You
have a great opportunity to succeed in this business during these
tough economic times... 
Mickey M. Greenfield,
JD, Ph.D., says, “Inability to take direction may result from a
predetermination to avoid taking action. The person determined to
not act could refuse direction to justify inaction.” 
Jeffrey
Reeves, author of Money For Life, explains, “Being
such a super-brilliant expert on all things may
mean the pain-in-the-ass can not take direction from someone too
young, or too old, or too thin, or too fat, or from New England, or
from a person who has never lived in India for at least a year, or
from a person wearing brown shoes, or for whatever reason. Often
they invent reasons why they must always reject advice or
instructions. This may include downgrading the perceived status of
the person who submitted the ideas that must be rejected. Reasons
can easily be found to sufficiently justify inaction for the person
who is insecure, unable to decide, or afraid.” 
About
Forrest Wallace Cato: Cato is a regular speaker at the
Insurance Pro Shop. Go to
"...my
finest personal production year ever"
"It's not the answer,
it's the quality of the question."
The Most Affordable Marketing and Sales Training For Financial Professionals...
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You Can’t Please All Of The People, All Of The Time!
No mater how good your information, idea or product is, there is always going to be some depressed, unhappy, and jaded soul in this world that feels the need to voice their opinion, trying to put you down. They think they are smarter than you and will do whatever they can to prove it. Or, maybe they are so unhappy with their life, they just don't want to see anyone else succeed. Most of them are idiots and as such, you should try to ignore them.
Unfortunately, these jaded souls are all around you, spewing their negativity. Many times it keeps you from trying the proven ideas and systems you need to succeed. Too many people get caught up in letting a few negative comments ruin their day. Sometimes the negativity can get you down to the point where you just quit trying altogether.
Here is our response to one such negative individual...
________________________________________
Dear Jeff,
Every once in a while someone will not see the value of the life insurance and annuity sales information and training we are providing, and like you they will return the system. Unfortunately, you can’t please all of the people, all of the time. However, for every system that is returned, we have 10 or more people who will call or write to us telling us what a great and valuable service we are providing for agents, advisers and their clients! And, they are doubling and triple their incomes, in only a few month, while significantly helping their clients.
So, I’d like to take a few minute to address some of the
You stated that, “most of the information was good, but a lot of it was common knowledge for anyone who had been in the business a decent length of time. Seminars, referral getting, etc. are not ground breaking ideas.”
I agree with you, none of the life insurance and annuity marketing and lead generation strategies in our system are new. And, using Joint Ventures, Free Reports, Educational Workshops, Client Newsletters, Sales Letters, Mastermind Groups, etc. are not new, exciting or groundbreaking ideas. There are very few ideas that haven’t been tried before and been around forever.
However, the facts are that 95% of the agents who have tried using these time-tested, proven marketing and lead generation strategies are not having all the success they could and should have with these strategies, because they are missing the little ‘insider secrets’ and ‘tricks of the trade’ that make these proven strategies work! They are missing the simple ‘insider secrets’ and ‘tricks of the trade’ like delivering a special message to people that you understand their concerns and problems, and can help them… instead of pushing your products. They are missing that you must tailor your special message to attract the ‘Right’ prospects. It’s delivering the Right Message, to the Right People, at the Right Time! It's about creating and establishing your image to become the advisor people want to see. It's learning how to make yourself referable, so people will refer all their friends and family to you. The discovery and use of these simple ‘insider secrets’ and ‘tricks of the trade’ (and many others) are why the agents who are using our system are able to… Consistently attract more of the 'Right' Life Insurance and Annuity Prospects each month, than most agents will see in an entire year!
You also stated that, “most of the DVDs were not recent, (done in 2006) and were promoting bad ideas (i.e. ARMs, and interest only mortgages to find additional cash flow to purchase insurance) Have you not been paying attention to the mortgage crisis that has engulfed our country since early 2006 when these DVDs were filmed? How can you not feel partially responsible for promoting bad financial advice to thousands of people? And, you think this is good financial advice to be promoting to people in 2009?"
If you had taken the time to really read, listen to and study the concepts we present in the system and on our DVDs, you would have found that there are many other ways to free up money, to find additional cash flow to purchase cash value life insurance. Using home equity is just one of the valuable tools you can use to really help people. (And, it is still valid today, when done properly.)
There isn't any question that we have serious financial problems in this country and around the world. Middle income families are drowning in credit card debt and not able, or are unwilling to save for their future. The Found Money Management™ strategies can help many people to quickly turn their financial situation around, and put them on the road to true financial independence. Using home equity is a great way to reduce or eliminate debt, thus freeing up income to put into savings.
Let’s address your concerns about using home equity.
I do understand the concerns you have about using ARMs, and interest only mortgages to find additional cash flow to purchase insurance. I have the same concerns. And, I agree that the IMPROPER use of ARMs, interest only mortgages, and in particular the ‘Option ARM’ has contributed to many of the financial problems we are seeing today.
As I have stated many times in my articles over the past 3 years (and prior to 2006), and in the system;
The Wrong Ways to
Use Equity Harvesting
They are in real jeopardy of losing
their home!
Plus it is simple and it is easy for
clients to understand.
Jeff, it is truly regrettable that you don’t see the value of Found Money Management™ system and strategies. The system works to truly help people to better their financial lives whether you use home equity or not.
“Helping Middle Income Families To Live Debt Free and Truly Wealthy”
Here are what a few agents have recently said…
"I am finishing my finest personal production year ever, and that is directly attributable to the change in marketing efforts I have instituted since meeting Lew. (July 2008) After 25-years in this business I guess I have proven that you can teach new tricks to an "old dog." Tony Brazeal, RFC, RFP, FMM, MDRT - TX (25 years in business) President, Pathfinder Group, LLC a national brokerage agency.
“After doing my first workshop at the end of September, (2008) and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of life business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system is the simplicity in helping clients. I finally feel that I am offering clients more than just retirement planning. I know that my clients will be better off after meeting with me than they were before. Your system is so easy to understand, to explain to clients, and to implement, that it's almost ridiculous. I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!” Bryan Schurter, FMM, RFC - CA (4 years in business)
"Thanks so much for all you are doing with your coaching and your systems. I purchased the Found Money Management™ system a couple years ago, but like many of us, didn't get rolling on it until last fall. It was really a big mistake to put off starting in! 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!" In fact, I am about to do another Found Money Management™ seminar and had to add a 4th day as we are over 185 reservations with about 15 on a wait list. My advice to all the other planners is to jump in, do the work, and the results will surely follow." Rick White, RFC, FMM, BA - NC, (Over 28 years in Financial Services)
If I may make two suggestions…
Jeff, I wish you all the best and hope that you will find the success you are looking for.
Yours in Success,
"You were
born to win, but to be a winner you must Zig Ziglar
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“What Makes A Pain-In-The-Ass?”
Forrest Wallace Cato: In show business there is a long-standing belief that is well-proven. Jim McCarty, the director of Show-Biz Selling, says, “There is an unwritten show business law that also applies to everything else. This truism can be stated thusly: ‘The person who can not take direction is difficult to work with.’ No one wants to hire, or work with, or be near, such an actor, actress, director, writer, technician, or any other person who can not take directions.”
This unwritten show-biz law can also be accurately summarized as follows: ‘The person who can not take direction is a pain in the ass to work with.’ Life teaches us that this applies to any field of endeavor, not just to the entertainment professions. In the military the person who can not take direction is doomed to a very brief career. Same in the corporate, business, or professional worlds!
Who Can Take Direction?
Insurance Pro Shop: What types of people are good at taking directions?
Cato: Highly successful people are good at taking directions! They may work in the entertainment field or in any industry. Generals can take direction. Presidents of the United States can take direction. Actors who can attract millions of dollars to the box office can take direction. Physicians can take directions. Leaders! Sales super-achievers! People who are highly effective! People who are flexible can usually take direction. Within the area of my specialty discipline I have given directions to generals, presidents, politicians, leading actors, and physicians, and other highly successful achievers. They all followed my directions without hesitations. These winners in life all believed I knew my craft. They could all take advice or direction, and did so. They were flexible, secure, confident, and well-grounded.
I have given similar directions to financial professionals and some of those people immediately corrected me, countered me, revised my words, or otherwise rejected my input. They were too full-of-themselves, too inflexible, and always had all the answers, so they could not take directions from me or from anyone. Instantly I always knew I could not work with such a person, so I was eager to see our relationship fizzle.
It is sad to watch the poor jerk fail to establish his desired image or fail to achieve his communications or marketing objective. But such hopeless jerks are so full of vast and endless superior knowledge about anything and everything that they cannot follow a simple direction. For example, rather than many small efforts that accomplish little steps toward making them famous the jerk demands one big step that makes him instantly respected and famous. The ego-nut fails to realize the implausibility of his demand. The fool feels he can skip the necessary “nitty-gritty” and go directly for immediate fantastic results.
When Your Dentist Says “Open Wide!”
If the dentist tells me to open wide then I open wide. I don’t tell the dentist that I should do something else. On occasions film directors tell me to shut-up on the set or get-off the set. Since I enjoy watching scenes being filmed, I always shut-up.
Intelligent professional people can take direction. Winners do not just give directions – and only give directions all of the time. Winners can also accept advice and follow directions. Shutting-up and observing helped me to learn how to write screenplays. If you are told that you can only speak for thirty-minutes, can you then simply only speak for thirty-minutes? Or must you cram-in ten minutes more and screw-up the next speaker and possibly the entire day’s program?
Insurance Pro Shop: Who are the people who find taking even simple directions too difficult to abide?
Cato: According to Brian Tracy, “Direction is usually given as advice and not as instructions. But some people, especially control freaks, are unable to accept advice. They feel that originality should not exist. Only their way is permissible. They can not accept any advice about anything. They are compelled to counter everything, especially good advice. They must change all advice by altering it, in their attempt to improve upon it, and make it theirs alone. If a person has this trait, or quirk, then it is virtually impossible for a single one of them to ever realize that he or she has this trait. These are people who fancy themselves as possessing such brilliance that their ego, or their ignorance, causes them to be unable to accept almost any advice or direction.”
This happens even if the direction is from a person highly skilled in a field where the ego-centered person has no significant experience. Such know-it-all, ego-driven, people can only go so far. The have a strong opinion on everything even if they just learned of this subject only two seconds ago. They can always offer immediate judgments as absolutes. These methods do get them to some point in their life and career. And they can always endlessly direct their employees. But the horizon is always limited for any person that is unable to accept advice or take direction because he or she must have total control at all times. Even complete control of expressed thought or ideas of others. They are certain that no one else knows best about everything.
This Is The Way We Did It In 1976
The Insurance Pro Shop: But why are they like this?
Cato: They feel they must quickly impose their values, their knowledge, their wisdom, and what they learned from their life experiences. Their urgency must dominate, or they must insist upon their immediate wants, so they can control absolutely. These mind-sets controls them, they do not control their mind-sets. They are locked into this “operating position” and allow no flexibility! For such a person, it may be that the way they learned something, back in 1976, is the only acceptable way to do that, at least for them.
Who knows what make a control freak?
Control freaks often know little or nothing about the
techniques and strategies they are subordinating, or even the basic
day-to-day realities involved. But never expect them to
realize this.
The pain-in-the-ass says:
“That will not work for me.” “I don’t need that.”
Control freaks can only drone on-and-on dispensing wisdom, giving endless counter instructions, sharing their endless knowledge, or often interrupting to give brief but “far superior” revised instructions. Of course such people are huge pains to try to work with. They seem to eventually end-up on everyone’s “Must avoid list.” It is best to leave the pain-in-the- ass to their supposed brilliance and stay away from them. One could easily show their competition how to out-perform the pain-in-the-ass in their market. Being inflexible, the pain-in-the-ass is especially vulnerable.
Again, according to Brian Tracy,
“History shows us that every great leader was able to accept and act
upon advice. Great leaders valued worthy advice.
True control freaks, on the contrary, are threatened or offended by
any advice. Accepting an action or direction is simply impossible
for a control freak because the control freak actually believes no
one else is as wise or has any right to be original or unique.
History reveals countless dictators who fell because they were
unable to accept advice. The business, corporate, and professional
worlds are littered with the bodies of failed people who were unable
to take directions.” Insurance Pro Shop: Can the reader of this interview take directions?
Cato: I believe the vast majority of the our readers can easily take directions. Certainly the winners and achievers and top producers can all readily accept worthy advice or directions. The typical reader would believe taking qualified advice to be a wise move to make. We are talking about the person who can not take direction, and such a person is an exception to the norm.
Who’s A Pain In The Ass To Work For Or With?
Insurance Pro Shop: What would you say to the person who can not take direction?
Cato: There is no point in saying anything to such persons. Talking to them would be a waste of time. They would only correct you, block you, top you, whatever. Remember, they know everything. They always know best. They are always aright. They are never incorrect. They respond to anything with approval or disapproval because they believe they always know far more about anything than the person presenting something. Consequently, you can expect that they are certain to be a pain-in-the-ass to deal with.
But if it were possible to actually penetrate their brain, one might ask, are you one of those rare people that everyone knows to be only a direction giver and not a direction taker? When people think of you for a project do they immediately also shudder knowing that you would be a “pain in the ass” to work with? If you are the type of person who thinks he or she knows so much about everything and that you are sort-of an expert on all things, then you just might have trouble taking direction or advice of any type about anything. Logic dictates that you are most probably very inflexible.
Finding Reasons To Reject
Let’s just cut to the bottom-line. If you are a know-it-all and a pain-in-the-ass then people will avoid you for various projects that could have been very beneficial for you. So this perspective is not all academic. There are life lessons to be learned. We are each our own worst enemy. We all have the problem of getting in our own way. None of us are as flexible, as we should be. People who can not take direction are the ultimate example of being inflexible. They are usually not very flexible. Many people attribute these negative traits with advanced age but I am not sure about that.
Insurance Pro Shop: Have you often encountered people who can not take direction?
Cato: No. I seek-out winners. I avoid jerks as much as I can. Like everyone else if I even sense this trait in someone I fast back-away for life. I must be able to take and give directions as appropriate every day. If a person is unable to execute the ‘take directions’ part then such a person is too much trouble to deal with. Like everyone else I don’t like having to endure such a person. Enduring such a person is a miserable experience.
Please Recommend A Top Financial Advisor
Insurance Pro Shop: Who do you suggest to the media, governments, associations, agencies, influence centers, and other places that ask for your recommendations?
Cato: Each year I have many-many unexpected opportunities that pop-up where I am asked to recommend financial advisors for various situations, i.e., we need another guest for our CNN program tomorrow (that will be seen by thirty million people) …, or we must replace a corporate board member because …, or we need an additional speaker who can …, etc.
How many pain-in-the-ass types do you think I have ever recommended for anything? If I could speak freely to such difficult people I would say, ‘If you are so brilliant then why not just create your own CNN program, corporate board, or convention? You could do that rather than tell others how to do theirs.’ It is well established that the person who can not take direction is often also very inflexible. And the inflexible person is usually also highly intolerant. Such people do not even allow another style or a different method to be acceptable. So we all well-know what characteristics constitute a pain-in-the-ass to deal with.
The Cato Conclusion: You can easily recognize the person who is an instant expert on everything. You instinctively know what the rest of the world also knows. That such a person can not take direction and is also very inflexible. That person is also likely to be highly intolerant. Age improves nothing for such an individual. People like that do not even allow another person to apply another style or a different method. Such jerks cannot accept the fact that they do not know it all. That is why the rest of the world will categorize them as a pain-in-the-ass and stay away from them as much as they can. That is why you can also out perform them in their own marketplace despite the size of their operation, should you decide to do so.
“You
can cut a greater figure.”
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Save 35% Plus, Receive Free Special Bonuses
You Can Be 'In Front' of More of Your 'Perfect' Prospects Each Month, than Most Agents, Advisors and Planners Will See In a Year!
No matter who's hot, new, exciting and revolutionary sales concept and product you are using, our '12' breakthrough marketing strategies, with our personal coaching will put you in front of more of the 'Perfect' prospects each month, than most agents will see in an entire year.
And, it doesn't stop at marketing. You'll also learn how to get prospects emotionally involved in the sales process and help them to get what they need and want to solve their financial problems. Now, you'll find it's much easier to consistently close more and larger sales.
Special Note: Over the past two years we've significantly increased the amount of information, tools and training in our life insurance and annuity marketing sales systems, while we've kept your investment the same. Unfortunately, because of the economy, our operating costs have significantly increased, so we are forced to raise the investment in our systems to $1,367.95. This is one of the last opportunities for you to get these systems for only $887.95.
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Annuity Sales Excellence™
"I am finishing my finest personal production year ever, and that is directly attributable to the change in marketing efforts I have instituted since meeting Lew. (July 2008) After 25-years in this business I guess I have proven that you can teach new tricks to an "old dog." Tony Brazeal, RFC, RFP, FMM, MDRT - TX (25 years in business) President, Pathfinder Group, LLC a national brokerage agency. Get Off To An Incredibly Fast Start In 2009, By Calling Us Right Now... 877-297-4608! We offer a 90 Day, 100% Money Back Guarantee |
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Sales Tips...
Sell It
With A
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Success Tips…
No Sales
Talent? Most of the people who get into sales, are constantly struggling to set appointments and close sales. After a while they begin to think they don't have what it takes to be a top salesperson. It may seem that others have the magic touch but they don't. They are wrong.
The reason Top Producers are successful is they have simply found a better way to sell.
If you want to succeed in sales and become a Top Producer, then do your homework to discover what the leading salespeople are doing differently. And, then adapt their methods to yours.
One of the reasons the top producers are successful is they have learned to... focus on those prospects most likely to buy what they're selling.
What are the Top Producers doing, that you aren't?
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Prospecting Update…
Persistence
The two keys to successful prospecting... Are Persistence and Follow-up.
Don't
ever make the initial contact if you don't plan to follow-up.
Here is an example:
An agent made several
unsuccessful attempts to reach the owner of a large car dealership
through his secretary. So he mailed him a tax-free dollar to
get his attention, and he called on the owner a few days later.
The owner came out and gave him back his dollar, saying "Thanks
Jack, but no thanks. I'm all set. But I admire your
persistence."
“Acting
on a good idea is better than just having a good idea.”
Robert Half |
Real Advisor Testimonials
"Just to let you know I have
enjoyed the articles touting the benefits of cash value life
insurance. They have been great. And I recently took your
advice to add people to my list that I know personally and would
like to have as clients. Well as usual your advice is right on
target. One of them called me last week and moved
$56,000 to
me from his 401(k)
as he was changing jobs. It was one of the easiest sales I
have ever made."
(14 years) |
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Greater Figure!" ________________
One Of The
Best Ways For You To Succeed
In 2009,
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Most Recognized and Sought
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Because of his associations and connections... He can get you '10 Celebrity Endorsements' for $1,000!
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It's A Mini-University in Insurance Marketing, Prospecting and Sales!
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Well, that's it for this weeks Insurance Marketing and Sales Tips Mastery Newsletter. I hope you found the information interesting and helpful in your efforts to grow your business.
Lew and Jeremy Nason
P.S. Do you have a friend or associate who is struggling in this business and needs help? Why not tell them about our Web site or better yet, forward this newsletter to them. They'll thank you!
© 2009, Lew Nason, RTIA, RFC, LUTC Graduate - All rights reserved 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 http://www.insuranceproshop.com/ or call 877-297-4608.
Helping Insurance Agents and Financial Advisors create endless
www.insuranceproshop.com |
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Forrest
Wallace Cato,
RFMA, RFC, CRR, CPC,
is the legendary media advocate for the financial
services industry. He has served as editor of Financial Planning, Trusts & Estates, Financial Services Advisor, and
Fraternal Monitor magazines. He is an editor at Advisor magazine
in China. He has co-authored or ghost written seven books appearing
on the The New York Times best-seller list. Cato has achieved the
placement of over 3,500 articles by or about financial advisors and
famous motivational trainers (i.e., Zig Ziglar, Norman Vincent
Peale, Napoleon Hill, Robert Schuller, Norman G. Levine, Edwin P.
Morrow, etc.). He has spoken before the National Press Club, the
Publicity Club of New York, The American Bankers Association and
other groups. 
Edwin
P. Morrow, CLU, ChFC,
CFP®, CEP, RFC®,
Chairman & CEO of IARFC, is a frequent
speaker and writer on practice management and technology for such
organizations as the FPA, MDRT, NAIFA, SFSP, Insurance Pro Shop and
IARFC. He has
published over 500 articles and three books: The
Complete Millennium Preparation Guide, Computerizing Your Financial Planning Practice, and Personal
Coaching for Financial Advisors. He has lectured on
financial planning, practice management and marketing in Britain,
Canada, Australia, Malaysia, Hong Kong, China, Taiwan, Thailand,
Indonesia and Philippines, and has been responsible for getting the
many financial planning courses established in Asian countries.
