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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:

  • 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.

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

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.

Testimonials

Using your advanced wholesale partnering program, especially the commitment letters, my business has grown 37% in 12 months and I'm working with higher caliber producers.

Matt Hudack-Manulife Financial
Mark would be the first one to say that what he provides in not rocket science. Maybe so, but what he provides is an organized, repeatable, learnable and wonderfully useful communication method that enables the users to have more conversations that help reach the business goals of any organization. Mark's program and tactics definitely increased our production!

Rick Kisser - AIP Marketing Alliance, Inc.
Our sales desk has much improved results since using Mark's Partnering Process. The tools he offers such as the agenda, quantifying value, Pick-Three and the favorable-introduction process have helped us attract more quality FAs and get more production from our existing FAs.

Ben Alcid, MetLife
The Sheer process reorients the process of “referrals” from CPAs/COIs to building a professional partnership. While we may say we work with CPAs/COIs on an even basis, going through the Mark Sheer process quickly shows how we as financial planning professionals (me included) really operate one step away from begging for handouts.  Mark has helped me to better understand the needs of the other professionals and to engage in a dialog in such a manner that I have been able to put together multiple powerful professional partnerships that will help me grow my business.

Cindy Deavel, Lincoln Financial Advisors Corp
To test the effectiveness of the Client Profile I asked for people worth over $10 million and asked for my ideal candidate to be worth over $100 million. Amazingly enough I have met three people worth over $100 million. I finished this year over $100,000 of first commissions. Mark, I just wanted to bring you up to date. In 1999, I closed $260,000 in FYL life insurance or investments.

Michael McCormack, Sagemark Consulting
I cut my broker base by 35%. I enjoy more quality relationships and have increased my business by 50% in just eight months. - Mark, just wanted to give you and up-date and let you know that your system really works long-term. I now have 64% fewer reps/producers and my production is up over 100%! My 1996 production was $1.2 million and 1997 was $2.6 million. You're right-less is more.

Tom Daley, Penn Mutual
Mark's personalized coaching helped our phone team and field relationship managers to do a better job of building relationships and finding new business. Mark took the time to work with each person's individual style and approach. Because of this, we were able to more effectively identify new sales and new recruits-and we were able to measure the results. Overall I'm very pleased with the program and we look forward to working with Mark again in the future.

Lori Bochner, Midland National Life
Mark Sheer Seminars was instrumental to our sales development team in helping us partner more effectively with our MGA partners.  Mark helped us be more effective engaging with people and developing mutual commitments to drive growth.

Brad Rosenblatt, North American Company
Mark's recruiting ideas have made me, as well as our company, a powerhouse in recruiting qualified professionals. Mark's idea of “Less is More” means using fewer qualified, professional salespeople which decreases overhead, while increasing moral, as well as production-a 36% increase in funded loans in just 120 days! I strongly recommend Mark's Recruiting Techniques to anyone who wants to take their business to a higher level.

John Border, Pacific Shore Funding
The first year I used Mark's Referral/Partnering system and process my income grew by over 54%. Now in my second year of utilizing Mark's system, I am better able to focus on higher caliber financial representatives and by doing so, I have surpassed last year's record earnings in just nine months. I mention Mark's Referral System to most everyone that can benefit by getting more quality referrals and I must have given close to 100 of his systems as a value-added gift. This has helped these reps to be more productive in their business and in return, I'm receiving much more of their business. Mark has provided me with an edge that not only helps me rank in the top percentile of my company but has also earned me a promotion.

Kevin Berwald, CLU, ChFC, CFP-Jackson National Life or The Hartford
After establishing my first relationship based on value-added services-money, time, fun-I received referrals to eight reps and they are already producing business.

Kathy Carpenter - Western Reserve Life
After participating in your Referral-Based Power Recruiting program my region has grown by 40% in 12 months. I attribute a large part of this growth to my participation in your program-twice.

Mike Coben, Jackson National Life
If you manage sales people Mark Sheer's Referral and Power Recruiting Program is a must. He helped me recruit and train nine new sales people in less than one year; all nine exceeded their sales goal their first year.  The appointment overview and commitment letter produced 126% sales growth the first year. This is not a fad but a successful sales and sales management system.  If your sales management system lacks accountability, get Mark Sheer.

Thomas A. Donovan, Manulife Financial
Our sales desk has been using Mark's profiling process to find large, missed cases and his referral/introduction process to get introduced to more qualified, committed and coachable Reps/producers. I can say with certainty our production and results are getting better and better with his results-proven process.

Bill Zimmerman, LifePro
Because of the personal results that I have achieved, I am very enthusiastic about Mark's Referral program that I participated in. Among other significant results, I personally received 30 qualified referrals to million dollar prospects from one CPA. My advisors who are participating in the Fast~Track program have done so well that for the first time our cluster has surpassed the national average of referrals received; and so far, less than 20% of our advisors have begun the training program. Of course, I will be recommending Mark's Referral program to the balance of our advisors.

Homer Nottingham, American Express Financial Advisors/Ameriprise
Using your techniques, in the last 4 weeks I have achieved my goal of receiving 30 qualified referrals. So far I have reached 14; some are now clients and I believe all will be soon! Also, I met an attorney who, on my first visit, became a networking partner and has already earned me $15,000 and will probably earn me 5 times that amount very soon.

Alan Ryals, Allmerica Financial
Our sales desk team has been using Mark's Partnering Process and I must say, bottom line it works! We have been using the Agenda, getting the Reps goals, quantifying value and finding missed cases. The magic is in the scripts and practice sessions Mark has with our team. It is helping them to master the process!

Jim Green, The Annuity Store
Mark, the concepts in your Partnering program have allowed us to approach and engage top producers whose total production exceeds a quarter of a million dollars. We would never have gotten to the table with these producers without your system and process.

Nancy Briguglio, Lincoln Financial Advisors
Using the Partnering Process, especially the Agenda, Quantifying Value and the Decision-Making process, has greatly enhanced our recruiting results. Also, by using the Favorable-Introduction process we are recruiting much higher-caliber reps!

James A. White, Jr., Sales Vice President, Distribution Development, Sammons Financial Group

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