KNOW WHAT IT TAKES TO GET YOUR MISSION ACCOMPLISHED

"My philospphy is that not only are you responsible for your life, but doing the best at this moment puts you on the best place for the next moment.

How He Got Started

Hegna was born and raised in Glenwood, Minn. After spending six years in the Army, he entered insurance with a position at MetLife. "In the beginning of my sales career, I devoted myself to listening to tapes and watching videos for at least five hours a day - studying techniques from professionals like the Kinder brothers. I was very disciplined and held myself accountable to getting the mission accomplished - writing between 300 and 400 cases a year."

Hegna, who qualified for MDRT membership in each of his first three years, says, "I always felt there was safety in numbers. If I didn't have enough cases in the mill, I'd make it a point to set more appointments and see more people."

A successful sales career eventually led Hegna into management. He joined New York Life in July 1996 and began ascending the corporate ladder. In March 2006, he was promoted to Vice President, a year that saw nearly $5 billion in agent guaranteed lifetime income and investment annuity sales. Recently, he retired as a lieutenant colonel after spending 16 1/2 years in the U.S. Army Reserves.

Building a Playbook

"I recommend every agent build a playbook," Hegna continues. "This is a presentation book of concepts they should carry on every appointment. It creates a more professional appearance, and it gives agents the ability to address almost any need prospects may have. Are you meeting with grandparents who want to pass their money on to future generations? Bam - you've got that scenario in your playbook and you pull it out."

Success in the Financial Services Industry

Tom's tells people all across the country: "Understand that while this is not an easy business, it is a simple business." He shares these tips for success in selling:

1. See three people every day, set three appointments every day.
2. Education and training are key - watch videos - learn from the masters.
3. Become skilled at presenting one-page sales ideas.
4. Show bigger face amounts of life insurance.
5. Sell Long-Term Care Insurance. We must protect our clients.
6. Conduct seminars - be creative.
7. When you get down or discouraged, focus on #2 and #3 above.