Not sure we can help, or if our services
are right for you... Don’t Wait...
Call us Toll Free to schedule a No Obligation,
Free 15 Minute Consultation
with Lew or Jeremy.
We guarantee you'll be glad you did!
(M-F, 9AM-5PM, EST)
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
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
A 'quick fix' system that may
work in a prosperous economy, has serious problems in a struggling economy!
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
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
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
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
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
to leave us your comments.
“Acting on a good idea is better than just having
a good idea.”
Revealed... Closely Guarded
Secrets For Selling Huge Amounts Universal Life and Whole Life
In spite of the economy
and all of the negatives about Permanent, Cash Value Life
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
attending the boot camp in December... ($190,000 in
commissions) Freedom Equity
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."
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)
submitted over $30,000 of business… (commissions)
IN JUST ONE MONTH!"
"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
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
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
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.”
Definiteness of Purpose
Definiteness of purpose is the starting point of all achievement.
Without a purpose and a plan, people drift aimlessly through life.
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.)
Faith is a state-of-mind through which your aims, desires, plans and
purposes may be translated into their physical or financial equivalent.
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.
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.)
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.
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.”)
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.
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.)
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.)
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.
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.)
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.
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.
Sound health begins with a sound health consciousness, just as financial
success begins with a prosperity consciousness.
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.
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
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.
“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
"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
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
Advanced Fact-Finding Video... I have been on two
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
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
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."
Allstate Agency Owner - TX
"Critical Sales Tip"
Why Should They Buy It From
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:
What are you offering?
To whom are you offering it?
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
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
"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
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
Industry Updates &
From Producers Web
Are You A Member Of ProducersWeb?
If you want the latest
information, from the foremost experts in the industry,
to take your career to the next level, then become a member.
I recommend you follow
Jeremy Nason and
IPS Home Page
Follow Us On...
Copyright 2013, Insurance Pro Shop, All
All guest articles copyright their respective authors
150 Watson Drive, Dallas, GA 30132
(M-F, 9AM-5PM, EST)