Episodes 66 - 70

It’s challenging to get referred to a great prospect, and also challenging to schedule an approach meeting. Failure to be quickly relevant to today’s busy prospect means much effort is wasted. Small changes to your approach language allow you to be quickly relevant close to 100% of the time. Our best prospects are searching for relevance. When we deliver—and bring extraordinary value—the game changes! Become quickly relevant, and change the trajectory of you career!

In integrating permanent life insurance into the client’s plan, sometimes the smallest nuances—in word selection, language, and communication—make the greatest difference in outcome. In this episode you’ll hear several of the most impactful small/BIG things Tom Lipscomb has devised and refined over 20,000+ meetings. The results for you will potentially be career changing. This episode is content rich, and trajectory altering!

Here in the midst of the pandemic, the need for planning has never been greater. And you are the key to the Plan. You are the architect of the Plan. A math model alone is not the plan. An allocation alone is not the plan. The Plan is the strategic course of action—based on facts, objectives, and circumstances—with wisdom and foresight applied. You are the source of wisdom and foresight on behalf of the client—the creator of the strategic course of action. Today is the time to serve your clients well, with great impact, as the architect of their plan!

The professional athlete and the pro musician work to master skills that set them apart from the amateur. They turn what was once impossible into the routine—through deliberate practice. You and I have the same opportunity—to bridge the gap from where we are currently…to where we want to be—through deliberate practice. And, we are actually highly incentivized to do so. Learn why, how, and when…and transform your future!

Everything we do well, and everything we offer, has an “unexpected” element—outcomes to the client from our comprehensive planning, tax reduction, greater efficiencies, greater optionality for the future. Once we know something well, it becomes natural to gloss over the “specialness” we bring to the table (it’s called the “curse of knowledge”). People buy differentiation, not sameness. Crush the curse of knowledge—set yourself apart from the masses—make your message stick. Emphasize the unexpected! And serve your clients well!