The Napkin Advisor: 50 Ways To Present Income Protection Concepts On The Back Of A Napkin

Have you ever imagined what it would be like if you could easily explain any concept to any prospect or client? And, explain it in such a way that it would be etched in their mind for months to come? For years, salespeople have used the back of a napkin to illustrate concepts and ideas. The reason? Using the back of the napkin requires making the even the most complex ideas easy to understand. Since the overwhelming majority of people have little understanding of either need for income protection or the products that provide the solutions, it is critical that agents, planners and advisors have a simple and effective way to communicate not only the importance of income protection, but also how the various products work. In this book, Jeff Kerns and Chris Carlson will reveal 50 ways you can use the back of a napkin to have a robust income protection conversation with an individual, a business owner or a corporate decision maker. If you become proficient in only one or two of these concepts, presenting income protection products will become so easy and your sales and commissions will skyrocket!

Jeff Kerns is Vice President of Truluma, a Brokerage General Agency located in Seattle, WA. He was born and raised in the Seattle area and graduated from Central Washington University. He started in the financial services industry in 1997 and has been a featured speaker at many industry events. He has also served in leadership roles with the NAIFA South Sound Chapter. Jeff has over 20 years experience in the income protection industry and works with advisors to provide quality products to their clients. Jeff can be reached at jkerns@truluma.com Chris Carlson began his insurance career as a Brokerage Consultant with Provident Life and Accident in 1984. After working with Provident as a Consultant, District Manager and Branch Manager, he formed his own Independent Disability Insurance Marketing Organization in 1995. Chris’ organization eventually became the D.I. sales office for Ascensus Insurance Services. When Ascensus was purchased by BISYS, he became the National Sales Manager for the BISYS D.I. Center. In 2013, Chris formed The D.I. Coach. He combines his extensive knowledge of the D.I. industry with his coaching expertise to provide a truly unique perspective in the coaching of producers. Chris can be reached at chris@thedicoach.net