Annuity Lead Generation That Beats the Competition

Annuity lead generation can be a daunting task and one of the many reasons annuity sales (for many) are hard to come by. The good news is … there are ways to increase the leads that result in bigger sales. I retired from selling annuities and had some good years of over $ 4 million…

Annuity lead generation can be a daunting task and one of the many reasons annuity sales (for many) are hard to come by. The good news is … there are ways to increase the leads that result in bigger sales.

I retired from selling annuities and had some good years of over $ 4 million in annuity premium. Most of it materialized after after getting a hold of a couple of systems for creating annuity leads.

I remember thinking … “what do the big producers do and can I do the same?”

The answer was “YES” and came after doing a little research and finding that many top annuity sales reps use … “seminar marketing”. Of course that was a few years ago and laws change and competition changes.

The good thing was that me and my partners found a coach with a proven system. A guy out of Washington State that did about $ 12 Million a year in premium. And truth be told … it is a good thing we found the guy because generating annuity leads from suspects is a high stakes game …

Why “high stakes”? For one, there is a significant cost involved. You have to consider that you need the following:

  • A good direct mail list (with correct demographics).
  • A company that can do the printing and mailing.
  • The cost of the mailer.
  • Cost of facility (which if done right can be “free”).
  • Then there is the optional “Meal” for the attendees.

It adds up quick and while my partners did meals … I did not.

(I always figured that if my intentions were true and the presentation was of “real” value, I would easily be able to generate all the annuity leads I needed without the “bait-n-switch”.)

My costs would be about $ 2000 – $ 2500 per seminar (without the meal) and would produce a few hundred thousand in annuity sales (there was the occasional million dollar seminar, but keep in mind that I am in a low income state).

So that profits net from the workshop would be several thousand dollars and go into the company “kitty”. Payroll and rent paid would leave a little for take home pay.

Sounds easy right? Well, times have changed and even then you had to understand the sales process for annuities and be able to move people through it. Remember, we are talking about moving funds from an established brokerage account. Funds that in many cases represent a bulk of the retirement.

Bottom line is seminars work for annuity lead generation and (for me) beat the heck out of the print-ad-booklet-mailer and follow-up calls.

Review – The Attraction Marketer’s Manifesto by Ann Sieg

Diamond In The Rough Words barely beginning to describe how excellent a read this e-book is. I had to make the e-book its own category! That's right, it's that valuable. Ann Sieg really has gone above and beyond with this manifesto, and the best part about it is that its FREE. This e-book is about…

Diamond In The Rough

Words barely beginning to describe how excellent a read this e-book is. I had to make the e-book its own category! That's right, it's that valuable. Ann Sieg really has gone above and beyond with this manifesto, and the best part about it is that its FREE. This e-book is about how the old school ways of marketing just wont cut it anymore. It's about showing you how proper communication of your message is far more reliable then posting an advertisement anywhere. The manifesto talks about a very unique way of prospecting your clients. It's about giving people a reason to follow you instead of following someone else. The e-book will really expand your horizon on marketing no matter what field you are in.

Why The Old School Marketing Wont Cut It

Everyone has done some form of marking in their life. I have put fliers on cars, had spent thousands of dollars on seminaries that had a nice dinner for my clients, mailing lists, call lists, brochure blasts, you name it. The bottom line is those routes do produce results, but they are money sinks! Individuals are tired of being advertised to, they are tired of being sold to, and they are tired of pitches. People nowdays crave valuable information, no matter what industry you are in!

Think about it, would you rather go talk to someone trying to run a sales pitch on you, or someone who just gives out valuable information? I thought so! Establishing yourself as the “go to” guy or gal is absolutely what you want for your business, and this manifesto is just the perfect place to start learning.

Stop hunting leads! The leads are already hunting for you! There is a darn good reason why 2 / 3rds of people use the internet when they have a question or want to research a topic. The truth is that millions of individuals have stopped watching their television, and even stopped reading the news papers because its nothing but ads and sales pitch after sales pitch. Those individuals are on the web using search engines like Google and Yahoo! to find the answers.

This is the new, this is the cutting edge, and there is no trick or pitch, it is just the sharing valuable information with your prospects!

Proper Communication = Credibility!

Communication in the field of sales is 99% of the work. If you can not properly communicate yourself to your clients well being, then there will be no closed deal. If it sounds so simple, why is not everyone at the top? The reason is because nobody has properly communicated with you in the first place to teach you on how to put yourself in a good position to be that source of information.

When it comes to sales, it has very little to do with selling a product. It has more to do with selling yourself. Trust is a huge factor when it comes to any form of relationships, especially when you are dealing with peoples living. Ever heard the saying, “Do not sell the product, sell yourself.”? Get some insight on how you can apply attraction marketing in your field with Ann Sieg's Marketer's Manifesto.

Give A Reason To Your Prospects

By applying attraction marketing to your business, you will generate more leads for your business without having to “hunt.” You will keep those leads from ever going away by giving them a reason to pick you over the competition. You will learn how to properly communicate to the masses. Learning about attraction marketing will give you insight why not to pursue old methods of wasting $ 100 to $ 5,000 dollars on marketing tactics that only brings in a competent of decent leads that know nothing of who you are or what you can do for them. Finally, remembering the definition to insanity is doing the same thing over and over but expecting different results. If you market the same as the herd, you get sub-par results just like the herd.

To Your Success,

Muris

Strategies For Designing Your Clients Health Coverage to Maximize Coverage and Minimize Cost

In this chapter I will give my strategies for how I configure my client's coverage. Over time you will develop your own model for what you believe to be the ideal configuration based on your client's wishes and needs. What I share here is only meant to be an example. By no means do I…

In this chapter I will give my strategies for how I configure my client's coverage. Over time you will develop your own model for what you believe to be the ideal configuration based on your client's wishes and needs. What I share here is only meant to be an example. By no means do I think “my way” is the only way! My strategy is centered on finding the best overall plan configuration for my client taking into consideration their budget, desires, needs and unique circumstances. I also consider my compensation for both my time and knowledge. From the VERY beginning I teach the client what to look for when evaluating health insurance.

In order of importance:

  1. Annual out-of-pocket maximum (this is by far the most important item to look at in any health insurance plan).
  2. Plan deductible.
  3. What is the co-insurance for lab, x-ray and other tests?
  4. Is there a deductible for brand drugs and is there an annual cap on RX drugs.

In my opinion everything else in a health plan is “fluff”. For example office visit co-pays, wellness visits, ambulance deductible etc. Basically those items are inconsequential when evaluating out of pocket risk. What you want the prospect to understand is that health insurance was designed to protect their assets from a catastrophic medical expense AND to allow their loved ones to seek the best medical attention should they get SICK! That's it! You do not get car washes, oil changes, tires or and routine maintenance with your auto insurance, so why would you expect to get those ancillary services with health insurance? Because the health insurance companies have conditioned people to want those things so they can charge more on a monthly basis. Most individuals are accredited to $ 10 office visit co-pays with their employer sponsored group HMO, but those “extras” are exorbitantly expensive when included into individual health insurance and you need to educate the prospect of that.

The following are my “health insurance selling rules” that go into the design of every proposition:

  • Propose an HSA plan that covers 100% after the deductible for the adults and a traditional PPO for children under 15 yrs old. This will save monthly monthly premium dollars, give them up to a $ 6,000 new tax deduction each year, and give Mom the comfort of a set co-pay when she takes her little children to the pediatrician.
  • Propose the highest deductible the client can stomach. This will always decrease the monthly premium.
  • ALWAYS include an A & I (accident / injury) plan into the quote. This product is used to cover the deductible and max out-of-pocket expenses for what is most likely to hospitalize a family member.
  • Supplement the adult HSA with a supplement RX plan if the client exists on a plan with co-pay drug coverag
  • If they have children ALWAYS include a life insurance proposal after they have agreed upon a health plan.

Choosing Right Professional Insurance Advisor

One of the key guiding principle of insurance is Do not Risk More Than You Can Afford To Lose, which means having all major risk areas in your life well covered with insurance and it requires choosing a right professional insurance advisor. Automobile, home, boat umbrella and other personal policies, as they're sold off the…

One of the key guiding principle of insurance is Do not Risk More Than You Can Afford To Lose, which means having all major risk areas in your life well covered with insurance and it requires choosing a right professional insurance advisor.

Automobile, home, boat umbrella and other personal policies, as they're sold off the shell, rarely, if ever, cover all your major property and liability risks. But they will cover most, if not all, of those major risks if they're customized to your needs with proper coverage limits & appropriate coverage awards. Customizing a policy requires a great deal of coverage expertise & care. And that's why, for most people, locating & hiring the best possible advisor has to be the very highest priority when it comes to buying insurance.

We'll try to understand the insurance with the help of the following story before finding a right advisor:

Suppose you've been told you need brain surgery. If you shop for it the way many people shop for insurance, here's what you do: You start calling around town, getting quotes over the phone. You probably are not exactly sure what kind of brain surgery you need, so you decide to get a price for the type that you think you probably need. You get quotes from all over – from surgeons, clinics, hospitals and even medical school interns. You're not concerned about skill – just price. After all, it's only brain surgery.

You find a clinic that will do the surgery you think you need for the lowest price. You sign up for the brain surgery. The intern who answered the phone when you called does the surgery, even though one of the top brain surgeons in the area works for the clinic and would do the surgery for the same price as the intern. The intern, lacking the expertise to diagnose the exact type of surgery you need, performs the surgery you asked for in the quote. The top brain surgeon would have known enough to recognize that what you requested was the wrong procedure for you and would put you at the risk for serious brain damage. She would have recommended a different, more expensive, but much more helpful surgery instead.

Insurance is not brain surgery. But it is not a commodity either. The moral of the story is that if you shop for insurance like this, you'll probably end up with the wrong diagnosis, with possible serious side effects, and with a less skilled advisor than you need and could have had for the same price.

Asking these questions to yourself will help find an insurance advisor easily:

Do I want my life, health, disability, long term care & other coverage with the same advisor? You'll have the best designed program if you can find one advisor with the expertise to oversee your whole program – expertise in every kind of personal policy. At the very least, it's wise not to have more than two advisors that you work with.

Is a regular, annual review important to me? If so, add this to your shopping list. I recommend regular reviews. A well designed insurance plan starts to rust with coverage gaps if it's not polished up every year or two.

Do I have a home business? If so, you must find someone with small business insurance expertise. Add that to your list.

Are top claim skills important to me? Do you want the best possible claims coaching, to maximize your claim when you file it? Do you want an advisor skilled enough to fight, successfully, for your rights if your claim is unjustly denied or underpaid?

Apart from these, word of mouth is always one of the best sources when seeking a professional insurance advisor.

Insurance Continuing Education – Why You Need It

Insurance is a wholly unique field – one that is tremendously challenging, and strongly rewarding. The reasons the rewards are so huge in the field is because it is not just a policy that is being sold by the insurance professional. It is a whole set of knowledge that helps the customer make a proper…

Insurance is a wholly unique field – one that is tremendously challenging, and strongly rewarding. The reasons the rewards are so huge in the field is because it is not just a policy that is being sold by the insurance professional. It is a whole set of knowledge that helps the customer make a proper plan for his future, and hedge his investments accordingly. In fact, that is the reason a lot of insurance companies call their agents as financial advisors! That is exactly what they are.

But to be capable of that title, there needs to be constant and high quality knowledge upgrading, and there are very few sources which are capable of doing that. For insurance continuing education, the internet is the premium source of information, primarily because it is a dynamic medium which can be updated in real time. As soon as there is a new announcement about some new change in the way insurance is perceived, the internet is where it'll come up first, and like they say – knowledge is power.

There are some wonderful insurance continuing education online programs in the country (and around the world), and most of the best insurance professionals are all part of these programs. The ones who regularly hit Million Dollar Round Tables and Top of the Tops are all from these clubs. Not only does insurance CE provide the professional with information he can use to increase business, but also helps in various other things which will come in handy as business scales up.

Insurance continuing education is also very important to your clients. They need the knowledge to make informed decisions as well. If you, the agent, is not equipped, then who will help them? I know the answer to that, another agent who is up to date on his / her insurance CE and new product offerings. Yes, that is correct, you can actually lose business because you are not up to date on your knowledge and services your state is offering your clients. Remember how important your license is to you and make sure to do what it takes to keep it current and keep your current and future clients happy and informed.

The markets are changing very quickly, and to be in tune with the requirements of the markets today, it is mandatory that anyone wanting to do well in the field should be a part of an insurance continuing education program. If the program is online, there are no challenges like not being able to make it to the classes due to a packed schedule, or that the distance is too great from the nearest learning center. At our convenience, we can log onto a secure server, update our knowledge, and can take a test that is valid in our state of operation! Since the rules of each state are different from the next, having a provider that takes care of every regulation is a boon truly! If you've not tested insurance CE, it is time to do so now!

Insurance – How to Find the Perfect Agent

First of all, you should consider your demands and needs: what exactly you want from your agent. What do you want to insure? life, health, disability, your car, your home or some other coverages. After you consider your needs, it is better than you to work only with one agent. If he has the enough…

First of all, you should consider your demands and needs: what exactly you want from your agent. What do you want to insure? life, health, disability, your car, your home or some other coverages. After you consider your needs, it is better than you to work only with one agent. If he has the enough expertise, he will provide you with the best program that can give you the coverage on all the major risks or at least he can fulfill your demands. By the way, it will be good strategy of you to regularly make a yearly review over the new plans for insurance.

Then you can use some other tools to find that perfect agent; you can use the word of mouth to ask about that agent. It can be the best and the easiest way, but be careful not to pay all your attention just on the price. Otherwise, you should be specific in asking for the one who can give you the best professional advice.

You can also be sure about some of the insurance courses that the agent may have been completed such as; Accredited Advisor in Insurance (AAI); Certified Life Underwriter (CLU), Certified Insurance Couselor (CIC) and also Chartered Property Casualty Underwriter (CPCU). In fact, these courses can be a very strong proof for reality of the agent that you are going to deal with, as it would refer to the degree of his expertise and his ethical behavior. If you have trusted a certain company by recommendations or by gathering information, you can get their help to give you that agent.

If you have made up your mind about the type of insurance that you are going to use, you can get the agent leads, then you can find some of those who offer the lowest prices. But, in this case, you should be careful about what you would call the lowest price. Here, you are sure about the insurance that you are going to buy, but you are not sure about the insurance that you really need and which may be with a lower price.

All what you want from the company here, is to tell you the names of some agents who are known as the best in the field of insurance, the most experienced and who can probe your needs, identify coverage gaps, solve problems, help you resolve claim disputes, do annual reviews, and, in short, provide greater expertise. Although these information are available to the company but for some reasons they would refuse to give you any of these information.

You can go to the local company office and ask for a list of the names of these agent. Here you can specify the names for those who have completed the courses that we mentioned above. Even if they do not have this list they would prepare it for you later.

In this stage, you have almost reached the end as the choices become very few and you can choose that agent from two or three candidates. But how could you be sure about the abilities and expertise of any one of them. At the same time, you do not have enough information or experience to interview them. At first you can meet them, then you may ask for a design for a specific insurance program in which you would define some of your own needs with the best coverage levels. Then you may meet them again, the agent with the greater expertise and greater care for you will be your future agent.

Insurance Continuing Education Online

Over the last few years, several people have shifted to the online insurance continuing education schools to fulfill their mandatory number of training hours as required by law. If you are in insurance, you would know that each state has a specific number of training hours that need to be logged every two years in…

Over the last few years, several people have shifted to the online insurance continuing education schools to fulfill their mandatory number of training hours as required by law.

If you are in insurance, you would know that each state has a specific number of training hours that need to be logged every two years in order for the license to stay active. Each agent needs to get through that, and there are a wide range of topics which can be added to the portfolio each year. There is only one subject which is compulsory in most states, and that is insurance ethics. Even that can be taken online, and the rest of the topics can be chosen as per the interest of the professional insurance advisor taking the test.

The reason we say that insurance continuing education online is risk free is because the best online insurance schools allow visitors to choose the subjects that they wish to appear for, read through the material online, and even take the test without paying a single dollar !! Only after they pass the test do they need to pay the prescribed fees and get their certificates immediately online. Where else would such an option be available?

Actually, even the prescribed price of each test is lower than what we would normally spend at an insurance school outside, and that is quite obvious. Online, the cost of maintaining an establishment is quite small when compared to what a real institute would entail. There is no staff to be maintained and no overheads to be spent each month. The cost of maintaining the website is hardly anything when compared to what would be charged as premises rent at your local insurance school! Here the savings are passed on to the customers who are taking their courses online, and that is another big reason why a lot of people like to take their certifications online. The other major reason is the comfort of finishing the process from home!

In short, make sure to take advantage of doing your insurance CE online for yourself and your clients. Make sure to stay ahead of the competition when it comes to new product offerings for your clients. If you can not advise them on the current lines out there, another insurance agent will quickly take your place! We recommend that you start looking for online insurance CE about 60 days prior to your license renew date. This will give you plenty of time to complete your CE online and to avoid any state penalties.

Coming back to risk free insurance continuing education online, the best institutions do not even need you to register in order to read through the material they have made available! There are a huge range of topics which can be chosen from, and each of them has material which is truly world class. Since the material is regularly updated according to the insurance regulations, you can be certain that you are in tune with the times. The options are quite good, really. Try it!

Insurance Continuing Education – Of All Types!

There are several kinds of insurances around, and no, we are not talking about life, general and so on! In life insurance itself, there are so many specialties that a new person would get lost in the labyrinth of them all. And the rules and regulations for them all are so complex and different from…

There are several kinds of insurances around, and no, we are not talking about life, general and so on!

In life insurance itself, there are so many specialties that a new person would get lost in the labyrinth of them all. And the rules and regulations for them all are so complex and different from one another. If you are an insurance professional, you will agree with us, and you would have experienced that first hand. Also, the laws of insurance are different from state to state, and if you are changing states for a career, you have a lot of unlearning to do before you start learning!

With insurance – in every state – there is a great thing; and that is mandatory continuing education. Unlike many other fields where learning really stops once the profession begins, insurance requires a mandatory number of hours of training every couple of years, and that is what makes insurance agents so well informed to help us take financial decisions. The laws are not constant, and when they change, the mandatory education ensures that the professionals also update their knowledge.

Illinois is no different, and that is why there is such a comprehensive Illinois insurance continuing education program.

Illinois insurance continuing education is of two parts

o Required Courses, and
o Optional Courses

Like the names suggest, the required courses and compulsory by law and those need to be taken for sure. The optional courses are according to the interest of the insurance advisor, and they are again of two kinds

– Life and Health Courses, and Property and Casualty Courses. Like we mentioned at the beginning of this article, there are various kinds of insurances around, and the advisor can choose the courses depending on the kind of insurance he wishes to specialize in. While there may be a few advisors who deal with all kinds of insurance, the majority of them (and especially the ones who are really successful) deals with only specific genres – like health, property and so on. So the option of choosing topics which will be helpful in the long run is truly good.

In insurance continuing education Illinois is quite ahead, and a good percentage of people prefer to take their test online in the state. Not only is that quite sufficient convenient and fast, but is hugely economic for the advisor. It would hardly cost a fraction of what would be spent at an insurance training school for the same certification!

Insurance CE in Illinois is also very beneficial to the insurance agent. You will learn about new product offerings, state rules and regulations, and also different sales techniques. So not only is it a state requirement, it will help you succeed in your business and increase your sales. I would recommend doing your insurance continuing education online in Illinois not only for the convenience factor, but you can also have the material to view whenever you want. In a classroom you have to take notes and do a lot of highlighting to figure out the most important information. Most insurance CE schools will only put the important and relevant information in their courses.

How to Establish Rapport and Build Credibility With Your Online Prospects

Whether you are online or on the phone, it's not as easy to establish rapport with your prospects as it is in person. However, your video tools will make it much easier. So make sure you use them early in the sales process and frequently. The sooner and more frequently they see YOUR face the…

Whether you are online or on the phone, it's not as easy to establish rapport with your prospects as it is in person. However, your video tools will make it much easier. So make sure you use them early in the sales process and frequently. The sooner and more frequently they see YOUR face the faster and more readily they will connect to you versus the other 8 agents chasing their business. In my opinion the perfect post is that of a consultant NOT a salesperson. And that is accomplished by asking questions. Make sure that your new prospect understands why you are asking each and every question. You are going to have to ask some very personal questions so the quicker you move from stranger to someone who is helping them, the better chances you have getting their trust. When working online you must control the conversation and questions can accomplish that without irritating the prospect. Also the questions you ask will establish you as the expert and give you the credibility that you must have to sell online. Here's my list of questions that I ask to gain information and establish trust and credibility:

“Mary for me to help you find the most comprehensive plan at the best rate I need to get some information from you to help tailor the coverage”

  • Why are you shopping for health / life insurance now? (This question gives you an idea what the sense of urgency is with your prospect and will tell you about this opportunity).
  • Are you covered now? What company & what plan?
  • Has your premium gone up recently? To what? (That's how I find out their current cost).
  • Is anyone in the family taking ANY monthly medications?
  • What are they and what are they taking them for? (Even though you know what Lipitor is for make them say everything that is wrong with everyone).
  • Do you plan on having any or more children? When?
  • I know we all would like to lose 10-15 pounds but is anyone in the family more than say, 50 lbs overweight?
  • Does anyone in the family smoke?
  • Are any of the children involved in any sports activities like soccer, softball, football etc?
  • Has anyone on either side of the family died of cancer or stroke or heart disease?
  • Has the person who does your taxes told you how much you could save each year with an HSA (do NOT call it a health SAVINGS account they do not want to save anything except premium! I'm just fishing to see if they even know what the acronym stands for).

This seems like quite a few questions to ask someone right off the bat, however, this should take less than 5 minutes if you do it right and it sets the tone for the rest of the sales process. Also I do something that most agents DO NOT do. I tell the prospect how I get paid! For example: “My job is not to sell you insurance. My first job is to teach you how to determine how each plan differs from the others. you see when I'm done you will have the ability to evaluate health insurance plans forever and not be confused. I get paid. You do not pay me a thing. I get paid by the insurance company that you choose. I need to make sure you are taken care of and satisfied. I also want you to know that you can not save money by not using an agent. , they most likely would not know how to structure the plan to get the best coverage for the lowest premium “. This approach may take a bit longer but it is crucial when trying to establish trust and a rapport online.

How to Find and Work With a Mentor

Regardless of how smart you might be or how much business or sales experience you may have had, if you are new to the insurance business I would encourage you to find someone to mentor you. Like any new industry you enter, the insurance business has it own language and acronyms. Each category of the…

Regardless of how smart you might be or how much business or sales experience you may have had, if you are new to the insurance business I would encourage you to find someone to mentor you. Like any new industry you enter, the insurance business has it own language and acronyms. Each category of the insurance business, whether it's property & casualty, or life & health, has its own idiosyncrasies. Besides the different product differences, each company has their own forms and processes. There is so much someone new has to learn and the learning curve is so long, a mentor is critical to helping you to focus on what's most necessary.

GO IT ALONE OR JOIN AN AGENCY

This is strictly a personal choice. As I said in the introduction, I initially joined an agency. However I realized very quickly that was not my style. I found it too confining and restrictive for the way I work best. However, that first organization is where I met the person who taught me the basics of the health insurance business. During those first few months I learned enough to be dangerous not only to my self but to my clients. In an agency environment you should expect to get the initial training that will be the foundation for everything else you learn in the future. Your fixed costs will be covered ie phones, copying, office supplies, etc. It's my opinion that you should stay away from captive agreements. Those are agencies or companies that mandate that you only offer their products to your clients. Those arrangements restrict your market too dramatically and whatever they are offering (leads, stock options, etc) the trade off is NEVER worth it. Additionally, you will not get the well rounded experience needed to build up your own online agency.

CHOOSING A MENTOR

If I were starting today new in the insurance industry, and knowing what I've learned. I would choose to be independent, work from my home office, represent multiple carriers for both health and life products, leverage the internet for both marketing and sales and find a mentor to teach me how to do it right! A mentor in this business, will not only save you a fortune in both time and money, but will make you a fortune as a result of what they can teach you that you may NEVER learn on your own. Your mentor should be someone that overrides (makes commission) from your sales. You might actually make a lower commission percentage but the time shaved off the learning curve and increased sales will make up for it. In my college math class we learned that 80% of $ 10,000 is more than 100% of $ 2000 and that is very close to the ratio difference a good mentor can make. You will most likely end up with more than one mentor during your career. I have had 3 mentors (so far) during my career. One mentor taught me the basics of the health insurance business, including HSA's and how to sell them. My second mentor taught me the strategy of layering multiple products and how to free up health insurance money to fund life insurance. And my third mentor taught me how to recruit and train agents. It can be a lonely business working on your own from home based office so you'll need to create relationships that will enhance both individual's efforts. A mentor can show you how to do just that. Find someone that you think has a business and strategy you would like to emulate. Make a working arrangement where they can override your production if they will teach you how to duplicate what they are doing. In short, you will make more money learning from a mentor.