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Are You Holding Back?

Are you holding back, waiting to see what happens in this crazy economy of ours?

Like you, many people are afraid to make changes and spend their money right now. They are waiting to see what our officials in Washington, DC are going to do about the debt ceiling and how that will affect the stock market, interest rates, etc.

However, if you want to succeed in a struggling economy, like today, can you afford to wait to see what happens?

Wouldn't it make more sense for you to get back to the basics right now and really focus on helping people to position themselves for what's coming?

How valuable would you become to your friends, family, clients and prospects... if you could help them to be smarter with their money... help them get rid of their debt... help them to reduce their income taxes... help them to set better spending and savings priorities... help them to protect the money they have?

Many people are afraid of what 's going to happen over the next 5-10 years. Are you one of them?

How much easier would it be to attract people to you, set appointments and close sales... if you could position yourself as their savior - their trusted adviser?

Check us out, because for more than a decade with our unique strategies we've helped over a thousand agents, advisers, and planners EACH YEAR to double and triple their incomes within 60-180 days ...even in this struggling economy!

The top advisers, we worked with last year, earned over seven figures and many others who were earning $40,000-$60,000 per year, now earn $150,000-$350,000 per year.

Plus, they are working 40 hours or less than per week, having more fun and spending a lot more time with their family and friends, because they are consistently meeting with their IDEAL prospects, to close more and larger sales!

And, with our proven, advanced insurance marketing and sales systems, ongoing one-on-one training and custom coaching, you can do the same ...even in this struggling economy!

And you'll never be alone again, because we’ll be by your side every step of the way!

Here is some food for thought to get you started going down the right road!

Consider the following...

The 10 Traits of Insurance Sales Super Stars

Have you ever wondered why some people always succeed at whatever they do, no matter what is happening in the economy? Are they smarter than everyone else? Do they have some secret knowledge? Or are they just lucky?

Over the past 40-plus years, my sons and I have studied the practices and traits of super achievers. During this time, we carefully listened to a lot of audios and read many books about the "secrets to success" from a lot of the great thinkers on this subject: Napoleon Hill, Earl Nightingale, Orison Swett Marden, Charlie "Tremendous" Jones and Forrest Wallace Cato.

We’ve read the biographies of some of the most successful business people in history: J.C. Penney, Andrew Carnegie, Benjamin Franklin, Henry Ford and others.

Plus, we’ve gotten to really know many of the most successful people in the insurance industry: Ben Feldman, Mehdi Fakharzadeh, John Savage, Van Mueller and many others.

We found that all of these successful people have the following 10 traits in common, and you can cultivate each of these traits and make them an integral part of your insurance sales and marketing efforts.

1. Successful people do what unsuccessful people won’t do

Successful people make the decisions that most won’t and don’t. While many people are pleasure junkies and avoid pain and discomfort at all costs, successful people understand the value and benefits of working through the tough stuff that most people avoid.

“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” -Vince Lombardi

2. Successful people believe that if you help enough people to get what they want, you’ll get what you want

Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, "What's in it for me?”

“If you can dream it, then you can achieve it. You will get all you want in life if you help enough other people get what they want.” -Zig Ziglar

3. Successful people know what they want, and they set goals

Successful people are results-orientated. They have the drive that only comes from setting goals and targets and getting pleasure from achieving them. Successful people live disciplined lives and set their priorities. Unsuccessful people do what feels good at the moment.

“People with goals succeed because they know where they're going.”
-Earl Nightingale

4. Successful people take action

Successful people don’t procrastinate, and they don’t spend their life waiting for the "right time." They are busy, productive and proactive. While most people are lying on the couch, planning, over-thinking, sitting on their hands and generally going around in circles, successful people are out there getting the job done.

“Create a definite plan for carrying out your desire and begin at once - whether you ready or not - to put your plan into action.” -Napoleon Hill

5. Successful people are not afraid to take risks

Successful people are not afraid to go after what they want when it comes to their goals. They are willing to go after them with no guarantee of success and no guarantee of making huge profits. The goal itself is more important and bigger than the money they’ll make.

“Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.” -Dale Carnegie

6. Successful people never stop learning

Successful people are life-long learners. They constantly work to educate themselves, either formally (academically), informally (watching, listening, asking, reading, student of life) or experimentally (doing, trying), or all three.

“Your learning process never stops and never stops helping you.”
-Leonardo Da Vinci

7. Successful people have mentors

Successful people align themselves with successful, like-minded people. They understand the importance of being part of a team (mastermind group). They create win-win relationships. Masterminding occurs when two or more individuals get together in the spirit of cooperative harmony to accomplish some goal, activity or result. Almost all of the great accomplishments and miraculous achievements of history were brought about through the power of this principle.

"Analyze the record of any man who has accumulated a great fortune, and many of those who have accumulated modest fortunes, and you will find that they have either consciously or unconsciously employed the 'master mind' principle." -Napoleon Hill

8. Successful people believe in what they do

Successful people have found a purpose in life. They are internally driven rather than externally driven. They do what they have a burning desire to do, rather than conforming to what others think they should do.

“If you want to be successful, it's just this simple: Know what you are doing; love what you are doing; and believe in what you are doing.” -Will Rogers

9. Successful people are persistent and patient

Successful people don’t give up when the going gets tough. While the majority of people look for the quickest, easiest way (the shortcut), successful people look for the course of action which will produce the best results over the long term.

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated failures. Persistence and determination alone are omnipotent.” -Calvin Coolidge

10. Successful people are confident

Successful people are confident in their ability. They set higher standards for themselves, which in turn produces a greater commitment, more momentum and a better work ethic … and of course, better results.

"There are powers inside of you that, if you would discover and use, will make of you everything you ever dreamed or imagined you could become."
-Orison Swett Marden

You have the choice to be successful or unsuccessful. It’s entirely up to you!

"Positive self-discipline puts you in the driver’s seat. When you rehearse the correct moves and internalize them, you will become a high performance human being." -Denis Waitley

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

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IPS® Exclusive


“You can cut a greater figure. But only if you start!”

How can an insurance agent or financial planner succeed when none of them know what misfortune may happen to them?

Cato: “It’s not what happens to you but how you react to it that matters.” Epictetus (c.AD 55c. 135) was a former slave who became a philosopher in Greece and originated this quote. Down through the centuries and even today, his comment is often repeated and reworded.

Zig Ziglar, the late sales trainer, phrased this message thusly: “It is not what misfortune happens to you that impacts how far you will go in life. It is how you handle whatever happens to you.”

Why do some people succeed and others fail after a major misfortune?

Cato: The answer to that question was explained to me by Ron Campbell, the beloved American role model among financial planners. Ron tells audiences, “Don’t let the past drag you down. The past can continue to hurt or harm you only if you allow this. Live your life to the fullest and learn from your mistakes. How you react to injustice and misfortune is far more important than the hurts, injustices, and misfortunes. You can always create and execute a practical, realistic, and proper plan to get to where you want to be. I’ve seen many people do this and I’ve seen others give-up, decline, and stay down.”

In 1968 I wrote in The American Salesman magazine, “What’s done to you is not as important as what you do about it. No matter what misfortune may befall you, how you respond and handle the misfortune is more important because you can always choose to move on and up with your life and your sales. Or you can select defeat and just stop.”

How did Al Altmann succeed when his deformed body requires a life-or-death operation every year?

Cato: Alan W. Altmann, the most-booked professional speakers in the Pac-Rim countries, (according to the Pacific-Rim Speakers Network), and acclaimed international best-selling author, was born with many physical defects. His life limiting deformities should have made him a dysfunctional and immobile recluse. How Alan Altmann handled this unfair tragedy empowered him to achieve both fame and financial success. Al was one of the most successful fraternal insurance agents despite his huge limitations.

After becoming the top-producing fraternal insurance sales agent in the USA, Altmann then became one of the world’s most in-demand and highly beloved speaker/trainers. Brian Tracy says, “Altmann is frequently cited as proof, and the cardinal example, of the truism: It’s not what happens to you but what you do about it.”

But ‘poor Al’ was born without any chance of ever becoming successful as an insurance sales agent. Can you better explain how he beat these almost impossible odds??

Cato: Altmann told me, “Like every agent who reads the IPS N/L, I’ve known ups-and-downs. I have experienced depression. I’ve been disappointed many times. I often thought I was going to die. I Certainly I am no stranger to fear and rejection. I was not born a best-selling writer. I was not born the most-booked Dubai speaker in the United Arab Emirate. I never knew that one of my books would be a big seller all over the world. I’ve known physical pain since I was born with an incurable condition. For most of my youth I thought than any type of quality life would be impossible for me.”

Altmann continued, “But I was determined to keep trying, to keep getting back up and getting back into the game. When I began to see just a tiny speck of light at the end of the long, dark, and difficult tunnel, that is when I realized that what happened to me was not as important and what I did abut it. So I kept trying. I did not surrender or quit. But on many occasions I did considered giving up on my struggle. But persistence finally began to pay.”

“Eventually I was one of the top-selling fraternal insurance agents in the USA. I loved helping people. My clients said I inspired them and gave them hope. Now my readers and audiences say similar things to me. I love and enjoy what I am doing and the wonderful people I get to know as I perform my work. When I say or write my four lines of key advice I now number the items for clarity.”

According to Alan W. Altman: “You must gain control over (1) your life, and (2) your future, and (3) plan for your desired results, then (4) execute your plan, and (5) never surrendering to whatever catastrophic development may befall or engulf you. Only brief temporary submission is acceptable for me or for you. To hell with any misfortunes you may suffer. Stay brave!”

Attorney Sandy Schussel, a leading USA sales trainer, explained, an often reprinted source of unknown origin once observed: “Everyone is going to die, but not everyone is going to live. It’s what you do with your life that makes the difference.”

So you think any agent or planner can overcome most major set-backs or misfortunes?

Cato: In 2004, Lew Nason, of the famous Insurance Pro Shop® wrote in the IPS Newsletter that is now read by over one hundred thousand advisors, “It’s not the ‘bad things,’ set-backs, or terrible circumstances that limit your sales results. It is you reaction to those factors that determine your sales results. How you handle those negative. How you respond. What you do about the horrible experiences. How you adjust, resolve, respond, and what you do, makes your big difference. You can create your own life and your desired sales results. It’s all in what you do or don’t do.”

W. Mitchell, the motivational speaker who survived an airplane crash that left his face and body highly scared and grotesquely disfigured by fire, wrote a book titled 'It’s Not What Happens To You, It’s What You Do About It.'

Successful financial planner Stephen O. Rothschild, RFC, wrote the most fantastic expansion on this theme that I have seen so far. I urge you to read his entire piece as his writing on this is quite profound, even moving. Here is just a small portion of what Rothschild wrote: “Know that what really matters most for you is to be bigger than the bad things that happen to you. How you deal with what happens to you in more important than what happens to you. This is the basis of the only real security and peace-of-mind that you can have. Properly applied financial wisdom contributes hugely to your peace of mind.”

Jim McCarty and his agency Showbiz Selling have over 30-years of successful sales training experience as varied as with two-man agencies or with Fortune 500 financial firms. A highly booked professional speaker, McCarty has often appeared on the MDRT stage. He conducts webinars, workshops, seminars, and is frequently the keynote speaker at financial and business conventions. A Marine Corps Veteran he is also an award-winning professional musician.

Also known as “Banjo Jim” the acclaimed banjo player and recording artist, routinely appears in Las Vegas, Nashville, Branson, and in other various locals and venues. McCarty may be best-known for his regular TV appearances on the old Merv Griffith Show. Griffith called him, “The best banjo player in the world.” He received a Hollywood Walk-of-Fame Star. Jim McCarty is the author of three well-known books: 'On With The Show', 'Above The Line', and 'Real World Sales Strategies That Work.'

Jim McCarty, AKA “Banjo Jim,” urged me: “Be sure to tell IPS® readers that the famous line ‘It’s not what happens to you, but how you react to it that matters.’ may just be the most important advice they ever receive during their lives. I too use a variation of this line in my work. And people often want to discuss this and tell me about misfortunes that they overcame.”


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.”

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"Critical Sales Tip"

Listening: Don't Just Await Your Turn To Speak
By Sandy Schussel

The ability to listen with focus will help you master the art of getting and keeping clients. Anyone who is married knows that we often neglect to really listen to one another.

I could call my wife, Hannah, from my office and say something like, "Honey, you won't believe this! I got to work fifteen minutes late this morning and when I looked out the window, there was a flying saucer with two little green men in it. They waved and then flew off into space!"

Hannah would then probably ask, "Why were you late? You left on time."

We tend to listen to one another, surf the Internet and watch television - all at the same time. When we do, the "listening" part of this multitasking ends up being pretty passive.

Some of my clients and friends have taken courses on active listening. They've been told, "When you're speaking with a client, stop everything else, put your papers aside, turn away from your computer, make eye contact with the client, concentrate on the words he/she is speaking, and don't interrupt."

All of these tips are truly important, but they can't prevent us from the problem of being listeners who are really just waiting for their opportunity to speak. Even when we stop all activity and elect to listen actively, our minds often cannot help but race through responses to whatever it is that our client or prospect is saying. Because those wheels in our heads are turning, we may miss the most important component of communication - the emotions behind our clients' words.

Listening with total focus on your clients requires all of the skills you need for active listening, but adds the requirement that you let go of the need to ready a response. Listen to their words, listen for the emotions behind their words, and observe their body language. Step outside of yourself, and pay attention without standing at attention, ready to pounce in and solve problems. Take in what your clients are saying, but also absorb what is behind what they aren't saying.

Professionals who are totally focused on their clients and prospects are always more likely to win - or keep - the loyal advocates who give them business. But cultivating this level of focus takes practice.


“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

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President, Pathfinder Group, LLC a national brokerage agency

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