SIV #077: Jonny Burgess Returns!


I love Jonny Burgess! Even if he did almost get me fired. I first had Jonny on the SIV podcast back in 2014. He had just written and published his book You Can Too. The book details his start in the Voluntary Benefits arena and the challenges he had to overcome. (Apparently, his kids wanted to eat every day… lol) More importantly, Jonny gave his readers a step-by-step outline on how to be successful too. Hence the name of the book.

How the nearly getting fired part works is that Jonny was, and still is, representing Aflac. In his book he talks extensively and exclusively of his work with Aflac. He went so far as to put a picture of the Aflac duck on the cover. He also received an endorsement from the Aflac President.

So far so good, right? Well…. here’s the thing. At the time I was a corporate employee of Aflac’s biggest competitor. I put a picture of Jonny’s book (with the duck) on the Success Is Voluntary website. My company lost its mind and threatened termination if I continued the SIV website and podcast. They believed I was “training competitors how to sell Voluntary Benefits.” I reminded them that Success Is Voluntary is carrier agnostic. They didn’t care. So as I wrote about in my blog article “I’m Back!” on January 1, 2018 I’m ashamed I caved. You can read the article here:

That’s all ancient history and I’m glad to no longer have to answer to Corporate America and work with shortsighted people.

Fast forward to around Thanksgiving of 2018. I came home to find that a book had been delivered. That’s not that unusual as I read a book a week. What was unusual is that I didn’t remember ordering a book. I hadn’t. It was a copy of Jonny’s new book: You Still Can Too. I had no idea he had written it. It was signed and contained a note that I was mentioned in the book! In his book, Jonny mentioned this very podcast and encouraged anyone in the VB arena to listen. Thank you Jonny for your kind words.

I want to give credit for today’s episode to Jennifer Hyatt. Jen is a rookie VB agent in Las Vegas. She is absolutely kicking ass. She found the SIV podcast because of Jonny’s blurb in his book. Jen asked me to get Jonny back on and I couldn’t have agreed more. Thanks Jen for the suggestion!

Remember, Jonny’s book is called You Still Can Tool not Jonny is a rockstar. Jonny, Jen and I all believe that you can too… If you get serious about this thing, stay coachable and take action. Oh yeah, taking a note or two couldn’t hurt either.

Things Jonny And I Talked About

  • He had no plan B when he started.
  • He had 8 kids and a mortgage payment of $5,000 per month, yet never missed a payment.
  • He is more excited about VB today than he has ever been.
  • You must make your sales presentation real simple, then lather, rinse, repeat.
  • His employer presentation lasts 4-5 minutes.
  • You must get the shelf space first and then build from there.
  • How to create a “milk run” of 200 clients.
  • Why you should borrow the prospect’s pen.
  • How to create urgency.
  • Why working with brokers is becoming critical.

Jonny’s Billboard: The tragedy is not that you aimed too high and missed. It’s that you aimed too low and hit.

The Books We Talked About

As always: Click on the cover below to learn more or purchase through Amazon.

Success Principles – Jack Canfield

When God Winks At You – Squire Rushnell

If it’s going to be, It’s up to me! – Robert Schuler

You Can Too – Jonny Burgess

You Still Can Too – Jonny Burgess

Where To Connect With Jonny

Email: [email protected]

Cell Phone: (603) 264-0961

Next Week

Social Media Guru, Alex Lombard is going to drop some serious knowledge on the SIV Tribe! Don’t you dare miss it!

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY

Tim Martin

Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 30 years and are the proud parent of two gorgeous grown young women, Brittny 29 and Victoria 26.

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