Become an Author? By: Roccy DeFrancesco, JD, CWPP, CAPP, CMP Founder: The Wealth Preservation Institute Co-Founder: The Asset Protection Society

Transcription

1 Become an Author? By: Roccy DeFrancesco, JD, CWPP, CAPP, CMP Founder: The Wealth Preservation Institute Co-Founder: The Asset Protection Society 1

2 Nothing more powerful There is nothing more powerful than writing your own book. After I wrote my first book back in 1999, I stopped handing out business cards. Having my own books has opened many doors I otherwise couldn t get in, and they made me a lot of money back in the day when I used to go after individual clients. 2

3 Why don t you write a book? I talk with several advisors who tell me they want to write books. Most say they can t because Not enough time Not enough content Not a good enough writer For them I say no problem, all you need to do is write the foreword for one or more of my books. 3

4 Name on the cover is key I used to do ghost books before dateline NBC started doing stories on bogus magazine covers and ghost writing. I don t do that anymore, but I do let advisors put their names on the cover of my books and write the foreword. So I ve beta tested the power of being a co-author vs. writing the foreword and my opinion is there is little difference. The key is your name on the cover and your contact info in the book. 4

5 Garbage books 5

6 Quality books 6

7 Quality books 7

8 Content is key My books are all written in a full disclosure manner. I tell the pros and cons of concepts/products. They are written to motivate and many times piss off the reader. I ve had many readers call me to thank me for writing the book and telling me what they want info on. The book will also save you time when it comes to explaining EIUL, FIA, SPL, etc. 8

9 3 rd party verification Keep in mind I ve had thousands of my books purchased by consumers or given away by advisors. While the local advisor may not be seen as the expert all the time, I can and should be. I am telling the reader many times the same thing an advisor is telling the client. Getting 3 rd party verification from an author can really help motivate a client to move forward. 9

10 Cost My cost is your cost. Most of the time that runs about $6-$7 a book. Think about that. For about $600-$700 you can have 100 books with your name on the cover to hand out to clients. What are you doing to differentiate yourself in your local market? What are you doing to educate and motivate clients to move forward to work with you? 10

11 Another no brainer decision If you are selling FIAs, single premium life, or EIUL, you have no excuse for not using my book (except that I don t sell them bulk to advisors I work with). As for writing the foreword, for the price point I charge (my cost), you really have no excuse for not writing the foreword on at least one of my books. This is a tool that you can only get if you are working with Optima on your fixed business, or Horter with your AUM (if you want the POM Planning book). 11

12 Questions? Questions? 12

13 Free E-Book Giveaway Site By: Roccy DeFrancesco, JD, CWPP, CAPP, CMP Founder: The Wealth Preservation Institute Co-Founder: The Asset Protection Society 13

14 Marketing through education If you know anything about my business model, you know that it s a drip, drip, drip process where I try to educate along with some marketing on the edges. Books are a good way to educate consumers It saves advisors time explaining things If well written, books can motivate readers to buy certain products in a timely manner (like shortly after reading the book(s)). 14

15 E-Books Over 50% of the books sold today are e-books That percentage seems to go up ever year. I have the ability to let advisors I work with give away an unlimited amount of my books away for FREE in an e-format. 15

16 Grow your database If you are not looking to grow your database of potential clients, you should. There is nothing more important today than building a database of s you can drip on. s will become the best marketing tool and least expensive marketing tool at your disposal. My free e-book site is one of the best ways in the industry to grow an database. And since my books are not garbage they will help give you credibility and make sales. 16

17 Quality books 17

18 Quality books 18

19 How does it work? It s simple 1) You register the domain you want to use ( 2) We load your own custom site. 3) You market to anyone and everyone you know Friends, family members, local CPAs, people you run into at parties you don t know, etc. Encourage the above people to share the site with others. 4) They go to your site to register for the books. 19

20 Continued 5) They show up in the back end of your site that you have access to. 6) You take their info and put it in your CRM/ drip system and start dripping on them. You tell them thanks for signing up for the books and to please feel free to forward your site to their family, friends, etc. Then people you don t know will start showing up in your back end. It s just that simple. 20

21 2 x 2 x 2 x 2 x 2 = 32 This is how it works I ve beta tested it myself You get 2 people in, then they tell 2 people, who tell 2 people, who tell 2 people. The goal is to get dozens, then hundreds, then thousands. 21

22 Free book giveaway site 22

23 Different version 23

24 Limitations The only limit with this tool is: No SEO marketing using my name or the names of the books. This is a push site. You can do print ads, local radio ads, etc. If you have a question about the use of the site, call me. 24

25 What makes you unique? What are you doing in your local marketplace to be unique? What are you doing to grow your database? Using my free e-book site makes you unique. It will help you grow your database. And, since the books are written to not only educate (full disclosure) and motivate, you should have readers coming to you and telling you what they want (like Retirement Life or low drawdown risk tactically managed strategies) 25

26 Cost? $500 setup fee. Free to those who meet production requirements. Free to those who are putting all of their business with Optima. Also, the only way to get the POM Planning book on the site is to work with Horter. 26

27 What are you waiting for? Questions? 27