Reality Check Number One:
Many RFC¡¦s and other financial specialists in
your profession will not use the
Cato Power Image Building SystemR.
Thus it is impossible for them to zero
in on the strategies of this system and to
reap the benefits that result from executing
this program.
Actually, most professionals who compete
with you (in your market area) will not use
any system for image building or for sales.
Therefore, they can not possibly experience
the benefits of any system.
Reality Check Number Two:
Average
agents or planners seldom have the
forethought to define and communicate
to their prospects that which is unique,
special, and precious about them.
Lew Nason, RFCR, of the famous Insurance
Pro ShopR says, ¡§Of course top producers
do this. But average producers never
do this.¡¨
Nason explains, ¡§Ultimately these dynamics
work to your advantage resulting in a system
which works for you and positions you
ahead of your competition.¡¨
Reality Check Number Three:
According
to Mehdi Fakharzadeh, RFCR, the
beloved MDRT and IARFC super-sales hero
¡§Believe it or not, most people who must
sell their financial services or products
consistently use no sales system, no
image-building system, or combined
systems. They do not invest in themselves.
They do not learn new techniques and
strategies. They do not plan carefully for
future sales. Since most people in your
specialty discipline do not apply Cato¡¦s
Power Image Building SystemR they can
not possibly benefit from this program. If
you fully use this program you are certain to
experience major benefits.¡¨
Do You Really Understand
How Fame Leads to Fortune?
Reality Check Number Four:
Insurance
legend Norman G. Levine, RFCR says,
¡§Most agents and planners are unable to
understand the connection between
being well known and increased sales.
They simply cannot make this connection.
The majority ¡X the non-users of this
or any system ¡X are unable to make
the logical connection between regional
fame and massive regional sales. Thus,
they see no value in an image building
program. The majority do not understand
the desired objectives of the Cato Power
Image Building SystemR which is designed
to enable you to create, establish, and
maintain your desired image within your
target markets.¡¨
Reality Check Number Five: The majority¡¦s
failure to create, establish, and maintain
their desired image in your market area
works to your advantage. This enables you
to hugely benefit by putting a proven
system to work for you. You gain the image
advantage by default.
Should You Rescue Your Image?
Reality Check Number Six: CPR can save
your life! You probably need a like a
fast-track CPR for your image as a financial
professional. Proven techniques can help
build, preserve and save your image and
lead to fame and fortune in the ten
following ways:
1. A fast-track system works well for you
because most people in your position
do not use it.
2. A fast-track system allows you to make
the connection between personal
recognition and increased sales when
your competition fails to do so.
3. A fast-track system allows you to
understand how the relationship
between being well-known and
accepted in your market area leads to
mega-sales when your competition fails
to understand this concept.
4. A fast-track system demonstrates the
value of media exposures, status, and
an enhanced image publicly while your
competition does not have a clue
about these strategies.
5. A fast-track system demonstrates
the significant benefits from a
strong rejuvenated image when
your competition is unable to even
imagine this.
6. This fast-track system demonstrates the
clear connection between fame and
fortune while your competition cannot
make this connection.
7. A fast-track system shows how you
can achieve fame and that this fame
is not limited to celebrities and
our leaders.
8. A fast-track system will show you the
connection between image power and
sales power while your competition
remains clueless.
9. A fast-track system will demonstrate
how your prospects will take
advantage of what is unique, special,
and precious about you rather than
your competition.
10. A fast-track system demonstrates
how you are capable of being
noteworthy or of being a local
market leader while your
competition does not even
consider these possibilities.
Napoleon Hill, author of the classic
book Think and Grow Rich, said, ¡§The
successful professional person must
attract attention to himself or herself
in a positive and continuous way.¡¨ If
everyone used an image building system
then it would be far more difficult for
this system to work, as this program would
be much more difficult to implement
(and far more expensive).
But the majority of the financial
professionals in your market area (and
in your specialty discipline nationwide)
The Register | March 2011 Page 15
will do little or nothing to create, establish,
and advance or revitalize their images.
Amateur self-promotion efforts avail little.
History shows us that the top sales
achievers have executed a skilled on-going
image building plan.
Reality Check Number Seven: Thus
you can easily ¡§out-smart¡¨ or ¡§out-market¡¨
the competition in your local market
area. Some of these average performers
will wonder how you became so
acclaimed and well-respected over
such a short period of time while
they remain essentially unknown
year-after-year. You can advance your
sales upward while they remain ¡§Just more
agents or planners with nothing special
about any of them.¡¨
Reality Check Number Eight: This
image building system I have been
assembling was created over a
thirty-year period of trial-and-error.
This system was continually revised
and adjusted for the specific needs
of financial products and services
representatives. Many people who
aggressively implemented this system
become among the most successful,
most productive, and most powerful
sales people in our industry. They
made the connection then they made
changes. Without making changes
there are no changes. Either you
understand the connection between
local fame and local sales, or you do
not! It is that simple. If you understand
the connection then you will
act accordingly.
Reality Check Number Nine: What would
you really like to do? Remain the same or
improve your image with the Cato Power
Image Building SystemR?
¡½ If you would like to remain basically
unknown in your market area then do
only what you have done until now.
Do not make any change.
¡½ If you would like to remain a typical
sales producer then do only what you
have done until now. Do not make
any change.
¡½ If you would like to remain at your
current sales level then do only what
you have done until now. Do not
make any change.
¡½ If you would like to retain only your
current sales abilities then do only what
you have done until now. Do not make
any change.
¡½ If you would like to advance at your
present pace then do only what you
have done until now. Do not make
any change.
¡½ If you would like to remain
essentially unrecognized in your
market area then do only what
you have done until now. Above all,
do not make any special effort to
create, establish, and maintain a
revitalized image for yourself!
Do not make any change.
Without changing there will be no change or
improvement of how you are perceived in
your market.
Your Revitalized Image is Available
To Work for You by Default
These exact image building techniques
are now successfully used and endorsed
by most of the famous leading sales
producers in our profession. Ask the
top MDRT, FPA, IARFC or NAIFA
producers. By using this system they
have established all-time sales records.
But the majority of financial professionals
never understand that image power
leads to sales power in their market
area. They never invest anything significant
into their image, thus they relinquish
to you the ability and availability for you to
position yourself as the market leader in
your area.
Reality Check Number Ten: Most
financial sales professionals are intelligent
people. They want to make enough
money to pay their bills. They are
satisfied when they can pay their monthly
expenses. Many financial representatives
know that most of the sales improvement
speakers, books, tapes, videos, CD¡¦s, ¡X and
especially the sales gurus ¡X all over-promise
and over-charge. The ¡§man in the field¡¨ or
the ¡§person on the front lines¡¨ grows
suspicious about sales ¡§aids¡¨ and cynical
about sales consultants.
Because of this they do not want to
learn or attempt anything new or
different. They do not want to make a
change. So they reject everything
including the power of image
dynamics. They leave the door to
greater sales wide open for you.
Some people can make the connection
between fame and higher sales.
Those people understand how local
fame (image) influences local
prospects and clients. They build
their image and at the same time they
build sales power.
Who Knows What Is Unique,
Special and Precious about You?
If you have never bothered to figure-out
what is unique, special, and precious
about you, then how can you possibly
communicate to your prospects, clients
and others what is actually unique, special
and precious about you? Communicate this
on a planned schedule and you can
become the most famous sales leader in
your market area.
If you too are unable to understand and
appreciate how local market fame fosters
greater local market sales then possibly
you need more experience before
applying this system to your situation.
Study the top market achievers and notice
how they create, establish, and maintain
their desired images within their target
markets. Notice that they cause their local
market fame to result and this impacts their
local market sales. „
Forrest Wallace Cato, RFMA, RFCR is
considered an ¡§industry thought leader¡¨ in
the financial services profession. His
articles, essays, interviews, op-ed pieces,
reviews, biographies, critiques, and
editorials, are widely printed world-wide
and span over 28 years. His media
advocacy services have enabled many
advisors to enhance their personal image,
with a corresponding increase in their local
status, public recognition and their income.
His mission is to help financial advisors
¡§Cut A Bigger Image!¡¨
Contact: 770 516 9395
forrestcato01@bellsouth.net
www.CatoMakesYouFamous.com
Forrest Wallace Cato, RFMA, RFCR
N.B.: This article has been copied from IARFC, USA. March 2011 Bulletin.
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