Welcome, MDRT. I wonder what would happen if I titled my presentation, “Why my customers don’t want to talk to me at all.” Then you wouldn’t attend. But here you are. So, I decided to share with you my idea of internet advisor system. The model that made me four times Top of the Table without making even a single sales call. Raise your hand if you’re interested to hear how I make it. Thank you.

So here we go. But on the beginning why would you listen to me? Well, all that we did in this internet advisor system was done just by me and my lovely wife. We don’t need any employees. This year, within the first six months, I’ve already qualified for next year’s Top of the Table, and all on life. Thank you.

So, time to reveal how it works. Years ago, I thought that there was this traditional model of advice but I wouldn’t like it. This assumes lots of meetings, repeating all over the same. Look, your time is not expandable. You cannot expand your time. So I hoped maybe there was another way. Some other way to make three-month holidays every year, make customers buy on their own if they want to with no selling. And that’s where I came out with the idea of the system.

The system, I developed for eight years. I made many mistakes and I’ll show you how to avoid them. So, it is very easy. In the beginning, you help people know you. How to do it? Well around the several blocks, put some thematic posters about different kinds of investment or insurance things. Then use some advertising. If people read your materials and are interested, they already know you. But they are interested and already educated. Give them the way to learn more. I ask them to sign on to my mailing list. I run 20 different mailing lists for my customers. Each one about different topics. So, if they are really interested, educated them. If they are educated, they will, at some point, know that they will need your product.

I ask them for personal data. We give them access to my membership site which gathers more information. Lot of tools, lot of ideas. And I educate them more. Of course, education is the key point of the business. Then comes the easy part because they already know what they want. I don’t have to sell anything. They just ask me to work with me because they know what they will receive from me. They just sign the contract. It’s that easy. I signed this contract about a hundred a month without doing actually much personal work.

And then comes service and support. News, mailings and metrics. The idea was taken from Ian Green’s book, which works really, really well. I appreciate that you’ve written about it. The system wouldn’t work if it wasn’t automated. I try to automate everything.

And the very important thing, the question and answer page where I put all the answers to every single question that has ever come to mind of my customers so that others can read it and don’t have to ask me these questions.

Then the easy part: Prepare formal documents, meet and sign the contract.

How it works. This is one of the examples. I sent one email about one great investment opportunity. After three days, I had 180 policies signed. I just had to make 80 phone calls. Usually people asked how to sign the contract, which place to put the signature. And 100 people didn’t even call me or email because: Why would they? They already knew everything.

The second is the fifth element, the things I made like two years ago. I started to do professional video marketing. I invested 5 percent of my last year’s income in copyrighting and marketing and professional video making. And it’s increased my business at least 60 percent this year. So, investment that netted 300 percent is not bad, I guess. D you agree?

And the sixth element is to be a normal person. Be accessible. Show your customers what you do, what your hobbies are. My hobby is riding a bike uphill. Nobody wants to do it with me, that’s why I’m always alone in these pictures. But one customer said, “Well, I’d love to go to with you,” because he knew me better. Besides the size of course, media appearances, TV appearances, came on its own because we were already well known in the business.

Two keepers I prepared for you. The first one is because you can do it online or offline, let’s say, “Ask too much of the premium.”

People will say, “I can’t afford it.” Some people will say, “I can’t afford it, but let’s do 1.5.” And some will say, “OK. No problem.” It, again, increased my business six years ago using this simple technique.

And the next one, which I already shared from this stage, is the five-sentence model to make referrals very easy. Even offline or online. I did this one email. It goes like this. “So, Mr. Prospect, there has been a study to show how people give referrals. It appears that 20 percent of people give referrals because they love to refer things to others. Another 20 percent of people will never refer you, because it’s just the way they live. But 60 percent will give you referrals if they are asked for them. So, Mr. Prospect, which group you are in?”

You can write it down, use it and just to summarize the lesson. The next step is make a notice, make training and be different and unique. This is how it works. You can see me in this king investor’s clothes running in Poland.

Thank you MDRT. And look, why my clients don’t talk to me: Because they don’t have to. They already know everything. Thank you and see you online.