How a self-proclaimed “product seller” tripled his income by addressing his clients’ needs

Through decades of work with advisors at all stages of their career, we’ve found a consistent theme among the success stories: The advisors who thrive don’t sell a product; they solve a problem for their customers.

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Just ask Eszylfie Taylor, who has used this philosophy to become a Million Dollar Round Table Top of the Table producer, and still uses it today as he coaches financial advisors to the top of their game. To check out The Taylor Method in action, meet Alon Zak, a self-described “product seller” who used our system to take his business, income and confidence a whole new level.

The Challenge

After branching out to open his own independent brokerage firm, Alon felt more lost than he ever had, and he began to consider himself simply a “product seller.” He was struggling to effectively express himself to clients. When they would ask for a quote, he’d simply email them information about term insurance without digging deeper to uncover their true needs.

He’d lost sight of what was happening in the industry, and he lacked a vision for where his business was, or should be, headed. But he knew that his results were nowhere close to where he wanted them to be. When he began seeking out a mentor to help him, a meeting from several years prior came to mind.

Alon had met Eszylfie while both of them were working at New York Life, where Eszylfie was one of the top producers. He knew Eszylfie had a strong reputation for mentoring producers and bringing them to new levels. He decided to reach out for help.

The Solution

Alon dove right into The Taylor Method, and immediately began implementing everything Eszylfie recommended.

Alon realized that if he made the videos a part of his life, he would be able to naturally recall the language in meetings when the moment called for it. He started to consume them for at least an hour every day. The results came soon after. His language and questions flowed more naturally as he dug deeper into his clients’ needs. As a result, they responded favorably.

With the Taylor Method, and the role playing fact find videos, he learned to express himself in a way that the client could understand, and that encouraged them to take action to address their problems. By asking key questions and really tuning in to listen to responses, he discovered the value of what he was doing in people’s lives. He learned to approach every request as an opportunity to dive in and uncover the underlying challenge his clients were facing, to help them see what they really needed, and give them peace of mind.

“When you’re sitting in a client meeting and you hear yourself saying the words that Eszylfie says, and seeing the reaction out of the client,” Alon said. “That’s when you see The Taylor Method in its glory—when you realize this is powerful stuff that you’re learning and giving to somebody.”

As Alon’s confidence and comfort with the new approach grew, he didn’t just wait for business to happen. He asked his satisfied clients for referrals, and got them. Today, his business is largely built on client referrals.

He said, “When you look back and see the growth you’ve experienced, it’s really mind blowing. I was grinding away, doing it my way for so long. But once I started with Eszylfie it broadened and tripled my income. It was unbelievable.”

Alon’s Powerhouse Success Routine

Audios and Videos

Consuming audios and videos daily is a crucial element to advisors’ success with the Method. Alon listens for at least an hour every day to make the questions, the language and the approach like second nature—and gain the confidence to forge ahead.

His all-time favorites:

Fact Finding Series

Fact Find Role Playing Videos

Webinars

Tune in to webinars at every opportunity. Listening to other advisors’ experiences, and learning new approaches to topics like annuities helps advisors like Alon glean new and relevant insights that drive success.

The Bottom Line

Alon’s income has nearly tripled since he began implementing The Taylor Method a year and a half ago. But that’s not his only benchmark. His confidence has flourished, his mindset has done a complete 180, and he goes to bed every night knowing that he did his best for his clients’ and their families’ future security.

His advice to new and seasoned advisors who want to up their game and make a real difference in people’s lives?

“Take the jump. Have skin in the game and you will see results!”

For more information about The Taylor Method, view our plans.

Eszylfie TaylorABOUT ESZYLFIE TAYLOR Eszylfie Taylor is the founder and president of Taylor Insurance and Financial Services and the Creator of The Taylor Method, his online sales system for financial advisors. He attended Concordia University on a basketball scholarship and graduated Magna Cum Laude with a Bachelor’s Degree in Business Management. Prior to founding his own brokerage, he was a standout financial advisor at New York Life, finishing his career there as the highest producing advisor in the history of the African American market.

Mr. Taylor has been a Million Dollar Round Table Top of the Table producer since 2011, which places him in the top 1% of advisors worldwide. In 2015, he was the recipient of NAIFA’s Advisor Today Top 4 Under Forty award. Today, as an active advisor, he continues to build on the sales language, concepts, and tips that contribute to the curriculum on The Taylor Method.