Rise to the Top Eszylfie Taylor - Million Dollar Round Table · Million Dollar Round Table 325 West Touhy Ave. Park Ridge, IL 60068 USA 2019 MDRT Annual Meeting e-Handout Material

© 2019 Million Dollar Round Table Million Dollar Round Table 325 West Touhy Ave. Park Ridge, IL 60068 USA

2019 MDRT Annual Meeting e-Handout Material Title: Rise to the Top Speaker: Eszylfie Taylor Presentation Date: Wednesday, June 12, 2019 Presentation Time: 11:30 a.m. – 12:30 p.m. Session Room: MBCC - Ocean Drive Room The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal matters and is not liable for errors and omissions. You are urged to check with tax and legal professionals in your state, province or country. MDRT also suggests you consult local insurance and security regulations and your company’s compliance department pertaining to the use of any new sales materials with your clients. The information contained in this handout is unedited; errors, omissions and misspellings may exist. Content may be altered during the delivery of this presentation.

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Copyright © 2019 Taylor Method

Eszylfie Taylor

Rise to the Top


Copyright © 2019 Taylor MethodCopyright © 2019 Taylor Method33

Disclaimer

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This seminar is for informational purposes only. Neither Taylor Insurance nor its agents or employees are in the business of giving tax, legal, or

accounting advice. Attendees should consult their own personal advisors to determine the appropriateness of any course of action.

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I HADA

DREAM


Copyright © 2019 Taylor MethodCopyright © 2019 Taylor Method

Nobody gives you a chance

You Have to Take Chances!

You Have to Take Chances!

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Things that Require No Talent

Being On Time

Body Language

Passion

Energy

Work Ethic

Attitude

Being Prepared

Effort

Being Coachable

Doing Extra

Success is a choice!


D R E A MDecision Relentless Execute Aim High Manifest


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Current State of our Industry

Source: www.forbes.com/sites/halahtouryalai/2014/02/20/help-wanted-young-financial-advisors-finance-degree-not-required/

88% of financial advisors do not make it beyond 3 years in the business. The medium income for a financial advisor is 48k per year.

Most of the nation’s 300,000+ financial advisors are over the age of 50; less than 5% are under the age of 30.

Every year for the next ten years, 12,000 to 16,000 financial advisors are going to retire. The rate of replacement simply isn’t keeping pace.


No Life Insurance Coverage At all.

Seize the Opportunity

Unmet Life Insurance Need in the United States.

Wealth Transfer from This Generation to The Next.

39% of us adults have no life insurance coverage

at all .

85% of us adults agree that they should have life

insurance yet nearly 40% do not.

Estimated 15 trillion dollar unmet life insurance

need in the United States.

Someone is turning 65 years old every minute in

the United States.

Estimated 41 trillion dollar wealth transfer from

this generation to the next.

39%

15 TN

41TN


This IS the Opportunity

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Copyright © 2019 Taylor Method13

Life Insurance and your Mindset

Copyright © 2018 The Taylor Method13

Permanent Life insurance is the only type of insurance you are guaranteed to use.

Relaying the Value Proposition - Who really needs who?

Legacy – Your Great Grandfather.

Focus on being a problem solver rather than a product seller.

People buy life insurance for two reasons: Need or Greed.

Life insurance is sold, not bought.

Highlight the value proposition, not the product itself.


4 Personality Types

These people want to run the show and believe everything is their idea. They can’t be pushed to do anything they don’t want to do. They require affirmation and some ego stroking, but when they decide they are going to do something they are all in.

THE BOSS

These people thrive on illustrations, charts, graphs and research data but often to their detriment, because one can never know it all. If you position things in a way that makes sense and is the natural sum and conclusion to things, you’ll have transformed a brain intoa client.

THEBRAIN

These people are all about feelings and energies. Numbers and plan types cause their eyes to glaze over. They thrive on connection and synergy, and the perceived impact your planning will have in their life.

THEFEELER

These people can be difficult to deal with, because they lack strong positions on most everything. They tend to not ask questions or challenge recommendations. While you might think they’re an easy sale and the perfect client, know this: they can be easily swayed to move in another direction or stop in the middle of a seemingly successful plan without notice or provocation. They don’t want conflict or to rub anyone the wrong way, so if pushed too hard one way or another they will simply do nothing.

THE DRIFTER


People Buy Insurance/Plan Because They Love Someone

Could be their family?

Could be themselves?

What moves you?

Do not assume – rather inquire

Need vs. Greed

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Need Based Sale – Human Capital

If you did not come home tomorrow, what would happen to your family?

How does that make you feel?

How much money can you comfortably set aside each month to solve this problem?

Example: 100K x 20 = 2M of Life Insurance

IncomeReplacement

20 Face Amount of Coverage


Greed Based Sale – Human Capital

Example: 100k x 2 x 20= 4M of Retirement Savings

If I were to retire you today, how much money would you like coming in

annually to feel comfortable?

When would you like to retire ? (Inflation adjusted) - rule of 72

Of this desired income what percentage do you NOT want subject to stock

market, real estate, or business risk?

DesiredRetirement

Income2 20

Retirement Savings

Goal


Art of Persuasion: Exercise with the Hand – Partner A vs. B

“PERSUATION IS OFTEN MORE EFFECTUALTHAN FORCE.

– Aesop

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Win The Day!

Focus on the days activities and be productive. Highest and best use.

Delegate all non-income generating tasks.


Value of Scheduled Appointments

Are you on track to become who you wanted to be when you started this business?

What is keeping you from achieving that?

Commissions/Booked Appointments


The Taylor Method

THEAPPROACH

THEFACT FIND

THEOPPORTUNITY

THECLOSE

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What will The Taylor Method do for you?

IncreaseProductivity

IncreaseCase Size

IncreaseCase Rate



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www.TheTaylorMethod.com

[email protected]

(800) 708 - 8212

@TheTaylorMethod

@TheTaylorMethod

Facebook.com/TheTaylorMethod

LinkedIn.com/company/The-Taylor-Method/

Documents

Rise to the Top Eszylfie Taylor - Million Dollar Round Table · Million Dollar Round Table 325 West Touhy Ave. Park Ridge, IL 60068 USA 2019 MDRT Annual Meeting e-Handout Material