Good day gentlemen!

I hope the results are still encouraging and the advisors and managers are doing their respective jobs. Here is a message for each audience. Please share this with the managers ASAP. Thank you, Jim

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For the Managers

Please meet with your advisors on Monday and ask them these questions.

1. As you look back over the past weeks since the seminar with Jim, what are you doing differently or better in your insurance practice? (Listen without interruption!)

2. This is what I see that you are doing differently when it comes to your activities. (Share with them what you have seen!)

3. What has changed in your attitude regarding your customers? (Listen without interruption!)

4. What has change in your results in the past weeks? (Listen without interruption!)

5. This is what I have seen. (Share with them what you have seen!)

6. Finally, what are you going to focus on this week? (Listen without interruption!)

7. Can I help in any way? (Listen, then make a promise to help, then keep your commitment to help!)

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For the Advisors (Managers, please print this off and give a copy to each advisor!)

Good day my dear associates!

It has now been two weeks since we spend time together in the seminar. You have had a chance to apply some of the systems, processes and tools we practiced. I have seen the reports and heard the stories and I am very pleased that some of you have had the courage to apply these methods. I hope you are sharing your successes with each other. Remember your only competition is what happens in your own mind, not what some other advisor is doing. Please encourage and motivate each other. You have had some success! Excellent!

This is a critical point in your change process. You have started to make changes, but you can easily go back to your old habits that have not worked so well for you in the past. Please be courageous. Please trust me and the processes I shared with you. You have the capacity to grow and develop great skills and therefore greater results. Please keep changing!

Now is a time to re-commit yourselves to the changes you know you need to make. Please take some time to go back a review the notes you took during the seminar. Now is the time to add one or two new systems, processes or tools into your daily behaviors. Now is the time for you to prove to me, your manager, your leaders, your company and most importantly to yourself that the week we spent together was not a waste of time. I am confident you were the right person to attend the seminar. We all invested a lot of time in the seminar to help you become the advisor you wish to become. Please prove that we were right in selecting you. Now is the time for you to take action!

If you have problems, questions or comments you wish to share with me, then please write me and I will respond!

Warm regards and remember ‘Success is a choice!”
Jim