Thank you for sharing. Excellent information. In Oct 2021 I closed a $400K annual premium case (180 target) that was my biggest in 32 years of business. Many of the things you covered were factors. It was a term conversion for someone with a bad heart. During one meeting I told the client and his wife: “you do not need to do this. You could stick with your term policy that runs out in 2026. That’s fine. But just know: when it’s gone, it’s gone. That said, here are the reasons my proposal makes sense for you.” I believe that giving them all their choices/options helped. They bought the policy.
Great video. Big cases take time & patience. I make it a habit to set the expectation with the client that it may be a long process with lots of action items. Definitely worth it in the end though!
@@EliteResourceTeam going to jump into the virtual conference next week, logged into my ERT account yesterday for first time in long time, been absorbing lots of Anton's content recently, halfway through the first one I've seen of Catalyst. I've been guilty of some of the mistakes noted in various videos, thinking I could do it without all the steps. I've learned. Like to step into following things by the letter.
@6:08 Advisor takes his wife to the Cadillac dealer BEFORE the case closes. So her current car is horrible? And you wonder why people have such a low opinion of ''financial advisors''? What a hack. Cringe.
Exactly why I used that as an example of what an advisor shouldn't do (or how they should think/what they should prioritize). You may not be surprised that a few years later that advisor was out of the business all together. If you're doing it for the wrong reason, eventually you'll fail.
Thank you for sharing. Excellent information. In Oct 2021 I closed a $400K annual premium case (180 target) that was my biggest in 32 years of business.
Many of the things you covered were factors. It was a term conversion for someone with a bad heart. During one meeting I told the client and his wife: “you do not need to do this. You could stick with your term policy that runs out in 2026. That’s fine. But just know: when it’s gone, it’s gone. That said, here are the reasons my proposal makes sense for you.”
I believe that giving them all their choices/options helped. They bought the policy.
Thanks for the comment Curt. Sounds like a major decision for the client and you lead them in the right direction. Great work.
Thank you for preparing me and our growing community of proactive consultants.
Our pleasure! Hope you've enjoyed our videos.
Great video. Big cases take time & patience. I make it a habit to set the expectation with the client that it may be a long process with lots of action items. Definitely worth it in the end though!
Thanks Justin! Yes you know those things from experience my friend! You've handled them well.
Have experienced this first hand. Great to see this Anton. I need to plug back in with ERT
Thanks for the comment Lee! We'd be happy to help whenever you're ready.
@@EliteResourceTeam going to jump into the virtual conference next week, logged into my ERT account yesterday for first time in long time, been absorbing lots of Anton's content recently, halfway through the first one I've seen of Catalyst. I've been guilty of some of the mistakes noted in various videos, thinking I could do it without all the steps. I've learned. Like to step into following things by the letter.
@@morgsam900 great to hear you'll be joining us next week! And we all make those mistakes :) Key is to jump back in.
Excellent video
thank you! Appreciate the feedback.
Did this $1.1M target premium coke from a CPA partnership?
Yes, it was part of a larger estate plan that was prompted by estate tax concerns
@6:08 Advisor takes his wife to the Cadillac dealer BEFORE the case closes. So her current car is horrible? And you wonder why people have such a low opinion of ''financial advisors''? What a hack. Cringe.
Exactly why I used that as an example of what an advisor shouldn't do (or how they should think/what they should prioritize). You may not be surprised that a few years later that advisor was out of the business all together. If you're doing it for the wrong reason, eventually you'll fail.
@@EliteResourceTeam Sadly, probably divorced too.
@@michaeldose2041 yes, that is unfortunately actually true.