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Industry Spotlight > Broker Dealers

A Student of the Industry into an Industry Superstar

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A solid foundation leads to amazing results – at least it did for David Wilcox, a top producer and self-proclaimed “student of the industry.” Crediting CRP as his foundation to success, David was able to utilize their systems and personalized support, along with his new-found industry know-how, to market his business and grow his $1.5M practice to $8M in three years!

A former captive agent, David spent 22 years in Life, LTC and Disability sales. In 2004, he was exposed to the “independent” side of the business, and became inspired. Not only could he build and structure his business as he chose, he was also motivated by the ability to better serve clients with a wide array of product selections.

With a desire to better understand the pre-retired and retiring markets, David immersed himself in books and training classes. He began reading product guides in their entirety, and took the time to understand each and every product that he could potentially recommend to a client. In 2006, he joined CRP, and after twenty-plus years in the insurance industry he felt “rejuvenated” and excited to venture out and grow his business. With a foundation of knowledge and support, David began to make his mark on Southeast Florida.

He began his journey with CRP from $1.5M in 2006 to $3M in 2007 to an anticipated $8M by years end 2008 by simply “asking” for new business. A savvy networker and fearless advisor, David asked friends and old clients, their referrals, and nearly anyone else he came across, for their business. By asking, he received, and now attributes 30% of his annual business to the simple fact that he asked for it.

In an effort to continue growing his practice, David began holding workshops. Quick to recognize the increasingly common turnouts of “unqualified” attendees, David responded by personally calling each RSVP and pre-qualifying. Rather than workshop quantity, he now has attendee quality, which has resulted in more business. “By pre-screening and qualifying attendees, the group is much smaller, but the interaction at the workshop, along with the quality of the new client, is much greater and more rewarding.” Most recently, David began holding workshops on niche topics, such as rollover planning, as well as teaching night classes at his local university, where retiring boomers pay for a course in retirement planning. These combined efforts attribute to 40% of David’s annual business.

Lastly, understanding the value of “centers of influence” and the important role they play in an overall financial plan, David became certified to teach CE credits to CPAs. Proving to be a valuable introduction source, he receives nearly 30% of new business each year by way of CPA referrals.


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