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The First Step To
Helping Your Family, Friends,
Clients, and Prospects To See You As A
Instead Of Just Another Salesperson!
To Help The People You Already Know!
A quick question for you:
Are you in the financial services business for the short-term or the long-term?
I hope you said
If that’s the case,
then you must stop doing the things that 90% of the agents and advisers do, to have short-term
success in this business. Short-term success is
playing the numbers game, contacting strangers, trying to set enough appointments with whoever will meet
with you. Then it is selling a product to make a quick sale, to generate some quick income.
Long-term success is
about you providing a ‘valuable service’ to everyone you know. It is learning how to truly
‘make a positive
difference’ in people's lives, so they will want to do business with you,
now and in the future... and they will spread the word about you and the great
services you provide.
Your long-term success is dependent
upon you building strong
relationships with everyone you know, so they see you as a trusted financial
adviser, instead of just another salesperson who wants them to spend more money,
that they don't have. Making a positive difference in
people's lives is how you consistently generate a steady stream of new, repeat and referral business.
Unfortunately, most agents, advisers
and planners act as if they are in this business for the short-term.
They’ll say and do whatever it takes to set an appointment and make a
sale right now, with anyone who will talk with them. Their focus is on making a
sale during the first appointment. (One-call-close.) Accordingly, they’ll use
the 101 closing techniques they’ve learned to ‘push’ the prospect into making a
quick decision to buy, based on the price of the product and/or high investment
Make The Transition From Being A Typical Insurance Agent... To
Becoming One Of The Most Recognized and Trusted Financial Advisers
In This Industry, Like These Advisers?
Nick & Jerry Royer, Phil Calandra, Dennis Postema, Mark
Kanakaris & Antonio Filippone... Each of these very successful advisers use
Systems & are graduates of the TAST Boot Camp.
Selling based on the
price of the product and/or high investment returns, would seem to be much easier
and quicker sale. The focus is just on making a quick commission. Unfortunately,
no thought is given
to the long-term consequences of the sale for the customer... or the salesperson.
And, no real, lasting relationship is built with the prospect. Then these agents, advisers
and planners wonder why they have high ‘not taken rates’ and high
And, they wonder why they aren’t getting
referrals, or repeat sales! They struggle on, year after year, trying to make a consistent, decent living.
Eventually, they get frustrated with prospecting, the lack of appointments and
the lack of sales. They lose their enthusiasm and positive attitude. And, generally within 5
years they are out of the business - either physically or mentally!
There is no question
that building your business for the long-term is initially more work. It
requires more thought, reading, training and practice. It requires you to learn
much more about how you can help people
to spend, save, invest, insure and plan wisely for the future, to
achieve financial independence!
It requires you to
learn how to deliver your special message, to everyone you know. It requires you to spend more time
with prospects to help them understand their situation, so they want to set
better financial priorities and take action on your recommendations.
However, the rewards for all of the initial hard work are
outstanding. It’s why the top producers have a much easier time attracting the
right prospects, setting appointments, closing more and larger sales... and are making high six and
even seven figure incomes, working 40 hours or less per week. Plus, they are
having more fun, and are able to spend a lot more time with their family and
Are you are thinking that you don't know enough people to make this work? Let's
say you only know 3 people, and those people only know three people. You now
have 9 people who can refer you to 3 people each, for a total of 27 referrals.
Those 27 referrals can refer you to 3 people each. Now, you have 81 referrals. I
think you can see that you don't have to know that many people, to make this
work. The key is to be really helping people, so you become the respected,
trusted adviser that people will recommend to everyone they know.
The top producers in
the financial services industry understand that there is a price to pay for
long-term success, to make a consistent, significant income.
The rewards are
outstanding for those few people who are willing to do, what the unsuccessful people
are unwilling to do!
And, there is a great
deal of satisfaction in learning how to truly…
A Positive Difference In People's Lives!'
Jeremy & Lew
The 9 Out Of 10 Guys...
Each of our life insurance
and annuity marketing
and sales systems, and all of our training is designed to help you to achieve
long-term success in this business. However, we also have the information,
training and tools needed to provide you with the short-term success
necessary to generate an immediate income. You’ll learn the right ways to succeed
short-term, without being a pushy salesperson and without sacrificing your
potential for long-term success!
“Wisdom is knowing what to do next, skill is
knowing how to do it, and virtue is doing it.”
David Star Jordan
Don't Miss Out -
Registration Ends May 2, 2014
Never stop learning.
Never stop changing and growing in your life. Learning helps
you adapt to change more easily. Unless you do
something beyond what you have already mastered, you will
Trusted Adviser Success Training™
Most Recommended Core and Advanced Life Insurance and Annuity
Marketing, Lead Generation, Fact-finding, Sales Presentations and
Sales Skills Training For Today's Serious Financial Adviser!
Us In Dallas, Georgia... May 15th & 16th, 2014
Specialized 'Live' Two Day Training Event
Let's face it, the 'Hot,
products and sales ideas that are being hyped, along with the 'Old
typical insurance marketing and sales techniques that have been
taught during the past 40 years by our companies, recruiters and
even the industry gurus have resulted in a
deplorable 90% failure rate
for new agents, and a very disappointing income
of only $40,000 - $60,000 (after
expenses) for most experienced agents and advisers.
If you want to be ultra successful and earn the
significant six-figure income you are capable of... Then You Must
Make The Transition From Just A Salesperson To The
'Trusted Financial Adviser'
That People Want to See!
And, you'll learn how, by attending this important
The stories of
people achieving unusual success despite all manner of handicaps
never fail to capture our attention. They’re inspirational, to
be sure. But, if we study them closely, we find they’re much more
The boy whose legs
were terribly burned and who was told he’d be lucky to walk
again, becomes a champion track star. The woman who was blind and
deaf from early childhood, becomes one of the most inspirational
figures of the century. And the poor children who rise to fame
and fortune have nearly become commonplace.
In this age of
unprecedented immigration, we read and see on television
examples of people who arrived in this country without any money
and without knowing a word of English and who, within a
surprisingly short time, have become wonderfully successful. In
fact, the typical Korean family that has immigrated to the
United States during the past 20 years has a higher average
income than the average American family that was born and went
to school here. How does that happen?
liberty, is the most precious thing on earth. It’s also one of
the rarest – hence, its great value. People who manage to get to
America, despite mountainous problems and miles of red tape,
often find themselves free for the first time in their lives.
It’s a joyous, wonderful experience for them. And in this
newfound freedom, they set to work to find a place for
themselves; they go to work serving their new country and its
people. Time means nothing to them. But being free to pursue
their own ends in the richest, freest country on the planet is
everything. They all go to work, and they work hard. Their work
is excellent, first-class, as good as they can do it, and it’s
priced fairly. You don’t see them marching, demanding higher pay
or shorter hours. All they want is the opportunity, and once
it’s theirs, they make the most of it.
Download This FREE Lead The Field Workbook
"Success is the progressive
realization of a worthy goal or ideal."
Shame For You To Struggle Finding
& Closing Sales, When Our Members Do It So Easily!
sale was for $24,000 commission, not a bad day!!!"
"I just made a
large (for me) annuity sale that would have not been possible
had I not used
your website (the
Insurance Marketing & Sales Resource Center)
and your coaching advice.
I have learned to listen
much, much, more than talk. The sale is made by them not me. And
importantly I did the right thing for the client because
they will be earning much more income
and saving a bundle on
taxes. So, you not only helped me, but the client.
Oh, by the way, the sale
was for $24,000 commission, not a bad
This is only step one in the planning process,
the life insurance review will generate another smaller, but
Brian H. - PA
An ‘Award Wining IPS Writer’ Exclusive
HOW MUCH DO YOU STEAL?
Forrest Wallace Cato
You claim to be an honest financial
professional. You insist that you are an ethical person. Sure you are! But most
likely, despite the risk, you are routinely a thief who endlessly steals other
people’s intellectual property! Financial Attorney G. Horace Webb says,
“The most routine way this crime is committed is by the unlawful or unauthorized
use of the written material(s) of others.” Unfortunately, most amateur
writers do this. Thieves all know this is wrong, that is why they pretend that
they don’t do this. (First they convince themselves into thinking that this high
risk practice is acceptable and that they will not get caught.)
Knowing this theft is wrong is why they
fail to give proper credit to the true source. That is why they attempt to take
the unearned credit and recognition. Many of the “most-published” financial
planners and insurance agents, who consider themselves’ to be “writers,” are
largely guilty of this thievery. Mostly they place or use “their copy” in
outlets that are not highly read or scrutinized.
Most successful and famous writers I am
acquainted with, and most intellectual or sophisticated people that I know well,
all have very little respect for typical insurance agents and financial planners
who endless write and post articles on the Internet. Why? Read further.
These so-called “financial writers”
blithely write on-and-on, deluding themselves by reworking stolen materials and
then falsely pretending that this is their own original and exclusive work. In
our industry, when it comes to writing, dishonest vapidity often prevails.
Noted author, speaker, and sales coach,
Sandy Schussel, a former attorney, explains, “Unauthorized use of other
people’s intellectual property exposes the plagiarizer to great financial and
reputational risk. If you are accused of stealing someone else’s intellectual
property, it may be very difficult to legally defend, because the evidence is
right there in black and white. An aggrieved author or publisher can institute a
lawsuit. If they win, there are substantial penalties. But even if they lose,
the accused plagiarizer ends-up paying significant court cost and attorney’s
fees – not to mention loss or damage to reputation. Stealing someone else’s work
or language without permission and without making your source clear is never
worth the risk.”
The largest, the oldest, the most
respected, and the most legitimate of the estimated 176 financial planning
associations (According to 2014 research by the Wall Street Journal.), is the
well-known and highly admired Financial Planning Association®. The FPA has and
enforces the highest standards and is the only such association recognized by
all state and federal financial regulatory agencies. Only the FPA expels members
convicted of this type of theft. And rightly so! High standards are always
important and always pay-off. This fact is absolute, irrefutable, and
At What Point
Or Reading Become Theft?
The line between “research” and “stealing”
is fine indeed, easily blurred, often subject to various interpretations, and
frequently escapes precise definition. Thus this practice (stealing the writings
of others) is quite common. This type of gross theft is super-easy to do and can
go unchallenged for years, unless the writer is mentally too lazy to disguise
the blatant plagiarism.
The line between having been influenced by
another person’s speaking, writing, or work, is equally difficult to ascertain.
As Charles “Tremendous” Jones, author of a volume titled People Are
Tremendous (A title that sold over two-million copies.), often pointed-out:
“We are all influenced by what we have read, studied, and the people we have
encountered.” When ghost-writing for Charlie, I added the line, “But that
does not give us the right to steal from them!”
Many legit writers are devoted to
re-writing older former best-selling works or something rather similar. Some
editors for book publishers even encourage this. I know full-time writers who
concentrate on re-working former best-selling books that are then re-cycled. But
at least they invest thought and effort into changing all of the copy. This begs
the question: Is this legal and ethical or not? What do you think? I don’t know.
ACCLAIMED DUBAI SALES
ALAN W. ALTMANN CAUTIONS
“Since childhood I have heard this
saying from business people, ‘Early to bed, early to rise, work like hell, and
plagiarize!’ Most of those adherents also live by the rule: ‘It is better to ask
for forgiveness, than to ask for permission.’
For a financial professional with a
working brain, who wants intelligent prospects and clients to think of him as
truthful and honest, it is past-time to give proper credit where credit was
earned and is due, and stop the endless cycle of trying to look brilliant by
stealing from the intellectual works of others and presenting their material as
In most cases people that read ‘your
material’ most likely suspect that you stole those thoughts or lines anyway.
Better you should distinguish yourself from the never-ending list of liars and
thieves, by simply being honest. If this writing is your original thought then
why is it already known and copyrighted by others?”
Alan W. Altmann, Esq.
Most-Booked Dubai Sales Trainer, According
To The Pacific-Rim Speakers Network
Do you steal other’s writings and possibly
reword the writing a little, then self-publish this on the Internet or as a
pamphlet or an e-book, and present this as your original thoughts? Do you call
this a national best-seller? Some independent financial planners or insurance
agents produce newsletters that are 100% composed of pilfered copy. Anything can
be self-published, even with incorrect spelling, poor punctuation, and
inaccurate or out-of-date information. Anything can be posted or distributed on
the Internet. Attorney Robert L. Hodges of Plain Language Law fame,
states, “The thief or vanity publisher has total control, and no one else, or
any standards, are ever involved. But that all disappears once the lawsuit
Consider the Logic
But – and this is a big “but” – if your
reader is also your prospect and you are targeting prospects with money, and if
your reader has money, then your reader is also likely to have some intellect.
With minimum intellect your reader will eventually figures-out that you are an
intellectual thief and dishonest, -- actually the case can easily be made that
such a person is a criminal and a con-man. Then the person with money will avoid
the intellectual thief. If the person is a client he will terminate your
services and end the relationship. A few folks with money may fall for these
unethical efforts but most will not. People with money did not acquire their
money by being stupid.
The highly published financial writer and
attorney, William Henry Hathaway, explains the obvious: “Stealing of
intellectual property is never acceptable! Courts treat this type of theft the
same as stealing physical property or any other monetary valued entity. This is
not condonable for professionals claiming to be prudent and ethical. Nor does
this habit become acceptable simply because a majority practice this. You are
not likely to help and protect your clients or prospects if you are a dishonest
In Washington and among federal and state
politicians, mass corruption, self-benefitting by insiders, and serving foremost
the special interest that bribes the so-called “representatives,” does not make
such a “standard” tolerable. This “standard” in government can never be
respected and is only sustained by a gun held by the IRS and other endless
government agencies that threaten or control you.
You will advance in your life and career
by your actual performance, not by misrepresentations. All you have to do to
avoid being an intellectual thief is to simply use whatever honest intellect you
have, give proper credit to sources, quote others by name, be specific, and, in
short, make full disclosure. Do not be dishonest by failure to disclose. You
know that not doing this is lying by omission. Do the “obviously right thing,”
and you will receive earned respect and more clients with money. Now check your
bio-sketch for misleading exaggerations.
"All of the top achievers I know are life-long
learners. Looking for new skills, insights, and ideas. If they're not learning,
they're not growing... not moving toward excellence."
"What a life changer."
"Lew, I just wanted to
take a moment and thank you for recommending the
Protection Tool Kit. It has definitely helped
me increase my average case size from $600
annual premium to
well over $2,000 annual premium per case. Also, prior to
the tool kit, I was spending over $2,000 per month on
leads. I am proud to say that I have
not purchased a single lead
in over two months and my production is still climbing. What
a life changer. I cannot thank you enough. You are truly making a
David Trusler, MBA, IL, Trusler
Financial Group (8 years in business)
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