As of this writing we have 65 double confirmed reservations for Don Blanton’s upcoming “Circle of Wealth” Basic Training on May 25 & 26 in San Diego. We also have a waiting list that is pretty significant.

One of the reasons we have been successful in filling the room already is because of the results we have had from the 28 students that attended the Basic Training in March. It is also due to the “Accountability Call” process we have developed.

We appointed 2 of our Field Support Representatives as the “champions” of an internal “FSR Study Group” that meets once a week. At that meeting they work on learning the Circle of Wealth program and the MoneyTrax system and plan the Accountability Calls that each FSR has with his sub-group of Basic Training graduates and MoneyTrax system owners. These Accountability Calls are held once every two weeks and the various modules of the program are discussed in detail with a focus on real life application. The FSRs moderate the call to incorporate success stories and issues the graduates are facing and Circle Talk and production goals that are set.

Here is what the FSRs have developed and accomplished so far:
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FSR Accountability Call Agenda

· Roll Call and Check Off Who Signed 30-Day Success Commitment. Subsequent meetings will involve review of 30-Day Success Commitment status

· Success Stories (Circle Talks, Cases Found, Etc…)

· Circle Talk Goals with review of last week’s Circle Talks and planned next week’s Circle Talks

· Weekly Target/Premium Found Goals with review of last week’s targets/premium and planned next week’s targets/premium

· Review Elevator Speech

· Review and discussion of Module of the Week/Bi-Week with Group

Etc…

· Review Goals/Commitments for Next Two Weeks

· Closing Comments

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Here is a report on the process so far (I have included statistical as well as anecdotal information that I got from our VP of Brokerage, Ben Nevejans).

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· Total COW Basic Training March Graduates: 28

· Total # Groups: 6

· Total # Accountability Call Participants: 24

· Total Accountability Calls since COW BT: 12

· Average Participant per Group: 4.6

· Percent of Accountability Participants vs. Graduates: 86.7%

· Frequency of Calls: Every Other Week

· Cases Submitted From Participants since COW BT: 30

· Success Stories:

1. One agent had a client who tried to cancel an appointment with him because he said there was nothing that could be done to improve his situation. The Agent met with him anyway and he was able to find $20k in cash and $1000 a month in transfers. We redirected to a life insurance policy.

2. Another agent did his first circle talk with three clients at the same time. He got the steps 4 and 5 (explain how you get paid and ask for referrals) and got referrals from each of the three prospects. One person said she wanted to organize a dinner with some old ladies club she is a part of and invite 8 – 10 people. Another person referred him to a high level estate planning and the agent and his FSR are working on approaching this client. The last client had $350k in CD’s that we are rolling to annuities. Should have the application in a week or two.

3. A securities rep is filling out a 200k indexed annuity and 10k life target case on Tuesday at LifePro after following the circle talk to a T. He went through every step and at the end of the sales process he asked the client on a scale from 1-10, 1 being you want to run out of here and never see me again, 10 being where do I sign. She said 10!

4. Another collected a life case with a $23,000 target after going through the circle talk. The case was just approved and he is delivering the policy to collect premiums.

5. Email from another producer: I have had good experience taking the prospect through the first 5 steps, starting with the 10 questions. It engages the prospect in way he/she has never seen and it puts me in a position that shows I am interested in their situation and past experience and that I truly want to help them.

Looking forward to the next round!

z