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Lew Nason, FMM, LUTCF, RFC, with his sons Jeremy Nason,
FMM, RFC and Will Nason, FMM, RFC are the creators of the
famous Insurance Pro Shop -The first affordable, full service
insurance marketing and sales resource center for today's Financial
Pro, and Found Money Management, a system dedicated to helping
Middle Income Families to Live Debt Free and Truly Wealthy!
Lew is a college graduate in business, with 3 decades of experience in the financial
services industry as an Account Representative, Business & Estate Planning Liaison,
Branch Manager, Regional General Agent, Recruiter, Speaker, Trainer, Consultant,
Coach and Mentor. As an Account Representative, Branch Manager, and RGA, he has
qualified for numerous sales conventions and prestigious awards with Met Life, Jefferson
Pilot Life, and Aviva Life and Annuity.
He is a LUTCF Graduate in: Personal Insurance and Business Insurance, and a Met Life
Insurance Graduate in: Personal Insurance Planning, Business Insurance Planning, Estate
Conservation, and Wealth Accumulation Planning, Retirement Planning.
Lew, Jeremy and Will hold the Registered Financial Consultant
(RFC) designation from the International Association of Registered
Financial Consultants, Inc. and were featured in the IARFC
Register magazine September, 2011.
They are regularly featured columnists in various industry
publications, including The IARFC Register, ProducersWeb,
Financial Services Journal Online, Probe, and the 87year old
Financial Services Advisor magazine.
For three decades, their unique perspectives, on how to truly help clients, have enabled
scores of agents and advisors to reach the top levels of their profession.
Legal Notice
While all attempts have been made to verify information provided in this publication, the author does not
assume any responsibility for errors, omissions or contrary interpretation of the subject matter herein. This
publication is not intended for use as a source of legal or accounting advice. The information contained
herein may be subject to varying state and/or local laws or regulations. All users are advised to retain
competent counsel to determine what state and/or local laws or regulations may apply to the users
business.
The reader or purchaser of this publication assumes responsibility for the use of these materials and
information. Adherence to all applicable laws and regulations, both federal and state and local, governing
professional licensing, business practices, advertising and all other aspects of doing business in the United
States or any other jurisdiction is the sole responsibility of the purchaser or reader. The author assumes no
responsibility or liability whatsoever on the behalf of any purchaser or reader of these materials.
Any perceived slights of specific people or organizations are unintentional.
Copyright 2011, Insurance Pro Shop, All Rights Reserved
Table of Contents
Page 4 - Introduction To Found Money Management
Page 5 - Heres The Secret (to success selling Life Insurance)
Page 6 - Understanding The Financial Problems We All Face Today!
Page 8 - What Are People Saying AboutFound Money Management?
Page 9 - Found Money Management In A Nutshell!
Page 11 - The Value Of the Found Money Management System
Page 14 - A Review Of Money for Life and Becoming Your Own Banker
Page 18 - The LEAP System In A Nut Shell
Page 20 - The Missed Fortune Sales Concept
Page 23 - Whats Stopping You From Selling More Cash Value Life Insurance?
Page 25 - Where Can You Find and Make The Most Money?
Page 28 - Help Middle American Families And Watch Your Sales Soar!
Page 31 - Five Killer Life Insurance Marketing Strategies
Page 33 - Increasing Your Life Insurance Sales Appointments
Page 35 - How Will Climbing Interest Rates Affect the FMM Concepts?
Page 37 - The Found Money Management Marketing Advantage
Page 40 - Weve Made It Easier and Better For You
Page 43 - The Keys to Long-Term Success!
Introduction...
This Fast Track Advisors Guide To: Found Money Management is NOT about
a slick, magical, new sales concept for selling cash value life insurance.
This detailed guide is designed to help you understand why you must get back to the real
marketing and sales fundamentals. (Many of which arent being taught today!) Then
how, by using these fundamentals, and a few insider secrets, you can capture the
limitless power of the breakthrough Found Money Management philosophies to
help you to quickly generate more of the right life insurance leads, set more
appointments and get your prospects to take immediate action on your recommendations.
Its simplicity is based upon a common sense approach to helping people to understand
the problems they are facing today. And, how you can truly help them to enrich their
financial lives so you become the expert, trusted advisor that people want to see!
This guide starts off by briefly discussing the financial problems we are all facing today
(all over the world) and whats causing them. It attempts to provide an overall
understanding of the value of helping your clients, prospects, friends and family to
establish their personal financial priorities.
Then its about helping them to find the money to fund those financial priorities, such
as insurance protection, retirement, a college education, and more, using cash value life
insurance. And how, in most cases, you can do it all without asking them to spend any
additional money or change their current life style.
But, more importantly for you, this guide finally reveals how you can
consistently attract and be in front of more of the RIGHT prospects
each month, than most agents will see in an entire year!
Please, know this: after reading this IMPORTANT Guide, youll understand why you
havent been getting the number of life insurance leads and clients you desire, or making
the money youve been dreaming about! Youll finally know what you can do about it immediately! And youll be able to quickly increase your sales in the next 30-60 days!!!
Rapidly and easily get more clients in one week than most agents get all month!
Have a practice that is swamped with the right high quality leads from the
first of the month till the end of the month - even when everyone else is slow!
Build a significant 6-figure to 7-figure practice in less time than it takes you to
complete one year of advisor training - guaranteed!
Attract prospects for, apply and close sales... with the 'cutting-edge' life insurance
sales strategies found in Infinite Banking, Circle of Wealth, LEAP, Missed
Fortune, Pension Max, College Funding, Supplemental Retirement and more
Are you ready to learn the Secrets to consistently earning $20,000 $90,000 per month selling permanent Life Insurance?
Understanding The
Financial Problems
We All Face Today!
Is there any question that Middle-Income Families all over the world are facing some
very serious financial problems today? Most workers today do not have a company paid
pension plan. Retirement savings is at an all time low. In the USA Social Security
Retirement Income may not be there for many families when they retire, or at the very
least it wont be there in its current form. The federal government is already taking back
a big chunk of social security income from most retirees, in the form of a hidden income
tax. Couple that with the fact that consumer debt is out of control. Are we, looking at a
significantly reduced standard of living, for this and future generations?
Most of the financial problems we face today are actually within our control and can be
easily overcome, if we are willing to open our minds and learn the little known,
unconventional strategies that the wealthy have used for decades to accumulate and hold
onto their money.
The Sixth Cause is that the traditional financial advice that has been passed on from
generation to generation, from the people we trust and respect our friends, parents and
grandparents, is outmoded and doesnt work in todays financial world. Much of todays
conventional financial wisdom was born out of the tough economic times, such as the
Great Depression. It is what our great-great grandparents and great grandparents
learned they had to do, in order to just survive.
Do they have expensive, low priority riders on the above policies? Could you
free up money by removing these riders?
Do they have cash value polices that can be paid-up with dividends?
Can you recommend a lower priced, quality company for their current
insurance? Be very careful about replacing policies. Make sure it's truly in the
prospects best interests.
Are they putting money into a Roth IRA? If they need more life insurance to
protect their family, couldn't they use a cash value policy for their retirement
savings instead of a Roth IRA? Doesn't cash value life insurance build taxdeferred and generate tax-free income just like the Roth IRA?
Are they putting more money into a 401k, than is matched by their
company? Or, are they are using a traditional IRA, SEP, etc Again, if they
need more life insurance to protect their family couldn't they instead use some of
the money they are putting away for retirement to fund a cash value policy?
Do they have multiple credit cards and charge accounts with large balances
and high interest rates? Could they consolidate all that debt onto one credit card
with a lower interest rate and reduce their total payments?
Do they have cash value in their life insurance policy they could use to pay
off their debts or a car loan? Aren't they better off borrowing from themselves
and paying themselves back, instead of paying someone else the interest? They
can become their own bank, as in the Infinite Banking system. (Note: they must
pay themselves back with interest.) (Note: in some cases you can borrow from a
401k to pay off debt and then pay it back over 5 years.)
Do they have untapped equity in their home that they can use to reduce or
eliminate their debts? Or, could they refinance their mortgage for a lower
monthly payment to free up income? Mortgage interest is tax deductible. So,
they save on income taxes, while reducing or eliminating their debt. Thats the
idea behind the Missed Fortune concept.
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These are just a few of the creative ways you can help your prospect to find the
money.
By using these find the money techniques you'll be able to set more appointments and
youll close more sales. And, youll make significantly larger sales.
You'll help your prospects to optimize their savings. You'll put them on the road leading
to true financial security. How valuable have you made yourself to them?
You'll become their trusted financial advisor, instead of just another salesperson.
And, youll... shut out your competition.
Imagine, if you help just two families each week to find $700 a
month ($8,400 per year) that they can put into savings (life
insurance), thats $10,000 plus of commissions each week,
and youll be on your way to earning over $500,000 per year!
Critical Concept - When you show people where they can save money, ask them these
questions... Where is that money better spent? Is having _____ more important than
getting the insurance you need to protect your family? Saving for retirement? Saving
for your childs education? Whats the higher priority?
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Concepts
Found Money Management seeks to combine the best practices of all four of the hot,
new life insurance sales concepts, Money for Life, Missed Fortune, Infinite Banking
and LEAP, to help a forgotten segment of the population... Middle-Income Families!
Until recently, Middle-Income Families werent considered viable prospects for many of
these concepts by most financial advisors. Most Middle-Income families are viewed as
living from paycheck to paycheck. They arent seen as having the disposable income
necessary to implement these new concepts. Consequently, they are rarely approached.
Using these 'cutting-edge' Found Money Management concepts you can show your
prospects were they may be spending money unnecessarily and unwisely. And, where
they can find the money to significantly improve their financial situation to:
Reduce Or Eliminate Consumer Debt - Families need real help to free up their
money, to start saving for their future needs of retirement, college and more.
Maximize The Amount They Can Invest From Current Income - Families
need your help to find the money to put into savings.
Guarantee The Safety Of Their Investment Principal - With the recent losses
in the stock market, most families recognize they can't afford to lose any more of
their hard earned money. Life insurance can provide the safety and guarantees!
Minimize Income Taxes - Is there any question that income taxes can
significantly reduce the amount of money available for savings and the growth of
investments! The Tax Deferred Growth of life insurance offers a significant
advantage over many other investments!
Maximize Investment Income - When you retire it's not how much money
you've accumulated. It's how much income you have to spend! The Tax Free
Income advantages of life insurance can provide more spendable retirement
income than Tax Deferred!
There are considerably more advantages to these hot new concepts, than just helping the
affluent prospects accumulate more wealth.
By combining all four of the hot, new financial concepts Money for Life, Missed
Fortune, Infinite Banking and Leap with Found Money Management, and showing
your prospects how to find the money, you can help Middle-Income Families achieve
the financial security theyve always dreamed of and never thought possible.
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Plus, youll take you insurance career to the very top of the industry, by collecting
$30,000 to $120,000 of life insurance premiums each and every month!
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A Review of...
Money for Life and
Becoming Your
Own Banker
Imagine if instead of borrowing money from a bank, you have your own private bank (of
your money) that you could get a loan from, for whatever you need. Then, whenever you
take a loan, you pay yourself the principal and interest the bank would have received.
Instead of the bank making money on your money and the interest youre paying... youre
making all the money.
How much better off would you be?
Thats the basic premise behind the Money for Life, by Jeffery Reeves and Becoming
Your Own Banker, by Nelson Nash.
A simplistic example:
For 5 years you pile everything you can into your own private bank. ($1396.68 per month
@7% after expenses) At the end of 5 years, you have $100,000 sitting there, earning
7.0% per year. Now, you need to spend $20,000 for a car. You have three basic options:
1. You could just take the money out of your private bank, pay for the car and never
pay the money back. Your cost is $20,000 plus the 7.0% of interest you lose each
year on the $20,000. ($1,400 per year) In five years youve spent a total of
$27,000. ($1,400 x 5 years + 20,000 = $27,000) And, you still have $20,000 less
in your bank and you continue to lose $1,400 per year. In 5 years, the value of
your $80,000 account @7% has only grown to $112,204.
2. Or, you could take out a 5-year auto loan and pay 10% interest. The payment
would be $425 per month. In 5 years, you would have paid out a total of
$25,500. In 5 years, the value of your $100,000 account @7% has grown to
$140,255.
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3. Or, you could borrow the money from yourself and pay yourself monthly what
you would have paid on the auto loan. In 5 years, you would have paid into
your account a total of $25,500. In 5 years, the value of your account @7%
(less the policy loan interest) has now grown to $144,709.
By using option #3 you are maximizing the growth of your savings by making the
same profits as a banking institution!
Even if you never saved any more money or borrowed from your account again, your
$144,709 @7% would grow to $559,978.17 in 20 years.
The beauty of the Infinite Banking concept is that you are helping prospects to see the
value of putting a lot of money away in a very short time period... With No long-term
commitment!
And, if they do this every five years they can accumulate millions, one piece at a time.
It works because of the unique advantages of life insurance and superior tax advantages:
1. The money grows tax deferred
2. The money can generally be withdrawn or borrowed tax-free
3. There are no penalties for withdrawals prior to age 65
The problem with this concept is that you have to find the people with enough disposable
income and the discipline to put large amounts of money away in a short time. I highly
recommend reading the Money For Life book to understand the basic concepts.
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you use a participating whole life policy is that it offers several unique benefits, the other
investment vehicles dont offer
1. You can put in, as much money as you want based on the size of the policy,
which you can make as large as you need. (Not so, with qualified plans)
2. All the money you put into a cash value life insurance policy builds taxdeferred! You avoid paying income taxes every year, so your money builds
faster.
3. You can borrow the money from the policy tax free, without contractual
withdrawal penalties. And, there are no early withdrawal penalties from the
Federal Government. (Not so, with qualified plans or annuities)
4. There are minimum guaranteed interest rates.
5. You have a disability waiver of premium rider that will put the money in for
you. This makes the plan self-completing, if you ever become disabled. (Only
cash value life insurance offers this unique benefit)
6. Life insurance provides a death benefit that gives your family the money you
intended to save; in the event you cant be there.
7. Life insurance cash values dont count as an asset, when applying for college
financial aid.
Life or Universal Life) Now, if you want to help the greatest number of prospects, not
just the more affluent, you must help your prospects to FIND THE MONEY!
Summary
The concepts arent new. Ive been using variations of the same concepts for 26 years to
help my prospects qualify for college financial aid, reduce debt and accumulate wealth.
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A simplistic example:
Lets assume for a moment that your prospect is contributing 10% of their $100,000
income into a 401k and the first 3% of their 401K contribution is being matched by their
employer. The LEAP concept would recommend that they put the unmatched 7% of their
401k contributions ($7,000) into an Investment Grade Life Insurance Policy.
They have tax-deferred growth just like the 401k. However, they can withdraw
and/or borrow out their money TAX FREE prior to and during retirement.
They have access to their money prior to age 59 1/2 for emergencies, college cost
etc., without any early withdrawal penalties or income tax liabilities.
Because withdrawals and loans from life insurance are generally tax-free, they do
not generate a 1099. So, they do not hurt a prospects eligibility for college
financial aid for their children. And during retirement, these tax-free withdrawals
and loans do not cause the taxation of social security income.
By adding the disability waiver of premium rider life insurance is the only selfcompleting retirement plan.
If the insured dies prematurely their family can be financially secure because, of
the death benefits. They have the money the insured intended to accumulate
during their lifetime.
Its based on the safe money concept and offers potentially low risk with high
returns.
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In recent years, life insurance has become something that is perceived as a necessary evil,
something that is only purchased, if it is needed. If it is needed, the amount purchased is
generally, the minimum amount necessary. This is generally not consistent with the
goals and ideals of successful people. Successful people do not focus on needs. They
focus on wants. Successful people do not focus on minimums. They focus on
maximums.
If you ask a successful person how much life insurance they would want, putting cost
aside, they almost always say, the maximum I can obtain. Therefore, it is not life
insurance that is the evil. It is the perceived cost that is the obstacle.
The LEAP concept helps prospects to see cash value life insurance as something
successful people want, something that is the heart and soul of their financial life. It
is the foundation that unlocks the value of all their other assets.
If you find just two people per week to put $7,000 per year into
cash value life insurance, instead of a 401k thats over
$60,000 of life premiums youll collect per month!
Critical Concept - Cash Value Life Insurance has some very unique income tax
advantages and benefits that along with the death benefit make it an extremely
effective savings tool. Learn all you can about the products Unique Benefits!
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A simplistic example:
If you have $100,000 of equity in your home and you could borrow it out with a 6%
interest only loan, it would cost you about $6,000 per year. If you can write-off the
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interest on your income taxes, then your net cost for the loan is about $4,000 per year. In
thirty years your total after tax payments would equal $120,000.
If you invest the $100,000 into an investment grade life insurance policy and you earned
6.0% after expenses, in thirty years you would have $574,349.
If you then paid off the original $100,000 mortgage on the home, you would have
$474,349 left in the life insurance policy to generate a tax-free income to fund a
college education or for retirement. In effect, youve spent $120,000 to make $474,349.
Caution
We believe there are some debatable mathematics, and inaccuracies in the Missed
Fortune book. And, there are also some questions about the validity of writing off the
mortgage interest, if you put home equity into a tax deferred vehicle or life insurance.
However, whether or you can write off the interest or not, the overall concept is very
valid. And, when done properly, the Missed Fortune concept can help many people to
accumulate exceptional wealth. (In the above example, even if you cant write-off the
interest, you would spend $180,000 to make $474,349)
Extreme Caution
We believe this approach can be used to help many people. However, when taken to
extremes it can also cause serious financial harm. They only time you should use any
type of Adjustable Rate Mortgage is when the people are able to put the difference in
payments, between a conventional fixed rate mortgage and the adjustable rate
mortgage, away each month! People must have the money, from existing income, to
cover any increase in the adjustable rate mortgage payments, when mortgage interest
rates rise.
repaying the mortgage in the event of death. In addition, the money inside life insurance
grows tax deferred and generally can be taken out tax-free.
The great news is that in the past few months, even with the initial low
response rates and the experimenting involved in tweaking the Missed
Fortune seminar presentation, the agent has already made over
$80,000 in commissions.
And, you can do it too!
Critical Concept - If you use an Adjustable Rate Mortgage, make sure your prospects
are saving the difference in mortgage payments each month, so if they their mortgage
payment increases they have the money to make the additional payment each month.
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That because of the disability waiver of premiums and the death benefit,
cash value life insurance is the only self-completing college funding
and/or supplemental retirement savings plan!
It doesnt count as an asset, when you apply for college financial aide.
These are just a few of the outstanding benefits that make cash value life
insurance a very unique savings vehicle and an exceptional buy!
o The most amazing part of all this is that the majority of agents who are
trying to sell cash value insurance dont believe in it enough to own it
themselves. They have all the same objections that their prospects have to buying
cash value life insurance. How can you sell something you dont really believe in
and own yourself? If you want to sell cash value life insurance, then do your
homework. Learn everything you can about cash value life insurance. Become a
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believer and then buy it yourself! (One of the best ways to learn about cash
value life insurance is to join NAIFA and take their life insurance courses.)
Using these concepts you can easily help families to find $500
to $1,000 per month to put into Cash Value Life Insurance.
Thats $4,000 to $7,000 of commissions per case.
Critical Concept - How can you hope to get your prospects to buy permanent, cash
value life insurance, if you dont believe in it enough to own it yourself?
Think about it
With all the insurance agents and financial advisors moving into the more affluent
markets and chasing the top 0.5% - 1% of the population, is it any wonder that most of
these agents, advisors and planners are struggling to make a decent living? It has gotten
extremely competitive in the affluent markets. You just need to take a look in your local
newspaper, on a Sunday, to get an idea of how many financial services professionals are
currently offering annuity and investment seminars every month to the affluent markets!
And, then to compound the problem, isnt it where you will find the most competition
from banks, attorneys, accountants, investment brokers and all the get rich quick scam
artists?
Now consider
When Tom Stanley and William Danko, the authors of The Millionaire Next Door,
decided to investigate how people get wealthy, they found something extremely odd.
They found that many of the people who live in the upscale neighborhoods and drive
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luxurious cars do not have extreme wealth. They are not millionaires. Most of them are
living well above their means. They are spending more money than they are making in
order to maintain the appearance of being wealthy. The truth is that, like most people
today, these people are struggling every month just to make ends meet.
The Capgemini/Merrill Lynch report also broke out how these very rich people
allocated their assets. These millionaires put 34 percent in equities; 27 percent in fixedincome investments; 13 percent in real estate investments; 14 percent in alternative
investments like hedge funds, foreign currency and commodities; and kept 12 percent in
cash or deposits.
The Spectrum Group survey found that more than 35 percent of the affluent are retired
and 36 percent are business owners. The overwhelming majority, 86 percent are married,
and the mean age is just under 56.
According to a report from the Economic Policy Institute, The State of Working
America 64 percent of American households have stock holdings worth $5,000 or
less, or own no stock at all.
So, Where Can You Find and Make The Most Money?
If you want to find and make more money, youll want to serve Middle-Income Families.
We are talking about the top 50% or more of the population. That is 50 to 100 times the
amount of prospects available in the affluent markets. Obviously, that means there are a
lot more prospects for you to see. And, there is a lot less competition from the other
financial services professionals. Middle-Income Families is virtually an untapped
market!
The only problem with servicing Middle-Income Families is that in order to find the
money it requires you do a lot more work with the prospect. Many, if not most of these
people, are living above their means and they are drowning in consumer debt.
At first glance it would appear that the majority of these people do not have any
discretionary money. But, in most of the cases appearances are deceiving. They do have
discretionary money! You just have to learn how to help them to find it! Its about
helping Middle-Income Families to understand the problems they face today and then
helping them to prioritize where they spend their money.
In most cases, you can help them to find the money ($3,000 to $12,000 per year) if you
know where to look. And, you can do it all without taking additional money out of their
pockets or changing their current life style. Its simply a matter of helping them to reallocate where they are spending their money unnecessarily and unwisely.
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Help Middle-Income
Families And Watch
Your Sales Soar!
As we mentioned earlier, during the past two
decades, many of the major companies have been
moving to the more affluent markets. They appear to have forgotten whom they served
and what made them the company they are today.
According to LIMRA this leaves the Middle-Income marketplace wide open. And, in our
opinion provides an exceptional opportunity for the financial advisors who learn how to
help Middle-Income families to find the money.
A Change In Philosophy
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Most agents and advisors are taught to tell people they need to invest in (or buy) this or
that by taking additional money out of their current budget. The problem is that many
Middle-Income Families are only one or two paychecks away from going bankrupt
They dont have any savings or even an emergency fund
"With personal savings rates at one of its lowest rates ever, not only are
secure retirements in jeopardy but also many Americans are one medical
emergency or layoff away from financial disaster."
*Many ways to boost U.S. personal savings, By Dar Haddix, UPI Deputy Business Editor
"There are currently as many as 22 million U.S. families that lack a basic
checking or savings account and who are often forced to cash checks
through such services as check cashers, which charge high fees."
*Many ways to boost U.S. personal savings, By Dar Haddix, UPI Deputy Business Editor
Reap the Upside Of the Market, While Guaranteeing The Safety Of Their
Investment Principal
And, in many cases, we can help them do it all without taking additional money out of
their budget or changing their current lifestyle!
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willing to lose? If you are not here tomorrow could your family keep their home? How
much longer are you willing to wait before you start saving for your retirement?
5. Stay In Touch...
Selling is not a one step process. People buy when they are ready to buy, not when you
are ready to sell. Most people do not buy something the first time the see or hear about it.
You can sell many of these potential customers with an effective follow up system.
According to the National Sales Executive Association, youll increase your sales by
80% when you follow up! Here's why:
Your follow-up can be as simple as contacting these people periodically with a new offer.
Or, better yet, follow up periodically with some useful information ...and don't charge
them for it - like a client newsletter! You'll build a supportive relationship that gains
their trust.
Each of these Five Top Producer Marketing Strategies provides you with a simple
way to boost your sales and your profits quickly. They are simple to use, highly
effective and require very little if any new expense.
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Increasing Your
Life Insurance Sales
Appointments
If you have been in the life insurance business for any
length of time, youve probably spent a lot of money
buying prospect lists, sending out sales letters, postcards and/or running ads in the
newspaper to generate qualified leads. Then youve followed up with those leads by
calling them, sending them your newsletter, special reports, information booklets, product
brochures, etc. And, for many of those leads nothing is happening. For whatever reason,
these people still have not agreed to an appointment with you. Why?
Is it because they dont know you and/or how theyll benefit from seeing you?
How about if there was a non-threatening way for them to meet you, and see the type of
work that you do?
One of the most overlooked, most affordable and most profitable ways to increase your
Life Insurance sales is to offer these leads an opportunity to attend a FREE Educational
Workshop.
Consider:
o Does anyone really want to meet face to face with a sales person?
o Wouldnt most people feel safer meeting a sales person in a group setting?
o By attending a free educational workshop, doesnt it give prospects a nonthreatening way to check you out?
o Isnt it going to be easier to get people to come to an educational workshop,
than to set an appointment first?
o Once they attend an educational workshop, get to meet you and see the work
you do, isnt it going to be easier to set an appointment?
Now Consider:
o Cant the workshop be as small or large a group as you feel comfortable
with?
o Cant the education workshop be held almost anywhere?
o In most cases cant you hold an education workshop for under $100, even
with a meal?
The Critical Points To A Successful Free Educational Workshop Are:
o The invitation, you must give them a good reason to attend. How will they
benefit? How about: Improving Your Current Cash Flow, Reducing
Consumer Debt, Tax Saving Ideas For Businesses or Paying Off your
Mortgage 5 to 10 Years Early?
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o You must have an educational presentation that is not sales oriented. You
cant talk about products or give a sales pitch.
o During the workshop you must get your attendees emotionally involved. You
must ask questions to get them to relate their situation to the information you
are giving them.
o After the workshop you must be able to convert the attendees into qualified
sales appointments. Never ask for an appointment. Give your prospects an
opportunity to meet with you.
The agents who are using educational workshops and following our systems are:
o Setting Appointments with 70% - 90% of the Workshop Attendees...
o Closing 70% - 90% of Their Sales Appointments...
o Earning $20,000, $50,000 or more per month...
If you would like an affordable, highly profitable way to increase your Life Insurance
sales, then I strongly urge you to start offering your prospects a free educational
workshop.
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financial experts is really geared towards people who are already wealthy. These are the
people who can afford to take risks with their money.
These wealthy people live in a different world. They are not concerned about qualifying
for college financial aid, so their children can afford to go to college. They are not
concerned about eliminating debt to improve their cash flow, so they can afford health
insurance or put braces on Samantha's teeth. They don't have to worry about whether
there will be food on the table or a roof over their familys head, if something happens to
them.
Our objective is to show you how to truly help Middle-Income Families by using the
little known, unconventional strategies that the wealthy have used for decades to
accumulate and hold on to their money. The reason most Middle Income Families
continue to struggle today is because the conventional financial wisdom that has been
passed on from generation to generation doesn't work to accumulate wealth. This
conventional wisdom is what our grandparents learned they had to do to survive during
the tough economic times, such as the great depression.
Reduce Or Eliminate Consumer Debt - Families need real help to Find The
Money to break the chains of debt.
Maximize The Amount They Can Invest From Current Income - Families
need your help to Find The Money to put into savings.
Guarantee The Safety Of Their Investment Principal - With the recent losses
in the stock market, most Middle American families recognize they can't afford to
lose any more of their hard earned money.
Minimize Income Taxes - Is there any question that income taxes can
significantly reduce the amount of money available for savings!
Maximize Investment Income - It's not how much money you've accumulated.
It's how much income you have to spend! Tax Free provides more spendable
retirement income than Tax Deferred!
Well show you how you can make a real difference in peoples lives!
If you really want to help your family, friends, clients and prospects to Live Debt Free
and Truly Wealthy, then it's time to find out more about us and our Turnkey Found
Money Management system.
There simply isn't a better, easier and more cost effective way for you to really help
people and sell large cash value life insurance policies!
Not sure we can help you, or if this system is right for you?
Then please, call us toll free at 877-297-4608 (9AM - 5PM EST)
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not physical items or artifacts. They are the economic principles, practices, and tools that
built the most enviable economy in history. http://www.youbethebank.com/
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Reminders
Once you have been to the Trusted Advisor Success Training - Boot Camp you can
come again at no cost to you! ($100 for refreshments)
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The Keys To
Long-Term Success!
A quick question for you: Are you in the financial
services business for the short-term or the long-term?
I hope you said long-term! If thats the case, then you must stop doing the things that
most people do to have short-term success in this business. You must spend the time and
money to learn the skills and strategies needed to start building your business for longterm success. Short-term success is just setting an appointment with whoever will meet
with you, selling a product and making a quick sale to generate a quick income.
Long-term success is about learning how to attract the Right people, providing a
valuable service to them and learning how to truly make a difference in their lives!
Its all about building long-term trust relationships, to generate a steady stream of new,
repeat and referral business.
Most agents, advisors and planners are acting as if they are in this business for the shortterm. Theyll say and do almost whatever it takes to set an appointment and make a sale
right now, with anyone who will talk with them. Their focus is on making a sale during
the first appointment. (A one-call-close) Accordingly, theyll use the 101 closing
techniques theyve learned to push the prospect into making a quick decision to buy,
based on the price of the product and/or high investment returns.
Selling based on the price of the product and/or high investment returns, seems much
easier short-term. Its just about making a quick commission. No thought is given to the
long-term consequences of the sale for the customer, or the salesperson. No real
relationship is built with their prospects. Then these agents, advisors and planners wonder
why they have high fall out rates and lapse rates. They arent getting good referrals or
repeat sales. They struggle to make a consistent, decent living. Eventually they get
frustrated with prospecting, the lack of appointments and the lack of sales. They lose their
positive attitude. And, generally within 5 years they are out of the business - either
physically or mentally!
There is no question that building your business for the long-term is initially more work.
It requires more thought, reading, training and practice. It requires you to learn much
more about marketing, sales, record keeping, goal setting, fact-finding, asking questions,
sales presentations, income taxes, social security, products and much more. It requires
you to learn how to attract the right prospects. It requires you to spend more time with
prospects to understand their situation, to build trust and a positive relationship.
However, the rewards for all of the initial hard work are outstanding. Its why the top
producers have a much easier time finding the right prospects, setting appointments,
closing sales and making high six and even seven figure incomes.
The top producers in the financial services industry understand that there is a price to pay
for long-term success and to make a good consistent income The rewards are
outstanding for the people who are willing to do, what the unsuccessful people are
unwilling to do! And, there is a great deal of satisfaction in learning how to truly
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I truly wish every new agent out there could just spend a
few months training with you and Jeremy so they would not
have to go through what I went through in my early years.
I can only imagine the desperate calls you must receive
from struggling agents who never really learned how to
perfect their marketing, especially now with all that is
going on in this economy. I am so glad I not only found
you, but I was humble enough to be taught by you and smart
enough to stick with you even when things did not happen
for me over night. In my case it took me more than a few
days to get on the right track, but the long-term benefits
have been well worth it. (I know my learning curve could
have been much, much shorter if I only applied your advice
sooner, instead of questioning everything you told me. But
it is hard not to be a skeptic when there is so much bad
advice out there.)
Keep on doing what you are doing Lew, and let your readers
know that there are agents like me, who are loving this bad
economy and are prospering. Don't get me wrong, I hate
what it is doing to the good people that are being hurt by
it. But I love that it is giving people a wakeup call and
forcing them to look outside the box for safer alternatives
that I can help them with. What a great time to be a good
financial advisor, with all of the problems people are
facing we have the opportunity to really help people
weather this storm and we can literally pick and choose who
we want to serve. What a business!
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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! 877-297-4608 (M-F, 9AM-5PM, EST)
www.insuranceproshop.com
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www.InsuranceProShop.com
Toll Free: 877-297-4608, Phone: 770-443-2852, Fax: 800-901-6837
Insurance Pro Shop, 150 Watson Drive, Dallas, GA, 30132
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