In an industry fixated on “what’s in it for me,” the fastest way to build an elite book of business is actually to give your time away for free.

If you are joining non-profit boards or attending community events just to hunt for leads, your prospects will smell your commission breath from a mile away.

My guest, Jeramie Holt, Senior Vice President at FNIC, joins me to share his masterclass on authentic community involvement. We discuss how his grassroots fundraising experience as a 10-year-old on rollerblades shaped his perspective on giving back, and how serving organizations like the Boys and Girls Club without expecting a dime ultimately built a deep, high-trust network of over 500 COIs.

We also discuss why the era of “quote and pray” is dead, the danger of throwing buzzwords like “captives” and “level-funded” at uneducated buyers, and why doing the unscalable work – like running 29 in-person open enrollment meetings in a single week – is the ultimate separator for top advisors.

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