How LEAP Transformed Dewane Lewis’s Approach to Financial Planning

Being competitive often requires adapting to new tools and techniques and embracing revolutionary systems that can redefine the entire approach to business. For Dewane Lewis LUTCF FSS CLF, a seasoned financial professional with 28 years of experience, the introduction of LEAP (Lifetime Economic Acceleration Process) was more than just an update to his toolkit—it was a transformative experience that fundamentally changed how he does business.

From Traditional Planning to Comprehensive Wealth Building

Dewane's career began with a focus on traditional needs-based planning. For nearly three decades, he used a system called Financial Profiles, which centered around fulfilling immediate client needs through life insurance, annuities, and other financial products. This successful method built a solid foundation for Dewane’s business and established his reputation in the industry. However, everything changed when Dewane transitioned to Penn Mutual, one of the industry's leading whole life insurance carriers.

Upon joining Penn Mutual, Dewane was introduced to the LEAP system. Initially unfamiliar with this comprehensive planning process, Dewane’s curiosity was piqued when he was advised to explore LEAP before continuing with his traditional methods. This suggestion led him and his leadership team to a LEAP conference in Chicago, where Bob Castiglione, the founder of the LEAP system, introduced them to the system.

The Chicago Conference: A Turning Point

The Chicago conference proved to be a watershed moment for Dewane and his team. As Dewane recounts, Bob Castiglione's presentation opened his eyes to concepts and ideas he had never encountered before, even after nearly three decades in the business. The LEAP system was unlike anything he had ever seen—a comprehensive approach that covered every aspect of financial planning, from prospecting to implementation and service.

What struck Dewane the most was how the system provided a complete process that addressed client needs and enhanced financial advisors' overall productivity. The concepts and methodologies introduced through LEAP were so compelling that Dewane and his leadership team decided to integrate LEAP into their business model. This decision began a new era for Dewane’s practice, characterized by a significant shift in focus from traditional planning to comprehensive wealth building.

The Impact of LEAP: A Tenfold Increase in Productivity

One of the most profound changes that LEAP brought to Dewane’s business was in productivity. Prior to adopting LEAP, Dewane’s firm had an average case size of around $1,200 in annual premiums. However, after implementing LEAP, the average case size skyrocketed to well over $25,000 per year. This dramatic increase in case size is a testament to the effectiveness of the LEAP process, which enables advisors to deliver more value to their clients by focusing on long-term wealth accumulation rather than just immediate needs.

The impact of LEAP didn’t stop at increased productivity. It also fundamentally changed the way Dewane and his team approached client relationships. Whereas traditional planning often left clients with limited income streams in retirement, the LEAP system empowered Dewane’s firm to help clients build multiple sources of income, ensuring a more secure and prosperous retirement. This holistic approach to financial planning resonated deeply with clients, leading to a significant increase in referrals.

Meeting Trent Fortner: A Serendipitous Encounter

As Dewane and his team began to explore LEAP more deeply, they encountered challenges typical of any new adoption. As a new firm with no prior experience in LEAP, they were essentially learning as they went. It was during this time that a fortuitous introduction was made—one that would further solidify the firm’s commitment to LEAP.

Ande Frazier, then president of LEAP, suggested that Dewane meet Trent Fortner, a local LEAP expert in Nashville. Despite living just a mile and a half apart, Dewane and Trent had only crossed paths at this point. Their meeting over breakfast turned out to be another pivotal moment. Trent’s deep understanding of the LEAP system and his ability to ask insightful questions left a lasting impression on Dewane. This meeting validated Dewane’s decision to adopt the approach and provided him with the guidance and support needed to integrate the system into his practice fully.

A New Era of Financial Planning

Today, Dewane’s business stands as a testament to the power of the LEAP system. The transition from traditional needs-based planning to a comprehensive wealth- building approach has not only enhanced the value delivered to clients, but it has also created a business model that thrives on referrals. The once-prevalent challenges of prospecting have all but disappeared, replaced by a steady stream of clients who are drawn to the holistic and practical solutions offered through LEAP.

In reflecting on his journey, Dewane highlights the profound impact that LEAP has had on both his professional life and the lives of his clients. The system’s ability to provide a complete end-to-end solution has redefined what it means to be a financial advisor in today’s complex economic landscape. For Dewane and many others like him, LEAP isn’t just a tool—it’s a game-changer that has unlocked new levels of success and client satisfaction.

Conclusion

The story of Dewane Lewis and his transformation through LEAP is a powerful example of how embracing innovative processes can revolutionize a business. By shifting from traditional planning to a comprehensive client-centric approach, Dewane has increased his firm’s productivity and created lasting value for his clients. The lesson for financial advisors looking to elevate their practice is clear: the proper process can make all the difference. And for Dewane, that process is LEAP.