January, 2001

SALES SUCCESS Exceed Expectations, Reap Referrals by Bill Bachrach Getting regular, quality referrals can be compared to the legendary quest for the holy grail: only the pure of heart need try. The Master Keys of Selling: Asking and Listening by Bill Brooks The best way to boost customer impact is to cultivate an empathy for the customer and to understand his or her needs, interests, and desires, and to know how to get them what they want. How to Provide Unforgettable Service to Men and Women by Eileen O. Brownell Just how should we approach men and women as customers? The most fitting approach can be established by understanding the differences between men and women and how each addresses the buying, problem solving and communicating process in a totally different manner.

REVIEW OF THE MONTH Get to the Future First Here's how you do it. . .   Where can you learn the specific steps required to jump to the next level?

"THE STRESS DOC" From Emancipation Procrastination to Habit Transformation by Mark Gorkin, LICSW With the New Year on the horizon, let me pose a traditional question: how do you break a self-defeating habit and build a self-affirming and strengthening one?

PERSONAL GROWTH I Have a Hunch by Charli Lamont Williams For more than a decade I have been working with successful business professionals in the financial services industry. In all that time, absolutely every one of my clients has told me about their hunches, intuition, guardian angels, or their "gut" reactions. Doctors are Using Leeches Again...AVOID THEM! What's Bugging You? by Michael Crow Have you ever had a day when you want to throw your computer out of the window? No matter what you do, you cannot get to grips with the new software - or perhaps the thing just keeps crashing.

BRILLIANCE AT THE GATE by Jim McCarty CLU, RHU, LUTCF Genghis Khan was a brilliant Mongol warrior leader who possibly could have met defeat if the Chinese in Beijing would have focused their attention on the one main thing. That is, keeping a vigilant watch on their front gate.

The End Is Near; Are You Prepared? by Martin R. Baird The year 2000 has come to an end. But as the financial services industry and our economy evolve, there's another end approaching. The economy is changing, or has changed, and that is going to affect the way you do business.

A Simple Rule to Create the Best Headlines: The 100 to 1 Rule by Jeffrey Dobkin The rule all copywriters use but don't tell you about. It's the reason great copywriters get paid so much money.

The Power of Niche Marketing by Kevin Lawrence, Business Building Coach Become an "expert" by focusing on a specific field or market.

New Thinking for the New Year - Become the person you would love to have for a client! by Stan Hustad The new year is upon us and that usually leads to new intentions. One of the best marketing strategies you can adopt this year is to resolve to be the kind of person you would love to have for a client.

How To Triple Your Sales. . . Nine techniques from the world's top producers by Kerry L. Johnson, Ph.D. Super-producers all have specific and unique characteristics in common. Yet, they are simplistically innovative and enormously persistent. These top pros also have a "down to Earth" sales approach that seems so up-front that one would wonder if all the "advanced sales experts" will wind up teaching in a secretarial school after too many years of confusing their clients.

Success Rituals of Top Producers Ritual #7: The Power of Goal Setting by Joseph Lukacs The financial service business is rapidly changing, and you are faced with more decisions, meetings, activities, deadlines, etc. I believe the key to success in your business and in your personal life is a goal setting process.

Communicating With Senior Prospects by Steve Moeller Since people over 60 control over 80% of this country s assets, you should be sure your marketing message is heard loud and clear. Here are six key points to keep in mind when communicating with older prospects.

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