“What if you could finally figure out your client’s financial needs for their secure financial future and, in doing so, create a million-dollar business for yourself?”
Speak with Jon Dault for five minutes and try not to get thrilled about working in the life insurance and annuity business.
The passion the 28-year industry veteran has for helping his clients — everyday middle-class Americans — coast through life debt-free and showing them how to achieve any financial goal can be felt with every word he says.
Today, the jovial partner of Life & Annuity Masters can be found teaching his 360 Life Planning program to insurance agents, financial planners and financial advisors. The program is a unique strategy to remove the financial burden virtually every American faces.
What makes this program so special isn’t the fact that agents following it average an 80%-85% closing ratio, or that the average commission per case is $20K-$50K. It’s not even that these monster commissions are coming from working with middle-class families. No.
What makes Jon’s program so unique and powerful is that it helps agents and advisors who follow it fall in love with their jobs more every day because his program holds the key to solving the financial riddles that every single person faces throughout life. The advisors who follow it feel fulfilled, and the clients they service attain a peace of mind that brings many to tears.
“It’s not about products. It’s about education and helping people solve the riddle of how to afford the life they want. I don’t even sell life insurance to my clients. Depending on their situation and goals, they choose it,” he stated.
It’s a system that any financial planner with a passion for helping hardworking Americans can adopt.
A system that came from the very clients who initially turned him down.
After eight months in the life insurance business, Jon felt like he couldn’t sell anybody. Nobody. Nothing. He knew the products inside and out. He held successful appointments. He connected with his prospects … but he wasn’t closing them.
One day, frustrated, desperate and ready to give up, Jon did the unthinkable: He called every single person he had met with and asked each person to explain what it was they thought he would do for them and what they were looking to accomplish by seeing a financial planner. He wanted to know, because from his perspective and the information given to him, he was building solid plans.
Their collective responses would mark a pivotal moment not only in his career but also in their lives and the lives of every financial planner he would come in contact with.
Their answers were the building blocks for what his system — now arguably the most effective appointment strategy in America — would become.
What people want — and what we all fail to articulate — is a financial plan for how to spend the money we have in the smartest way in order to afford the things we’ll need or even want, rather than simply how to save what we have.
Every prospect has different goals, dreams and plans, each coming with its own unique and hefty price tag. There are home projects, weddings, retirements, medical concerns, car payments, grandchildren, vacations, college tuitions and more. Prospects aren’t looking for a policy for policy’s sake. Rather, they all want to know how to afford any of life’s great expenses, without having to work until 80, taking another mortgage or drowning in debt.
“I was so impressed with the close ratios and results my advisors experienced using this system that we all joined forces and launched the 360 Life Planning platform.”
— Tommy Aiken
To a man with a hammer, everything looks like a nail … or does it?
Taking their words to heart, on his very next appointment, he put the feedback to the test. He had nothing to lose. Nothing else worked.
He ditched the cold, generic fact-finders and boilerplate plans in favor of a specific style of thought-provoking interview and follow-up questions, ones that peered deep into a client’s unique situation and goals.
Step by step, his interrogation walked them through every stage of life they could expect and their goals within those stages. Most important, he offered solutions to the taboo question “How are you going to pay for X?”
By the end of these appointments, it was his clients, not Jon, who built the plans.
They worked out how to become debt-free and secure 150% of their income for retirement — and know the date when they could retire. What’s more, they knew that their money would never run out and that when they died, they would leave 100% of their net worth probate-free and tax-free to their children.
Reflecting on that first new appointment, Jon confided, “The guy said, ‘This is unbelievable. What do we do next?’ I said, ‘We need to get you some applications.’ The client’s wife, feeling a wave of uncontrollable relief, started crying. The husband started crying. And I started crying with them.”
The appointment wasn’t a fluke. What he discovered through speaking with his failed clients was how to effectively learn what it is that people actually want, rather than projecting onto them what products he wanted them to have.
Case after case it was the same story, closing more than 88% of the time with tears flowing as frequently.
Jon found himself elevating the lives of nearly nine out of 10 middle-class prospects he met with. He showed them how to plan for future events, how to spend money efficiently, and how to finally live free of the financial stress that so many walk around with.
And he did it while averaging $20K-$50K in commissions per case.
You don’t need to chase whales. You simply need to understand how to communicate with people.
For 12 years his system remained unaltered and his success ratio unchanged. He knew the impact he was having on the families he served. He knew that if more planners adopted this simple-to-follow strategy, even more financial futures could be saved. And he knew this revelation was too helpful to keep to himself.
But there was a problem. Many insurance companies and independent IMOs were resistant to this new theory of how products could be sold — by allowing the client’s unique situation to decide the best solution for their specific needs.
His plan needed a different sort of IMO. One that was truly holistic in nature. One that saw the same flaws in how the current financial institutions and systems work. One that was willing to truly put the client’s needs first. That would happen one fateful day when he met with David Ellis, the founding partner of Life & Annuity Masters.
“It was like finding a soul mate. We shared the same beliefs regarding how to approach what’s best for a client, and how to effectively help them. He was familiar with what I was doing. And he got it.”
Today, Jon Dault heads up 360 Life Planning. Along with fellow agent trainer Tommy Aiken, he and David Ellis are teaching insurance agents, financial advisors and financial planners across the nation how to use his life-altering program to help America’s middle class through life’s financial hardships, while making five-figure commissions per case — with an 80%+ closing ratio — in the process.
For more information regarding how 360 Life Planning works and how you could get started today, visit www.360LifePlanning.com
Life & Annuity Masters is a founding member of AIMCOR Group, an industry-leading National Insurance Marketing Organization that focuses on enabling new distribution, engaging consumers and delivering financial security to American families across all ages, income levels and cultural backgrounds. Simply put, Life & Annuity Masters and AIMCOR are focused on building what needs to be there as opposed to protecting what has been there.