worse than worthless... It's actually hurting many people. - Found Money Management™... Financial Planning For Middle Income Families Made Easy and Profitable!
Found Money Management™ is much more than a selling system. It's a complete financial philosophy for helping Middle Income Families to "Live Debt and Truly Wealthy," without them spending any additional money, or changing their current life style! It's about helping people to understand and face the serious financial challenges we are all encountering right now, and then helping them to reposition their money and spending to achieve financial security and independence for the future. - Follow-up to...You Can Have More Prospects Than You Can Possibly Handle!
In the past two months, we've gotten a lot of positive response from Producer’s Web readers for two recent articles we've written:
'How To Attract A Continuous Flow Of High Quality Prospects For Your Hot, New, Exciting, Revolutionary Sales Concept Or Product!' and 'You Can Have More Prospects Than You Can Possibly Handle!'
Many agents have written and called us thanking us for the good advice and asking for more information about what they can and should do to improve their marketing. However, it appears most agents are still not getting the message, as is shown by these two actual responses... - Here’s What You Do To Get Off To The Quickest Start Selling Life Insurance!
There are several exciting and dynamic life insurance selling systems available today that will help you to close large life insurance sales. There’s the LEAP, Missed Fortune, Infinite Banking and Circle of Wealth Systems, along with the various ‘College Funding’, ‘Equity Management’ and ‘Mortgage Early Payoff’ sales systems, just to name a few. All of these systems may be fine ways for you to learn how to sell lots of life insurance, once you are in front of a prospect. - Even With All The Bad Publicity Top Advisors Are Still Collecting A Million Dollars Of Annuity Premiums Monthly
With all the controversy and bad publicity about indexed annuities, surrender charges and unethical sales practices are you having trouble attracting qualified annuity prospects to you? Are you having trouble setting appointments and closing sales with retirees? Would you like to know how the top annuity producers are easily overcoming these problems? - “How To Significantly Reduce Your Lead Costs, While Increasing Your Sales”
With all of the bad news people are seeing today, are you getting fewer and fewer responses (leads) from your current sales letters? Has the response rate dropped from your Ads in the newspaper? Has the attendance to your dinner seminars gone down dramatically? Are you getting fewer referrals from your current clients? - Will You Survive… The Bad Publicity In Our Industry!
Regardless of whether or not we like or agree with the recent criticism of our insurance sales industry, we are getting a lot of bad press. We’ve been getting it for years. And, it’s likely to get even worse, before it gets better. Some of the criticism we’re getting is just sensationalistic journalism. Controversy increases ratings and sells advertising space! Some of it’s from well meaning people who have no idea of the genuine value of the products and services we provide. - Make Your Life Insurance Sales Career… ‘Recession Proof’ Part II
As I stated in my first article, the first step to making your life insurance sales career ‘Recession Proof’ in a struggling economy is to become adept at, and be focused on, helping people to solve their immediate financial problems. You must help people to ‘Find the Money!’ You must become the financial advisor people want to see. - Make Your Life Insurance Sales Career… ‘Recession Proof’
A few weeks ago, I wrote a series of articles about how I started and succeeded in life insurance sales during one of the worst recessions in history. And, now I’d like to share some ideas on how you can make your life insurance sales career ‘Recession Proof’! - Are You Missing The Boat!!!
Most of the insurance agents who read this article won’t want to hear what I’m about to say… But they are missing the boat, big time! Most agents want to believe there is a ‘Quick Solution’ to being successful in insurance sales. They want to believe there are lead sources, or lead systems that will have people begging for an appointment and begging to be sold. They want to believe that if they have the best product, price and/or investment returns, then all they have to do is show up and they’ll make a ‘Bazillion Dollars!’ - Make Your Life Insurance Sales Career… ‘Recession Proof Part III
The ability to conduct a good, thorough fact-finding interview is what enables the Top Life Insurance Producers to consistently earn $250,000, $500,000 or more each year. It’s why they are able to… Sell ‘9 Out Of 10 Prospects’ They Meet With! It’s why they consistently close larger sales, and consistently generate more repeat business. It’s why they are able to work with fewer prospects. And, it’s why they get more referrals and spend less time and money prospecting! - You Are Only An Inch Away From… Outrageous Success!
Do you believe it’s humanly possible for you to consistently close 9 out of 10 people you meet with? If you don’t believe you can, then maybe that’s why you aren’t? And, yet aren’t most of the Leading Producers in our industry closing 9 out of 10 people they meet with? What is it that they know and do that you don’t? - What’s The Quickest Way To Increase My Sales Appointments?
Friday afternoon, I got a call from an agent who had been a career agent with a major insurance company and had decided to go independent several months ago. He called me for some help because in the past month he had purchased 200 life insurance leads and wasn’t happy with the results. - Making Yourself ‘Recession Proof' For 2008 and Beyond!
Is there any question that when the economy is good it’s much easier to meet with people and make sales? In the good times, people tend to be more optimistic about their future. They are not afraid to spend money to get the things they need and want. They are looking for ways to improve their financial situation and current standard of living. They are looking for opportunities to make money and invest in their future. And, they are willing to take some calculated risks with their money. - Recession… ‘Decide NOT To Participate’ Part IV
Will you survive in forth coming (or current) Economic Recession? It’s up to you. You have several choices. You can change nothing and allow the recession to ultimately determine your future! Or, you can work harder and longer hours and hope to maintain your current level of income! Or, you can decide to take complete control of your career starting today and learn how to thrive in spite of the recession! - Recession… ‘Decide NOT To Participate’ Part III
My last two articles have been about why I was able to lead my office in life insurance sales during one of the worst recessions in U.S. history, when everyone else in my office was struggling just to survive. - Recession… ‘Decide NOT To Participate’ Part II
In my last article, I briefly discussed my not so grand entrance into insurance sales in 1982, during one of the worst recessions in U.S. history. It was a recession second to only the Great Depression of 1929 -1939! However, because I was brand new to insurance sales and I was studying and learning everything I could, the recession was not a problem for me. In 1982, I led the entire District Office with only six months in the business! And I was a consistent top producer every year after that! - Recession… ‘Decide NOT To Participate’
In the spring of 1982, I was fed up with the corporate culture and early on a Friday morning I resigned my position as a ‘Quality Control General Foreman’ with Chamberlain Manufacturing, a Fortune 500 company. Not one of my most brilliant decisions! After several months of unemployment, and spending $5,000 for career counseling, our family finances were beginning to run low. - Are You Making This Critical Mistake When You're With Your Prospects?
Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’ Most of the agents I talk to are trying to impress their prospects with what they know, what they've accomplished, the great companies they represent and the competitive products they offer. However, as the TOP Sales Professionals know, to make more sales, it's all about you being interested, and not about being interesting. - The First Secret To…Closing ‘9 Out Of 10’ Sales
No matter what you are selling, if you want to close more sales, there is a little secret that most insurance agents, financial advisors and financial planners are missing. Whether you are selling LTC Insurance, Life Insurance, Health Insurance, Cancer Insurance, Annuities, Mutual Funds or your Financial Planning Services there is a little mistake that is keeping you from taking your career to the top of the industry. - ‘Little Secrets’ to Generating Lots of High Quality Leads and Appointments!
Just about every agent, I’ve ever talked to, has been looking for a new and improved, foolproof way of generating a steady stream of highest quality sales leads and sales appointments. They are looking for a new twist on an old idea. Or, something that has never been done before! What these agents don’t realize is there isn’t anything new out there. Everything that people can think of, with very rare exceptions, has already been tried before. - Four ‘Little Secrets’ To Effective Lead Generation In 2008
Are you wondering with all of the financial problems, bad publicity and our lean economy, what will be the best ways for you to consistently attract new prospects and bring in new sales in 2008? - Four Simple Secrets To Selling Large Amounts Of Cash Value Life Insurance!
Would you like to know how and why the best producers are able to sell large amounts of cash value life insurance? If you knew their secrets could you sell large amounts of cash value life insurance, just like they do? We’re talking about you earning $500,000 or more in first year commissions each year! - What’s The Foundation…Of A Successful Insurance Agency!
It is absolutely amazing to me that the majority of insurance agents today have no idea of the real reason why they are not able to consistently earn $100,000, $200,000 or much more selling insurance, or their financial services. It seems that all I ever hear is; “I can’t find a good source of sales leads!” “The leads I get just aren’t any good!” “The lead company I use can’t supply me with enough sales leads!” “The leads are old and have already been contacted by another agent!” “All of the leads I get are just shoppers looking for a price quote!” “The only leads I get are the people with health problems!” “All of the people who come to my seminars are just plate lickers!” “I’ve run out of friends and family to sell to!” Almost every agent believes their problem is just a lack of leads! - Selling Mortgage Life Insurance… The Easy Way!
There are two basic approaches to selling Mortgage Insurance. If you want to sell mortgage insurance the easy way, then you must understand why the traditional approach to selling mortgage insurance isn’t working for 90% of the insurance agents today. - Help People To ‘Find The Money’ And You’ll Close More Sales!
What’s the most common objection you get during most sales calls for cash value life insurance, disability insurance, LTC insurance, etc? Isn’t the most common objection; “We can’t afford it! We just don’t have the money right now!” Is this dreaded objection stopping you from closing the sales you want and need? - Why Do So Many Advisors Struggle Selling Fixed and Indexed Annuities?
Would you agree that the primary advantages of a Fixed Annuity over a CD are that annuities generally provide a higher rate of return, they have better guarantees, and the interest isn’t taxed until it’s used! Then, why is it so hard to convince a CD owner to convert to a fixed annuity? - The Key Ingredients To A Successful Dinner Seminar… with Lots of Sales Appointments!
As I work with advisors across the country, to help them get started attracting a steady stream of the ‘RIGHT’ prospects to them… the subject of ‘Dinner Seminars’ is always a hot topic. Most advisors are very concerned about the cost of doing dinner seminars. Many of them just can’t afford the upfront cost of $4,000 to $7,000 for the direct mail program, (or newspaper ads, inserts) and the dinner, before they make any money. Others tell me they have tried dinner seminars and all they got was a bunch of “Plate Lickers!” And, they don’t want to do dinner seminars any more. - Multiline Agencies Are Missing Out On A… Huge Profit Center!
Whether you are a Multiline Agency Owner, a life insurance agent, a financial advisor or a financial planner, here is a great opportunity for you to significantly expand your sales and your income!Every Multiline Agency Owner (Property/Casualty Agency) I talk to tells me that they would like to be selling a lot more life insurance, annuities and investments. - How To Attract 50-150 Of The Right Prospects Every Month!
The most common question we get from agents, advisors and planners is… “How do I consistently find enough good prospects for our firm?"Almost every agent, advisor and planner we talk to is unhappy with the amount of good prospects they see in a month. And, it’s no wonder they are struggling with prospecting, when you look at how they prospect! Most of them are looking for anyone and everyone who fogs a mirror. - Great News For Users Of Our… ‘Found Money Management’ Concepts
As many of you know ‘Equity Harvesting’ using Option ARM loans and depositing large amounts of home equity into Cash Value Life Insurance has undergone much scrutiny in the past year. As I stated in my article… The Wrong and Right Ways To Use Equity Harvesting! - “The problem is that most agents, advisors and planners are not being taught the right ways to use it! And, it’s now coming back to haunt them! Insurance companies are starting to receive complaints from policy owners who have been using the concept for three or more years. - The Wrong and Right Ways To Use Equity Harvesting!
A few months ago I wrote the article ‘Equity Harvesting & CV Life Insurance!’ In the article we discussed some of the most frequently asked questions about Equity Harvesting. Questions like: “Does Equity Harvesting really work?” “Is Equity Harvesting Truly In Your Best Interest?” “Is Equity Harvesting Just a Scam to Sell Cash Value Life Insurance and Make Higher Commissions?” “What Happens When The Mortgage Interest Rates Rise?” I also stated in the article that… “Equity Harvesting, when done properly, is truly an invaluable financial concept when it comes to accumulating wealth.” - Stop Selling Life Insurance…
If you want to sell more life insurance, then you must stop selling Life Insurance, and start helping your prospects to see the benefits of owning Life Insurance! I know what you are thinking… “I’ve heard it all before! If I want to sell more life insurance I must help my prospects to see and understand how they, their family will benefit by owning life insurance!” - Rebuttal to…“Stop Selling Life Insurance!”
After my last newsletter article, “Stop Selling Life Insurance…” I got the following response from one of our readers. He’s brought up many of the traditional arguments against cash value life insurance that are constantly being used by many of the ‘term life insurance’ advocates. What follows is his entire response, word for word. - It Is Not Being Taught Today…
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! - ‘Quick Start’ For Life Insurance Sales
One of the most common marketing strategies insurance companies and agencies use, to help insurance agents get off to a quick start and start making money fast, is offering mortgage insurance. In theory, mortgage insurance should be an easy sale for any insurance agent. - Follow-up to…“What is Real Financial Planning?”
A few months ago, I wrote an article for the Producers Web… “What is Real Financial Planning?” And, I’m happy to say it has created a lot of good discussion on many of the financial planning and advisor forums. In the article, we discussed what Loren Dunton, the founder of financial planning, believed that financial planning should be about… "Helping average people to learn how to spend, save, invest, insure and plan wisely for the future, to achieve financial independence." - Learn From A Rising Star In The Financial Services Industry
Phil Calandra is one of the people I most respect in this industry. Not just because he was able to reach the Top 1% of Sales in the insurance and financial services industry, in less than a year. (Over $500,000 in commissions) And, not because he has consistently maintained that exceptional level of performance for almost two years… qualifying for company conventions and the ‘Million Dollar Round Table. - Equity Harvesting & CV Life Insurance!
Harvesting home equity and investing it into a conservative, safe investment vehicle isn’t a new concept. It’s a time tested, proven concept the wealthy have used for generations to keep their money liquid, so they can take advantage of investment opportunities as they come along. It’s what has enabled the wealthy to accumulate vast fortunes even during the stock market crashes, recessions and the ‘Great Depression! - The Ultimate Investment by Lew Nason
Visualize this: You are having dinner at your favorite restaurant. Sitting at the table next to you are five Legends of Wall Street… Warren Buffett, Benjamin Graham, Phil Fisher, T. Rowe Price and John Templeton. You overhear these five famous investment experts talking about a locally established company that is poised for extraordinary growth, within the next six months. - The Ultimate Investment
Visualize this: You are having dinner at your favorite restaurant. Sitting at the table
next to you are five Legends of Wall Street… Warren Buffett, Benjamin Graham, Phil Fisher,
T. Rowe Price and John Templeton. You overhear these five famous investment experts talking
about a locally established company that is poised for extraordinary growth, within the next
six months. - Are We Headed For A Severe Correction Of The Stock Market?
An Article In Barron's Says The Stock Market Is Extremely Overvalued… And, Many Other Market
Experts Agree! - Learn The #1 Reason Why Most Agents and Advisors Struggle Today!
As we all know there are 3 critical sales areas that every insurance agent, financial advisor and financial planner must conquer, if they want to succeed short and long-term in this great insurance sales and financial services profession! - How To Select The Best Systems And Sales Training!
You’re new to financial sales. Or, maybe you’ve been selling financial products and services for five or more years. You’re looking for the best systems and sales training programs to help you get started, or to take your sales to a six-figure income and well beyond. - Discover...What Most Agents, Advisors, and Planners Don't Know
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. - Providing A Lifetime Retirement Income?
Over the holidays, my wife and I had a wonderful time visiting with family that we dont get to see very often. It was great talking to them and catching up on the news about them and their family. During one of the conversations, we briefly discussed their retirement income and they made the following comment - As long as we earn an average 8 to 9% return our money will last forever.
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