Wayne Cotton, CLU
CEO of Cotton Systems Ltd.
Advocis Member since 1968
Was a financial advisor for 28 years
Member - Million Dollar Round Table 30+ years
Qualifying member of MDRT, COT or TOT for 21 years
Has given over 1,000 industry keynote speeches or workshops
Spoken at many (LAMP, GAMA, LIMAC, GA) management events
Contributor of Precision Marketing in the Advocis Best Practices Manual

Author of:
  • The Precision Marketing Approach™ for strategic marketing
  • Precision Management Content for workshop presentations
  • The Agency Development Program for candidate referrals
  • The Cotton Agency Productivity System for agency building
  • BaseFlow and CareerView selection program for candidates
  • Fast-Track Selection program to get new advisors rolling fast
  • Registered Advisor Management (New Advisor Growth) Program
  • The Business Development Program™ referral presentation
  • The Cotton Client Acquisition System™ for new client building
  • The Principles of Growth™ for coaching financial advisor growth
  • The Registered Advisor Management Program™ for training advisors
  • The Precision Growth™ newsletter to accelerate established advisor growth
  • The Precision Leader™ newsletter for those that grow new or young advisors


    • Wayne’s career began in 1968 with a major life insurance company. Their dysfunctional success formula caused Wayne to mentally “quit” many times in his first five years. It was his incessant search for answers that caused him to begin developing the Cotton System in 1972. Thirty-five years later, Wayne continues to develop and perfect the system. Many advisors, both newer and established credit Cotton Systems for their survival and success.

    Over 30 companies have adopted the Cotton System as their process to develop young advisors into successful producers. Wayne has developed several tools and programs to help field managers recruit and select the right new candidates. His fast-track program guides new recruits to 30 client in 90 days and 100 in year one...with little or no joint field work. The transition to MDRT by Year Two is an extension of the Cotton fast-track program. Wayne is now building the model agency program. An early experience with this process resulted in a scratch organization to go from zero to fifteen new producers and six MDRT qualifiers in only two years. Their retention at the two year mark was 100%. Wayne believes it is high time we blew up the sacred cows attached to the old formula that never worked in the first place.