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Why Are Agents Prospering...
Using Our Found Money Management™ Concepts?

The reason for the agents outstanding success with our Found Money Management™ concepts is they have learned that first and foremost... If you want to consistently attract the IDEAL prospects to you, to set an appointment and close a sale, then you must first help people to see and understand the financial problems they are facing right now! And, you must show them that you understand their situation and have some ideas that will help them to solve their financial problems.

If people do not see they have a problem, or that you can help them to solve their problem, is there any reason for them to contact you, let alone set an appointment, or buy from you? To put it another way, if people see you as just another salesperson, who just wants them to spend more of their hard earned money, aren't they always going to tell you; "I'm not interested!"

However, if they envision you as a knowledgeable and caring financial professional, who can and will help them, won’t they WANT to meet with you and do business with you?

For Example: Isn't one of the primary financial worries people want to solve today, is to reduce and eliminate their consumer debt?

How much of their current income is going towards the payments of credit cards and automobile loans?

How much unnecessary interest are they paying out every month?

What ideas do you have that would help them to 'Find The Money' to quickly pay off those debts, to improve their current cash flow?

Can you show them where they can reduce their expenses and save money, without changing their current lifestyle?

Do you have some ideas about where and how they can reposition they current spending to free-up money every month by making needed changes to their income taxes, insurance policies, credit cards and more?

Do these people have money in CDs, 401ks, IRAs, Cash Value Life Insurance, etc. that may be earning 2% - 8%? If they are paying 11% - 25% on they credit cards, where is that money better spent? What's the higher priority?

If you could show them how to quickly pay off their debts, how much money would that free up every month? Wouldn’t that free up $500, $1,000 or more?

Is that money they could use to get the insurance protection they need for their family; create an emergency fund; fund a college education; and start saving for a tax-free retirement?

How much have you helped these people? Have you just made a sale? How valuable have you now become to these people? Will they now refer you to other people they know?

Isn't your function as a financial advisor to help people to see and understand the problems they are facing, to help them establish 'their' financial priorities?

Isn’t that what financial planning is all about: “Helping average people to learn how to spend, save, invest, insure and plan wisely for the future, to achieve financial independence?”

And, that is what Found Money Management™ is all about!

Yours in Success,
Lew and Jeremy Nason
'The 9 Out Of 10 Guys'

P.S. When we decided to offer the Found Money Management™ system nationally, (and now, internationally) we had a choice. We could put together a 'quick fix' system just like everyone else, with just one or two easy ways to generate quick leads and sales that would appeal to the ‘Get Rich Quick’ 'Live for Today' mentality of agents and consumers.

There are two major problems with this approach...

  1. A 'quick fix' system that may work in a prosperous economy, has serious problems in a struggling economy!

  2. The typical ‘one size fits all’ life insurance marketing and sales strategies being taught today... Does NOT Work for most people!  Doesn't every agent have different skill levels, experience, and financial circumstances?

These are the 2 major reasons why 90% of the new agents are still failing and why the average net income is still only $40,000-$60,000 for experienced advisers! 

Our goal is to help you to let your prospects know how you are really helping people, so you become the most ‘Respected and Trusted Adviser’ in your local community. The one person your prospects will WANT to see, and will WANT to do business with... Right Now!

Your ultimate success in this business is based on this simple truth…

“People don’t care how much you know,
until they know how much you care!”

So, we decided to make sure every agent would have ALL of the marketing information, tools and training they needed to guarantee the program would work for them, no matter what the economy was doing.

And, it would have everything the agent needed, so it would work no matter what the agent’s skill level, experience, or financial circumstances.

Obviously, we decided to put everything we could into our Found Money Management™ system. This system is the only truly complete life insurance ‘marketing’, 'prospecting' and ‘sales’ system available on the market today.

The only agents who will fail with our Found Money Management system are those agents who are looking for a quick fix, and are not willing to take the time to go through the system, and then call us for personal one-on-one coaching.

Want to give us feedback on this article? then please visit this blog post
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“Acting on a good idea is better than just having a good idea.”
Robert Half

Revealed... Closely Guarded Secrets For Selling Huge Amounts Universal Life and Whole Life Insurance...
In spite of the economy and all of the negatives about Permanent, Cash Value Life Insurance!

"I’ve written over $270,000 of life premiums in the past two months"

"Thanks for everything. I’ve written over $270,000 of life premiums in the past two months
since attending the boot camp in December... ($190,000 in commissions) Freedom Equity
Group has asked me to do a teleconference to explain how I’ve accomplished this dramatic
increase in my business. I’ll be recommending your Found Money Management system
and your boot camp (Trusted Advisor Success Training) to everyone on the call."

Randy Delph
, RFC, LUTCF, FMM - IN, (35 years in the business)

"...$67,000 of annual life premiums." (In less than a month)
"Per our conversation this morning I wanted to let you know how the (Found Money Management™) program is working for me so far. I got the CD package on or around May 1st. Today is May 24th and I have set a total of 5 appointments by loosely following the word track on the appointment setting CD. Of those 5 appointments, I have already had 3 of them, and we have started the underwriting process on all 3... $67,000 of annual life premiums." (In less than a month)
Tim G. - Albuquerque, NM, (State Farm)

"I have submitted over $30,000 of business… (commissions)

"After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system (Found Money Management)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 this business)

The Cato Conclusion®

Napoleon Hill’s 17 Principles for Your Achievement:
By Forrest Wallace Cato

You are definitely unique, special, and precious. And, you know darn well that you have great potential. Your prospects and clients need to know how unique, special, and precious you are. Your potential can be reached by utilizing Napoleon Hill’s famous 17 principles.

Don M. Green of the Napoleon Hill Foundation and the Napoleon Hill World Learning Center told this writer that Dr. Hill’s 17 Personal Success Principles are today well-established around the world. After all, this most famous of all success motivators who lived from 1883 to 1970 is one of the few people to ever sell over 500 million books across the globe. Two of his books remain among the best-selling titles of all time: Think And Grow Rich and How To Sell Your Way Through Life. These volumes have attained classic status in their field. It was my honor to write the Introduction to his now famous work titled How To Sell Your Way Through Life.

Most likely you are also aware of Hill’s best-known quote: Whatever the mind can conceive and believe the mind can achieve.” Hill is the founder and former publisher of Success magazine. He’s been deceased for 43-years, yet today he remains the world’s top-selling personal development coach, one of our few legitimate gurus, and an authentic legend.

Zig Ziglar, Lew Nason, Norman Vincent Peale, W. Clement Stone, Og Mandino, Andrew Carnegie, Jeffrey Gitomer, plus many other great men, all consider Napoleon Hill to be the master of his specialty. Sales trainer, Tom Hopkins assured me, “Hill alone invented the multi-million dollar self-help industry.” Mehdi Fakharzadeh, the world most successful living and active insurance sales agent, insist: “Hill’s wisdom is well-proven to be timeless.” Attorney and successful sales trainer, Sandy Schussel, says, “The fundamental principles of achievement defined by Napoleon Hill presently remains without equal.”

At the time of his death, I was attempting to get Napoleon Hill to add an eighteenth principle titled Recognize Existing Reality. Some people see only the rosy reality they want to see and decline to face unpleasant existing actualities such as direct competition.

In case you, or someone you care deeply about, missed Napoleon Hill’s valuable 17 principles, I am repeating them for you at the urging of Jeremy Nason, sales and marketing coach with the Insurance Pro Shop®. These are reprinted here with proper permission. Please copy these, keep them available, and reference them during your weekly routine. As award-winning speaker and author Jim McCarty often says, “You’ll be glad you did.”

Lesson 1: Definiteness of Purpose
Definiteness of purpose is the starting point of all achievement. Without a purpose and a plan, people drift aimlessly through life.

Lesson 2: Mastermind Alliance
The mastermind principle consists of an alliance of two or more minds working in perfect harmony for the attainment of a common definite objective. Success does not come without the cooperation of others. (Note: Over the years, I have joined and still actively participate in many mastermind groups. These have gown to a total of 30 groups. Because of this high number I was forced to discontinue joining and participating in additional mastermind groups. I very much regret that I can no longer participate in more such groups as each is important.)

Lesson 3: Applied Faith
Faith is a state-of-mind through which your aims, desires, plans and purposes may be translated into their physical or financial equivalent.

Lesson 4: Going the Extra Mile
Going the extra mile is the action of rendering more and better service than that for which you are presently paid. Hen you go the extra mile, the Law of Compensation comes into play.

Lesson 5: Pleasing Personality
Personality is the sum total of one’s mental, spiritual and physical traits and habits that distinguish one from all others. This is the one factor that determines whether one is liked or disliked by others. (Note: This is a value neutral aspect as this factor may easily determine positive status (the person is liked) or negative status (the person is disliked). If a person is highly disliked then subject person is seldom aware of this. For example, I know an elderly, short, and fat man with yellow teeth, and he is the personification of the Napoleonic Complex. He will never retire gracefully. He is very amateurish in his endless excessive self-promotion. And his over-the-top ego causes him to be a constant pain-in-the-ass and often even a buffoon. We all know people who have winning personalities, good personalities, little personality, no evident personality, and a few with looser personalities such as this old man.)

Lesson 6: Personal Initiative
Personal initiative is the power that inspires the completion of that which one begins. It is the power that starts all action. No person is free until he learns to do his own thinking and gains the courage to act on his own.

Lesson 7: Positive Mental Attitude
Positive mental attitude is the right mental attitude in all circumstances. Success attracts more success while failure attracts more failure. (Note: Yes, Napoleon Hill was first to coin the phrase, “positive mental attitude, now also known as PMA.”)

Lesson 8: Enthusiasm
Enthusiasm is faith in action. It is the intense emotion known as burning desire. It comes from within, although it radiates outwardly in the expression of ones voice and countenance.

Lesson 9: Self-Discipline
Self-discipline begins with the mastery of thought. If you do not control your thoughts, you can not control your needs. Self-discipline calls for a balancing of the emotions of your heart with the reasoning faculty of your head. (Note: Self-discipline enables you to control your ego and to maintain realistic expectations.)

Lesson 10: Accurate Thinking
The power of thought is the most dangerous or the most beneficial power available to man, depending on how it is used. (Note: This gets us back to the “winner or looser” personality. This also prevents you from believing in myths.)

Lesson 11: Controlled Attention
Controlled attention leads to mastery in any type of human endeavor, because it enables ne to focus the powers of his mind upon the attainment of a definite objective and to keep it so directed at will.

Lesson 12: Teamwork
Teamwork is harmonious cooperation that is willing, voluntary, and free. Whenever the spirit of teamwork is the dominating influence in business or industry, success is inevitable. Harmonious cooperation is a priceless asset that you can acquire in proportion to your giving. (Note: Discourage teamwork and you invite failure.)

Lesson 13: Adversity and Defeat
Individual success usually is in exact proportion of the scope of the defeat the individual has experience and mastered. Many so-called failures represent only a temporary defeat that may prove to be a blessing in disguise.

Lesson 14: Creative Vision
Creative vision is developed by the free and fearless use of one’s imagination. It is not a miraculous quality with which one is gifted or is not gifted at birth.

Lesson 15: Sound Health
Sound health begins with a sound health consciousness, just as financial success begins with a prosperity consciousness.

Lesson 16: Budgeting Time and Money
Time and money are precious resources, and few people who are striving for success, ever believe they possess either in excess.

Lesson 17: Positive Habits
Developing and establishing positive habits leads to peace-of-mind, health, and financial security. You are where you are because of your established habits, thoughts, and deeds.


Forrest Wallace Cato arranges for insurance agents and financial planner (like you) to serve on the boards of corporations, foundations, charities, and other organizations. He is former Editor-In-Chief of Trusts & Estates: The Journal of Wealth Management and Financial Planning magazine. He is International Editor of Advisor magazine in China. His column is carried in The White House Connection. Cato is a senior fellow in Financial Planning Media Advocacy at the Al-Habtoor School of Business in Dubai (United Arab Emirate).

Cato is an award-winning author, editor, op-ed writer, critic, essayist, speaker, biographer, speech writer, and financial sales researcher. Cato wrote the Introduction to the classic book How To Sell Your Way Through Life by Napoleon Hill. This is one of the best-selling books in history. Hill wrote the all-time best-selling motivational volume, Think And Grow Rich. In total, Hill has sold 161-million books world-wide.

Howard Penn Hudson, Publisher of Public Relations Quarterly reported to PR professionals, “Cato is the ultimate media insider for financial advisors." Steven Spielberg gave Wally an “Indiana Jones” hat.” Cato works for agents and planners, helping them create, establish, and maintain their desired images as the leaders in their market areas.

Cato is credentialed as a recognized member of the national media, authorized to use the press facilities for covering the U.S. Congress, U.S. Senate, and White House in Washington, D.C. He has interviewed five Presidents of the United States.

Forrest Wallace Cato - Pubisist To The Financial Services Industry

615-547-4668  -  -

“Wisdom is knowing what to do next, skill is
knowing how to do it, and virtue is doing it.”

David Star Jordan

Boost Your Income By More Than 317%
When You Learn To Ask Your Prospects & Clients The Right Questions!

"Lew helped me close $16,800 in commissions in 2 weeks!"

"Lew’s coaching and system has helped my practice immensely! Learning from Lew on how to
 ask questions the right way, helped me close $16,800 in commissions in 2 weeks! Thanks Lew!"

Ron Fara, RIA - IL
(9 years in business)

"Allstate has spent a ton of money on similar programs,
but in my humble opinion, what you offer is much better."

"Lew, I recently purchased your Advanced Fact-Finding Video... I have been on two interviews
so far and used the methods you described. It was surprising how the folks opened-up. Not only
were their defenses totally down, but they actually stated that they liked the low-pressure approach
and questioning process to find out what their needs/concerns were before they were asked to buy
anything. In both cases the customer actually told me what they were going to buy... By the way,
I am going to recommend that you contact Allstate's Financial Specialist Manger, so you can help
them with their sales efforts. They have spent a ton of money on similar programs, but in my
humble opinion, what you offer is much better. Feel free to drop my name.
Robert Dupuis, Allstate Agency Owner - TX

"Critical Sales Tip"

Why Should They Buy It From You?
By Sandy Schussel

I have written before on the three universal marketing questions that anyone selling his or her services needs to know the answers to:

  1. What are you offering?

  2. To whom are you offering it?

  3. Why should they hire you?

The third point seems to be the most troubling for many people.

"You should work with me because I really care about my clients," said Terry, a two-year veteran financial advisor, during a role-play sales conversation with me.

"But that's exactly what [your competitor] said to me," I responded. "Why should I choose you over her?"

Terry was stumped.

"If we're all white crayons in a box," I continued, "What difference does it make which crayon I pick? All of them would tell me, if they could talk, that they are really good at coloring inside the lines."

Once again, Terry could not answer.

"What is different about you," I asked him again, "from all the other people who do what you do?"

"Well, I'm not really different in any particular way" he started. "We all provide the same kinds of planning services and give advice aimed at the same goals. I just know I would be more caring than anyone else."

"What makes you think so?" I pressed.

Terry thought for another moment, and finally responded, hesitantly.

"My father died when I was just a teenager and left us with no money, so I know how important having money is - and I made up my mind that I would spend my life helping people prevent that from happening to their families."

As soon as the words were out of his mouth, Terry's face brightened. He realized he had stumbled onto the perfect answer - for him - to the "why you?" question.

When you can tell people why they should hire you or use your services in a way that distinguishes you from the other crayons in the box - perhaps by using powerful, personal stories or strong metaphors - you'll get more business.


“The common denominator of success --- the secret of success of every man who has ever been successful --- lies in the fact that he formed the habit of doing things that failures don't like to do.”
Albert Gray

December Is Your Last Chance To Qualify For The
'RFC' Designation, Thru Our TAST Boot Camp

Register Now ...because seating is limited to 30 people!

"I am finishing my finest personal production year ever..."

"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 and Jeremy. (Trusted Advisor Success Training™) 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, (MDRT Member) - TX
President, Pathfinder Group, LLC a national brokerage agency

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