Best of John F. Savage CLU

This was a recording given away for free. I do not own it, but the site that gave it away is gone now. I share it because so much has been shared with me freely - even here on YouTube. Enjoy!

0:00 - Introduction
0:44 - Got a lot of bad information on selling life insurance; get rid of your briefcase, print-outs, and your program; Knowledge of the product never will be worth more than 5%. Knowledge of people, 95%. People don't buy insurance; people buy people.

2:05 - Must make a commitment to excel - difficult and rare.
3:32 - Before you speak, make sure you improve upon the silence. Only 4 kinds of people in the entire world.
5:20 - Those 4 people fall into two economic groups; stop colliding with your prospects.
7:14 - Please write these two circles down on the next appointment you have - people who spend and save what's left; very few that save and spend what's left. "These people" always work for "these people". Which group do you want to be in? Less than 2% of our society is there.
9:05 - Interview: When you see these 7 circles, it will close EVERY sale. Only 4 appointments that didn't result in a sale. Can't imagine having an appointment and not selling. You must know sociology, psychology, philosophy, finance, marketing, management, economics, and insurance. No longer acceptable to only know insurance.

10:15 - The 4 circles on your yellow pad; Draw 3 circles in the middle. Income, Tin Can, Home, Human Life Value. Middle 3: bank account - s (6%), investments, insurance - s (2%).
- Income to bank: 3 circles: food, shelter, clothing; social demands on the pocketbook that prevent people from going from income to the bank.
13:59 - Management wants to be liked
16:00 - The most important facet in financial planning is a bank account. The least important facet in financial planning... is insurance. Ultimately focus all your attention on the middle circle - investments. Four flanges that come out of the middle circle.
18:10 - Only one person that invests before they save - a dumb person. Bright people save first and then invest.
19:33 - Savings & Investments - Mark Twain
20:25 - Don't teach; your job is to SERVE! You can't teach somebody; you can only serve them! You gotta make it simple!
20:43 - The difference between savings at 6% and 2%? 4%; wrong.
If it was arithmetic, it would be right. The difference is 0%.
23:25 - That puts you in a BEAUTIFUL POSTURE - because that's all life insurance is - a TIN CAN!
26:05 - Doesn't do his own applications; he doesn't do anything that someone else can do. It's all referral!
26:48 - How would you like a small fortune? Put a large fortune in mutual funds!
27:05 - The collective mentality out there economically... is about a one. Understand finance!
27:28 - I deal with the masses; would you like to have $20,000 in the bank?
28:00 - Client Service Reviews
28:30 - Gotta get this to $20k; You're talking about x, y, and z? They got the Spender's problem! Priority #1 to get to $20k.
30:20 - Can you save $1,000 a month? $800? $400/month? That'll put you in the upper 1% of America. They all know my background in town. Right below the investment circle - $400.
31:30 - "Evaluating policies". Truth Section (cash values). Add up the cash values for the insurance bucket. Probably thought insurance was a bill. You should have more BILLS! Do you understand the TIN CAN?
34:13 - If you feel that you're not earning enough selling insurance, either quit and sell something else, or learn your craft. John talks about some guys who started selling diamonds in ADDITION to selling life insurance. Keep your focus where it should be and keep studying.
34:45 - This is financial planning: allocating the savings money; 80% of the $400 into savings; 20% of the $400 ($80) to insurance. Next year, there will be $4,000 here.
36:05 - The home is neither an investment or a savings. John describes his home and his history of home ownership and building on his home.
39:44 - Home and homeowner's insurance in financial planning
41:03 - Talking about insurance: Cars going by with the black one up front - they ain't practicing. Chances are of dying? 100%!!
Is it asking you too much to insure half? $260,000 - $50,000 at work = $210,000 - existing policies = $30,000 and you can get it for $80/month.
44:15 - Isn't that good? Doesn't that beat 27 phone calls, 32 charts, and 55 computer printouts? DUMB!
44:50 - Home office people take heed: The day the agent can't make any money, the product will never ever be moved. The product never will and never has moved on its own.
45:23 - We must work with and serve our people; then we can help them. You don't just sell insurance! That's the sociology, psychology, or even anthropology. Finance, marketing, etc. No longer can we just get involved individually.
46:20 - God & morality
47:05 - Get back to some firm disciplines. You have to perform.
48:23 - Couple of Olympic stories
50:35 - We all must have mentors;

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