A few years ago, Douglas Andrew wrote a book called 'Missed Fortune' and it's taken the insurance sales industry by storm. This book explains, in great detail and refines in today's terms, an extraordinary smart money management concept that has been used by the mega producers, in our industry for 25 or more years, to sell large amounts of cash value life insurance. 

Using this refined concept, agents and advisors can help average, Middle American and affluent families to:
· Become debt free
· Improve their cash flow
· Reduce income taxes
· Protect the people they love
· Fund a college education for their children
· Plus, have the retirement of their dreams
And, these families can do it all without changing their life style.

When done properly, using the 'Missed Fortune' concept, agents can dramatically enhance a family's situation almost overnight, without these families taking extraordinary risks. In fact, as you'll discover while reading the book, by using this concept you are actually helping families to significantly reduce the risk in their financial lives.

How This Refined Smart Money Management Concept Works
In a nutshell, the flexibility of new innovative mortgage products have expanded over time and now include products featuring 'Interest Only' payments rather than the combined principal and interest payments of a traditional mortgage. These new products can help families to free up money that they typically would have put toward the reduction of their mortgage principal. This freed up money can now be used to quickly reduce debt and create an investment plan for the future.

Using Home Ownership As A Strategic Investment
In a recent Morgan Stanley article, they state: The decision to invest in a home is not only a practical decision in terms of meeting lifestyle and family needs, it can also serve as a means of accumulating wealth through property appreciation. Additionally, the favorable tax treatments of mortgage interest and capital gains have made home ownership a strategic investment decision. Along with the deductibility of mortgage interest and the special treatment of capital gains there are unique benefits associated with leveraging an investment that is a relatively stable asset. The wealth accumulation benefits associated with a tax-advantaged, highly leveraged purchase, such as a home mortgage, can be substantial. Thus, a properly financed home can enhance an individual's overall investment strategy.

An ARM Can Save Homeowners A Ton Of Money
According to Chairman Greenspan: Homeowners can save a ton of money if they use an adjustable rate mortgage instead of a fixed rate mortgage. For his evidence, he pointed to what would have happened if you had taken out an ARM 10 years ago. Back in 1994, fixed rate mortgages were around 8 percent and adjustable rate mortgages were in the 6 percent range. Since then, rates have been on a strong downward trend: a 30-year fixed rate currently carries a 5.5 interest rate, while an ARM can be 4 percent or lower. So if you took out that adjustable 10 years ago, every time the ARM rate came up for an adjustment - back then you had your ARM rates reset every 12 months based on the then current rate - chances were slim that your payment would increase, since rates were falling, not climbing.

The Investment Plan For The Future
In order to take advantage of the unique benefits of leveraging a home, you need to guarantee that you are not putting the client's home at risk. The new and old unique features of fixed cash value life insurance make them the investment product of choice. Consider cash value life insurance can be over-funded up to the MEC guidelines giving clients an opportunity to receive solid investment returns, while protecting their family by repaying the mortgage in the event of death. In addition, the money inside life insurance grows tax deferred and can be taken out tax-free.

How Hot Is This Concept?
Imagine for a moment, that you could get 25 or more couples to register for an hour-long educational financial workshop and then, at the end of the workshop, they would practically beg to meet with you. That's exactly what I saw happen when I attended a recent 'Missed Fortune' workshop. There is no question that when this concept is presented properly, people absolutely love it and they buy in.

Making The 'Missed Fortune' Concept Work For You
A few months ago, an advisor, who is a member of our private, agent resource center, told me that he had paid $6,000 to attend Doug Andrew's course for the 'Missed Fortune' sales program. (From what I understand the course is now $8,000) He implemented Mr. Andrew's program and was offering client seminars based on the 'Missed Fortune' Concept. However, he wasn't getting the seminar attendance that he expected or the appointments. He was selling almost everyone he met with, but he wasn't meeting with enough people. He needed and wanted help.

We worked closely with the agent and reviewed the systems he was using. First, he was running ads for the seminar in the local newspaper and was getting poor results. So, we helped him to dramatically improve the invitation process. Then, we trained him on how to get more appointments from the seminar. We helped him change the PowerPoint seminar presentation, which was almost three hours long. We completely revamped the presentation, changing slides, removing slides, adding some new slides, to shorten the presentation to an hour. The results at his next seminar were much better.

By following our advice he dramatically improved the attendance to his seminars and he was able to set more appointments. But, he felt the results still could be better. So, he asked if I would attend the seminar, critique it and give him some ideas on how he could make it even better.

On the day of his next seminar, we spent over six hours tweaking the PowerPoint presentation, the strategic questioning and the appointment setting process. The end result is that he got a 90% appointment rate at the seminar.

The great news is that in the past few months, even with the initial low response rates and the experimenting involved in tweaking the 'Missed Fortune' presentation, the agent has already made over $80,000 in commissions. And, that's not counting what he will make from this last seminar.

Everything this agent used is now in our Found Money Management™ 'Advanced' Life Insurance Sales Tool Kit!