Episodes 41- 45

• Have you ever had a client ask you what the IRR of a permanent policy is? If you’d like to dramatically increase your effectiveness in telling a compelling story here to get the cases you aren’t quite getting today, you don’t want to miss this episode.

• Will and Tom share key observations on the new product after spending 100 hours or more learning about it from actuaries over the past year and then each presenting on the new product in many network offices.
Tom shares the compelling story of how Northwestern Mutual has responded to the new regulations. The specific language he uses in telling this story then leads to the inspirations part where we begin to discuss the significant opportunities we now will have.

• Tom and I go through 4 scenarios of common illustrations with specific step by step instruction on how to input each component and our thinking behind the reason for doing so.

• Will and Tom discuss the opportunity to use the launch of Life Plus to reset and refocus on what makes us special and do so with a conventional approach.
• Tom shares his formula for success: Vision plus Communication equals Breakthrough Results.

• Have you ever had a case where the fact pattern is mostly congruent with getting the case, but one key element is missing and you aren’t sure how to make it fit? This is a can’t miss episode about the specific step by step sequence to get the cases that are right in front of you and just beyond your grasp today. Specifically, how can you help expand the client’s time frame in their mind?
• This is the first time Tom has gone through his entire 7 step sequence for working through a “large case”, however you define that in your world.