Leap In Action: Stop Chasing, Start Impacting

By Trent Fortner

Since 1989 I’ve coached, trained and practiced in the financial services world. And here’s what I’ve learned: if you’re chasing transactions or leading with products, you’re going to stay busy but make very little impact.

When I discovered the Leap model in 1993, it gave me something I hadn’t seen before. Leap was a structured, visual way to help people make smart financial decisions without sales pressure. It gave me a way to help clients pursue an optimum life.

And that’s the difference.

Not Just Goals. Optimum Outcomes.

Most financial professionals talk about goals and needs. But goals change. Needs are subjective. What we’re really after is helping clients live an optimum life with the money they have.

Leap helps you do that. It creates a process that uncovers financial inefficiencies, shows cause and effect and puts the client in the driver’s seat. It’s not about pushing a product. It’s about helping people understand where money is being lost unnecessarily and showing them how to fix it.

Your calendar is the most valuable real estate you’ll ever own.

If the wrong people are on your calendar, you’ll be exhausted and unproductive. But when the right clients show up and you ask the right questions, everything changes.

We use questions that don’t create objections and that empower clients to explore their own financial world with curiosity. Questions like:

• What would need to happen for you to feel complete financial confidence?

• When would you want to know that you are transferring away your wealth and assuming unnecessary risks?

• If we discover you are losing hundreds of thousands of dollars, what do you want ME to do about it?

These aren’t sales questions. They’re discovery questions. They open the door for clients to think differently without pressure.

The Power of a Simple Model

Leap works because it’s simple, visual and logical. When clients can see everything on one page, when they can follow the cause and effect of their money decisions, they don’t need to be convinced. They just need to be shown.

You don’t have to know everything about every product. You just need to master a few core strategies that fit most people you meet. The Leap system becomes even more effective when paired with the right mindset and the right clients.

Leap works if you work it.