What You Need to Know
- Douglas Eze reached Top of the Table status in just 10 years.
- One of his tools was a program for helping clients eliminate debt.
- Instead of asking for referrals, he asks for permission to set up workshops in happy clients' homes.
“If you want to be successful, get more knowledge.”
This was the advice from Top of the Table producer Douglas Eze, at the conclusion of my interview with him several months ago.
Eze emigrated from Niger in West Africa to Canada in his early 20s with a goal of eventually coming to the United States. At 24, Eze, an immigrant from West Africa, he was working as a server in an IHOP in Canada when he was approached by an agent who was recruiting. Ten years later, he was at Top of the Table.
Eze attributes his success to few simple lessons:
1. Build an agency.
You can grow your business on your own but sharing fees with others will get you there faster.
2. Send letters to prospects that provide value.
Eze learned from a successful advisor that he could send a cold letter to someone attaching an article or something of interest. His letter would basically say, “You have a unique business, and I have a unique business. Let’s get together for coffee or lunch and talk.” He points out that, with LinkedIn, it’s even easier, because you don’t have to look very hard for people to mail to.
3. Have something that makes you different.
Eze talked about finding a program for this. In his case, it was the MoneyTrax program, “Circle of Wealth.” He would ask a prospect, “What if I could help you find money in places that you’re throwing money away unknowingly and unnecessarily?” Then he explains his proprietary program to get them completely out of debt in nine years, building cash value at the same time and suggests they sit down to talk.