Insurance Sellling System
Hi, I am Blake Taylor, a 12-time Top Of The Table producer. When I became an agent for life and health insurance back in August of 1984, my main insurance company fired all the agents and created a PPGA (personal producing general agent) system. The insurance company really wanted only experienced agents who were older. Believe me, I wanted to quit so many times during my early years in the business, but I discovered that this great business helps others live a better life.
To stay motivated, I would purchase and listen to cassette tapes from the legends of the Million Dollar Round Table (MDRT) and Top of the Table (TOT). I wore those tapes out. Those folks impacted me deeply, and I am ever indebted to their generous, sharing spirit.
One such legend was the late John Savage, who died in 1993. At the MDRT meeting in Vancouver, both the president (Guy Baker) and the past president (Julian Good) mentioned John Savage in their talks.
So what?
Blake Taylor is a 12-time TOT producer and life member of the MDRT.
When John Savage died, he left the rights to his material to another individual. That individual was looking for a buyer for the rights to the material. Blake bought the content and worldwide distribution of John Savage’s teaching curriculum last year. He took the original 18 hours of video education and PDF copies of his workbooks and divided those lessons into shorter, 5- to 10-minute online lessons, posting them on JohnSavageSystem.com.
In 1990, Blake met with John at his “Citadel of Learning.” John invited 50 agents to join him in learning everything that he did. That year, John closed every prospect he saw except four! Part of the Savage curriculum included hours of videos of “Savage in Action.”
Like a coach watching film to prepare for a big game, Blake watched “Savage the Seminar” and “Savage in Action” over and over until he embodied John Savage’s concepts. Blake says he still uses 80% of that material in his daily practice today.
What did John Savage teach us?
John Savage’s philosophy was to serve and not be served. There have been so many self-serving advisors who have hurt their clients. Today, we are inundated with dishonest advisors bilking clients out of billions of dollars. John’s servant heart is desperately needed today. John would have considered himself a fiduciary for his clients, helping them take control of their finances and keeping them on track.
If you go to JohnSavageSystem.com, you will receive a free audio download to whet your appetite about John’s philosophy and training. You can get access to the video content through various levels of membership. You can take a look for yourself and decide if this may be of value to you. Invest in your future through coaching, education and learning from the greats in our industry.
The John Savage system teaches insurance agents and financial advisors how to:
1. Position yourself before your prospects and clients
2. Gain respect with prospects and clients
3. Have a meeting before the meeting (usually during breakfast or lunch)
4. Conduct a financial asset discovery meeting
5. Orchestrate the interview
6. Give an overview of the world of financial planning
7. Talk about investments
8. Review wills, trusts, taxes and debt (not as an attorney or CPA)
9. Have success in life
10. Be a leader and train others
11. Deal with different management styles
12. Conduct meetings with different types of prospective clients, such as:
a. Professionals
b. Young couples
c. Existing clients
d. Young single women
e. Young single men
About John F. Savage
John F. Savage was a giant in the financial services industry. John Savage founded Savage and Associates in 1957 from a tiny office with no secretary. In just 14 years, the agency grew from approximately $4 million in annual production to over $50 million. John was a Qualifying and Life Member of the Million Dollar Round Table and a principle speaker at conventions and seminars worldwide.
John Savage died of leukemia in 1993, but the company he helped build is recognized today as one of the 100 largest insurance and financial service agencies in the United States, according to the General Agents Management Association.
ABOUT Million Dollar Round Table (MDRT)
Founded in 1927, Million Dollar Round Table (MDRT), The Premier Association of Financial Professionals®, is a global, independent association of more than 72,000 of the world’s leading life insurance and financial services professionals from more than 500 companies in 70 nations and territories. MDRT members demonstrate exceptional professional knowledge, strict ethical conduct and outstanding client service. MDRT membership is recognized internationally as the standard of excellence in the life insurance and financial services business.
