Fast Track Advisors Guide To:

Found Money Management

How to Sell Cash Value Life Insurance...
In Spite of the Economy!

Helping Middle-Income Families to...

Live Debt Free and Truly Wealthy
IPS Publishing Group
Affiliated with the famous Insurance Pro Shop
150 Watson Drive, Dallas, GA 30132 - USA
877-297-4608
www.insuranceproshop.com
Please feel free to pass this E-book along to your friends and associates.
This E-book may be distributed free by anyone, as long as it is not altered in anyway.
It may NOT be SOLD, but can be included as a free bonus. Please advise the author
should you use this E-book as a free item for your website visitors.
Updated 8/28/2011

Bios
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!

"...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. (7/2008) 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, FMM, MDRT - TX

President, Pathfinder Group, LLC
(25 years in business)

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!!!

With This Information You Can

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?

Here's The Secret...

"The Big Money is NOT In Being an Agent
or Advisor Its In Learning How To
Effectively Market, Generate Leads and
Magnetically Attract People to You."
And When You Learn How To Do That, Your Life And Your Business Will Become
Enjoyable, Simple And Extremely Prosperous.
Yes, believe it or not, if youll get back to the real marketing and sales fundamentals, and
you have the RIGHT kind of marketing, you can be in front of the Perfect high
quality life insurance prospects each and every day! (Even if you dont have any money)
"I was extremely lucky when I came into this business in 1982. I had three very successful
agents take me under their wings and teach me the easy way to get leads, set quality
appointments and make sales. Then over the years my sons and I were extremely
fortunate to meet, get to know and learn from many of the industry's super achievers.
Now we'd like to pass that information on to you! So youll

Get Your Production Through the Roof, Without the

Headaches of Cold Prospecting, Cold Calls, and Mailing to
Cold Leads All of which are a Waste of Time!
Important Message Unfortunately, most agents are looking for a quick fix,
something new and exciting that requires very little time or effort on their part. If that's
what you are looking for don't bother reading any further. What most agents don't
realize is that in a good economy almost anything you do will produce some positive
results, but in a struggling economy you must get back to the real marketing basics and
be really helping people!

and love it.

We work with agents and I do recommend
resources to them. I purchased the Found Money
Management system from you guys about 2 years
ago and love it.
Rusty Carlson, Life Sales Consultant, MN
American Financial Marketing, LLC
5

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.

Whats Causing Our Financial Problems?

The First Cause is that much of the financial information we receive daily, about
investing our hard earned money in the stock market is extremely misleading, is out of
date and is giving middle-income families unrealistic expectations of investment returns
and what they will have for their future. Unfortunately, the financial medias ultimate
goal is to sell their advertising space. So, they use controversy, hype and grandiose
claims to increase their ratings and readership to get more advertising, to make more
profits.
The Second Cause is the less than ethical sales practices of many of the financial
institutions. They are designing products to make the quickest and largest profits. Many
of their products have hidden fees, very high surrender charges and tiered payouts.
The Third Cause is that Middle-Income families are constantly being enticed to use
credit cards, store charges, and auto loans. And, in many cases these debt instruments
have fees and interest rates that total over 20%. Consumer debt is at an all-time high.
The Forth Cause is we have become a society where we are unwilling to wait for
anything. We are unwilling to save for what we want. We want everything right now!
The Fifth Cause is a very serious lack of training and monitoring by our industry
support firms and organizations. Most agents and advisors are not being taught how to
ethically market their services, generate sales and really help people. And, in order to
survive, theyll do or say almost anything just to make a sale. There are too many agents,
and sales organizations that believe that this business is just about making sales to earn
the highest commissions and fees available, instead of actually helping people!

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.

How Do We Solve Our Financial Problems?

We can help people (all over the world) to overcome the
financial problems we all face today, by learning how to help
people to put their finances into proper perspective!
Using these proven Found Money Management
principles, youll have the perfect opportunity to help people to Live Debt Free and
Truly Wealthy, without asking them to sacrifice their current life style. It all starts with
you learning the proven financial strategies that have enabled the top 20% of people
world wide to accumulate their wealth.
What follows is a series of articles to help you understand the depth, soundness and the
incredible power of these Found Money Management concepts. Youll begin to see
how and why they work.
Plus, youll learn about a virtually untapped market, so you can consistently be in front of
the Perfect prospects everyday. The people you have the best chance of selling!
Youll also learn how to properly and ethically use many of the Cutting-Edge concepts
found in Money for life, Infinite Banking, Missed Fortune, Circle of Wealth and LEAP.
Finally, youll begin to understand the true value of what you will bring to your prospects
financial lives, especially in these tough economic times.
And, once you start helping your prospects to understand and use these concepts

Youll become the respected, trusted advisor people want to see!

If you help enough people to get what they want,

then youll get what you want!
Critical Concept - What all the Leading Producers know, that you don't, is most
people are looking for real help with their finances! People want to believe they can
take back the control of their money. They want to know they can have a secure
financial future. And, people will buy based on your set of beliefs, your energy and
your enthusiasm. Become the TRUSTED Financial Advisor people want to see!

What Are Religious Leaders and Trusted Names

Saying About... Found Money Management?
"I admire Lew Nason for the success of his mission.
To get people to act immediately in their own best interest."
Rabbi Harold S. Kushner, World Jewish Leader,
Author of When Bad Things Happen To Good People
"Lew Nason's message flows from a timeless,
truth-filled, fountainhead."
Rev. Dr. Jack W. Hayford,
One of the world's most beloved pastors
"Lew Nason helps you see new possibilities."
Rev. Dr. David Yonggi Cho
Pastor world's largest church, located in Soul, Korea
"We all need improved success. It is possible to have it.
Lew Nason can help you get it."
Rev. Dr. Robert H. Schuller
Host of the TV Series, Hour of Power,
Founding Pastor - Crystal Cathedral
"I think Lew Nason provides a clear and concise analysis."
Art Linkletter, TV Personality, Speaker
Author, Old Age Is Not For Sissies
"We pray that God will continue to use Lew Nason to
positively impact the lives of many."
Former Coach Bill McCartney
Founder of Promise Keepers
"With Lew Nason's exclusive Found Money Management
system you can achieve more than you ever imagined possible!"
Brian Tracy, Renowned Speaker,
Author of Getting Rich Your Own Way

Found Money Management

In A Nut Shell!
If I could show you how to reduce or eliminate
your debts, fund your childrens education, get
all the life insurance you need to protect your
family and have the retirement of your dreams,
without you taking additional money out of your
pocket or sacrificing your life style, would it be
worth sitting down and talking about?
Are you interested? Would you like to know more?
How much easier would it be to set an appointment with your prospects, if you could
show them how to get what they need and really want without them spending additional
money or changing their current lifestyle?
Think about it. Whats the biggest obstacle to you getting people to save money or buy
life insurance? Isnt it; I just cant afford it right now?
When prospects give you the I cant afford it objection, do you now apply pressure to
try and persuade them its worth the sacrifice? Do you try three or four of the 101
closing techniques youve learned, until you get three or more Nos?
Does applying pressure or using those closing techniques generally result in you making
the sale?
As sales people, isnt our job is to help people to recognize they have a problem and then
get them to agree they want to solve the problem? And, thats where most agents stop.
If you want to close more sales, then you must go a step further and help your prospects
to FIND THE MONEY.
In most cases, you can help them find the money by reviewing their current situation
(doing a thorough fact-find) and then helping them to make some smart money
management decisions...
Here are just a few ideas on how you can help your prospects:

Can they reduce the premiums on their existing insurance policies?

Do they have low deductibles on their health, auto or homeowners

insurance? Can they increase their deductibles to free up some money?
Consider, if they had $10,000 sitting in their savings couldnt they afford to go to
a higher deductible on their insurance policies? Whats the best way to get the
$10,000 into their savings?
9

Do they have an opportunity to receive a discount on their auto, homeowners

and liability policies by putting them with the same company?

Do they qualify for health insurance through their employer at a reduced

cost?

Do they have a Critical Illness policy, DI policy, or Long Term Care

Insurance policy with long-term benefits? Example: Having a "to age 65"
benefit period on their DI policy is fine, but if it prevents them from getting the
life insurance they need to protect their family, is the long-term benefit on these
policies really necessary? What is the higher priority?

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 funding a qualified retirement plan?

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?

Can you help them to reduce or eliminate their debt?

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.

10

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.

By the way, have you looked at your own financial situation?

Can you use any of these Find the Money strategies to make your
financial situation better?

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?

"...$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, RFC, RIA - IL,

15 years in financial services
March 2006

11

The Value Of the...

Found Money Management

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!

Position Their Money To Provide Current Liquidity - Families need to have

access to their money, without penalties, prior to age 59 1/2, for college,
emergencies and other family expenses.

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.

12

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!

Living Debt Free and Truly Wealthy Is Not Just A Dream

You Can Make It A Reality!

Critical Concept - If you want people to take action today, show them how, just by
repositioning their spending, they can dramatically improve their financial situation.

This year our life production is up

almost 100% over last year and I
believe it will double again.
"Dear Lew; As you are aware I have been in the
industry for 39 years and am a consistent MDRT
'Top of the Table' qualifier. I have spoken at
MDRT, and at several major companies top producer
meetings. In 2000 I went from being a Agency
Development General Agent to a Personal Producer.
The transition was challenging, but it worked.
The one thing I lost along the way was the focus
on life insurance sales. I tried several refresher
programs, and was able to modestly upgrade life production.
Then I found your company. Eventually, I purchased several
of your programs including 'Found Money Management' and
'How to Close 9 out of 10'. The material is excellent and
I have spent many hours reviewing it. This year our life
production is up almost 100% over last year and I believe
it will double again. Thanks for your personal
consulting time, the programs and most of all your sincere
belief in the good work you and your company are doing."

Richard C Moldenhauer, CLU, ChFC, RFC, CEP - NY

MDRT 'Top Of The Table'
39 years in financial services
June 2010

13

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.

How The Concepts Work

Simplistically, you have your prospects sock away as much money as they possibly can,
as quickly as they can, into a good participating whole life policy. (Dividend paying) The
money is funneled into the whole life policy for five to seven years. You over-fund the
whole life policy to just below the MEC guidelines. Then, whenever your prospects need
to make a big purchase, they can borrow the money from themselves, instead of
borrowing from the bank (or a credit card company). Now, they pay the loan back to
themselves, plus the interest they would have paid the bank. Your prospect makes the big
profits the bank would have made.

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.
14

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.

The Basic Concept Isnt New

Its a great concept. However, the basic concept isnt exactly new. Variations of this
concept have been used by many of the insurance industry legends for at least 30 years
that I know of. Thirty years ago, these industry legends would tell their clients that the
money they put into their participating whole life policy could be used for emergencies,
to take advantage of business opportunities, to fund college, to buy a car, and much more.
However, if you take money out prior to age 65 (retirement) youll want to pay the loan
back, plus the interest, so you will have the retirement funds you planned on!

It Works Better Today

As well as the concept worked 30 years ago, it works much better today because of the
paid-up additions rider that was introduced in the late 1980s. Today, using a paid-up
additions rider, you can dramatically over-fund a participating whole life policy (Up to
the MEC guidelines) and make it an exceptional wealth accumulation vehicle.

Understanding The Concept

This concept, simply put, is getting prospects to funnel all the money they can into a
participating whole life insurance policy, as quickly as they can get it in there. (Up to the
MEC guidelines) And, then the prospect uses that policy as their private bank. The reason

15

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.

The Fallacy Behind Their Concept

In my opinion, there are several problems with the way they present the concept
1. Their concept is designed to be used with high-income earners! Their
prospects must be willing and able to put away large sums of money.
Unfortunately, this severely limits the amount of prospects available to you. And,
it puts you in direct competition with all the companies and financial advisors
working the more affluent markets.
2. Theyll tell you the concept only works with a good participating whole life
policy! The truth is, this concept works equally well with a good Universal Life
Policy or Indexed Universal Life Policy. And, in some cases these UL Policies
will work much better than a Whole Life Policy.
3. They believe you should pay off your mortgage, as soon as possible. The fact
is, in many cases, this is giving up one of the best ways to get started using this
concept and one of the best ways to accumulate a fortune. (The Missed
Fortune concept)
The real beauty of the Concepts is that with some small modifications to their ideas, you
can help almost everyone to use this concept and youll truly be helping people!

Making The Concept Work

As stated earlier, to make this concept really work means putting all the money your
prospect possibly can, into a good cash value life insurance policy. (Participating Whole
16

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!

You can help them do that by:

1. Showing them how and why to increase all their deductibles and delete any
unnecessary riders on their existing insurance policies. Do they have any
unneeded policies? Can they use their dividends to pay up their existing
policies and/or funnel those dividends into the new policy?
2. Stopping the contributions to all their qualified retirement plans, except for
any amounts that are being matched by their employers.
3. Showing them the logic behind refinancing their home for as long as they
can, and taking out as much equity as they can. (Missed Fortune concept)
4. Can then use home equity, insurance cash value, etc. to pay off any debts, to
free up money to funnel into the life insurance policy.
5. Finally, you can help them look for other ways to cut their expenses. Can
they get a better long distance carrier for their phone service, etc.?
Learn these concepts. Then, help your prospects to Find The Money to implement
these concepts. Theyll be your clients for life And, youll get tons of referrals!

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.

And, you can too...

Using the initial example of putting $1,396.68 per month, for

five years into life insurance, your commission in the first year
would be about $10,000. You would be well on your way to
earning over $500,000 with just 4 cases per month.
Critical Concept - If you want to use these concepts, you must truly understand
the philosophy behind them. The more knowledge you have the easier its going
to be to help prospect use these concepts. I highly recommend you read both of
these books - the Money for Life and Missed Fortune.

17

The LEAP System

In A Nut Shell
LEAP is the acronym for Lifetime Economic Acceleration
Process. It is a trademarked method for selling cash value life
insurance. The idea is to maximize the growth of your savings dollars
by using cash value life insurance products. The concept uses the
unique tax advantages of life insurance cash value accumulations to provide high tax-free
retirement withdrawals. It's an extremely powerful sales concept.
Using the LEAP concepts, you can help prospects to reduce their income taxes
dramatically over their lifetime, by providing tax strategies designed to simplify their
financial life.
The LEAP concepts endeavor to explain and prove that many of the money strategies
and products being advertised and promoted today may be hazardous to wealth creation
and protection. The LEAP concepts can provide you with more appropriate financial
strategies and products tailored to your prospects individual needs, wants and desires.

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.

Some of the distinct advantages of using life insurance are:

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.

Because there is a required annual premium it forces the insured to Pay

Themselves First.

Its based on the safe money concept and offers potentially low risk with high
returns.
18

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!

$270,000.00 of Life Premiums in the Past 2 Months

"Thanks for everything. I've written over $270,000.00 of
life premiums in the past two months since attending the
boot camp in December... ($190,000 of 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 system and your boot
camp to everyone on the call."

Randy Delph, RFC, LUTCF, FMM - IN,

(Freedom Equity Group) (35 yrs)
March 2006

19

The Missed Fortune

Sales Concept
A few years ago, Douglas Andrew wrote a book called Missed
Fortune and its taken the insurance sales industry by storm. This
book explains, in great detail and refines in todays terms, an
extraordinary smart money management concept that has been used
by the mega producers, in our industry for 30 or more years, to sell
large amounts of cash value life insurance.
Using this refined concept, agents and advisors can help average Middle Income and
affluent families to:
Become debt free
Improve their cash flow
Reduce income taxes
Protect the people they love
Fund a college education for their children
Plus, have the retirement of their dreams
And, these families can do it all, without changing their current life style.
When done properly, using the Missed Fortune concept, agents can dramatically
enhance a familys situation almost overnight, without these families taking any
extraordinary risks. In fact, as youll discover while reading the book, by using this
concept you are actually helping families to significantly reduce the risk in their financial
lives.

How This Refined Smart Money Management Concept Works

In a nutshell, the flexibility of new, innovative mortgage products have expanded over
time and now include products featuring Interest Only payments rather than the
combined principal and interest payments of a traditional mortgage. These new products
can help families to free up money that they typically would have put toward the
reduction of their mortgage principal. This freed up money can now be used to quickly
reduce debt and create an investment plan for the future.
Accordingly, if you could borrow out the equity in your home and make more than its
costing you, arent you much better off? The Missed Fortune book recommends you
refinance your home to remove as much equity as you can. They recommend using an
interest only mortgage loan, which in many cases would mean your total mortgage
payment would be less than you are paying today. Then you invest your home equity
into an Investment Grade Life Insurance Policy. (Note the cautions below)

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
20

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.

Using Home Ownership As A Strategic Investment

In a recent Morgan Stanley article, they state: The decision to invest in a home is not
only a practical decision in terms of meeting lifestyle and family needs, it can also serve
as a means of accumulating wealth through property appreciation. Additionally, the
favorable tax treatments of mortgage interest and capital gains have made home
ownership a strategic investment decision. Along with the deductibility of mortgage
interest and the special treatment of capital gains, there are unique benefits associated
with leveraging an investment that is a relatively stable asset. The wealth accumulation
benefits associated with a tax-advantaged, highly leveraged purchase, such as a home
mortgage, can be substantial. Thus, a properly financed home can enhance an
individual's overall investment strategy.

The Investment Plan For The Future

In order to take advantage of the unique benefits of leveraging a home, you need to
guarantee that you are not putting the clients home at risk. The new and old unique
features of fixed cash value life insurance make them the investment product of choice.
Consider cash value life insurance can be over-funded up to the MEC guidelines giving
clients an opportunity to receive solid investment returns, while protecting their family by
21

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.

How Hot Is This Concept?

Imagine for a moment, that you could get 25 or more couples to register for an hour-long
educational financial workshop and then, at the end of the workshop, they would
practically beg to meet with you. Thats exactly what I saw happen when I attended a
recent Missed Fortune workshop. (After we tweaked the presentation) There is no
question that when this concept is presented properly, people absolutely love it and they
buy in. (And, it still works in this troubled economy)

Making The Missed Fortune Concept Work For You

A few months ago, an advisor, who is a member of our private agent resource center, told
me that he had paid $6,000 to attend Doug Andrews course for the Missed Fortune
sales program. (From what I understand, the course is now over $8,000) He
implemented Mr. Andrews program and was offering client seminars based on the
Missed Fortune Concept. However, he wasnt getting the seminar attendance that he
expected, or the appointments. He was selling almost everyone he met with, but he
wasnt meeting with enough people. He needed and wanted our help.
We worked closely with the agent and reviewed the systems he was using. First, he was
running ads for the seminar in the local newspaper and was getting poor results. So, we
helped him improve the invitation process. He started using Response Mail Express to
send his invitation to a targeted list of the Right prospects. Then, we worked on
getting more appointments from the seminar. We helped him to ask more questions
during his seminar to get the attendees more emotionally involved. We helped him
change the PowerPoint seminar presentation, which was almost three hours long. We
completely revamped the presentation, changing slides, removing slides, adding some
new slides, to shorten the presentation to an hour. And, we took out all of the sales
information about life insurance. The results at his next seminar were much better.
By following our advice, he dramatically improved the attendance to his seminars and he
was able to set more appointments. The end result is that he got a 90% appointment
rate at the seminar.

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.

22

Whats Stopping You From

Selling More Cash Value
Life Insurance?
Would you like to learn how to sell more cash value life insurance? Would you like to be
selling 3-5 cash value policies every week? Then, you must first understand: Why So
Many Agents Struggle With Selling Cash Value Life Insurance?
Unfortunately, there are a lot of reasons why most agents struggle with selling cash value
life insurance. Here are just a few of the reasons Ive found when talking to agents.
However, as well discuss later in this article, there is one objection that almost every
agent routinely gets from his or her prospects, that stops them dead in their tracks.
o They have fallen prey to the Buy Term and Invest The Difference Myth!
There is so much negative publicity out there about cash value life insurance that
most agents are afraid to even try to sell anything but term insurance. Mainly, its
because they dont know how to overcome the prospects confusion about the
validity of cash value life insurance. And yet, there is a simple solution. The fact
is that most good life insurance companies have illustration software that will
compare their products to Buy Term and Invest The Difference and it clearly
shows that cash value life insurance is a much better buy. Do the comparisons for
yourself and youll become a believer!
o They dont understand how cash value life insurance really works and how
their prospects will truly benefit by owning it. Most agents, who are trying to
sell cash value life insurance...

Dont really understand the incredible power of tax deferral.

How cash value life insurance can provide a tax-free income in

retirement.

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!

In most states it is creditor proof.

It doesnt count as an asset, when you apply for college financial aide.

By over-funding a cash value life insurance policy, up to the MEC

guidelines, it can become investment grade life insurance.

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
23

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.)

Overcome The Most Common Objection To Buying CV Life Insurance!

While the above are a few of the major reasons why so many agents struggle with selling
cash value life insurance, they are not the primary reason. Consider; whats the most
common objection a prospect gives you for not buying cash value life insurance? Isnt it;
I cant afford it!
The problem is that most sales people just expect their prospects to somehow come up
with the additional money needed to buy their product or service. However, if the
prospect is like most people today, arent they just barely making it financially? Arent
most people today, just one paycheck away from financial disaster? So, in effect arent
most salespeople asking their prospects to make a very difficult decision? What do I
have to sacrifice in order to purchase your product or service?
If you want your prospects to buy your products or services, then you must help them to
Find the Money! And, that is what our Found Money Management concepts are all
about. Found Money Management is helping people to reallocate their dollars, to get
what they need and really want.
And, you can help them do it without them making huge sacrifices and/or changing their
current lifestyle.
It all boils down to helping your prospects to set their financial priorities!
Helping them to get whats most important to them?

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?

$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)
24

Where Can You Find and

Make The Most Money?
During the past 20 years, most of the major insurance
companies, independent marketing organizations (IMOs),
insurance agencies, sales trainers, sales system providers, industry support organizations
and it seems that practically everyone in the financial services industry, has shifted their
focus away from servicing Middle-Income Families. They are now focusing the majority
of their marketing efforts and training, on attracting and servicing prospects in the more
affluent markets. Theyll tell you that they believe thats where agents and advisors can
make the most money, quickly and with the least amount of effort and expense.
Everyone seems to want to believe that, because these people have more money and they
have more discretionary dollars, they are an easier sale. If only it were true and that easy!

The Reality Of Their Decision

To begin with, is there any question that there are a lot less prospects in the more affluent
market segments? When we talk to most advisors they believe that we are talking about
the top 5% to10% of the population, which if it were true, would give them an abundance
of prospects to see.
However, the reality of the situation is that, only 1 in 125 Americans have more than $1
million in financial assets such as stocks, bonds, bank accounts, real estate and businesses
they own. Thats based on a study published by Capgemini and Merrill Lynch & Co in
2005. Only about 2.5 million Americans, or less than one percent of the population over
age 15, are millionaires. The report did not factor in the value of people's primary
residences, which obviously would increase the number of millionaires. And, because
many of these millionaires have their assets tied up in their businesses and real estate,
there are even less of these people who have liquid assets to invest in or purchase your
products. (And, its the same all over the world)

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
25

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.

Studies on the problems facing Middle-Income Families

US Savings Lag - 64% of full-time U.S. workers are either behind in their retirement
savings, or havent yet started. Widows in particular are likely to be behind - 70% are
living paycheck to paycheck. MetLife Employee Benefits Trend Study

26

Americans Gripped By Fear 95% of Americans have some financial-related concerns

when it comes to retirement. 42% expressed fears related to retirement income: either that
they will run out of money prematurely, or that they will have to downgrade their
lifestyle in retirement. NAVA Financial Retirement Fears Study
Americans Have Wrong priorities 70% of Americans are most concerned with short
and midterm financial spending, while placing retirement savings at a distant third
priority. Prudential Financial Roadblocks to Retirement Study,
A Message From Bob Kerzner, President and CEO of LIMRA International:
"Retirement is more than simply income planning. People must also prepare for the
potentially 'dangerous highway ahead' that may include outliving one's assets, health
risks and long-term care needs, inflation and other pitfalls. Most Americans have not
saved enough to retire as comfortably as they would like to.
"We need to respond to their failure to save. To point out, especially to younger
consumers, that the way to a great retirement is through systematic savings, not hot
investments that boom today and bust tomorrow. Companies should do more to educate
consumers about retirement. They need to know the risks they face or they will not be
able to create that retirement paycheck, plan for long life, or rely on their personal
savings for retirement.
I believe those companies that start looking more at the totality of retirement are the
ones that will do better. People want a lifestyle, a great retirement, not a specific
product. They will buy a product only if they see how it will get them the retirement they
envision."

Serve the classes, live with the masses.

Serve the masses, live with the classes.
John Jacob Astor

The more you learn, the more youll earn!

Do you remember Mom and Dad telling you; Study hard and you will earn more! Its
one of those irrefutable facts of life! Is it possible that a few simple changes in your
marketing could make a big difference in your livelihood?
Critical Concept - Start Serving Middle-Income Families! You be able generate more
leads, set more appointments and close more sales! And, when you are really helping
people to get what they want youll get more referrals!

27

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.

Understanding The Problem

We believe that most Middle Income Families have been at a distinct disadvantage when
it comes to managing money and accumulating wealth. Most of the financial information
being passed on by the major publications and financial experts is really geared towards
people who are already wealthy. These are the people who have their basic necessities
covered. They have built a strong safe money financial foundation, so they can afford
to take risks with much of their other money.
Consider; 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 Mary'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.

Solving The Problem

You can help Middle-Income Families by providing them with the little known,
unconventional strategies that the wealthy have used for decades to accumulate and hold
onto their money. The wealthy were able to accumulate wealth not by taking risks, but
by taking a portion of everything they earned and putting it to work for them. They
understand that the road to wealth starts when you truly understand that part of what
you earn is yours to keep!
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
isn't designed to accumulate wealth. The conventional wisdom our great grandparents
and grandparents learned was designed to protect their assets during the tough economic
times of the great depression.

A Change In Philosophy
28

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

We need to help Middle Income Families to find the money to:

Reduce Or Eliminate Their Consumer Debt

Maximize The Amount They Can Invest From Current Income

Reap the Upside Of the Market, While Guaranteeing The Safety Of Their
Investment Principal

Position Their Assets To Increase Their Eligibility To Qualify For College

Financial Aid

Minimize Their Income Taxes

Position Their Money To Provide More Current Liquidity

Maximize Their Investment Returns

And, in many cases, we can help them do it all without taking additional money out of
their budget or changing their current lifestyle!

Found Money Management Strategies

Unfortunately, in order for agents to make money, most Middle-Income Families have
been sold policies with low deductibles and all sorts of unneeded expensive riders
Theyve been sold supplemental policies that arent really needed. They arent being told
about quantity discounts and price breaks. And, theyre not taking advantage of the new
types of home mortgages. This keeps many families from saving money and building a
secure financial foundation
Also, in many cases they are being told to put their safe money in the wrong places.
They are losing money in the stock market, disqualifying themselves for the free money
available for college financial aid and paying more income taxes than necessary.

Watch Your Sales Grow

Now the question you may have is: Can you really make money helping MiddleIncome Families?
29

The answer is a resounding YES!

If you learn how to conduct a thorough fact-find, to help these Middle-Income
Families to understand the problems they are facing today and in the future, so they want
to take action. Then you help them to reposition their money to have the financial
security they need, want and deserve!
We have many agents that are working with Middle-Income Families, using our Found
Money Management concepts and they are:
o In front of 20 to 30 qualified prospects every month
o Earning an average commission of $3,000 to $7,000 per case...
o Earning $25,000 to $50,000 per month. (Every month)

And, you can do it too!

Critical Concept The key to making the Found Money Management concepts
work, is taking the time to do a complete, thorough fact-find with every prospect!

"More Success in 3 Months than Entire Past YEARS"

"Thanks so much for all you are doing with your coaching
and your systems. I purchased the Found Money Management
(Advanced Life Insurance Sales) system a couple years ago,
but like many of us, didn't get rolling on it until last
fall. It was really a big mistake to put off starting in! I
began to earnestly study your questioning techniques and
began to apply them to my practice. I saw increasing
results as I began to become more proficient and more
confident. The first 3 months of this year have been more
successful than most of my past "YEARS". In fact, I am
about to do another Found Money Management seminar and had
to add a 4th-day as we are over 185 reservations with about
15 on a wait list. My advice to all the other planners is
to jump in, do the work, and the results will surely
follow."

Rick White, RFC, FMM, BA - NC,

(Over 28 years in Financial Services)
American Planning Group, Inc.
March 2007

30

Five Killer Life Insurance

Marketing Strategies
Would you like to make your life insurance prospecting,
appointment setting and sales process much easier and much
more profitable especially in this economy? Then learn how to consistently attract your
ideal prospects. Hint: Your ideal prospects are people that are most like the best
customers you have right now.

1. Duplicate Your Best Customers

Take the time today, to review your current customer database to determine who
your best customers are, and what they have in common. What makes them your
ideal prospects? Are they married? Do they have children at home? Are they
homeowners? Whats their income, profession, ages, etc! What do they have in common
with you?
Now tailor all your sales messages to appeal to them.
If you can duplicate your best customers, wont you increase the number of new sales
you get and the profitability of each new customer?

2. Solve A Problem Your Ideal Prospects Have

If you want to make it much easier to set an appointment, then give your ideal prospect a
compelling reason to meet with you. What problem (s) do they have that you can you
solve for them?
If you are not solving a problem they currently have, then why should the waste
their valuable time meeting with you?
To put it another way, how will they benefit right now from meeting with you? Whats
in it for them?
Are they concerned about saving for College for their children? (Or, saving for
retirement, paying off their home if something happens to them, eliminating their credit
card debt, etc.?)
If I could show you how to______________, without taking any additional money
out of your pocket or changing your current life style, would it be worth a 20 minutes of
your time to talk about it? (Thats Our Found Money Management Concept)

3. Create A Sense Of Urgency...

No one likes to make hasty decisions concerning long-term commitments. We all want
to think it over so we can make the best decision possible. The problem is that if we
dont make a decision today, we will probably just continue to put it off.
If you want your prospect to buy now, then you must create a sense of urgency!
Examples: Include a lower price offer if they buy before a certain date (e.g. age change
date for life insurance). If the stock market declines tomorrow, how much more are you
31

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?

4. Make The Buying Decision Easy...

Make the buying decision easy for potential customers and youll close more sales.
For example: Use a simple two-page presentation that summarizes the prospects
current situation and their best option (s).
By the way, a 20 plus page financial plan is impressive, but it tends to confuse people. If
they dont understand the plan, then why should they buy?
Weve helped a lot of financial planners go from closing 1 out of 10 sales, when using a
20 page financial plan to closing 9 out of 10 sales, using a simple 2 page financial
planning summary. Make the buying decision easy and youll close more sales!

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:

2% of sales are made on the 1st contact,

3% of sales are made on the 2nd contact,

5% of sales are made on the 3rd contact,

10% of sales are made on the 4th contact, and

80% of sales are made on the 5th-12th contact!

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.

You dont need a ton of prospects to be earning $30,000 or

more per month You just need the RIGHT prospects!
Critical Concept - Your best prospects are always going to be your current clients, and
the people who are most like your current clients and you!

32

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?

33

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.

Imagine next month getting just 10 families to attend your

workshop! And, you close just 5 cases, averaging $5,000 of
commissions each... Youll earn $25,000 in just one month!
Critical Concept - People are busy today. They arent going to waste their time
meeting with you unless they can see how theyll truly benefit!

...Lews Systems and Training are Absolutely Essential!

"My partner, my staff and I regularly attend Lew Nason's
live training events and we have been using his 'Found
Money Management' (Advanced Life Insurance Sales) System
for almost two years. I can tell you, without hesitation
that if you are sincerely interested in helping people;
getting reconnected with your clients and growing your
business; then Lew's systems and training are absolutely
essential!"
I. Jeff Eshun, Ph.D., HD, RFC - IARFC Canadian Chair,
Jeff is the President & Co-founder of Solutions 21 Financial
& DSC Lifestyle Services, Ontario, Canada.
July 2007

34

Will The Changes In Mortgage

Loans Affect The Found Money
Management Concepts?
In the past week, Ive had several agents ask me how our
systems are working. Are the agents still having the
tremendous success using the Found Money Management Concepts? I didnt
realize it initially, but what they were really asking me: Is, with changes in mortgage
loans, and the economy does the Found Money Management System still work? The
answer is a resounding Yes!!!
Let me explain. Unlike many of the other home equity sales systems being taught and
used out there with prospects, the Found Money Management system involves much
more than refinancing a home mortgage. In fact, many of the cases do not involve
refinancing at all, even when mortgage interest rates are low.
The Found Money Management system is all about finding and freeing up the money
that most people are spending unnecessarily in many ways. They may be spending
money unnecessarily on lower insurance deductibles, unnecessary riders, unneeded
policies, high finance charges, auto leases, income taxes and the list goes on and on.
Found Money Management is about helping people to see and understand the problems
they are facing today and in the future so they want to take action. Its helping them to
establish a clear set of priorities to solve those problems. And then, in most cases, how
they can do it all without taking additional money out of their pockets or changing their
current life style! (As you'll see in the second example, the new mortgage rules are
not really a problem.)

Here are some quick examples...

I was coaching an Allstate agent the other day and I asked him what he had for a
deductible on his auto insurance? He told me $500. I asked him how much money he
would save each year, if he raised the deductible to $1,000. He ran a quote right then and
there for himself and found that he would save over $700 per year. He was shocked.
And, that was on just one of his autos. If he puts that savings away each year for him and
his family, how much better off are they? Could he find and free up even more money if
he looks at all his insurance policies and determines which riders, deductibles, waiting
periods, etc. are really needed?
Another example: An agent was telling me that he had met with a family who had just
refinanced their home for a lower 30-year fixed interest rate. To get that lower rate they
could only take out a mortgage for 80% of homes value. They couldnt refinance right
now without incurring a penalty and more refinancing costs. However, they still had over
$40,000 of equity in their home. He didnt know how he could help them.
After reviewing the case, I suggested he help them to take out the equity with a HELOC
(Home Equity Line Of Credit) to pay off their two auto loans and credit card debt, all
totaling approximately $30,000. The agent was concerned that the interest rate on the
HELOC could rise.
35

Lets think about it...

Even, if they had to borrow the $30,000 at 12% right now, (instead of the current 7%8%) wouldnt it only cost them $3,600 per year, or $300 per month? If they paid off the
two auto loans and the credit card debt they would save almost $1,000 in current
payments? So, wouldnt they still have a difference of almost $700 per month to put
away for their childrens education or their retirement? ($1,000-$300) Plus, can they
write off the interest for the car loans and credit card debt on their income taxes? No!
Can they write off the interest on the HELOC? Yes! Have you really helped these
people, without asking them to spend additional money or change their current life style?
The above examples are just two very quick ideas of how you can really be helping
people, even new mortgage rules. As you can see Found Money Management involves
a lot more than just refinancing a home to take out home equity.
Isnt it time you learn how to help your family, friends, clients and prospects to Live
Debt Free and Truly Wealthy, without taking additional money out of their pockets or
changing their current life style!
Critical Concept - You cant force fit a solution to your prospects financial problems!
Ask them questions and really listen to what they want! Ask more questions to clarify
what they want! Then tailor your solution to fit their exact needs!

Submitted over $30,000 of business.

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 is 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 its 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 Again!

Bryan Schurter, FMM, RFC - CA,

(4 years in this business)
October 2008

36

The Found Money Management

System Marketing Advantage
Many agents, planners and advisors have recently asked us
- Whats so different about the Found Money
Management system, verses the Missed Fortune,
Infinite Banking and LEAP systems?
Below are just some of the major differences...
The First Major Difference is that the Missed Fortune, Infinite Banking and LEAP
systems are designed to be used primarily with affluent prospects. For example: The
underlying premise behind each of these sales concepts is that you get prospects to put as
much of their money as they possibly can, as quickly as they can, into a cash value life
insurance policy! They just expect prospects to magically come up with the money from
their current income. Would you agree that very few people, except the wealthy, have
any extra money? Well show you how to help your prospects to... Find The Money!
The Second Major Difference is that working with the wealthy puts you in direct
competition with all the other advisors out there. Doesnt that make it much more
difficult to get appointments and to close sales? Well show you how to tap into a
virtually untapped market and avoid all that competition!
The Third Major Difference is the Missed Fortune; Infinite Banking and LEAP
systems are primarily just sales systems. They dont have a solid marketing, prospecting
and appointment setting program that is transferable and puts you in front of the ideal
prospects on a daily basis. Would you agree that it doesnt matter how good a sales
system is, if you dont have a continuous stream of people to see? Well show you how
to have a consistent stream of qualified prospects using a Turnkey proven marketing,
prospecting and appointment setting system!
Other Major Differences include: You dont have the exorbitant cost of their systems
and their training! ($3,000 -$5,000, and annual fees) Plus, with the Found Money
Management system youll get the ongoing support you need, without being forced to
sign up with one of their primary insurance companies, or take a cut in commissions!

The Found Money Management Marketing Difference

The Basic Premise
We believe that Middle-Income Families are a virtually untapped market. And, you
wont have the competition with other advisors. Middle Income Families are struggling
financially and are looking for real help, which makes them much easier to see.
Consider, until now, most Middle-Income Families have been at a distinct disadvantage
when it comes to managing money and accumulating wealth. Most of the financial
information being passed on by the major publications and many of the self-proclaimed
37

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.

The Basic Concepts

We've developed a unique educational financial presentation, based on many of the
concepts found in the Missed Fortune, Infinite Banking, Circle of Wealth and Leap
systems. Weve tailored the presentation to help you to help Middle-Income Families to:

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!

Position Their Money To Provide Current Liquidity - Families need to have

access to their money, without penalties, prior to age 65, for college, emergencies
and other family expenses.

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!

Whats In Our System?

In our Turnkey marketing system youll learn how to:

Be in front of '40' Qualified Prospects every month, using 12 proven lead

generation techniques, including low-cost client workshop and seminars...
38

Set Appointments With 9 Out of 10 of Your Ideal Prospects

Close 9 Out of 10 of Your Sales Appointments...

Earn an Average Commission of $5,000 per Household

Become the Respected Advisor Middle American families Want To See!

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)

For More Information About The FMM System, Please Visit

http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html

"The Easiest and Least Expensive Way to

Literally Explode Your Production"
"Personally, I have been in the financial services industry
for about 13 years and I have only been receiving coaching
from Lew in the last 3... Some of Lew's coaching may at
times come across as, "oh I knew that", or "yeah, yeah I
could do that, but that's not what I want to do." Do not
dismiss what this man has to say. He knows from years of
experience what he is talking about. He can lead you to the
easiest and least expensive way to literally explode your
production. Listen, Listen, Listen and shorten your
learning curve. If Lew tells you to do something, at least
try it. If you don't get the results you were expecting
call him, tweak it and try it some more. You will not be
disappointed."
Tony Filippone, RFC, FMM - IL,
(13 years in insurance)
October 2006

39

Weve Made It Easier

and Better For You
Using our Found Money Management system you can now be
in front of more people, provide more value to your clients, earn
additional money, cut your expenses, finance costs and earn a highly
prized industry designation.
In the past year weve had many agents, advisors and planners who were initially trained
by the Money for Life, Freedom Equity Group, LEAP, Missed Fortune, Infinite
Banking and Circle of Wealth, buy our Found Money Management 'Advanced' Life
Insurance Sales Tool Kit and come to our Found Money Management Advisor Boot
Camp. Every one of these people have told us how much simpler our system is to
understand and use. They have also told us they no longer feel like sales people. The
feel good about what they do. They have become true financial advisors and are really
helping people.
Using the Found Money Management system,
with our ongoing coaching and support, these
advisors are able to consistently be in front of more
prospects and close more sales. Every one of these
advisors has seen a dramatic increase in their income.
Some of them are seeing a fifty percent increase in
their sales in just a matter of weeks. Others have
gone from earning $5,000 per month to earning
$20,000 to $90,000 per month within six months. And, they are now working fewer hours
every week and able to spend more time with their families.
http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html
The reason for their remarkable success is weve broken down the marketing,
prospecting, appointment setting, fact-finding and sales presentation into simple, turnkey
processes. We have over 500 pages of information in the system, including all the sales
letters, scripts, PowerPoint presentations, free reports and much more. And, weve
tailored the entire program to be used to serve Middle Income Families, to avoid all the
competition in the more affluent markets. Everything you need to be a success is in the
system. However, initially it does require study, practice and hard work.

We Offer A 90-Day 100% Money Back Satisfaction Guarantee

Weve Made It Easier To Learn How to Sell Cash Value
Life Insurance! Weve teamed up with Jeffery Reeves, the author of
Money for Life, (Thrive) in good time and bad. By reading his book,
studying his philosophies, and then becoming a Money for Life Guide
youll learn about how to present and use incredible power of Cash Value
Life Insurance to help people. Mr. Reeves call to action Over the last
half century, America misplaced some of its greatest treasures. These are
40

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/

Become The Recognized and Trusted Name In Your Community

One of the best ways to make it easier for you to attract prospects,
in spite of this struggling economy is to... Become The Most
Recognized and Sought After Financial Advisor In Your
Community!
Weve formed a strategic alliance with the
legendary Image Branding Specialist Forrest Wallace Cato!
Mr. Catos list of clients reads as the Whos Who in financial
services industry. He offers substantial discounts for his services to
all of our clients. Cato Says... "You Can Cut A Greater Figure!"
Cato is a speaker at all of our Live Training Events. He is former Editor-In-Chief of
Financial Planning magazine and former Editor-In-Chief of Trusts & Estates: The
Journal of Wealth Management. He wrote the introduction to the newly revised version
of the classic book How To Sell Your Way Through Life by Napoleon Hill. Cato is also
International Editor of Advisor magazine in China. Cato is the legendary 'Image
Branding' specialist for financial professionals... http://www.catomakesyoufamous.com/

Wait Theres More... Earn the accredited RFC industry designation!

You can gain almost immediate credibility, trust, respect and recognition. Because we are
helping agents to become true Financial Advisors and
showing them how to use sound financial strategies to
help their clients to Live Debt Free and Truly
Wealthy we have received a lot of recognition and
endorsements from some of the leading industry
support organizations. One such organization is the
International Association of Registered Financial Consultants, the fastest growing
association in the Financial Services Industry. Accordingly, theyve made it much easier
for you to earn the Registered Financial Consultant designation (RFC), if you are using
the Found Money Management 'Advanced' Life Insurance Sales Tool Kit or the
Annuity Sales Excellence Advanced Lead and Sales System and we recommend
you. http://www.iarfc.org/

Receive All The Latest Critical Success Information

Were offering exclusive membership to our Insurance Marketing and Sales Resource
Center for only $14.95 per month. (Its a Mini Marketing and Sales University)
http://www.insuranceproshop.com/insurancemarketing/insurancemarketing.html
Plus, we offer training audios, videos, e-books along with specialized marketing and
sales systems with personal coaching and mentoring. And, we have a Discount
Bookstore. www.insuranceproshop.com
I think you can easily see why we have the most complete and easiest life insurance sales
success system on the market today! And, you get the most value for your dollar. (We
offer a 90 day 100% Money Back Guarantee on our systems)

41

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)

For More Information About Our Boot Camp Visit...

http://www.insuranceproshop.com/BootCamp/
"I would like to share something special with you. A long
time friend of mine, Lew Nason, who is the founder/creator
of the Insurance Pro Shop, has asked me for two years to
attend his 'Advisor Boot Camp' called 'Found Money
Management '. Well I finally did on December 1st and 2nd of
2005 and I wish I had gone to it two years ago."
"It was a wonderful learning experience. Lew's Boot Camp
shows you a very simple approach to use with your existing
Clients and Prospects to help them to become Debt Free and
Truly Wealthy. And, it incorporates many of the new,
powerful concepts used in the Missed Fortune, Infinite
Banking, Circle Of Wealth and Leap Sales Systems, only a
lot simpler and a lot easier to use. He's designed the
system to be used with Middle American families, so there
is virtually no competition. Plus, it's not just a sales
system, it's also a complete prospecting system. I was very
impressed and feel that this is an easily transferable
approach that everyone can understand and be able to use in
a very short time."
Tim Smith, IMO
Index Marketing Group
December 2005

42

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
43

Make A Real Difference In Your Clients Life!

Each of our marketing and sales systems and all of our training is designed to help you to
achieve long-term success in this business. However, we also have the information,
training and tools needed to provide you with the short-term success necessary to
generate an immediate income. Youll learn the right ways to succeed short-term, without
being a pushy salesperson and without sacrificing your potential for long-term success!

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!

Antonio Filippone, RFC, FMM

IL - Sept. 2009
(16 years)

44

When are you going to STOP listening to all of the 'Hype'?

When are you going to take the time to learn what it really takes for you to
significantly increase your life insurance leads, appointments, sales and
income... short-term and long-term?
There is a reason why over 30 of the most trusted and respected names in this
industry, the International Association of Registered Financial Consultants
(IARFC) and hundreds of very successful insurance agents and financial
advisors from around the world highly recommend our Life Insurance
marketing, prospecting and sales training... because, the bottom line is, our
training works! And, we guaranteed it!

Found Money Management

Advanced Life Insurance Sales Success Tool Kit
http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html

"With Lew and Jeremy Nason's exclusive Found

Money Management system you can achieve
more than you ever imagined possible!"
Brian Tracy, Speaker, Sales Trainer and Author"

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

45

Lew Nason presents the Insurance Pro Shops

Trusted Advisor Success Training!

"Many of our industry super-achievers owe a

large part of their success to Lew Nason."
Mehdi Fakharzadeh, "The most successful living and active
insurance sales agent in the United States." Leader's Magazine

Insurance Pro Shop

Helping Agents and Advisors create endless streams of new,

repeat and referral business

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

46