Fast Track Training Financial Adsvisor

7/23/2019 Fast Track Training Financial Adsvisor

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‘Fast Track’ Advisors’ Guide To:

FFoouunndd MMoonneeyy MMaannaaggeemmeenntt™ ™ How to Sell Cash Value Life Insurance...In Spite of the Economy!

“ “ H H eel l p pi i nn g g M M i i d d d d l l ee-- I I nnccoommee F F aammi i l l i i eess t t oo . . . . . .

L Li i vvee D Deebbt t F F r r eeee aannd d T T r r uul l y y W W eeaal l t t hh y y” ”

IPS Publishing Group

Affiliated with the famous Insurance Pro Shop150 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



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Bios

Lew Nason, FMM, LUTCF, RFC, with his sons Jeremy Nason,FMM, RFC and Will Nason, FMM, RFC are the creators of thefamous Insurance Pro Shop™ -“The first affordable, full service

insurance marketing and sales resource center for today's FinancialPro, and Found Money Management™, a system dedicated to helpingMiddle Income Families to ‘ Live Debt Free and Truly Wealthy!’

Lew is a college graduate in business, with 3 decades of experience in the financialservices 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 hasqualified for numerous sales conventions and prestigious awards with Met Life, JeffersonPilot 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, EstateConservation, and Wealth Accumulation Planning, Retirement Planning.

Lew, Jeremy and Will hold the Registered Financial Consultant

(RFC) designation from the International Association of RegisteredFinancial 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 enabledscores 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 notassume 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 containedherein may be subject to varying state and/or local laws or regulations. All users are advised to retaincompetent counsel to determine what state and/or local laws or regulations may apply to the user’s business.

The reader or purchaser of this publication assumes responsibility for the use of these materials andinformation. 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 UnitedStates or any other jurisdiction is the sole responsibility of the purchaser or reader. The author assumes noresponsibility 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



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Table of Contents

Page 4 - Introduction To Found Money Management

Page 5 - Here’s The Secret (to success selling Life Insurance)

Page 6 - Understanding The Financial Problems We All Face Today!Page 8 - What Are People Saying About…Found 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 - What’s 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 - We’ve 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)



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Introduction...This ‘Fast Track’ Advisors’ Guide To: ‘Found Money Management™ ’ is NOT abouta 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 realmarketing and sales fundamentals. (Many of which aren’t being taught today!) Thenhow, by using these fundamentals, and a few ‘insider secrets’ , you can capture thelimitless power of the breakthrough ‘Found Money Management™ ’ philosophies tohelp you to quickly generate more of the ‘right’ life insurance leads, set moreappointments and get your prospects to take immediate action on your recommendations.

Its simplicity is based upon a common sense approach to helping people to understandthe problems they are facing today. And, how you can truly help them to enrich theirfinancial 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 what’s causing them. It attempts to provide an overallunderstanding of the value of helping your clients, prospects, friends and family toestablish their personal financial priorities.

Then it’s about helping them to ‘find the money’ to fund those financial priorities, suchas 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 anyadditional 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, you’ll understand why youhaven’t been getting the number of life insurance leads and clients you desire, or makingthe money you’ve been dreaming about! You’ll finally know what you can do about it -

immediately! And you’ll 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 thefirst 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 tocomplete one year of advisor training - guaranteed!

• Attract prospects for, apply and close sales... with the 'cutting-edge' life insurancesales strategies found in Infinite Banking , Circle of Wealth, LEAP , Missed Fortune, Pension Max, College Funding , Supplemental Retirement and more…



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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 Agentor Advisor… It’s 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 you’ll get back to the real marketing and sales fundamentals, andyou have the ‘ RIGHT’ kind of marketing, you can be in front of the “ Perfect” highquality life insurance prospects each and every day! (Even if you don’t have any money)

"I was extremely lucky when I came into this business in 1982. I had three very successfulagents take me under their wings and teach me the easy way to get leads, set qualityappointments 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 you’ll…

Get Your Production Through the Roof, Without the

“Headaches” of Cold Prospecting, Cold Calls, and Mailing toCold 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'trealize is that in a good economy almost anything you do will produce some positiveresults, 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



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Understanding The

Financial Problems

We All Face Today! Is there any question that ‘Middle-Income Families’ all over the world are facing somevery 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 SecurityRetirement Income may not be there for many families when they retire, or at the veryleast it won’t be there in its current form. The federal government is already taking backa big chunk of social security income from most retirees, in the form of a hidden incometax. Couple that with the fact that consumer debt is out of control. Are we, looking at asignificantly 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 holdonto their money.

What’s Causing Our Financial Problems?

The First Cause… is that much of the financial information we receive daily, aboutinvesting our hard earned money in the stock market is extremely misleading, is out ofdate and is giving middle-income families unrealistic expectations of investment returnsand what they will have for their future. Unfortunately, the financial media’s ultimategoal 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 financialinstitutions. They are designing products to make the quickest and largest profits. Manyof 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 usecredit cards, store charges, and auto loans. And, in many cases these debt instrumentshave 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 industrysupport firms and organizations. Most agents and advisors are not being taught how toethically market their services, generate sales and really help people. And, in order tosurvive, they’ll 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 earnthe highest commissions and fees available, instead of actually helping people!



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The Sixth Cause… is that the traditional financial advice that has been passed on fromgeneration to generation, from the people we trust and respect… our friends, parents andgrandparents, is outmoded and doesn’t work in today’s financial world. Much of today’sconventional 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 thefinancial 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, you’ll 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 withyou 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 theincredible power of these ‘Found Money Management™ ’ concepts. You’ll begin to seehow and why they work.

Plus, you’ll learn about a virtually untapped market, so you can consistently be in front ofthe ‘Perfect’ prospects everyday. The people you have the best chance of selling!

You’ll also learn how to properly and ethically use many of the ‘Cutting-Edge’ conceptsfound in Money for life, Infinite Banking, Missed Fortune, Circle of Wealth and LEAP .

Finally, you’ll begin to understand the true value of what you will bring to your prospectsfinancial lives, especially in these tough economic times.

And, once you start helping your prospects to understand and use these concepts…

You’ll become the respected, trusted advisor people want to see!

“If you help enough people to get what they want,

then you’ll 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 cantake back the control of their money. They want to know they can have a securefinancial 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!



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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



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‘Found Money Management™ ’

In A Nut Shell!

“If I could show you how to reduce or eliminateyour debts, fund your children’s 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 additionalmoney or changing their current lifestyle?

Think about it. What’s the biggest obstacle to you getting people to save money or buylife insurance? Isn’t it; “I just can’t afford it right now?”

When prospects give you the “I can’t afford it” objection, do you now apply pressure totry and persuade them it’s worth the sacrifice? Do you try three or four of the 101closing techniques you’ve learned, until you get three or more No’s?

Does applying pressure or using those closing techniques generally result in you makingthe sale?

As sales people, isn’t our job is to help people to recognize they have a problem and thenget them to agree they want to solve the problem? And, that’s where most agents stop.

If you want to close more sales, then you must go a step further and help your prospectsto ‘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 moneymanagement 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 couldn’t they afford to go toa higher deductible on their insurance policies? What’s the best way to get the$10,000 into their savings?



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• 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 CareInsurance 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 thelife 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 youfree 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 retirementsavings instead of a Roth IRA? Doesn't cash value life insurance build tax-deferred 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 theyneed 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 cardwith 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 themselvesand paying themselves back, instead of paying someone else the interest? Theycan 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 a401k 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. That’s theidea behind the ‘Missed Fortune’ concept.



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These are just a few of the creative ways you can help your prospect to ‘find the

money.’

By using these ‘find the money’ techniques you'll be able to set more appointments andyou’ll close more sales. And, you’ll make significantly larger sales.

You'll help your prospects to optimize their savings. You'll put them on the road leadingto true financial security. How valuable have you made yourself to them?

You'll become their trusted financial advisor, instead of just another salesperson.

And, you’ll... 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), that’s $10,000 plus of commissions each week,

and you’ll be on your way to earning over $500,000 per year!

"...$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

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 thangetting the insurance you need to protect your family? Saving for retirement? Savingfor your child’s education? What’s the higher priority?”



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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 weren’t considered viable prospects for many ofthese concepts by most financial advisors. Most Middle-Income families are viewed asliving from paycheck to paycheck. They aren’t seen as having the disposable incomenecessary 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, wherethey can ‘find the money’ to significantly improve their financial situation to:

• Reduce Or Eliminate Consumer Debt - Families need real help to free up theirmoney, 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 oftheir hard earned money. Life insurance can provide the safety and guarantees!

•

Minimize Income Taxes - Is there any question that income taxes cansignificantly reduce the amount of money available for savings and the growth ofinvestments! The Tax Deferred Growth of life insurance offers a significantadvantage over many other investments!

• Position Their Money To Provide Current Liquidity - Families need to haveaccess 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 FreeIncome 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 theaffluent prospects accumulate more wealth.

By combining all four of the hot, new financial concepts Money for Life, MissedFortune, Infinite Banking and Leap with Found Money Management™ , and showingyour prospects how to ‘find the money’, you can help ‘Middle-Income Families’ achievethe financial security they’ve always dreamed of and never thought possible.



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Plus, you’ll 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!

“This year our life production is up

almost 100% over last year and Ibelieve 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

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.



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A Review of...

‘ Money for Life’ and

‘ Becoming YourOwn Banker ’

Imagine if instead of borrowing money from a bank, you have your own private bank (ofyour money) that you could get a loan from, for whatever you need. Then, whenever youtake 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 you’re paying... you’remaking all the money.

How much better off would you be?

That’s the basic premise behind the ‘Money for Life’ , by Jeffery Reeves and ‘BecomingYour Own Banker’ , by Nelson Nash.

How The Concepts WorkSimplistically, 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) Themoney is funneled into the whole life policy for five to seven years. You over-fund thewhole 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 tothemselves, 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, earning7.0% 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 you’ve spent a total of

$27,000. ($1,400 x 5 years + 20,000 = $27,000) And, you still have $20,000 lessin 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 paymentwould be $425 per month. In 5 years, you would have paid out a total of

$25,500. In 5 years, the value of your $100,000 account @7% has grown to

$140,255.



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3. Or, you could borrow the money from yourself and pay yourself monthly whatyou 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 thesame 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 thevalue of putting a lot of money away in a very short time period... With No long-termcommitment!

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 disposableincome and the discipline to put large amounts of money away in a short time. I highlyrecommend reading the ‘ Money For Life’ book to understand the basic concepts.

The Basic Concept Isn’t NewIt’s a great concept. However, the basic concept isn’t exactly new. Variations of thisconcept have been used by many of the insurance industry legends for at least 30 yearsthat I know of. Thirty years ago, these industry legends would tell their clients that themoney 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) you’ll 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 1980’s. Today, using a paid-upadditions rider, you can dramatically over-fund a participating whole life policy (Up tothe MEC guidelines) and make it an exceptional wealth accumulation vehicle.

Understanding The ConceptThis 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 theMEC guidelines) And, then the prospect uses that policy as their private bank. The reason



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you use a participating whole life policy is that it offers several unique benefits, the otherinvestment vehicles don’t 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 tax-deferred! You avoid paying income taxes every year, so your money buildsfaster.

3. You can borrow the money from the policy tax free, without contractual

withdrawal penalties. And, there are no early withdrawal penalties from theFederal 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. (Onlycash value life insurance offers this unique benefit)

6.

Life insurance provides a death benefit that gives your family the money youintended to save; in the event you can’t be there.

7. Life insurance cash values don’t count as an asset, when applying for collegefinancial aid.

The Fallacy Behind Their ConceptIn 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 advisorsworking the more affluent markets.

2. They’ll 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 LifePolicy or Indexed Universal Life Policy. And, in some cases these UL Policieswill 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 ‘MissedFortune’ concept)

The real beauty of the Concepts is that with some small modifications to their ideas, youcan help almost everyone to use this concept… and you’ll truly be helping people!

Making The Concept WorkAs 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



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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 anyunnecessary 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 implementthese concepts. They’ll be your clients for life… And, you’ll get tons of referrals!

SummaryThe concepts aren’t new. I’ve been using variations of the same concepts for 26 years tohelp 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 understandthe philosophy behind them. The more knowledge you have the easier it’s 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’.



18

The ‘LEAP’ System

In A Nut Shell

LEAP is the acronym for “Lifetime Economic AccelerationProcess.” It is a trademarked method for selling cash value lifeinsurance. The idea is to maximize the growth of your savings dollars by using cash value life insurance products. The concept uses theunique tax advantages of life insurance cash value accumulations to provide high tax-freeretirement withdrawals. It's an extremely powerful sales concept.

Using the LEAP concepts, you can help prospects to reduce their income taxesdramatically over their lifetime, by providing tax strategies designed to simplify theirfinancial 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 creationand protection. The LEAP concepts can provide you with more appropriate financialstrategies and products tailored to your prospect’s individual needs, wants and desires.

A simplistic example:Let’s assume for a moment that your prospect is contributing 10% of their $100,000income into a 401k and the first 3% of their 401K contribution is being matched by theiremployer. The LEAP concept would recommend that they put the unmatched 7% of their401k 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 withdrawand/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 costetc., without any early withdrawal penalties or income tax liabilities.

• Because withdrawals and loans from life insurance are generally tax-free, they donot generate a 1099. So, they do not hurt a prospect’s eligibility for collegefinancial aid for their children. And during retirement, these tax-free withdrawalsand loans do not cause the taxation of social security income.

• By adding the ‘disability waiver of premium rider’ life insurance is the only self-

completing retirement plan.

• If the insured dies prematurely their family can be financially secure because, ofthe death benefits. They have the money the insured intended to accumulateduring their lifetime.

• Because there is a required annual premium it forces the insured to ‘PayThemselves First.’

• It’s based on the safe money concept and offers potentially ‘low risk with highreturns.’



19

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 isgenerally, the minimum amount necessary. This is generally not consistent with thegoals and ideals of successful people. Successful people do not focus on needs. Theyfocus 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 costaside, they almost always say, the maximum I can obtain. Therefore, it is not lifeinsurance 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… that’s over$60,000 of life premiums you’ll collect per month!

“$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

Critical Concept - Cash Value Life Insurance has some very unique income taxadvantages and benefits that along with the death benefit make it an extremely

effective savings tool. Learn all you can about the products’ ‘Unique Benefits’!



20

The ‘Missed Fortune’

Sales ConceptA few years ago, Douglas Andrew wrote a book called ‘Missed

Fortune’ and it’s taken the insurance sales industry by storm. This book explains, in great detail and refines in today’s terms, anextraordinary smart money management concept that has been used by the mega producers, in our industry for 30 or more years, to selllarge amounts of cash value life insurance.

Using this refined concept, agents and advisors can help average Middle Income andaffluent 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 dramaticallyenhance a family’s situation almost overnight, without these families taking anyextraordinary risks. In fact, as you’ll discover while reading the book, by using thisconcept 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 overtime and now include products featuring ‘Interest Only’ payments rather than thecombined principal and interest payments of a traditional mortgage. These new productscan help families to free up money that they typically would have put toward thereduction of their mortgage principal. This freed up money can now be used to quicklyreduce debt and create an investment plan for the future.

Accordingly, if you could borrow out the equity in your home and make more than it’scosting you, aren’t you much better off? The ‘Missed Fortune’ book recommends you

refinance your home to remove as much equity as you can. They recommend using aninterest 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 equityinto 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



21

interest on your income taxes, then your net cost for the loan is about $4,000 per year. Inthirty 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 earned6.0% 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 acollege education or for retirement. In effect, you’ve spent $120,000 to make $474,349.

CautionWe believe there are some debatable mathematics, and inaccuracies in the MissedFortune book. And, there are also some questions about the validity of writing off themortgage 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 toaccumulate exceptional wealth. (In the above example, even if you can’t write-off theinterest, you would spend $180,000 to make $474,349)

Extreme CautionWe believe this approach can be used to help many people. However, when taken toextremes it can also cause serious financial harm. They only time you should use anytype 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, tocover any increase in the adjustable rate mortgage payments, when mortgage interest

rates rise.

Using Home Ownership As A Strategic InvestmentIn a recent Morgan Stanley article, they state: “The decision to invest in a home is notonly a practical decision in terms of meeting lifestyle and family needs, it can also serveas a means of accumulating wealth through property appreciation. Additionally, thefavorable tax treatments of mortgage interest and capital gains have made homeownership a strategic investment decision. Along with the deductibility of mortgageinterest and the special treatment of capital gains, there are unique benefits associatedwith 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 anindividual's overall investment strategy.”

The Investment Plan For The FutureIn order to take advantage of the unique benefits of leveraging a home, you need toguarantee that you are not putting the client’s home at risk. The new and old uniquefeatures 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 givingclients an opportunity to receive solid investment returns, while protecting their family by



22

repaying the mortgage in the event of death. In addition, the money inside life insurancegrows 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-longeducational financial workshop and then, at the end of the workshop, they would practically beg to meet with you. That’s exactly what I saw happen when I attended arecent ‘Missed Fortune’ workshop. (After we tweaked the presentation) There is noquestion 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, toldme that he had paid $6,000 to attend Doug Andrew’s course for the ‘Missed Fortune’sales program. (From what I understand, the course is now over $8,000) Heimplemented Mr. Andrew’s program and was offering client seminars based on the‘Missed Fortune’ Concept. However, he wasn’t getting the seminar attendance that he

expected, or the appointments. He was selling almost everyone he met with, but hewasn’t 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 wasrunning ads for the seminar in the local newspaper and was getting poor results. So, wehelped him improve the invitation process. He started using Response Mail Express tosend his invitation to a targeted list of the ‘Right’ prospects. Then, we worked ongetting more appointments from the seminar. We helped him to ask more questions

during his seminar to get the attendees more emotionally involved. We helped himchange the PowerPoint seminar presentation, which was almost three hours long. Wecompletely 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 salesinformation 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 hewas 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 prospectsare 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.



23

What’s 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 beselling 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 valuelife insurance. Here are just a few of the reasons I’ve found when talking to agents.However, as we’ll discuss later in this article, there is one objection that almost everyagent 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, it’s because they don’t know how to overcome the prospects confusion about thevalidity of cash value life insurance. And yet, there is a simple solution. The factis that most good life insurance companies have illustration software that willcompare their products to ‘ Buy Term and Invest The Difference’ and it clearlyshows that cash value life insurance is a much better buy. Do the comparisons foryourself and you’ll become a believer!

o They don’t understand how cash value life insurance really works and howtheir prospects will truly benefit by owning it. Most agents, who are trying tosell cash value life insurance...

• Don’t really understand the incredible power of tax deferral.

• How cash value life insurance can provide a tax-free income inretirement.

• 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 doesn’t count as an asset, when you apply for college financial aide.

•

By over-funding a ‘cash value’ life insurance policy, up to the MECguidelines, it can become “investment grade life insurance.”

These are just a few of the outstanding benefits that make cash value lifeinsurance 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 don’t believe in it enough to own it

themselves. They have all the same objections that their prospects have to buyingcash value life insurance. How can you sell something you don’t really believe inand own yourself? If you want to sell cash value life insurance, then do yourhomework. Learn everything you can about cash value life insurance. Become a



24

believer… and then buy it yourself! (One of the best ways to learn about cashvalue 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; what’s the mostcommon objection a prospect gives you for not buying cash value life insurance? Isn’t it;

“I can’t afford it!”

The problem is that most sales people just expect their prospects to somehow come upwith the additional money needed to buy their product or service. However, if the prospect is like most people today, aren’t they just barely making it financially? Aren’tmost people today, just one paycheck away from financial disaster? So, in effect aren’tmost 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 allabout. Found Money Management™ is helping people to reallocate their dollars, to getwhat they need and really want.

And, you can help them do it without them making huge sacrifices and/or changing theircurrent lifestyle.

It all boils down to helping your prospects to set their financial priorities!

Helping them to get what’s most important to them?

Using these concepts you can easily help families to find $500to $1,000 per month to put into Cash Value Life Insurance.

That’s $4,000 to $7,000 of commissions per case.

“$67,000 of annual life premiums.” (in less than a month)

“Per our conversation this morning I wanted to let you know howthe (Found Money Management™ ) program is working for me

so far. I got the CD package on or around May 1st. Today is May24th 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 startedthe underwriting process on all 3... $67,000 of annual life

premiums.” (In less than a month)

Tim G. - Albuquerque, NM (State Farm)

Critical Concept - How can you hope to get your prospects to buy permanent, cash

value life insurance, if you don’t believe in it enough to own it yourself?



25

Where Can You Find and

Make The Most Money?

During the past 20 years, most of the major insurancecompanies, independent marketing organizations (IMOs),insurance agencies, sales trainers, sales system providers, industry support organizationsand it seems that practically everyone in the financial services industry, has shifted theirfocus away from servicing Middle-Income Families. They are now focusing the majorityof their marketing efforts and training, on attracting and servicing prospects in the moreaffluent markets. They’ll tell you that they believe that’s where agents and advisors canmake 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 theyhave 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 affluentmarket segments? When we talk to most advisors they believe that we are talking aboutthe top 5% to10% of the population, which if it were true, would give them an abundanceof prospects to see.

However, the reality of the situation is that, only 1 in 125 Americans have more than $1million in financial assets such as stocks, bonds, bank accounts, real estate and businessesthey own. That’s based on a study published by Capgemini and Merrill Lynch & Co in2005. Only about 2.5 million Americans, or less than one percent of the population overage 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, becausemany 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, it’s the same all over the world)

Think about it…With all the insurance agents and financial advisors moving into the more affluentmarkets and chasing the top 0.5% - 1% of the population, is it any wonder that most ofthese agents, advisors and planners are struggling to make a decent living? It has gottenextremely competitive in the affluent markets. You just need to take a look in your localnewspaper, 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, isn’t it where you will find the most competitionfrom banks, attorneys, accountants, investment brokers and all the get rich quick scamartists?

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



26

luxurious cars do not have extreme wealth. They are not millionaires. Most of them areliving well above their means. They are spending more money than they are making inorder to maintain the appearance of being wealthy. The truth is that, like most peopletoday, these people are struggling every month just to make ends meet.

The Capgemini/Merrill Lynch report also broke out how these very rich peopleallocated their assets. These millionaires put 34 percent in equities; 27 percent in fixed-income investments; 13 percent in real estate investments; 14 percent in alternativeinvestments like hedge funds, foreign currency and commodities; and kept 12 percent incash or deposits.

The Spectrum Group survey found that more than 35 percent of the affluent are retiredand 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, you’ll want to serve Middle-Income Families.We are talking about the top 50% or more of the population. That is 50 to 100 times theamount of prospects available in the affluent markets. Obviously, that means there are alot more prospects for you to see. And, there is a lot less competition from the otherfinancial services professionals. Middle-Income Families is virtually an untapped

market!

The only problem with servicing Middle-Income Families is that in order to find themoney 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 anydiscretionary money. But, in most of the cases appearances are deceiving. They do havediscretionary money! You just have to learn how to help them to find it! It’s abouthelping Middle-Income Families to understand the problems they face today and thenhelping 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 youknow where to look. And, you can do it all without taking additional money out of their

pockets or changing their current life style. It’s simply a matter of helping them to re-allocate 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 retirementsavings, or haven’t yet started. Widows in particular are likely to be behind - 70% areliving “paycheck to paycheck.” MetLife Employee Benefits Trend Study



27

Americans Gripped By Fear – 95% of Americans have some financial-related concernswhen it comes to retirement. 42% expressed fears related to retirement income: either thatthey will run out of money prematurely, or that they will have to downgrade theirlifestyle in retirement. NAVA Financial Retirement Fears Study

Americans Have Wrong priorities – 70% of Americans are most concerned with shortand 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, healthrisks 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 hotinvestments that boom today and bust tomorrow. Companies should do more to educateconsumers about retirement. They need to know the risks they face or they will not beable 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 theones 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 theyenvision."

“Serve the classes, live with the masses.Serve the masses, live with the classes.”

John Jacob Astor

The more you learn, the more you’ll earn!Do you remember Mom and Dad telling you; “Study hard and you will earn more!” It’sone of those irrefutable facts of life! Is it possible that a few simple changes in yourmarketing 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 you’ll get more referrals!



28

Help Middle-Income

Families… And Watch

Your Sales Soar!

As we mentioned earlier, during the past twodecades, many of the major companies have beenmoving to the more affluent markets. They appear to have forgotten whom they servedand what made them the company they are today.

According to LIMRA this leaves the Middle-Income marketplace wide open. And, in ouropinion provides an exceptional opportunity for the financial advisors who learn how tohelp Middle-Income families to find the money.

Understanding The ProblemWe believe that most Middle Income Families have been at a distinct disadvantage whenit 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 necessitiescovered. They have built a strong ‘safe money’ financial foundation, so they can affordto take risks with much of their other money.

Consider; wealthy people live in a different world. They are not concerned aboutqualifying for college financial aid, so their children can afford to go to college. They arenot 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 whetherthere will be food on the table or a roof over their family’s head, if something happens tothem.

Solving The ProblemYou can help Middle-Income Families by providing them with the little known,unconventional strategies that the wealthy have used for decades to accumulate and holdonto 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. Theyunderstand 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 theconventional financial wisdom that has been passed on from generation to generationisn't designed to accumulate wealth. The conventional wisdom our great grandparentsand grandparents learned was designed to protect their assets during the tough economictimes of the great depression.

A Change In Philosophy



29

Most agents and advisors are taught to tell people they need to invest in (or buy) ‘this orthat’ by taking additional money out of their current budget. The problem is that manyMiddle-Income Families are only one or two paychecks away from going bankrupt…They don’t have any savings or even an emergency fund…

"With personal savings rates at one of its lowest rates ever, not only aresecure 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 basicchecking 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 oftheir budget or changing their current lifestyle!

Found Money Management™ StrategiesUnfortunately, 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…They’ve been sold supplemental policies that aren’t really needed. They aren’t being toldabout quantity discounts and price breaks. And, they’re not taking advantage of the newtypes 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 moneyavailable 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 Middle-

Income Families?”



30

The answer is a resounding “YES!”

…If you learn how to conduct a thorough fact-find, to help these Middle-IncomeFamilies 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 financialsecurity 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!

"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

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!



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Five Killer Life Insurance

Marketing Strategies

Would you like to make your life insurance prospecting,appointment setting and sales process much easier and muchmore profitable… especially in this economy? Then learn how to consistently attract yourideal prospects. Hint: Your ideal prospects are people that are most like the bestcustomers 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 yourideal prospects? Are they married? Do they have children at home? Are theyhomeowners? What’s their income, profession, ages, etc! What do they have in commonwith you?

Now tailor all your sales messages to appeal to them.

If you can duplicate your best customers, won’t you increase the number of new salesyou 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 acompelling reason to meet with you. What problem (s) do they have that you can yousolve 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? What’sin it for them?

Are they concerned about saving for College for their children? (Or, saving forretirement, paying off their home if something happens to them, eliminating their creditcard debt, etc.?)

“If I could show you how to…______________, without taking any additional moneyout of your pocket or changing your current life style, would it be worth a 20 minutes ofyour time to talk about it?” (That’s Our Found Money Management™ Concept)

3. Create A Sense Of Urgency... No one likes to make hasty decisions concerning long-term commitments. We all wantto think it over so we can make the best decision possible. The problem is that if wedon’t 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 changedate for life insurance). If the stock market declines tomorrow, how much more are you



32

willing to lose? If you are not here tomorrow could your family keep their home? Howmuch 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 you’ll 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. Ifthey don’t understand the plan, then why should they buy?

We’ve helped a lot of financial planners go from closing 1 out of 10 sales, when using a20 page financial plan… to closing 9 out of 10 sales, using a simple 2 page financial planning summary. Make the buying decision easy and you’ll 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, you’ll 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 chargethem for it - like a client newsletter! You'll build a supportive relationship that gainstheir trust.

Each of these ‘Five’ Top Producer Marketing Strategies provides you with a simpleway to boost your sales and your profits quickly. They are simple to use, highlyeffective and require very little if any new expense.

You don’t 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!



33

Increasing Your

Life Insurance Sales

Appointments If you have been in the life insurance business for anylength of time, you’ve probably spent a lot of money buying prospect lists, sending out sales letters, postcards and/or running ads in thenewspaper to generate qualified leads. Then you’ve followed up with those leads bycalling 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 don’t know you and/or how they’ll benefit from seeing you?

How about if there was a non-threatening way for them to meet you, and see the type ofwork that you do?

One of the most overlooked, most affordable and most profitable ways to increase yourLife 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 Wouldn’t most people feel safer meeting a sales person in a group setting?

o By attending a free educational workshop, doesn’t it give prospects a non-

threatening way to check you out?o

Isn’t 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, isn’t it going to be easier to set an appointment?

Now Consider:

o Can’t the workshop be as small or large a group as you feel comfortable

with?

o Can’t the education workshop be held almost anywhere?

o

In most cases can’t you hold an education workshop for under $100, evenwith 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’?



34

o You must have an educational presentation that is not sales oriented. You

can’t 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 qualifiedsales 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 educationalworkshop.

Imagine next month getting just 10 families to attend your

workshop! And, you close just 5 cases, averaging $5,000 of

commissions each... You’ll earn $25,000 in just one month!

“...Lew’s 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

Critical Concept - People are busy today. They aren’t going to waste their time

meeting with you unless they can see how they’ll truly benefit!



35

Will The Changes In Mortgage

Loans Affect The Found Money

Management ™ Concepts?

In the past week, I’ve had several agents ask me how oursystems are working. “Are the agents still having thetremendous success using the Found Money Management ™ Concepts?” I didn’trealize it initially, but what they were really asking me: “Is, with changes in mortgageloans, and the economy does the Found Money Management™ System still work?” Theanswer is a resounding… Yes!!!

Let me explain. Unlike many of the other home equity sales systems being taught andused out there with prospects, the Found Money Management™ system involves muchmore 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 moneythat most people are spending unnecessarily in many ways. They may be spendingmoney 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 problemsthey are facing today and in the future so they want to take action. It’s helping them toestablish a clear set of priorities to solve those problems. And then, in most cases, howthey can do it all without taking additional money out of their pockets or changing theircurrent 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 adeductible on his auto insurance? He told me $500. I asked him how much money hewould save each year, if he raised the deductible to $1,000. He ran a quote right then andthere 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 andhis family, how much better off are they? Could he find and free up even more money ifhe 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 justrefinanced their home for a lower 30-year fixed interest rate. To get that lower rate theycould only take out a mortgage for 80% of home’s value. They couldn’t refinance rightnow without incurring a penalty and more refinancing costs. However, they still had over$40,000 of equity in their home. He didn’t 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, alltotaling approximately $30,000. The agent was concerned that the interest rate on theHELOC could rise.



36

Let’s think about it... Even, if they had to borrow the $30,000 at 12% right now, (instead of the current 7%-8%) wouldn’t it only cost them $3,600 per year, or $300 per month? If they paid off thetwo auto loans and the credit card debt they would save almost $1,000 in current payments? So, wouldn’t they still have a difference of almost $700 per month to put

away for their children’s education or their retirement? ($1,000-$300) Plus, can theywrite 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™ involvesa lot more than just refinancing a home to take out home equity.

Isn’t 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 orchanging their current life style!

“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 it’s 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

Critical Concept - You can’t 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!



37

The Found Money Management ™

System Marketing Advantage

Many agents, planners and advisors have recently asked us

- What’s so different about the Found MoneyManagement™ 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: Theunderlying premise behind each of these sales concepts is that you get prospects to put asmuch of their money as they possibly can, as quickly as they can, into a cash value lifeinsurance 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, haveany extra money? We’ll show you how to help your prospects to... Find The Money!

The Second Major Difference is that working with the wealthy puts you in directcompetition with all the other advisors out there. Doesn’t that make it much moredifficult to get appointments and to close sales? We’ll show you how to tap into avirtually 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 don’t have a solid marketing, prospectingand appointment setting program that is transferable and puts you in front of the ideal

prospects on a daily basis. Would you agree that it doesn’t matter how good a salessystem is, if you don’t have a continuous stream of people to see? We’ll show you howto have a consistent stream of qualified prospects using a ‘Turnkey’ proven marketing,

prospecting and appointment setting system!

Other Major Differences include: You don’t have the exorbitant cost of their systemsand their training! ($3,000 -$5,000, and annual fees) Plus, with the Found Money

Management™ system you’ll get the ongoing support you need, without being forced tosign up with one of their primary insurance companies, or take a cut in commissions!

The Found Money Management™ Marketing Difference

The Basic PremiseWe believe that Middle-Income Families are a virtually untapped market. And, youwon’t have the competition with other advisors. Middle Income Families are strugglingfinancially 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 disadvantagewhen it comes to managing money and accumulating wealth. Most of the financialinformation being passed on by the major publications and many of the self-proclaimed



38

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 qualifyingfor 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 healthinsurance or put braces on Samantha's teeth. They don't have to worry about whetherthere will be food on the table or a roof over their family’s head, if something happens tothem.

Our objective is to show you how to truly help Middle-Income Families by using thelittle known, unconventional strategies that the wealthy have used for decades toaccumulate and hold on to their money. The reason most Middle Income Familiescontinue to struggle today is because the conventional financial wisdom that has been passed on from generation to generation doesn't work to accumulate wealth. Thisconventional wisdom is what our grandparents learned they had to do to survive during

the tough economic times, such as the great depression.

The Basic ConceptsWe've developed a unique educational financial presentation, based on many of theconcepts found in the Missed Fortune, Infinite Banking, Circle of Wealth and Leapsystems. We’ve 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 - Familiesneed your help to Find The Money to put into savings.

•

Guarantee The Safety Of Their Investment Principal - With the recent lossesin the stock market, most Middle American families recognize they can't afford tolose any more of their hard earned money.

• Minimize Income Taxes - Is there any question that income taxes cansignificantly reduce the amount of money available for savings!

• Position Their Money To Provide Current Liquidity - Families need to haveaccess to their money, without penalties, prior to age 65, for college, emergenciesand 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!

We’ll show you how you can make a real difference in people’s lives!

What’s In Our System?In our ‘Turnkey’ marketing system you’ll 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...



39

• 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’ FoundMoney 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 attimes 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



40

We’ve Made It Easier

and Better For You

Using our ‘Found Money Management™ ’ system you can now bein front of more people, provide more value to your clients, earnadditional money, cut your expenses, finance costs and earn a highly prized industry designation.

In the past year we’ve 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 BootCamp. 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. Thefeel 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, theseadvisors are able to consistently be in front of more prospects and close more sales. Every one of theseadvisors has seen a dramatic increase in their income.Some of them are seeing a fifty percent increase intheir sales in just a matter of weeks. Others havegone 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 we’ve 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 salesletters, scripts, PowerPoint presentations, free reports and much more. And, we’vetailored the entire program to be used to serve Middle Income Families, to avoid all thecompetition in the more affluent markets. Everything you need to be a success is in thesystem. However, initially it does require study, practice and hard work.

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

We’ve Made It Easier To Learn How to Sell Cash Value

Life Insurance! We’ve 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 you’ll learn about how to present and use incredible power of Cash ValueLife Insurance to help people. Mr. Reeves’ call to action… “Over the lasthalf century, America misplaced some of its greatest treasures. These are



41

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 MostRecognized and Sought After Financial Advisor In Your

Community! We’ve formed a strategic alliance with thelegendary ‘ Image Branding Specialist’ … Forrest Wallace Cato!

Mr. Cato’s list of clients reads as the ‘Who’s Who’ in financialservices industry. He offers substantial discounts for his services toall 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 ofFinancial Planning magazine and former Editor-In-Chief of Trusts & Estates: The Journal of Wealth Management . He wrote the introduction to the newly revised versionof the classic book How To Sell Your Way Through Life by Napoleon Hill. Cato is alsoInternational Editor of Advisor magazine in China. Cato is the legendary 'Image

Branding' specialist for financial professionals... http://www.catomakesyoufamous.com/

Wait There’s 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 andshowing them how to use sound financial strategies tohelp their clients to ‘Live Debt Free and Truly

Wealthy’ we have received a lot of recognition andendorsements from some of the leading industrysupport organizations. One such organization is the

‘International Association of Registered Financial Consultants’, the fastest growingassociation in the Financial Services Industry. Accordingly, they’ve made it much easierfor you to earn the Registered Financial Consultant designation (RFC), if you are usingthe Found Money Management™ 'Advanced' Life Insurance Sales Tool Kit or theAnnuity Sales Excellence™ Advanced Lead and Sales System and we recommendyou. http://www.iarfc.org/

Receive All The Latest Critical Success Information…We’re offering exclusive membership to our Insurance Marketing and Sales Resource

Center for only $14.95 per month. (It’s 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 andsales 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 salessuccess system on the market today! And, you get the most value for your dollar. (Weoffer a 90 day 100% Money Back Guarantee on our systems)



42

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 andTruly 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



43

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 that’s the case, then you must stop doing the things thatmost people do to have short-term success in this business. You must spend the time andmoney to learn the skills and strategies needed to start building your business for long-term success. Short-term success is just setting an appointment with whoever will meetwith 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!It’s 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 short-term. They’ll say and do almost whatever it takes to set an appointment and make a saleright now, with anyone who will talk with them. Their focus is on making a sale duringthe first appointment. (A one-call-close) Accordingly, they’ll use the 101 closingtechniques they’ve 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 mucheasier short-term. It’s just about making a quick commission. No thought is given to thelong-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 wonderwhy they have high ‘fall out rates’ and ‘lapse rates.’ They aren’t getting good referrals orrepeat sales. They struggle to make a consistent, decent living. Eventually they getfrustrated 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 muchmore about marketing, sales, record keeping, goal setting, fact-finding, asking questions,sales presentations, income taxes, social security, products and much more. It requiresyou 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. It’s 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 payfor long-term success and to make a good consistent income… The rewards areoutstanding for the people who are willing to do, what the unsuccessful people areunwilling to do! And, there is a great deal of satisfaction in learning how to truly…



44

‘Make A Real Difference In Your Client’s Life!’

Each of our marketing and sales systems and all of our training is designed to help you toachieve 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 togenerate an immediate income. You’ll 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 happenfor 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 hatewhat 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, FMMIL - Sept. 2009

(16 years)



45

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’ tosignificantly increase your life insurance leads, appointments, sales andincome... short-term and long-term?

There is a reason why over 30 of the most trusted and respected names in thisindustry, the International Association of Registered Financial Consultants

(IARFC) and hundreds of very successful insurance agents and financialadvisors from around the world highly recommend our Life Insurancemarketing, prospecting and sales training... because, the bottom line is, ourtraining 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



Lew Nason presents the Insurance Pro Shop’s…

Trusted Advisor Success Training!

"Many of our industry super-achievers owe alarge 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 Insurance Pro Shop Insurance Pro Shop Insurance Pro Shop ® Helping Agents and Advisors create endless streams of new,repeat and referral business…

www.InsuranceProShop.com T ll F 877 297 4608 Ph 770 443 2852 F 800 901 6837

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