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title: The AdvisorFirst Self-Study Curriculum description: [AFW M.2] A Self-Directed Guide to Learning the Basics of Our Business published: true date: 2026-06-30T08:08:41.976Z tags: editor: markdown dateCreated: 2021-05-07T22:09:41.092Z

Introduction

Congratulations on beginning your journey with the AdvisorFirst Group. We are an organization that believes that your success is the most important factor in our success.

We are dedicated to helping our High-Performance Professional Advisors build their own retirement planning practice. We offer a wide range of cutting-edge, state-of-the-art and innovative systems based upon 34+ years of experience.

The AFSSC is just what the name implies - an eight part curriculum that you complete on your own and in your own time. Completion is based upon the honor system... just inform Michael once you're done.


AFSCC Reward - The Polo

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1) Be Able to Make Money

  1. Get fully licensed. Life, S6, S63.

  2. Make sure you get appointed with our primary investment carriers For details visit the Getting Started page:

  3. Jackson National (for variable annuities).

  4. Understand how to onbaord clients and submit business.


2) Get Plugged-In & Stay In the Loop

  1. Visit Epiphany #1 and follow the Top 17 Tips.

  2. Make you have joined Telegram and that you have it installed on your computers, tablets and phones (please turn ON notifications). This is our primary communication and training tool.

    1. Please add a profile photo to your Telegram profile - it's nice for the team to "see" each other!
    2. Consider making your profile public, as it will create a unique URL for yourself that you can share with others.
    3. Talk to Michael about connecting with the "AdvisorFirst Bot". This "bot" will send you your updatse revenue statistics every Friday.

  3. Visit the AdvisorFirst Dailies Telegram Chatroom daily for training and education (1 - 4 posts per day).

  4. Visit the AdvisorFirst Mastermind Advisor Telegram Chatroom daily for updates, news, announcements and engage in discussions. This is where you can ask questions and provide answers. This chatroom is exclusive to AFG Advisors. Our motto is "no one is smarter than all of us."

  5. Watch the weekly Monday Kick-Off Meetings. Try to participate live, if possible. it is broadcast through our MasterMind Telegram group.


3) Technology & Tools

  1. I recomend getting a password manager, such as Bitwarden or ProtonPass, as you will accumulate a plethora is web site logins, agent numbers, passwords etc. One of the most frequent frustrations I see for Reps is misplacing URLs, usernames, passwords, and other information.

  2. Make sure you have access to the AdvisorFirst Google Drive folder.

  3. Set-up your Client Worksheet spreadsheet. The Client Worksheet serves a a quick client data input form, helps you organize and structure your client assets, and track their pending business.

  4. Learn about the Master Spreadsheet. Ensure that you have editing privileges of the AFMS. If not, ask Michael. One way to test it is to go to the "Commissions" tab and see if you can enter a number in cell A2.

  5. Update your LinkedIn profile with your Innovation Partners, LLC informationm such as work history and email.

  6. Purchase and learn how to use DocuSign.

  7. Set-up and learn how to use DST Vision.

  8. Get high quality business cards.


4) Absorb the AdvisorFirst Wiki (this site)

  1. Read Jargon Wiki page.

  2. Try to read every page of this Wiki. Use the menu bar at the left to navigate. This will take some time but it does represent almost 80% of the Curriculum. This Wiki is essentailly a knowledge base curated over a third of a century of experience in this industry - it is the “bible” of your business.

    • Tip 1: pin this Wiki to the bookmarks bar of your browser and keep it open at all times (you'll refer to it often) - this is part of your virtual workspace.
    • tip 2: save the link to this Wiki on your phone's home screen for easy-acces while on-the-go.


5) Securities/Investments


Learn our Investment Philosophy


Nick Murray

Nick Murray is the adviser to advisers, and the best in the business in explaining financial services, the correct client behavior and correct adviser behavior. Master his philosophies.

  1. Read the Nick Murray Wiki page.

  2. Read all of the articles listed under Nick's 31 Greatest Hits (see the Wiki page above).

  3. Become familiar with all of Nick's content in this Google Drive folder.

  4. Watch all of Nick's videos.

  5. Listen to al Nick's audios.

  6. Create a Nick Murray Journal where you notate the philosophies, sayings and scripts that resonate with you. Use a Google Doc or oter note-taking system (I use Joplin).

  7. Read the current NM Interactive Newsletter, and then begin reading past issues in reverse order. This will take a lot of time but will be well worth your time and effort.

  8. Email Nick's Client's Corner newsletters to your prospects and clients every month. I will get each month's issue approved by compliance, and notify you.

  9. Read his books listed below. Once complted, begin reading his other book in reverse-published-date order. See Nick's wiki page for his other books.

Simple Wealth, Inevitable Wealth is the best book ever written for investment clients, and a great summary of our investment pilosophy BOOK

Around The Year consists of 365 10-minute readings: a daily “devotional” for the Behavioral Investment Counselor. The daily lessons are also posted in our Advisor Dailies groups. (I've read it four times!). BOOK

The Game of Numbers is the best book ever written on prospecting in the securities industry. BOOK

Nick Murray’s Scripts Every important statement you’d ever wish to make to a prospect or client, plus robust responses to questions/objections. BOOK


American Funds

American Funds by Capital Group is the premiere investment firm in the world. I personally have 100% of my clients invested in AMF, with rare excepts within variable annuities.

  1. Read Michael's Epiphany #13 - American Funds.

  2. Become familiar with all of American Funds' content in our Google Drive.

  3. Visit the Getting Started page for instructions on how to get appointed with them and get your log-in credentails for their Advisor web site.

  4. Log-in the Capital Group / American Funds Advisor site and order 50 ICA brochures, 25 folders and one Resource Guide.

  5. On the AMF Advisor site turn ON all communication preferences to receive all client updates.

  6. Master the ICA Guide. American Funds' flagship mutual fund is called the Investment Company of America. The guide that explains the mutual fund is referred to as the ICA Guide. It is so powerful and truly assists the adviser in explaining the power behind mutual funds even during challenging times of history.

  7. Master the American Funds Resource Guide.

  8. Follow/subscribe Capital Group on:


  1. Read this book. Its tells the origin story of AMF and Capital Group.

    Capital: The Story of Long-Term Investment Excellence by Charles D. Ellis BOOK


Varible Annuities

  1. Read What the Experts Say about Using Variable Annuities for a Guaranteed Income.

  2. Read the Variable Annuities section of this Wiki.

  3. Peruse the Variable Annuity folder in our Google Drive.

  4. Meet with your Jackson VA Wholesaler.

  5. Read this book.

    Investing with Variable Annuities by John P. Huggard BOOK Fifty Reasons Why Variables Annuities May Be Better Long-Term Investments Than Mutual Funds


6) Life Insurance

  1. View our Life Insurance Presentation.

  2. Read the Life Insurance Philosophy section of this Wiki.


7) Living Trusts

  1. View our Living Trust Presentation. WEB

  2. Read the Living Trusts section of this Wiki.

  3. Read all of the content on the Heritage Agent site.


8) People Skills & Sales Skills

  1. Read all of the People Skills sections of this Wiki:


  1. Master the Cup of Coffee and a Second Opinion script. Make sure to watch all the videos and listen to the audios.

  2. Put together, and begin using, Michael's Prospecting Kit.

  3. Master the Why Should I Hire You? script.

  4. Master the Warm Introduction Referral System.

  5. Put together your Pencils & Baggies and learn how to present them. This is the simplest way to explain mutual funds and tax shelters.


Books

In addition to the books listed below, which you should start with, we have a comprehensive list of recommended books in our AdvisorFirst Goodread Group.

How to Win Friends and Influence People in the Digital Age by Dale Carnegie BOOK An adaptation of Dale Carnegie’s timeless classic for the digital age. This is perhaps the most important book in your career. People skills supersede all other skills.

Skill With People by Les Giblin BOOK Les Giblin's timeless classic has what you need to get on the fast track to success at home, at work, and in business. Communicate with impact. Influence with certainty. Listen with sensitivity.

The Art of Dealing with People by Les Giblin BOOK What is the one quality that all successful people have in common? They have mastered the art of dealing with people.

How to Master the Art of Selling Financial Services by Tom Hopkins BOOK This is based upon he original book that made Tom Hopkins famous, but with a focus on financial services. I believe still the best overall book on professional sales.des