Episodes 71 - 75

The most commonly requested and most readily implementable topic that Tom teaches is what he calls “The Box.” The Tom Lipscomb box is the way to engage prospects and clients in a way that is illustrative and simple.

When a meeting gets off track—go to “The Box”. When you need to capture the attention of the most successful prospects quickly—go to “The Box”.
Want to help the client evaluate our permanent insurance products in the proper context—go to “The Box”.

This episode will help you engage your clients in a meaningful way, allocate yourself time better in presentation meetings and capture the attention of your best prospects and clients.

Investing 30 minutes into listening to this episode—and immediately implementing “The Box” will change your all-time career trajectory like it has changed mine.

The visuals from the Gerard Hempstead Study Guide (GHSG) will help your get started as the GHSG includes a drawing of the box so you can see it and feel it.

In this episode, Tom describes the two most important words in our business vocabulary and how the use of these two words, along with three other words is going to become increasingly important as interest stay low and we face ongoing challenges and uncertainty in the future.

These are nuance rich concepts that are more important than ever as we work to become quickly relevant to our best prospects in a world that is increasingly distracted.

In recruiting, we often speak about finding reps who have been excellent at something in the past—and that is very important. The part that we often miss is that in our business every single one of us is going to be bad at this for a long time. There is no other way. Not just at the beginning, but at each turn when we choose to learn something new, like the investment business, estate planning etc.

Tom shares how a musical term “clamming” applies to our business. The message for all of us is that anytime we do something new for the first time, we are not going to be good at it—and that is okay.

The key to defeat the clams is—you guessed it—practice. Not just any practice though. Highly Incentivized Deliberate Practice (HIDP) is where it’s at.

There is also some great language in this episode handling what we call the “Of Course Objection.”

Let’s go crush these clams into tiny pieces by applying what we learn! And in so doing—lets go serve our clients well!

Tom and I are excited to release today’s episode because we believe it is one of the best we have done so far! The topic is both timeless and timely:
Defeating Self Defeating Thinking

Have you ever found that as you are learning new things and pushing yourself beyond your comfort zone that self-defeating thinking appears and needs to be crushed like a clam?

In this episode, Tom and Will share how self-defeating thinking holds us back AND most importantly, we discuss the ANTIDOTE to it.

This is a great episode to help us get in the right mind-set to push ourselves outside our comfort zone, and to accomplish things we didn’t know we could.

With this episode—along with the amazing study guide Gerard has produced—you will have a framework to go after your biggest goals knowing you will have the antidote to the self-defeating thinking that will appear. This skill will be key to altering your trajectory.

NOW is your time to crush, by serving your clients well!

Tom and I are excited to release this very special edition of PodPlus. This episode is both timely, and timeless.

In it, Tom shares his perspective around the historical significance of NM maintaining a 5% dividend interest rate for 2021 and all the things Northwestern Mutual did right in 2020—and well before 2020 to prepare for this historic achievement.

Tom shares several specific examples of what enduring greatness means and how Northwestern Mutual has been able to maintain it all these years.

There are several specific things and specific people whose role in making this happen are discussed in this episode.

As a result of listening to this, you will gain even more confidence and conviction that WE are BUILT for times like these in ways no one else is or can be!

This episode is a can’t miss and will help you adopt the mindset to go out there and impact the lives of as many clients and prospects as you can possibly get in front of to finish 2020 strong and build a strong foundation for 2021 and beyond! Now  is our time to CRUSH!