Wholesale Recruiting

"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

"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 an 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

"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

"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

"If you manage salespeople Mark Sheer’s Referral and Power Recruiting Program is a must. He helped me recruit and train nine new salespeople 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

"Focus and quality relationships are what my region and team of wholesalers got out of your Referral–Based Power Recruiting program and we increased our business by 20% in just six months, by working with more quality brokers."
– Greg Cicotte–Jackson National Life

"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, your "Share with me your decision–making process. What do you need to see and understand . . ." phraseology is KILLER STUFF! I have been using it in planner coaching and on calls. I recently used it, along with the other processes you’ve helped me refine, to get a VP of Human resources for a local company to basically "beg" us to take his case for a $15,000 fee. I wanted to charge more but the planner got cold feet, so we quoted $15K. The next one will be $25K and we’ll lavish the client in VALUE!"
– Art Sobczak–Pacific Life

"Mark Sheer’s Partnering program has worked great for me. Since I established minimum standards, my case size has increased from $8000 in August 2000, to $30,000 in August 2001. I also feel that my producers have a greater respect for me knowing that I am not going to drop everything to help them close a $2000 case. This has also helped me develop better relationships with other Hartford divisions. I now refer more cases to my RMs and IBD associate and am able to work with fewer, quality producers, with whom I enjoy working and I now have a personal life!"
– Michael D. Salmon–The Hartford Life

"Mark, just wanted to let you know that the production of the four graduates of your Partnering program is up 350% in just 10 months. The accountability and continuous coaching kept them focused and on track. They are also working with better–qualified and more–committed producers. Thanks for the great program."
– Matt Sharpe–Western Reserve Life WHOLESALE

"Using your techniques, especially the Partnership Commitment, has placed our organization in the top 1%."
– Rik Jimerson–ORBA Financial

"Mark, using your Partnering process, our variable annuity business grew by 300% in 18 months. We went from $18 million to $64 million with fewer reps."
– Bob Petcoff, CLU, Premier Marketing Group

"By developing partnerships with better–qualified general agents and using your value–added ideas to maximize their opportunities, the 10 participants of your Partnering program are enjoying a collective production increase of 56%, with individual increases ranging from 30% (low) to 234% (high). The program is a challenging but highly rewarding experience."
– Kevin McCoy, Commercial Union Life

Retail Recruiting

"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

"Mark showed us how to reduce our marketing expenses to zero while increasing the quality AND quantity of our new business leads. As a matter of fact, we don’t even need to spend money on a website anymore."
– Bill Zimmerman, President, LifePro™ Financial Services, Inc.

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

"Mark Sheer’s Referral–Recruiting Process is the most professional approach to recruiting top producers that I have ever used! While working with an international insurance company, we used Mark’s program to help identify and to select new producers. The results were nothing less than outstanding! We saw an inspired group of regional sales managers attain unparalleled results using Marks’ process. Program aside, Mark is a businessman of the utmost integrity and has the care and concern to follow through with his clients. I personally recommend his programs to anyone who wants to accelerate their success to levels never before thought possible."
– Thomas Ackerman, Principal, Pinnacle Path Consulting, LLC

"When I was in management and focused on recruiting, Mark gave me the tools necessary to attract and qualify the right Advisors to Lincoln/Sagemark Consulting. Mark gave me a recruiting track to run on and the proper questions to ask so that I could truly assess whether a good long–term fit could develop between the candidate and our firm. Recruiting is tough and the hunt for quality people is competitive. The job is much easier and more successful with proper guidance from Mark Sheer."
– Dan Prisciotta – Lincoln Financial Advisors

"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

"I had been recruiting salespeople for the mortgage industry and was achieving mediocre results. During the 2 week period immediately following Mark’s All Day Recruiting Workshop, I held 10 interviews and hired two superior loan officers! Thank you, Mark, for your innovative and dynamic system."
– William Sheweloff, Heartland Residential Funding

"Mark, just a note to let you know that, using your referral system to recruit, I am now able to obtain qualified referrals for 80% of my interviews. The techniques are really working very well for me. In the first couple of weeks, I received 15 quality referrals. The referrals I receive are much better than any other method I have tried because I’m able to be specific as to the kind of individual I am looking for using my wish list–the Client Profile. I’ve had some initial interviews that look very promising. I’ll keep you posted as to all the professional people I hire using your techniques. Thanks so much."
– Tony Digati, New York Life

"We have been using the Partnering Recruiting Process, the Agenda and Quantifying value for about 8 years. We have been getting introduced to higher caliber planners and when we conduct the Wow interview, we are able to help these top planners see how working with our team will create a win for them and their clients. This system works and I highly recommend it to anyone who wants to attract top planners!"
– Edwin R. Kerley, Lincoln Financial Advisors/Sagemark Private Wealth

Producers

"Mark Sheer and Mark Sheer Seminars have helped me reorganize my thinking, my practice, my life. His unique processes have led me to new quality recruits, better clients, more money with less stress and more time for my family. I highly recommend this program for any management person."
– Roger Bastian–SunAmerica Securities, Inc.

"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

"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 Are they still in business?

"This has been a very rewarding process! In the last 4 weeks I have made 20 sales out of 28 referral appointments and my strategic relationships are just beginning to pay off!!"
– Ronald Allen, Allmerica Financial

"I’ve obtained twenty–seven referrals in the last three weeks and they are a definite upgrade, clients with $500,000 to $1 million in investable assets. I sold a $3,000 plan last week. The system is working excellent with my attorneys. One Social Security Compensation attorney provided me with sixteen qualified referrals and is referring me to other attorneys as well."
– John Brant, American Express Financial Advisors

"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

"Since attending Mark’s Referral program, I have tripled my referrals and have upgraded my client profile from $150,000 in assets to $1,000,000 in assets–bottom line, it works!"
– Keith Chapman, Lincoln Financial Advisors

"I must admit when I was told that we were going to learn and promote a referral system, I thought it might be just another futile attempt to achieve more production. When we first met in April my production level was around $12,000 PCs. Within three months of incorporating your referral system, my production has increased to $90,000. This does not take into account the two cases I have pending from referrals. These cases total $70,000 plus PCs. The largest being $51,000. I now have an inventory of $110,000 PCs in underwriting. Not only has the system increased my production, but it has given me several ideas to approach a prospective agent. I am currently working with a few agents who have committed to create strategic alliances with 12 Attorneys by the end of the month. I have also introduced the system to several agents and have gotten feedback that it has opened three rather large Estate Planning cases."
– Ray Burch, Manulife Financial

"During the recent holidays, I had the opportunity to read and study your book four times. Afterwards, I designed and carried out your referral building suggestions. Wow! My only recommendation to you would be to change the name of your book to really capture the power of the information contained in it. Or, add a Surgeon General’s warning sticker to it saying ‘Using this book may increase your business too quickly, please use with caution.’ "
– Stephen R. Trella, Jr., CPA, CFP, Chfc, Trella Financial

"An up–date: Mark, I am so excited with the new ’vision’ that you have helped to unlock in marketing my practice. You are a true genius in showing people how to work smarter, not harder. The results are absolutely overwhelming! Using primitive marketing methods, in fourteen years I developed fifty ‘A’ clients, which account for over eighty percent of our revenues. In the past six weeks, after using your referral techniques, I have had face to face interviews with another fifty A clients and have been able to close twenty of them. And the referrals keep pouring in! Mark, thanks for all your hard work and inspiration. I hope others will become as hooked on REFERRALS as I am."
– Stephen R. Trella, Jr., CPA, CFP, Chfc, Trella Financial Services

"I never knew anything could make my business grow so quickly! Mark’s systems teach smart prospecting using the easiest techniques I’ve found during my 9 years in the insurance business. Don’t wait –unless you prefer doing things the hard way."
– Gary M. Nedeau, Nedeau, Lawrence & Associates

"Using Mark’s Complete Program of Referrals, this week alone I had one client refer me to a 5,000–participant, multi–million dollar retirement plan and two networking partners each gave me their own business in addition to providing qualified referrals! Works for me!"
– Bud Kahn, CPA/PFS, CFP, Wealth Management Strategies, Inc.

"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

"The week after your seminar, I met with one of my favorite clients and showed him our Client Profile. The following week, one of his close friends called me to set up an appointment. To make a long story short, three weeks later, I had a wonderful new client and $21,200 in commissions! And the referrals continue to come in."
– Stephen Tobe, President, Signature Financial Planning

"Before Mark’s program, my fees were $4800. Since Mark’s program, I have been paid fees ranging from $12,500–$34,200. I largely attribute the direction and coaching of Mark Sheer for my recent successes. His confidence, attitude and critical assessment of my previous belief system have awakened a new sense of my ideal financial planning future. Specifically, I needed to become more aware of how to quantify the value of the tangible and intangible benefits of the services I provide my clients. I have since re–evaluated my upcoming year and have crystallized a strategy where I will engage 10 new clients for a minimum of $25,000 fee each. I am thrilled with the suggestions of Mark Sheer and the results that I am experiencing because of his insightful coaching."
– Samuel Clark, Lincoln Financial Advisors

"In the last two weeks, I have received more referrals than the past five months. The referrals are better quality than ever before and best of all the ones I’ve met are actually writing checks and are most excited. When I pick up checks, these new clients are giving me referrals on the spot! Your approach and terminology is first–class, very sensible, and was easy to adapt to myself and my client base. I’ve also received a couple referrals to people with millions of dollars."
– Kathleen L. Shippley, American Express Financial Advisors

"…I went back to work and called my top three and you were right they were all glad to help. I‘ve set appointments with almost all the leads. Thank you for inspiring me."
– Teri Brault, QPA – Great West Life & Annuity Insurance Company

"Today, I had lunch with a CPA who has offices in No. Carolina, Salt Lake City, Utah and Irvine, California. He is going to give me his client list of 280 clients in the Orange County area in exchange for creating A client profile for him. Mark, I don’t know whether to bless you or curse you for the increase in my business, I thought I was going to be able to slow down in 1996 and now with my business activity increasing I realize that will not be possible. Thanks again for a outstanding seminar."
– Robert J. Clark – Transamerica Life Companies

"Your evaluation from our underwriters was as follows, 70 being the highest mark: Topic, presentation, educational and informational value, each received 70 points. Comments: Definitely have Mr. Sheer back, excellent! Mark, year to date, nobody has received all 70’s. I will present this to the board for a sales rally speaker position. Again, Thank you."
– Larry Pace, LUTCF – Farmers Insurance, Vice President, Programs

"…I went back to work and called my top three and you were right they were all glad to help. I‘ve set appointments with almost all the leads. Thank you for inspiring me."
– Teri Brault, QPA – Great West Life & Annuity Insurance Company

"My NALU membership card reads 46 years, with over 30 years in active field sales management. Your ideas on referred lead prospecting were the best I have heard. I look forward to using your material."
– A. Grant Bening, CLU – Life Insurance, Health Insurance

"Although I consistently meet A client’s other advisors, I have never followed up for additional opportunities. Mark’s teaching gave me the missing ingredients I needed to make a follow up meeting productive and meaningful for myself and the advisor. Since starting with Mark, I have met with three advisors and two of them are in the beginning stages of contract considerations (A CPA and a P&C agent).Thank you Mark."
– John Enright, Lincoln Financial Advisors

"Mark Sheer helped me focus and target my referral sources and network more effectively. I would recommend his approach and methodology to anyone seeking to attain a higher level of sales success."
– Joseph M. Rubenstein, MBA, Diversified Securities Inc., Financial Consultant

"I wanted to take a moment to let you know how much we value your powerful ideas.

Your coaching ability to get us focused on top–notch, quality referrals, qualifying our potential customers, and ways to save us countless hours of wasted time will position us to have the best year ever. We’ve already started getting quality referrals, which wouldn’t have happened without your help. Thank you."
– Jerry Kanter, Advanced Benefit Systems

"Mark I can’t tell you how many people are telling me how excited they are with the program. I have had especially good input from the telecoaching sessions and how valuable they are. I’m hearing nothing but excellent comments from our advisors. And the best thing is that everyone is having fun with the program and we really need that. I truly believe that if we use your program and use it anywhere close to its optimum potential that the only problem will be coping with success. You might want to tell the advisors that they may not want to sign up for this program if they know in their heart of hearts that they can’t cope with the amount of success it will bring."
– Ed Kelly, American Express Financial Advisors

"This has helped me go from ground zero to productive as quickly as possible. The concept of "more time, more money, and more fun" had worked for me personally."
– Ed Klein, Western Reserve Life

"…referrals such that I have experienced a 40% increase in the area of my business. I cannot thank you enough for opening my eyes to these opportunities."
– Daniel Cook, CFP, HD Vest Financial Services

"Our brokers felt you kept them on the edge of their seats. You were funny and entertaining and your message was powerful. I am very pleased."
– Ronald Brecek, President, Brecek & Young Advisors, Inc.

"I am excited to report that VestFest ‘97 was a resounding success and your presentation definitely contributed to that success. During the four days in Washington, DC, we educated over 1000 Reps in approximately 70 sessions. On behalf of all the H.D. Vest staff and Reps, I’d like to thank you for sharing your knowledge and expertise with us. Each year our educational offerings get better and better and you helped us reach a higher level this year."
– Melissa Parks, CMP

"Since the end of June 1996, when I was introduced to your techniques, our home office report shows that I’ve received twenty new clients, all of which were referrals. I’m still receiving referrals from the first batch of top client letters I mailed. Thank you for the system, it‘s just what I needed!"
– Deborah R. Del Nero, American Express Financial Advisor

"Dear Mark,

Just wanted to share my excitement with you, I took 5 agents, who each had less than 2 years in the business, to one of your 3–hour referral seminars in the beginning of June. By the end of June, the end of the second quarter, their sales from referrals totaled 28%. By the second week of August, into the third quarter, their sales from referrals totaled 77%. And, there was a 45% overall increase in premiums per sale! I recommend your system to anyone who wants to increase sales–and do it the fast, easy way. Thanks a lot!"
– Tony Inglese, John Hancock

"Dear Mark, As you know I have been in the financial planning business for 23 years. During that time I have seen very few sales programs that can rival yours and as far as referral systems I have seen nothing that competes. The commitment letter in your system is a critical link in marketing the relationship building process. I can not imagine either imagine either a seasoned salesperson or a new recruit who would not benefit from, and validate their business relationships with this with this one technique alone.
Please feel free to have anyone who believes that they are ready and willing to take their practice to the next higher level of l of success give me a call. I would be glad to give them a personal testimonial as to the effectiveness of your systems. Thanks for being a real pro! Great selling!"
– Ernest Falkner, III – Manulife Financial

"I learned Mark’s referral system and began using it immediately upon becoming a new agent. Using his techniques, I’ve made the Ten–A–Month Club every month and will make the Club 21 group for my first quarter in the business."
– Dave Drape, New York Life Financial Services

"Mark, just a note to let you know that, using your referral system to recruit, I am now able to obtain qualified referrals for 80% of my interviews. The techniques are really working very well for me. In the first couple of weeks, I received 15 quality referrals. The referrals I receive are much better than any other method I have tried because I’m able to be specific as to the kind of individual I am looking for using my wish list–the Client Profile. I’ve had some initial interviews that look very promising. I’ll keep you posted as to all the professional people I hire using your techniques. Thanks so much."
– Tony Digati, New York Life

"Mark, I’ve been using your techniques and ideas–and they work. They have enhanced the effectiveness of my Audio Business Card. I’m looking forward to attending your Visual Sales Presentation seminar. Let me know when you’ll be doing it here in San Jose. "
– John DiPalermo, New York Life

"It is too early to see specific results, but I have already received 40 referrals, so the techniques are working. I am currently closing one sale and see endless possibilities. I always understood the value of referrals, but before Mark came along, I was doing it the hard way. The "Who do you know who . . ." phrase is the magic foot in the door. People like that phrase, they write it down and say they’re going to use it themselves. As you teach, I share your ideas to help others expand their business and because I can see such value in your FAST~TRACK program and materials, I am recommending them as well. I’ll be talking with you soon to arrange a time when you can come to our networking group and the Chamber of Commerce to present a program."
– Mary Fortier, New York Life

"Since Mark’s seminar, I have received 18 referrals and scheduled 10 appointments so far. I haven’t done any business yet but am sure that I will be doing some significant business soon due to these techniques. It has changed my mind set and I absolutely have no doubt that this is going to be a significant improvement in my very successful 1996. I would unquestionably recommend this program to anyone."
– Kenneth Gortz, New York Life

"If I learned anything from Mark’s seminar, it was to ask for referrals–the right way! Asking for referrals using the Client Profile really works! Mailing my Client Profile to my top ten clients/associates resulted in over 100 referrals. I highly recommend this program to anyone who is serious about expanding their business."
– James Klug, New York Life

"Getting names is so much easier now! Great program "
– Mark Mohr, New York Life

"I’ve used Mark’s Referral system with every client and every appointment that I’ve had, and I have gotten referrals from every client every time."
– Teresa Scagliotti, New York Life

"As a new agent, I saw your FAST~TRACK program as a way to jump start my business. Our in–house trainer said to learn referrals as soon as possible or you will continue to relive your first unproductive year in the business over and over again. Am I glad I took his advice. For me, the strength of your system is your visual aid, the Client Profile, that permits me to sit down with my contacts and show them exactly what I am looking for in A client. The Referral system, along with your coaching techniques and objection handling skills enables me to aim for a higher level of clientele than I was able to obtain before. I am now obtaining qualified appointments with affluent people that I wouldn’t have known how to reach before. Mark, I wish we had even more of your time. Thanks for your help and I hope to see you back at New York Life soon. The Referral system, along with your coaching techniques and objection handling skills enables me to aim for a higher level of clientele than I was able to obtain before. I am now obtaining qualified appointments with affluent people that I wouldn’t have known how to reach before."
– Jason Uhl–New York Life

"I have seen tremendous results from those agents who have participated in and are using Mark Sheer’s FAST~TRACK program. Referred leads have never been easier and the quality is great!"
– Mike Wecker, New York Life

"Mark, your philosophy has helped me attain the highest levels of success and personal satisfaction. In three years I can plainly see doubling my income, working less than 40 hours a week, and enjoying wonderful relationships with outstanding partners. Thank you for sharing your system and process. It has, and will continue to have, a tremendous impact on my professional and personal life."
– Sam Hebert, Regional Vice President, Lincoln Financial Advisors

"Mark, less than four months ago, prior to your Double Your Fees coaching program, my fees ranged from $400 to $3,000. Yesterday, I picked up a check in the amount of $16,800 to do a plan. I could not have done it without you. Thanks for your help. What’s the next step? Can you make this look small?"
– Mark Pittleman, Lincoln Financial Advisors

"Mark will challenge you to charge what you are worth. I recently received my biggest fee of my career, by 5 times. If you aren’t using his strategies, you are losing money."
– Adam Brooks, CFP, Lincoln Financial Advisors

"Five months ago, when I began this program I thought getting a $5000 fee for a new client was good. Now after learning how to quantify the value that our process brings to our clients I know that even existing clients will pay $16,000 or more for an annual review. Thanks Mark, for the assistance in raising my fees and helping me to achieve my vision of an ideal practice."
– Russell J. Peterson, ChFC, CLU, Lincoln Financial Advisors

"Since Mark’s program my paid fee has gone from $12,000 to $36,000 and I’m now quoting $50,000."
– Tim Belber, MFG Advisors

"Mark, so far my largest paid fee, which probably should have been even more, was $60,000–$35,000 for the first six months and $25,000 for the second six months! I recently met with an existing client who in the past paid a $2700 fee. Implementing your process of understanding vision, values, goals and quantification of value, the renewal fee was $5700! The primary value for our advisors who participated in Mark Sheer’s Double Your Fees program is a better understanding of the ‘consultative relationship.’ Ultimately, our role as an advisor requires us to perform at a higher level–listen, think and solve problems in the appropriate manner and at the appropriate time. Often, advisors can restate monologues or sales themes, but fail to really understand their client’s motivations, fears and values. In my observations, the advisors who can develop better consultative skills and engage more A clients will, over time, become empowered to place better and bigger financial products. Overall, Mark leads advisors to critically consider their role as an advisor by coaching them to first understand the client’s vision, values and goals. Most of our advisors in Mark’s program are better equipped to implement these successful techniques, feel more confident about their processes and ultimately collect more and larger fees."
– Scott Gordon, Lincoln Financial Advisors

"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

"Mark Sheer has been a large influence on my life. I have been using his referral system for over 5 years. It has become a way of doing business every day for me. I do not know a better way to do business. I have had some of the major players in Chicago actually call me because they want to get involved in my arena. They heard about how I operate through one of there resources. Thank you Mark for being there for me."
– Chad Coe, Paine Webber

"As a newer rep in the business I needed a referral game plan. Mark’s system represented that game plan for me–what to say and when to say it to clients and other advisors. In 1997 using his system generated nearly $25,000 of referral income (fees and commissions). So far in 1998 continuing with Mark’s system my referral business has increased about 50%!"
– Thomas Vuong, Sagemark Consulting

"Mark’s the read deal! In qualified Appointments he furnishes dialogues and tactics that actually work! I’ve watched Mark transform tough problems to positive responses. His "words" are unique and that’s what makes him special."
– Bill Burke, Clu, Cfp, Regional Vice–President – Lincoln Financial Advisors

"Thank you for your referral system. I finally drew a line in the sand and decided to do it. Recently, while skiing in Austria, I called my office to find out that I had appointments with 11 new prospects! All referred by three current clients. The minimum net worth was $8 million! Not bad for the first try!"
– Erin Botsford, CFP, Lincoln Finacial Advisors

"I wanted to write to you for introducing me to your ‘Complete Program of Referrals’. This program has given me a basis to immediately create value in my own practice and that of my producers. Your ‘CPR’ coupled with the ‘Fast Track’ program has provided me with an immediate ‘value added’ track to work from that clearly differentiates me from my competition. I believe integrating your programs into my 1996 marketing efforts added 30% to my business and has provided a foundation for additional growth in 1997. My producers are also seeing results in the form of more and higher quality referrals. This is the most refreshing basis for conducting and attracting business I have ever experienced. Thank you for your coaching and insights on this most simple of techniques. I am sincerely glad to have met the world’s first ‘Tactical Sales Coach’!"
– David Arndorfer, Manulife Financial

"Sales are up 10%, new producers total 141 and two of our Business Development managers are having their best years. Certainly, much of this is attributable to the education, training and motivation from your powerful sales training sessions. Your system of shortening the sales cycle by starting with qualified referrals and ending with a commitment is simple, but extremely effective."
– Douglas A. Pera, Manulife Financial

"Mark Sheer’s grasp of the selling process and his transferable ideas in gathering "warm referrals" in expanding my business has revolutionized my approach to growing my business. A true value–added service from Manulife and the Western Regional Team."
– Thaddeus Montgomery, Manulife Financial

"The Mark Sheer System is starting to generate results. I just returned with an application in hand from the first meeting with a new client. This new client was referred to me using the Mark Sheer System and our audio business card. In addition to approximately a $500,000 revenue case, I am being referred to the other partners in this new client’s law firm. I would estimate that I received approximately 10 referrals in the last 2 weeks from 3 or 4 referrers. This is under my goal, but clearly in the right direction. I recommend Mark’s system to anyone that wants to streamline and improve their sales results. The system works, but the individual applying the system must be committed in order to truly be successful."
– Scott Mason, Manulife Financial

"I wanted to write you short note regarding my first meeting with a potential networking partner. As you know, I have just recently started with Manulife and getting referrals is a very important part of that process. We met today and began the process of swapping referrals due to our non–competitive relationship. My primary responsibility is to build up the Inland Empire territory. To do this, I need as many quality names and numbers who fit Manulife’s Client Profile. I want to note that we are not asking for names of producers that are career agents and would jeopardize his current relationships. In return for these names, we are going to provide him a list of all our producers in the Orange County area which fit his Client Profile. I feel this meeting was beneficial because I have listened to your tapes and have spent time with you but this was the first time I actually was able to put your plan into action and I was pleased with the meeting. We are meeting in two weeks to actually swap lists and are planning to get you involved."
– Jim Weaver–Manulife Financial

"Mark, I’m sorry I had to drop off the call today because I wanted to thank you for your help and support. I have found the most important benefit from your course for me was the accountability regarding my business. I need to continue to ask for referrals and to get better with my agenda, but my production since I started your course is almost 800k of target premium, which is already an increase of over 50% from last year, and it is only May 1st (almost)! So thanks and I look forward to seeing you and learning more in May!"
– Craig Gillispie, RVP Wealth Management Group, MetLife Investors

Sales Desks

"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

"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

"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

"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

"Mark would be the first one to say that what he provides is 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.

"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

Presentations

"Thank you so much for your participation in our Summer Sellebration in Coronado. All of the breakout rooms were a tremendous success, and I heard many great things about your presentation. When I was brainstorming about this part of the convention, I thought of you immediately as the one speaker who could do a successful breakout room to benefit, as well as entertain, all of our guests. And I was right! With your expertise in teaching, motivating, and sharing your ideas and knowledge, it was definitely the highlight room! Thank you again."
– Greg Wood, National Sales Director – The Alliance For Mature Americans

"Thank you. Your presentation at our luncheon was one of the best of this term. Your referral program is much overdue in our industry. Thank you again for your time–your positive attitude and referral system was very uplifting for all in attendance."
– Pat Enthen–Greater South Bay ALU Program Chair

"On behalf of The Consultants Roundtable we wish to extend our special thanks to you for your outstanding presentation on Saturday. You are not only "Mr. Salesman" but also "Mr. Enthusiasm." What an outstanding job. As a further testimonial as to just how good it was, you were awarded the prize as the person who presented the best idea of the day. I am sorry you weren’t there to receive this award but I am enclosing it. Thanks again,"
– Gordon Platts – The Consultants Roundtable

"Thank you for being the speaker at the January 19, 1995 meeting at the Association of Professional Consultants in presenting "How To Develop A Foolproof System To Increase Your Business." Some of the responses to your presentation were, "…one of the best programs and presentations I have seen since becoming a member of APC," "Mark is an outstanding and dynamic speaker," and "I obtained many excellent ideas on how to increase my business." Best regards, "
– Franz Shulte – Association Of Professional Consultants

"Our thank you for taking your considerable talent and time to make the presentation to Career Builders Workshop last Sunday. We at the Crystal Cathedral are extremely grateful for you and for this remarkable presentation on referrals for career growth. You are very highly recommended. It was obvious from the attention and the audience response that it was very well received. Again, our grateful thanks and our best regards."
– Ray Larson – Career Builders Workshop

"Many thanks for the time, energy and talent you contributed to our December 15th seminar meeting. A summation of the evaluation forms turned in by the participants is enclosed. We are impressed with the very positive reaction these forms indicate. Thanks again, Mark."
– Noel Hansch – The CPA Forum of South Orange County

"On behalf of our entire staff, I want to thank you for an outstanding presentation on the 18th. Not only was the delivery remarkable, but the message was exactly what the audience needed. Comments collected from the participants were very positive. Yours truly,"
– Steve Jennings – COF, The Jennings Company

"I wanted to take this opportunity to make you aware of a nationally recognized speaker who has helped our organization and its members in achieving a higher level of both their personal success goals and individual production. His name is Mark Sheer and the presentation he gave to our group received the highest ratings for any program in the last two years. Being both a securities and insurance licensed agent, I appreciated how Mark’s program could help my business and my relationships. I believe Mark and his message will be received with enthusiasm by your membership."
– J. William "Bill" – Cooley, International Association for Financial Planning, Orange County Chapter

"I highly recommend your programs to anyone in the mortgage industry who wants to expand their business. I would very much like to see the entire national association have the privilege of being exposed to your ideas and I encourage you to contact them and enclose information about your programs. Again, thank you and we wish you the best of success."
– Alex Hoffman, Wisconsin Mortgage Brokers Association

"Many thanks for the time, energy and talent you contributed to our December 15th seminar meeting. A summation of the evaluation forms turned in by the participants is enclosed. We are impressed with the very positive reaction these forms indicate. Thanks again, Mark."
– Noel Hansch – The CPA Forum Of South Orange County

"Once again, thank you for a wonderful program. Your talk on referrals was excellent and we have had much positive feedback already."
– David Lee Cobb, ShFC, LIC, LUTCF – Grand Rapids Asso. Of Life Underwriters

"I wanted to personally thank you again for making arrangements for the Mark Sheer seminar, and to thank Manulife and you for the seminar last year in Bryn Mawr at the American College. The combination of both meetings has been the single greatest catalyst (next to my mentoring business partner) in my 17 year practice. One of my greatest difficulties is staying focused–I love doing too many things! What these seminars have helped me do (and the telephone follow–up with Mark) is clarify my target market place. I’m finding it still allows enormous creativity, but in a finite pool that is more manageable. "
– R.J. Kelly, Manulife Financial