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Ten Young Advisors
Who Quickly Made Fortunes!
By Forrest Wallace Cato

Ever since meeting Lew Nason and Jeremy Nason and then getting involved with the Insurance Pro Shop, I have had the pleasure of working with some of the most successful financial advisers in the industry. Among them are ten young men who achieved super-star sales status very early in their careers - all within the last 10 years! All began by promoting their desired image(s) and kept this up, year-after-year. (How many veteran agents and planners do you know who ignore their image?) After a few years into their practices they had evolved into a different (and improved) person. They better understood their abilities and they were able to better focus or “define themselves.” They simply keep improving. I was thrilled over their progress reports. I envied their success. They became heroes to me.

Again-And-Again Each Of These Young Achievers
Was Knocked Down, Got Up, And Tried Again!

Lew Nason, IPS founder, explained, “Sales leaders figure-out who they are! They determine their true potential. They decide who they want to be. Then they take specific actions to obtain the persona and other specific characteristics of the individual that they seek to embody. This is part of their process of becoming successful. During recent years at the Insurance Pro Shop, I’ve witnessed these and other rather fantastic success case histories. None of these super-achievers expected instant goal attainment. All sensed that three-to-five years would be required. Each invested in himself accordingly.”

These ten young men began their financial services careers while in their twenties and early thirties, and each is now well on his way to becoming wealthy. Isn’t their strategy worth considering for your practice?

In less than a year, these young advisors doubled and tripled their production. Then they did this again. And again! They became a top producer, by providing outstanding client service - all this during our current depression! Each member of this “envied group of ten” began with a need to simply ‘pay the bills.’

As I got to know them, I became extremely proud of each of them as they progressed and made ‘names’ for themselves in their market areas. Each of these young sales stars discovered that he was not the person he thought he was. Each learned that he was actually a much better person. Each realized that he was unique, special, and even precious -- plus all learned how to communicate this in their market places. Their clients love them like family members. Considering the image you project, will your prospects and clients love you? These great guys are all functioning well in our world where most prospects know that almost everything (involving money or value) in our country today is rigged to take advantage of them!

These outstanding young men include Dennis Postema, Phil Calandra, Beau Henderson, Joe Casey, Mark Kanakaris, Tony Fillipone, Kevin Murray, John Stewart, Nick Royer and Ted Nation. Most joined the IARFC and became Registered Financial Consultants. Each is a very high-class person, and each always “does the class thing” like saying “thank you,” sending hand-writing personal notes, etc. They do what they say they will do. They do what they imply they will do. They take correct action.

Each Had The Following
Seven Factors In Common

Each of them:

  • Struggled at first!

  • Had the courage to pay for needed info, plus self-knowledge!

  • Faced unique challenges that made their future prospects look rather gloomy!

  • Began and worked during this current depression!

  • Quickly realized the importance of creating, establishing, and maintaining their desired personal brand(s)!

  • Understood the relationship between local fame and selling locally!

  • Became ‘known’ in their market area – where this counts most!

Their rapid successes attracted so much attention in our industry that the IPS created the Trusted Advisor Mentoring Program. It is believed that these young professionals now rank among the most successful agents and advisors in the USA today.

Each Achiever Went
Through The Same Four Steps

First of all, they each went through a process that enabled them to...

  1. realize who they actually were

  2. learn their capabilities

  3. define precisely who they wanted to be 

  4. take proper actions to truly become the person(s) they wanted to be

They accomplished the above by investing their time and money in…

Mehdi Fakharzadeh, RFC, is the world’s most successful living and active insurance sales agent. He is also an Insurance Pro Shop supporter, participant and TAST quest speaker. The world’s sales champion told this writer, “People who struggle to make sales usually never made the effort to find out who they are. Each of us should ask ourselves: ‘Do I know who I really am? Do I know what I am?’”

The “Great Mehdi” concluded, “Top producers often went through a process of discovering who they really are, learning their real capabilities, deciding who they wanted to be, and acting to become the precise person they desired to be. You can go through the same four steps and accomplish what these winners achieved.”


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

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’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)

"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

Prospecting Update…

Avoid This Common Mistake

A very common mistake that most agents, advisers and planners make is trying to appeal to everyone, with the result that you attract too many people who don't want to pay for your services, don't have any money, or are people you'd rather not work with.

The more profitable and effective marketing strategy is to position yourself and your firm to attract just those people that want to work with you, and with whom you'd enjoy sharing your expertise.

Imagine if every lead you pursued turned into a client, one who you could be honest and direct with, a person who you looked forward to working with. You'd make more money and have more fun.

While you can't completely control who contacts you, you can use your marketing to position yourself to attract promising prospects and people who would make good clients. Here's how...

A Simple Idea

Take a long hard look at your existing clients.

What do your best clients have in common... age, gender, marital status, occupation, income, family status, education, etc?

Now what's the biggest concerns, needs or problems that they all have. Now can you offer a free report, booklet, article, educational workshop, etc. tailored to attract those people to you?

And, Avoid This Mistake

Don't run ads in newspapers or on the internet! You never know who is going to see the ad, so you will generally get a lot of the wrong people to respond.

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

“Acting on a good idea is better than just having a good idea.”
Robert Half

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"...the 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 most
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 day!!!
This is only step one in the planning  process,
step two the life insurance review will generate another smaller, but nice sale.
Brian H. - PA

"Critical Sales Tip"

How to resist the urge to "sell"
By Sandy Schussel

Are you aggressively selling your services and finding that very few prospective clients - even those who are clearly in your target market - are buying?

Or, maybe you're struggling to find new clients because you're afraid that if you reach out to people, you'll appear to be selling - something you just can't bring yourself to do?

Well, stop it.

"What is selling?" I ask at the beginning of many of my programs. This question elicits a variety of answers which provide a window into the thinking of the professionals and entrepreneurs in attendance:

"Trying to convince someone to buy what you offer," says one.

"Saying things that persuade someone to agree to buy your services," says another.

"Manipulating someone into feeling he or she has to have what you offer," a third might say.

"If your view of 'selling' your services is something along these lines, it's no wonder that you can't fill your practice or find enough clients for your businesses," I tell them.

Stop selling your services

After pausing for effect, I explain, "If by 'selling' you mean some kind of noisy, pushy, aggressive hawking of your services, you've already either sensed or discovered that selling, as you've defined it, doesn't work."

"But what if you had a different view of selling?" I ask them. "What if selling were asking appropriate questions so that your prospective clients understand that they need what you offer?"

Stop selling; start attracting business instead.

For the rest of the seminar, we usually discuss the distinction. The following points are concepts I ask them to consider.

How to develop an "attraction" mindset

What you offer is something valuable - something that people want or need. If you have any clients at all, you've already proven that. People ought to know about your practice or business. You should be proud to tell them about it. But you don't have to push it on them.

How to resist the urge to "sell" and ask great questions instead

The type of selling that doesn't work usually involves identifying a potential client and then trying to close him or her on a meeting with you or on the purchase of your services.

Tell a prospective client what you do, then ask his permission to explore his situation. The conversation might end right there, but since people do like to buy - and you're not selling - he's likely to agree to let you explore. Once you have permission, ask questions designed to unearth some specific need or desire.

How to address the specific need or desire

Then, instead of talking about generic features and advantages of your services, discuss how what you do meets the specific need or desire uncovered by your questions.

Stop selling and start connecting with clients and prospects.


“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

Boost Your Income By More Than 317%

Learning to ask the 'RIGHT' questions is the critical key to consistently
...Setting high quality appointments, with your 'IDEAL' prospects!
...Closing ‘9 out of 10’ sales! ...Doubling Your Commissions!

"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

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