"In looking back on the year, we noticed there were several times that a CPA or attorney would say, "I gave your name to [prospect's name], have you heard from them?" Most of the time we have not. Then time passes and it becomes awkward asking the CPA/attorney if we can reach out directly or it becomes more work for the CPA/attorney to chase down the prospect."

Lack of transparency about who you are and what you are about is the roadblock.

Increase transparency and you'll increase the odds of the prospect reaching out to you.

• Give the CPA a copy of your most recent email newsletter, and tell him/her to encourage the prospect to sign up for it. Or, ask for the prospect's email and get permission to add them to your email newsletter.
• Send the CPA your LinkedIn page and ask them to pass it on to the prospect. Hopefully they connect back; but even if they don't you have increased their understanding of who you are.
• Ask the CPA this question. "When you referred Marcy to me a few weeks ago, what was the main question she was looking to get answered?" Listen to what they say, and provide educational materials that increase transparency about the issue. Ask them to pass the educational materials on to their client.
• Ask the CPA what questions they have about the issue itself. "Jeremy, how often do you get these questions about Social Security retirement age, and what you do feel is the hardest thing for you to grasp about it?" Write a response and include it in your email newsletter. At the very least by increasing their understanding of how to solve the problem, you raise the likelihood they will refer someone else for the same thing.

You can not coerce the CPA into forcing their client into calling you. You have no control over either person's actions - but you have full control over yours.

The best thing you can do is increase the CPA and their client's transparency about who you are, what the issue is that they need help with, and how you solve it.

• Conduct 2 - 4 NEW client appointments per week, 50 weeks a year.

• Securities commissions range from 40% to 75% (45-50-55-60-65-70-71-72-73-74-75).
• Your securities level applies to all forms of securities: upfront, trails, PACs, fee-based etc. You don't have to qualify separately for broker/dealer and Advisory.
• 100% pass-through revenue from the product-provider with no haircuts. 
• Life insurance commissions range from 50% to 90%. 
• Our guidelines are based on personal revenue over a rolling 12-month time-frame.
• Ratcheted promotions. Your commission level can go up, but never down. We don't have quotas nor minimums (no “bonuses” either, which are a form of quota).
• Once you attain a higher level, all of your revenue is paid at the new level. Meaning, if you go from 50% to 55% then the trails and new money added to old accounts gets paid at 55%.
• No office nor full-time requirements for any levels (including 70% and above).

Over long periods, markets significantly beat inflation. Small U.S. companies have averaged approximately about X% since Y.

1. 8% since 1926.
2. 8% since 1931.
3. 12% since 1926.
4. 12% since 1931.
5. 10% since 1934.
6. 10% since 1931.

Answer = 3