2015 New Orleans MDRT Practice Managements Secrets Panel

I’m honored to have been chosen from hundreds of coaches along with Bob Artz, Bob Davies and Ken Doyle for the 2015 New Orleans MDRT Practice Managements Secrets Panel, 10am – 12 noon, Tuesday, June 16 – Hilton New Orleans Riverside – Grand Ballroom CD

Here is the bio that I will be using to introduce myself.

Thank you for the opportunity to participate on this MDRT panel of coaches with fellow coaches Bob Artz, Bob Davies and Ken Doyle.

My wife, Laura, and I, and our team operate Leading Advisor from Parksville, British Columbia, on Vancouver Island. On a personal note, we enjoy walking our Australian Shepherd, Shadow, cycling and kayaking, which is interspersed with our love of yoga and reading. We support Compassion International.

Leading Advisor works exclusively with financial service professionals to transform both their personal and business lives.

In 1980 a friend of mine said to me, you’re not satisfied with How and What you are doing to become number one in sales; you want to understand WHY it’s working and WHY it’s not.

My sales training started with greats that include Tom Hopkins, Brian Tracy and Zig Ziglar. But no matter how hard I tried, I couldn’t sustain my motivated emotional rollercoaster ride. Like Victor Kiam of Remington Shavers said, I liked motivation and sales training so much I bought the company.

In 1990 I purchased a Tony Robbins franchise with a partner and grew the franchise to be number one in North America in 1991 in the sales of Tony’s Unlimited Power video-based seminars.

I’d climbed to the top of the motivational mountain and, through no fault of Tony’s, fell clean off the other side. I couldn’t sustain the motivation and I wanted to find out WHY.

From 1993 on I invested thousands of hours taking courses with recognizable companies on emotional release work, family systems theory, values and behaviors analysis, personal and business coaching to give me a deeper understanding of both the WHY and HOW and WHAT to do to build a sustainable personal and business life.

In 1997, MDRT level financial industry professionals started to hear about our transformational coaching program and Leading Advisor was born and I have been working with MDRT level financial industry professionals ever since helping to close cases in access of $1,000,000 in commission.

Since 2006 I have spoken at hundreds of financial industry events and in Canada, at just about every Advocis Chapter and Mainstage, at most Life Insurance & MGA’s as well as a breakout at the Vancouver 2010 MDRT. In 2010 NAIFA Iowa invited me to speak and I’ve gone on to speak at 35 NAIFA State and Regional Conferences including NAIFA National. I’m a member of Advocis Vancouver and NAIFA Iowa.

I have over 25,000 hours of transformational coaching experience working with financial services professionals to help them understand that 90% of their success is about understanding both WHY they do what they do and 10% of their success is about HOW and WHAT they’re doing. One can obtain the information on HOW and WHAT to do to create a vision, plan, time management, delegation, hiring, process, marketing, and sales for free online. The question is, WHY is it that the veteran financial service professionals are not implementing these components in their practice.

What I’ve grown to realize over the past three decades is that most people don’t know the difference between inspiration and motivation and they don’t know the difference between a Value and an Unmet Need and this is WHY they cannot sustain their success.