Launch Training Category
(~15 min.) This is not a logical business, it’s an emotional one. However, most advisors treat it more often as logical. Getting your clients to take action is difficult. This module focuses on helping clients make the emotional connection to how they want to protect their family from the financial impact of a premature death.
(~13 min.) Learn how to deliver an effective discovery agreement, consolidating an hour+ meeting into a clear, concise and compelling summary. It helps ensure you and your prospect are crystal clear on what happens next, and it creates a sense of urgency and desire to move forward.
(~11 min.) You only get one opportunity to make a first impression. This module brings clarity to the things you must be doing consistently in every new client meeting to ensure your first 10 minutes are a strong start to your relationship.
(~15 min.) Setting goals is a simple process, but not an easy one. Like everything else we teach, it has to begin with your mindset. Learn the importance of “ripping off the rearview mirror” and also connecting to why your goals are meaningful to you.
(~7 min.) A key to early prospecting success is ensuring you have the right mindset. Watch this video before every prospecting appointment and you’ll walk in with an empowered mindset. When you combine this mindset with language mastery, your confidence – and thus, your results –are transformed.
(~4 min.) Without question, this business is tough – but arguably the toughest in your early years. Clients will consistently frustrate and disappoint you because they don’t always behave rationally. These ups and downs can be very emotionally challenging. Learn the most effective way to minimize the emotional roller coaster so it become more like speed bumps than insurmountable mountains.
(~10 min.) In every fact finder, you must work to create an experience that results in your prospects having 3 distinct feelings at the end of the meeting. In order to accomplish this, you must become a master in the art of asking great questions.
Get ready to demonstrate your skills! This mastery challenge is a “hot seat” session where advisors will be asked to come forward to demonstrate their language mastery.
(~6 min.) From maintaining consistent activity, to overcoming objections, to moving clients to take action – the financial advisor career is not without challenges. It is critical to stay connected to your WHY to stay motivated through these daily
obstacles. In this segment, learn three reasons Jim loves this career – and you should, too.
(~8 min.) Jim gives an overview of the fact finding meeting, and discusses why the order in which you gather information is important. He also shares why what you say in the first 5 minutes, as well as the last 5 minutes, of your fact finders can truly differentiate you from other advisors.
(~7 min.) Jim walks you through how to fact find through the disability section of the fact finder with three key objectives.
(~5 min.) Jim shares his beliefs around disability insurance – the client’s responsibilities to their family, and the options that having adequate coverage creates.
(~4 min.) Everything is irrelevant if you have nothing to compare it to. There are two key ratios that you need to be in tune with to assess your phoning effectiveness.
(~5 min.) Learn the two critical aspects of understanding your clients’ goals around education planning and questions you can use on this topic in your fact finding meeting.
(~6 min.) Jim talks about how having paid-up life insurance in place during retirement allows you to make different choices in the 4th quarter of your life.
(~8 min.) Use these videos to help strengthen your beliefs in life insurance – and then create the language that you can use to convey those beliefs in a clear, concise and compelling way.
(~13 min.) Learn the two goals of the Survivor Income section of the fact finder and how to accomplish both. You will also learn how to “hold up the mirror” and get agreement on this need before moving forward to help overcome potential misconceptions about the amount of need.
(~7 min.) The first 3 aspects of the prospecting system are the most fundamental and arguably the most impactful. You must know your number and know where you stand relative to that number throughout every single day. When it come to language, it’s always easier to replicate than to innovate.
(8 min.) Delayed gratification is not easy. That is why the role of the rep is so significant. As an advisor, your must work to manage human behavior. Your job is to help bring the future to the present and bring a sense of urgency to saving money and planning.
(~12 min.) Jim shares an analogy of building an engine to set the stage with your clients for the retirement discussion.
(~8 min.) This module will not only help you build your own personal conviction for permanent life insurance, but also help you convey your beliefs with powerful and compelling language. This is one of our most-watched, highly-rated videos on our entire site – you truly can’t watch this one enough!
(~13 min.) Learn the two goals of the Survivor Income section of the fact finder and how to accomplish them. You'll also learn how to “hold up the mirror” and get agreement on this need before moving forward and use the “bucket analogy” to help overcome potential misconceptions about the amount of need.
Get ready to demonstrate your skills! This mastery challenge is a “hot seat” session where advisors will be asked to come forward to demonstrate their language mastery.
(~12 min.) Jim shares the goals that drove him to succeed very early on, and why it is so critical to have clarity and incredibly strong connection to your goals. He also shares his perspective on what motivated him as he launched his career, and how his motivators changed over time.
(~15 min.) This module reviews the goal of phoning in order to ensure you have the right mindset when approaching this critical daily task. It also provides tips and perspective on why handling 3 objections is vital to your success, keeping your list “clean,” as well as the pros and cons of texting/emailing to schedule appointments.
(~6 min.) Jim shares the goals that drove him to succeed very early on, and why it is so critical to have clarity and incredibly strong connection to your goals.
(~11 min.) Prospecting is one of the most difficult aspects of this business – if you haven’t mastered an empowered mindset. As human beings, it is natural to care what other people think of us. Here's a powerful story that helped me early in my career to overcome some of my fears and to realize that the care I had to help others far outweighed the concern of other people’s potential negative thoughts.
(~11 min.) Mastering the art of a skillful discovery agreement will have a dramatic impact on your closing ratio.
(~9 min.) One of the greatest limiters to the growth of your business is a lack of confidence. Language mastery is directly correlated to self-confidence. Investing your time in mastering your approach will pay HUGE dividends in your practice.
(~8 min.) Over time you will hear the same objections over and over – so mastering your phoning language is absolutely critical to your ability to move your referrals into set appointments.
(~4 min.) The module is designed to give you a vision for how you will work with clients over time, and a game-changer tool that Jim introduces as part of his teaching on how to conduct a highly effective annual review with existing clients.
(~11 min.) This module introduces calendar management and billable hours – helping you to build your mindset around your most important asset: your time. It also features two of the most powerful beliefs videos in the program (you can’t see these too many times!), reminding you of the impact of the work that you do every single day.
(~4 min.) There are two key ratios that you need to be in tune with to assess your phoning effectiveness.
(~9 min.) This is not a logical business, it’s an emotional one. However, most reps treat it more often as a logical one.
(~12 min.) This module takes us up to “30,000 feet” to think about the role we need to play for our prospects and clients in the fact finder. Jim shares the 3 critical themes you should focus on in every FF meeting. He also gives an example of how he uses his “? To the ? To the ?” technique to dig deeper in order to truly understand someone’s story.
(~8 min.) Use these videos to help strengthen your beliefs in life insurance – and then create the language that you can use to convey those beliefs in a clear, concise and compelling way.
Get ready to demonstrate your skills! This mastery challenge is a “hot seat” session where advisors will be asked to come forward to demonstrate their language mastery.
(5 min.) It’s always easier to replicate than to innovate – check out Jim's objection responses, and then use what you learn to sharpen and hone your language effectiveness.
(~11 min.) Are you helping your prospects and clients understand their ”burn rate”? Do they understand the difference between deferred savings and true savings? The art of the Income section of the fact finder is learning much more than the gross salary.
(~5 min.) As you gather information in the balance sheet section of the fact finder, it is important to begin with the end in mind. Masterful fact finders want the movie, not just the snapshot. In other words, they have a mindset of getting to know the story behind every number the prospect shares.
(~10 min.) To have a successful fact finder, you must become a master in the art of asking great questions.
(~8 min.) Delayed gratification is not easy. That is why the role of the rep is so significant. A key part of being an advisor is understanding that you are managing human behavior. Your job is to help bring the future to the present and bring a sense of urgency to saving money and planning.
(~3 min.) It is an advisors responsibility to do the right thing for their clients throughout all stages of their life. It’s the only way you can truly help your clients build a bulletproof financial plan!
(5 min.) It’s always easier to replicate than to innovate – check out Jim's prospecting language and objection responses, and then use what you learn to sharpen and hone your language effectiveness.
(5 min.) Master your first impression! Success in the first few minutes of a new client meeting depends both on you walking in with the right mindset, as well as effectively utilizing your approach language to ensure a shift in the prospect’s mindset.
(4 min.) Every aspect of our approach to sales training begins with mindset. This module addresses some of the limiting beliefs and fears that can prevent you from moving your clients to take action, or even from calling on some of them in the first place.
(~8 min.) Taking the time to ask the right questions, seeking to truly understand what is important to a prospect, and helping them answer the question “How much life insurance do I need?” is one of the most important aspects of the work you do.
(8 min.) This module will not only help you build your own personal conviction for this cornerstone of any solid financial plan, but also help you convey your beliefs with powerful and compelling language.
(7 min.) This module ensures you have a clear understanding of what constitutes a true referral, why a client will refer you, and most importantly – knowing your number and where you stand relative to that number throughout every single day.
(8 min.) Success on the phone is about consistency. You will find over time that you hear the same objections over and over – so mastering your phoning language is absolutely critical to your ability to move your referrals into set appointments.
(8 min.) The phone is simply a means to an end – namely, getting in front of a prospective client to take a fact finder. Once again, you'll examine the beliefs that drive your behavior and Jim shares his language and how to most effectively address questions on the phone.
Are you ready to LAUNCH? In this powerful training session, dive into a look at Jim's beliefs about YOU as a financial professional, your mindset when prospecting and how to start strong in your new client meetings.
Use this course as a helpful reference guide to master your language in the essential aspects of your business: Prospecting, phoning and fact finding.
Congratulations and welcome to an incredible career! Start here to begin your journey to becoming a top financial professional.