Financial Services Marketing & Leads Case Study #4 — Leads4Insurance.com

Ralph Cordell: CONFIDENTIAL CASE STUDY #4

“How I Made $203,417 In Commissions And Fees In 12 Months Working With 30 Clients Only 3 Days A Week…”

Ralph

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PLEASE NOTE:  We do not offer any get-rich-quick schemes for agents who are not willing to make an effort to build their business.   In addition, any claims made by our testimonials will not guarantee you will do the same. Your results may vary based on your area, marketing and sales ability. Our company specializes in building long term relationships with your clients. Your production is based on your ability to work the system.

I’ve been in the financial services business for about 21 years now. About 80% of my business comes from variable annuities or index annuities. The other 20% comes from selling stocks and mutual funds. I’ve been making six-figures for a number of years now, but I hit a plateau and desperately needed to find a new way to duplicate my “book” of business.

I figured out who my top 30 “A” clients were, and then I started looking for a way to do a referral program with them. I discovered that my top 30 clients were generating an average of $3,000 per client in target premiums!

These 30 clients were accounting for almost

$100,000 Per Year!

I needed to find a quick and easy way to duplicate these clients. So I started looking at a number of different marketing systems, and I found one, The “Magnetic Client Attraction” System™. The system appealed to me mainly because I have 5 children. My oldest one is 18 and my youngest one is 5, and I’m going to have 3 of them in college at the same exact time.

The “Magnetic Client Attraction” System™ attracts parents of college-bound students, like myself, who are looking for ways to reduce the high cost of college.

I was 42 years old, and I wanted to catch other 40 to 50 year olds who are right at the peak of their investing years. What I discovered is if they don’t figure out how to pay for college correctly

They Won’t Retire Until They’re 93!

Demographically, the number of baby boomers needing help paying for their children’s college educations is huge. And, this market is expected to grow by over 500% over the next 10 years!

So, I sent out a letter to my top 30 “A” clients and asked them to refer me to their friends, relatives and acquaintances who had college-bound children. As a result

I Got 50 Referrals!

One of the clients I sent this letter to called me up and said, “Ralph, my grandkids are getting ready to go to college and we’re trying to figure out the best way to do this. Let’s sit down.” When we sat down, I also reviewed his insurance contract, and we were able to increase his death benefit from $390,000 to $625,000 without increasing his monthly premiums.

I Made $40,000 On One Sale!

The way I look at it, that one sale just paid for my son’s 4-year college education.

I’ve done four college funding workshops since then, and had about 10 families show up for each one. My goal is not to do a lot of volume with this market. All I want to do is pick up another 25 “A” clients.

Here’s My Exact Results So Far:

I made $40,000 on the first case, and I didn’t even end up doing college funding with that client. The second case netted me $20,000. I’m going to make another $4,000 commission off my third case. And, I have two cases pending one will make me $8,000 in commissions, and the other one will make me about $5,000….

I’ve Made Approximately $75,000 From Only 8 Clients So Far!

When I first started offering college funding services in addition to my financial services, I thought I’d make an extra $1,500 – $2,000 a month off of these clients, and it would be nice to have some extra “pocket cash”. Then, when I started to see what was coming through my door, all of a sudden I got really excited about the potential of this market.

Most of the families I’m seeing make over $100,000 a year and have, at least, $500,000 in assets. College funding services is a tremendous “magnet” or “door-opener” for conversation. It also leads to a lot of other opportunities if you keep your eyes and ears open. When you’re sitting down with most of these families, 99% of the time they haven’t done proper financial planning.

Plus, the really cool thing about this market is that

People SELL You On Why You Should Take Them On As A Client!

My whole attitude is “Hey listen, if you want to use my services, you can call me, but I’m not going to chase you!”

At the end of every workshop, there’s always 2 or 3 people that come up to me and say, “I really don’t think you are going to be able to help me much.” Translation is, “I make too much money.” And, I say to those people, “What was your name again?” Those are the names I remember, and end up doing a lot of financial planning with them.

Before I go, I want to tell you about a typical workday for me now. Everyday, I work out at the gym from 7:00 a.m. to 9:00 a.m. I show up at my office at around 10:00 a.m., and I do work (if you want to call it “work”) until about 5:00 p.m. I only go to the office 3 days a week, and the rest of the time I hang out with my wife and 5 kids. Everybody in this business focuses on “I want to make more money.” Well, to me, working out and spending time with my family is a lot more important.

The amazing thing is that the time off doesn’t seem to be affecting my income. I fully expect to be making over $500,000 a year within the next 2 – 3 years without working any harder.

I don’t even care what the economy does anymore. A kid who turns 18 doesn’t really care if it’s a good economy or a bad economy. All he or she cares about is going to the best college they can get into. And, here I am coming in on a huge white horse and saying, “Hey guys, here’s the solution.” Do you think I will still be able to get business in rough times? I think I’ll get even more business.

Colleges don’t discount because of a recession. A $30,000 a year private university isn’t going to discount to $10,000 a year because we’re in a bad economy. The price is going to stay exactly the same, so parents still have a huge problem that you can solve You have everything to gain and nothing to lose, so do yourself a favor and become a member right now while it’s all fresh in your mind, you’ll thank me later!

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Ralph Cordell

Reprinted With Permission From An Interview With Ralph Cordell

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