With any good sales process or system there is always a learning curve.

Some people are very sharp and adapt quickly to new ideas and others struggle.

Personally, I have been in the financial services industry for about 13 years and I have only been receiving coaching from Lew in the last 3.

Way back when I first started with his coaching, Lew tried to tell me to continue doing what I was doing (mortgage insurance leads) but to improve my selling skills. He knew that if I was already getting appointments, that I had half the battle won, I just needed to close larger sales, get the sale more often and I would dramatically improve my income.

He tried to tell me that I needed to do a "good" fact find with every prospect, but I was not ready to hear it. I figured that after doing this for 10 years, I knew what I was doing and that some people were just not going to open up and give me all of their information.

Then at a training session with Lew, that I attended in Georgia, I raised this same question again stating that it was just too hard to get people into a fact finding mode, he gave me the answer once again, but I was not ready to hear it.

Finally, I was watching one of Lew's training DVD's on Fact Finding. (The same training session that I attended, but did not listen) And it hit me like a ton of bricks. If I just do it right, and ask the right questions, people will open up to me and allow me to do a thorough fact find and I'll write much bigger cases. And, I could use my same old prospecting letters that I have used for years.

So, I decided to give it a try.  I ordered a mortgage mailing of 1000 pieces. I had my assistant call to book the appointments into my office using the same old mortgage script I had used for years and guess what?

I used Lew's opening questions, word for word, right from the Fact Finding DVD 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.

So far, from this one batch of leads, I've written $5,000 in commissions. Next week I plan to write $7,000 more, not counting what I will make on the refinance. (By the way I only sat down with 4 people and 2 bought and one will be buying next week, that's 3 out of 4)

My point in all of this is that it took me 3 years to finally listen to Lew. Don't waste 3 years of your career thinking that you know what you are talking about. Don't buy in to your own negative thinking that this can't work and it can't be that easy.

Some of Lew's coaching may at times come across as, "oh I knew that", or "yeah, yeah I could do that, but that's not what I want to do." Do not dismiss what this man has to say. He knows from years of experience what he is talking about. He can lead you to the easiest and least expensive way to literally explode your production.

Listen, Listen, Listen and shorten your learning curve. If Lew tells you to do something, at least try it. If you don't get the results you were expecting call him, tweak it and try it some more. You will not be disappointed.

Congratulations Tony! And, Thank You!

Note: The above article is taken directly from an unsolicited message Tony posted on our private agent forum, 10/28/06, in our private members only agent site. Tony is a former conference qualifying MetLife agent who went independent several years ago. In the past 3 years he has more than tripled his income... and with this new revelation is taking his production to the top of the industry! 

Tony has attended our two day, Fact Finding Training and two day, 'Found Money Management™' Financial Advisor Boot Camp, in Georgia. And, he has purchased many of our Advanced Training Videos, DVDs.