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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
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
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
Each Achiever Went
Through The Same Four Steps
First of all, they each went through a
process that enabled them to...
realize who they actually were
learn their capabilities
define precisely who they wanted to be
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.”
“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!
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)
"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
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
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
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
What do your best clients have in
common... age, gender, marital status, occupation, income, family status,
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.”
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It’s A Shame For You To Struggle Finding Prospects And
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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
"Critical Sales Tip"
How to resist the urge to
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
"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
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
Stop selling; start attracting business
For the rest of the seminar, we usually
discuss the distinction. The following points are concepts I ask them to
How to develop an
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
Boost Your Income By More Than 317%
Learning to ask the 'RIGHT' questions is the critical key to
...Setting high quality appointments, with your 'IDEAL'
...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
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
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