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- A Financial Advisor and an A client to get favorable introductions to new A clients.
- An A client introducing you, the advisor, to their CPA.
- A Financial Advisor and a CPA showing the CPA how to increase billable hours, client retention and build a partnership for both parties to Get More A Clients!!
Get More A Clients!!
The Results-Proven, Favorable-Introduction Process
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The first-ever recorded conversations of—
Open profitable doors and minds. Expand your business using favorable introductions.
The complete turn-key process for advisors to obtain favorable introductions from existing A clients and centers of influence (COI)
Listen to conversations between a financial advisor and an A client; and a complete 35-minute conversation between a financial advisor and CPA.
By listening to the MP3, reading and internalizing the e-transcript and using the tools provided in the e-workbook you will learn how to—
- Make and use your Ideal client profile and center of influence (COI) agenda.
- Effectively approach A clients and COI.
- Obtain favorable introductions to new A clients and COI.
- Schedule the crucial first meeting with the A client and COI.
- Meet with and build a bond of trust with the COI using our results-proven COI Agenda.
- Quantify the value to the CPA to achieve their goals without getting licensed.
- Create a continuous stream of new A clients!
- Earn more money in less time and have more fun!
Each set contains one 60-minute MP3 file, e-transcript of MP3 file and e-workbook.
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- How to make and effectively use your Ideal Client Profile.
- How to build trust with COI.
- Who to ask.
- How to ask.
- Memory-jogging and list-prospecting techniques.
- Client-profiling techniques for COI.
- Identifying suitable clients.
- Six proven ways to get favorable introductions.
- How to coach your clients and COI to favorably introduce you.
- The four-step value process to get more qualified appointments.
- Results-proven Client Agenda to get more A clients to hire you.
- Time-management techniques to save time and maximize your results.
- How to develop and use your weekly tracking sheet to measure your goals, activities and results in order to stay on track.
Move Beyond Success—Attain Significance manual
Turn Your Luke-Warm Referrals Into Hot Favorable Introductions!

Clone your A clients with our results-proven Favorable Introduction process.
This 300+ page manual will teach you how to attract more A clients by effectively leveraging your existing A clients and Centers of Influence (COI) such as CPAs, attorneys, accountants and business-focused P&C brokers.
This coaching manual contains the following results-proven tactics:
This manual will save you time, maximize your profits and bring back the fun in your business and life!
Partnering—The Referral Recruiting Process for Financial Wholesalers

This 300+ page manual is for any external or internal wholesaler who wants to recruit/Partner with successful producers.
The process works for all product lines: Life, Annuities, LTC, DI and Investments.
Recruiters tell us that 20% of their producers generate 80% or more of their business! That is because those producers are QCC—Qualified, Committed and Coachable. Successful recruiters know that their best recruits come from referrals and favorable introductions from existing QCC producers.
What are the advantages of getting favorably introduced to more QCC producers and having a pipeline of QCC producers who produce significant results long-term?
- Increased productivity.
- Increased retention.
- Increased profitability.
This coaching manual will teach you how to:
- Develop your ideal producer profile.
- Get favorable introductions from Insurance coordinators, branch managers, regional directors, CPAs, attorneys, accountants, non-compete wholesalers, your existing QCC producers.
- Use a producer agenda to ensure the producer is QCC.
- Quantify the value you can deliver.
- Show the QCC producer how to find missed cases and how to get more A clients, increase revenue and have more fun with your company.
- Profile the producer’s book of business to find missed sales and quantify the value of this essential tool.
- Fully understand the producer’s decision-making process so you can help them make a comfortable decision to join your winning team.
- Overcome objections that may get in the way of your success.
- Weekly tracking sheet of goals, activities and results-to stay on track long-term.
Partnering—The Referral Recruiting Process

This 300 + page manual will help you avoid costly recruiting mistakes and assist in building long-term, revenue-generating Partnerships with QCC producers—Qualified, Committed and Coachable—who produce big results long-term!
Successful recruiters know that their best recruits come from referrals and favorable introductions from existing producers, clients, CPAs, attorneys, and other centers of Influence to QCC producers.
What are the advantages of getting favorably introduced to more QCC producers and having a pipeline of QCC producers who produce significant results long-term?
- Increased productivity!
- Increased retention!
- Increased profitability!
In this coaching manual you will learn how to:
- Make your Ideal Producer Profile.
- Get favorable introductions from CPAs, attorneys, accountants, wholesalers, existing QCC producers, clients, staff, etc.
- Use a QCC Producer Agenda to ensure the producer is QCC.
- Quantify the value you can deliver.
- Profile the producer’s book of business to find missed sales and quantify the value of this essential tool.
- Show the QCC producer how to get more A clients, increase revenue and have more fun with your company.
- Fully understand the producer’s decision-making process so you can help them make a comfortable decision to join your winning team.
- Use weekly tracking of goals, activities and results-to stay on track long-term.
Recruiters—Turn Objections Into Opportunities
CD and transcript e-version only.
How to handle the 36 most common objections a recruiter will hear.

This CD contains tactics and dialogues to help recruiters resolve objections, concerns, and hurdles that are hindering you from partnering with top-producing professionals.
Overcome simple road blocks such as:
- I don’t feel comfortable giving referrals.
- I’m happy where I am.
- Now is not a good time to make a move.
- My loyalty is with my present firm.
- My pay-out is as good as it gets.
- I’m independent.
Learn how to:
- Handle objections to obtain qualified referrals and introductions.
- Obtain valuable decision-making information from the candidate, such as their qualifications and hot buttons, in order to effectively position your value and help the candidate make a comfortable decision to join your team.







