Tuesday, September 25, 2007

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.’ I respect him because he has done it all without sacrificing any of his high values of integrity, ethics and honor. He has held steadfast to his personal priorities, placing the needs of his family and religion first in his life. And, in business, placing the needs of his clients first. Phil has truly dedicated his life and business to helping people, and puts that above making a sale.

Phil is intelligent, but not a genius. He works hard, but is not a workaholic. He works a 40 to 50 hour week. He doesn’t work evenings. He doesn’t have a natural niche market, or family in the area to build his business around. He struggles with many of the same common problems, weaknesses and doubts that most new agents have coming into this profession.

So, Why Is Phil So Successful?

What Phil did, even before he officially started in his financial services career, (in March of 2005) was to study and learn as much as he could about all aspects of financial sales and services. He knew from past experience that there is not a magical success formula for financial services, or any other business. It takes knowledge, a full commitment, hard work and a passion for the business, if you want to succeed.

So, right from the beginning, Phil thoroughly investigated, found and met with the most successful people in the business - past and present industry leaders. Then he invested the time and money required in order to learn everything he could from them. And, he continues to invest his time and money in learning about this business. Phil earned and now holds the coveted RFC designation from the International Association of Registered Financial Consultants.

Phil is an avid reader, and reads at least one book a week about sales, motivation and finances. He regularly listens to motivational and sales tapes. He attends seminars from the industry leaders. He has a full time marketing, sales and business coach. And, he’s hired a full time media consultant.

The Primary Reason For Phil’s Success…

While all of the above are major reasons why Phil has become so successful, in such a short time, (less than two years) there is one critical piece of knowledge that he believes has enabled him to reach and maintain these record heights of achievement in this business. He has identified for himself, what he believes makes the top one percent of producers so successful.

He has learned that, to really help people, gathering the 'Facts' alone about the prospect’s situation, is not enough. You need to ask the right questions, to help people to identify their problems for themselves. It’s all about asking the emotional based questions to uncover the prospect's attitudes, opinions and unspoken feelings. It’s about uncovering their emotions and motivations to help them 'want' to invest in a solution to their problems. Asking the ‘right questions’ is how you get your prospects emotionally involved in the sales process. It’s how you gain their trust and respect.

Then, once prospects identify their problems for themselves, Phil has learned to really listen to what they tell him that they really need and really want. Then, and only then does Phil guide them to a solution! A solution that is tailored to accomplish exactly what the prospects tell him they want!

I respect Phil for who he is. I think he’s an outstanding role model for the financial services industry. And, I believe that every insurance agent, financial planner, and financial advisor can learn something from Phil’s success in his life and his business.

If you’ve been to our web site and read the testimonials. You’ve should have recognized Phil Calandra’s name. He has been a client of ours for over two years. Even before he entered the business. And, he has earned and holds the FMM designation (Found Money Manager) from the Insurance Pro Shop.

By Lew Nason
‘The Nine Out Of Ten Guy’

 © 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.