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David emigrated to Canada in 1957 with only $40 in his pocket. Now, after 39 years in the life insurance business, he sells $100 million dollar cases. His new book reveals, for the first time anywhere, the strategies he has used throughout his life to open new markets, prepare for cases and close sales.
Right from page one, Breakthrough: Take Your Business to the Top grips the reader and doesn't let go. It is written in a fast-paced, easy-to-understand style. David Cowper takes the reader deep inside the psychological drama of over thirty different cases that cover all of the different stages of his long career. In each case I felt as if I was right inside the prospect's office with him, straining to overcome the client's objections, feeling heartbroken when the case seemed to collapse and then euphoric when the deal finally closed.
One of the earliest chapters in the book is called 'Creative Survival.' It describes how David Cowper entered into the life insurance business and the early struggles he faced while trying to keep his career alive. I really identified with this chapter and was relieved to know that someone as successful as David Cowper wasn't always that way -- he went his first three months in the business without a single sale. Although it was tough for him he still kept his sense of humour. I'll always remember the exploding soup can story that saved his career.
The rest of the book outlines the strategies that David Cowper used to grow from his humble beginnings to becoming a founding member of Top of the Table. He really makes you believe that if he can do it so can you and I. And, more than that, he actually shows us how he did it. He explores in great depth the importance of both knowledge and passion in a life insurance agent's career. In fact, in one story he shows us how he won the confidence of the key player in a $42 million case, simply by pointing out the suicide clause in the insurance policies.
If you've ever wanted to know how to get tough prospects to start talking and trusting you and treating you like someone who can help them, you had better read David Cowper's strategy on disarming the prospect. This was the most important thing I learned in the book, and I have now changed the way I approach a prospect. Like David Cowper I tell my prospects that there is a good chance they won't need my services, which is difficult because I'm afraid of losing the business. But afterwards I find the prospect opens up to me and we are able to work together to solve whatever problems their business is facing.
In the last chapter, David Cowper makes the fantastic prediction that in the near future it will be possible for a life insurance agent to have a one billion dollar year. He makes this statement on the strength of five opportunities he sees for our business in the 21st century -- such as the knowledge worker market and the golden age of entrepreneurs. And believe me, those are five opportunities I'm definitely going to take advantage of.
Some very high-profile agents in our field who read advance copies of this book recommended it to me as "the best book on life insurance they have ever read." After reading it from cover to cover in just a couple of days I must absolutely agree. I will definitely apply David Cowper's Breakthrough strategies as I develop my own megacase business.

David Cowper's guide to success in sales begins as a sleek black limousine pulls to a curb. Once inside the limousine, Cowper has 15 minutes to close a deal and open the door to a $100 Million life insurance policy. As this scene suggests, Cowper's book is both an account of his own internationally renowned career and a guide to those seeking to follow in his footsteps. At once readable and perceptive, Breakthrough contains two key messages. The first is that "We don't earn a living, we learn a living." Cowper demonstrates conclusively that insurance professionals need solid knowledge of a prospect's own circumstances, of insurance products, and of relevant social, governmental, or business influences. In scene after scene, Cowper allows readers to watch as he puts his own knowledge to work in selling a variety of difficult cases. Cowper's second message is that persistence pays off. Closing multi-million dollar deals can require weeks, months, or even years of courting strong prospects. What does a sales professional do during this time? Cowper provides sales and marketing strategies to follow. He also recommends visualisation and focus as ways of maintaining the drive necessary to pursue cases over long periods of time. Breakthrough provides a model of success which is clear, readable, and filled with memorable detail. It offers sales professionals at all levels a rare opportunity to watch as a master salesman clinches deal after deal.






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Filled with 100's of photos, it accurately describes every film in every series.
Also included is much interesting information about the stars of the series and the making of the films.


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This book demystifies all of that. No exaggeration... this is simply one of the best resources ever in learing the practice of EBM. Chapter by chapter, each aspect of EMB is explained... from diagnosis to treatment to prognosis and more.
The math is clearly explained with examples, as are the principles behind them.
After reading this book, I felt that not only could I understand EBM, I could explain it to others.
A must read!

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I was a bit disappointed, however, with the omission of 2 crashes that I wanted to know more about, namely the 737 at KLAX that was given clearance to land on a runway already occupied by a Fairchild Metroliner, and the PSA Bae146 that was suicide-crashed near So. California.
All in all, though, a good book for those interested in such things.


AVIATION DISASTERS is for anyone who ever wondered "Why?" and is fascinated with the story details and all the factors leading up to the cause of the event.

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The key is found in the intro, where the authors define "The System" that rules USAmerica -- which includes the Presidency, the Congress, the media ... AHH! The fact that they think the media is part of the govt., just not elected, is itself worth the price of this volume.
Taken in this vein, it is quite good. We must have a national health system like a European country's , because ... well, because they feel embarrassed that we aren't like Europe. That the U.S. was settled, predominantly, by people who WANTED NOT TO LIVE IN EUROPE is unimportant to Johnson and Broder, who know better than to take the this self-govt. nonsense seriously.
What is serious is that the USAmerican public rejects 'socialized medicine.' So instead Clinton wrapped it up in his mess of a bill, and then tried to scare us into panic over our health care, saying the system would collapse if we didn't give control of it to the govt. Not true, and Johnson & Broder know it, but hey, can't let truth stand in the way of ruling.
Frequently THE SYSTEM is unintentionally funny, too, as when the authors take a break from reporting the 'horse race' political aspects of the story to criticize the media for concentrating on the 'horse race' instead of the policy substance, after which they trash the only attempt ever made to discuss the policy substance (Elizabeth McCaughey's famous piece in The New Republic) and go back to reporting the horse race. You sort of wonder if they read their own manuscript.
But have some sympathy. They do mention the policy substance from time to time -- our rulers think we spend far too much money on foolish things like attempting to save the lives of premature infants. Those resources should go to more important things, like health care for "homeless, drug abusing gay and bisexual men of color." I mean, would you want to defend THAT openly?
It's also very useful in assessing the nature of liberal bias in the press. The last chapter of the hardcover first edition, on sale in 1996, told us about good Pres. Clinton's attempts to 'save' the federal budget before runaway health care spending wrecked it, and evil House Speaker Newt Gingrich's attempts to 'cut health care spending,' when in both cases they were trying to do the same thing -- cut the rate at which spending on health care would increase in the future. That's one way you bias coverage -- describing things in such a way as to create the desired reaction, which in this case was to get us to run out and vote Democratic.
The last chapter of this paperback edition mentions the Kassenbaum-Kennedy bill, passed by Congress and signed by Clinton. All mention of it was carefully left out of the first edition. That's another way of biasing coverage -- leave out the 'unimportant' stuff that might confuse the citizenry.
And if you practice your critical thinking skills as you read, you will learn a lot about the chaotic way Clinton ran his administration, how the Democrats lost control of the House after twenty straight wins, why the bill was so complex, and other fascinating stuff.
What you won't learn how the Clinton health plan would have worked, of course. Obviously, they were afraid of your reaction if you found out. That is probably the most important information in the book.

The battle the voters didn't see was the important one- the battle which nearly sank the Clinton Presidency and destroyed its ambitious health care proposal. The powers arrayed against the Clinton plan were formidable and well-financed, aided by the Administration's mind-numbing blunders.
"The System" has the entire story- the high hopes, the stunning reversals, the industry's toxic reaction to reform. The Clintonites quickly found that the old adage is true. No good deed goes unpunished.
"The System" is a very good book at who really calls the shots in American government and how little power people really have against the special interests. More valuable than ten years of civics lessons.

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