Free PDF The Napkin Advisor: 50 Ways To Present Income Protection Concepts On The Back Of A Napkin, by Chris Carlson
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The Napkin Advisor: 50 Ways To Present Income Protection Concepts On The Back Of A Napkin, by Chris Carlson
Free PDF The Napkin Advisor: 50 Ways To Present Income Protection Concepts On The Back Of A Napkin, by Chris Carlson
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About the Author
Jeff Kerns is Vice President of Truluma, a Brokerage General Agency located in Seattle, WA. He was born and raised in the Seattle area and graduated from Central Washington University. He started in the financial services industry in 1997 and has been a featured speaker at many industry events. He has also served in leadership roles with the NAIFA South Sound Chapter. Jeff has over 20 years experience in the income protection industry and works with advisors to provide quality products to their clients. Jeff can be reached at jkerns@truluma.com Chris Carlson began his insurance career as a Brokerage Consultant with Provident Life and Accident in 1984. After working with Provident as a Consultant, District Manager and Branch Manager, he formed his own Independent Disability Insurance Marketing Organization in 1995. Chris’ organization eventually became the D.I. sales office for Ascensus Insurance Services. When Ascensus was purchased by BISYS, he became the National Sales Manager for the BISYS D.I. Center. In 2013, Chris formed The D.I. Coach. He combines his extensive knowledge of the D.I. industry with his coaching expertise to provide a truly unique perspective in the coaching of producers. Chris can be reached at chris@thedicoach.net
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Product details
Paperback: 118 pages
Publisher: CreateSpace Independent Publishing Platform (October 6, 2017)
Language: English
ISBN-10: 197786872X
ISBN-13: 978-1977868725
Product Dimensions:
6 x 0.3 x 9 inches
Shipping Weight: 8.2 ounces (View shipping rates and policies)
Average Customer Review:
5.0 out of 5 stars
5 customer reviews
Amazon Best Sellers Rank:
#688,651 in Books (See Top 100 in Books)
I don't sell insurance, but I was recommended this book by a man who does. For ten bucks you get fifty ways to illustrate Income Protection insurance on the back of a napkin. Some of these illustrations are different approaches to selling Income Protection insurance, some are how to sell to employers, business owners, wealthy people, and even people that are already covered by their group Disability Insurance.There is even an illustration on convincing someone to sell Income Protection Insurance (on page 50-51). My favorite napkin illustration is on page 8-9. In less than a minute it becomes brain dead obvious that you want what Income Protection insurance will do for you. That one illustration qualifies you as a prospect, and takes you right up to the close....as most others do as well. These illustrations are usually a few words, and maybe a few amounts of money. There is no illustrating skill needed. Any piece of paper or napkin will do.The reason I was recommended this book is to put my mind to how I could use the same format...the same concept (short illustration of a pointed question) to sell just about anything.If you sell Income Replacement insurance, this book is an obvious essential. But no matter what you sell, products or services, yo can adapt this concept and be able to present your idea anywhere, any time, and to anyone.
Outstanding information easily. Explained. ESPECIALLY IF ONE IS NOT KNOWN FOR KEEPING THINGS SIMPLE OR OVERCOMpLICATES MATTERS.ROB Shevlin. THE Financial AnesthesiologistRS
This book is a fast read and provides some great sales ideas. A must read if you plan on providing the risk management that your client needs.
Great tips for having income protection conversations with clients.
Great advise from a great advisor!
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