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Massachusetts Mutual Life Insurance Company and affiliated companies
Springfield MA 01111-0001
MassMutual Financial Group is a marketing designation (or fleet name) for Massachusetts
Mutual Life Insurance Company (Mass Mutual) and its subsidiaries.
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"Why
You?" - Professional Identity Branding
William Willard, President, Market Planing-Plus
Your "brand" - reputation,
integrity, performance, credentials, distinctive competencies and other important
factors - shows in everything you do and differentiates you from your competition.
Establish your brand up front: in conversation, in writing and in everything you
make people think about. |
 Retention is a Problem That
Won't Go Away
by John
Boe
What are the critical factors
that contribute to the retention of top producing salespeople? Why are some sales
managers able to consistently recruit and retain quality salespeople, while other
managers have a revolving door?
Avoiding
Failed Phone Calls
by Joe
Lukacs
When calling prospects, are you
reading a script? Surfing the internet? Talking between sips of coffee? For most
brokers, cold calling means simply picking up the phone and dialing the next name
on a list. But you wouldn't meet a prospect in person without preparing, so why treat
phone calls as any less important?
What
Business Are You Really In?
by
Bill Brooks
The truth is that
far too many people believe they are in the wrong business! Let's go further. Ask
a salesperson what they sell, and wanting to appear knowledgeable they'll say, "I
sell myself." Others will say, "I sell value."
Keys to Referral Marketing
by Kirk
Lowe, President, Freedomarketing
Referral marketing is as much a science as it is an art. There are intangibles that
are difficult to put your finger on. For reasons we can't be sure of or measure,
some professionals just get referred more often than others. It could be their level
of confidence, their look or image or simply their charisma. That's the ART of getting
referred, the intangibles, there's no school or certificate.
Double Your Income
with World-Class Time Management
by
Donald
Moine, Ph.D
Does the title to this article sound too bold? Actually, if anything, I am
under-reporting the return you will get from massively improved time management.
In the interest of truth and honesty, my compliance department is telling me I need
to title this article, "How to Triple or Quadruple Your Income with World Class
Time Management."
Are Your Clients Holding You Back?
by Norm Trainor
After ten years as an advisor, Joe Lee was poised to take his business to the next
level, but something stubborn was holding him back.
 Get It Done Today - Stop
Procrastinating!
by Bill
Bachrach
Today is the day you
have the most control over. Not tomorrow, not next week or next month. The sooner
you realize that, the sooner you can do whatever it takes to get the results you
want. You can't let today slip away from you as you shuffle papers, and are doing
things that should be delegated to someone else. |
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Does
Your Website Content Work For You?
by Edwin P. Morrow, CLU, ChFC, CFP, RFC
Every major company and professional
firm has a website, an electronic billboard. Your professional qualifications, knowledge
and services are available for review by other advisors seeking to confirm a working
relationship. When you have approached an upscale client, if they are online, it
is not unlikely that even while you are talking, they will go to the web to look
you up. No Website - No Image! Poor Website - Poor Image.
ELP
by
John H. Melchinger
 A
bad economy for three years straight with no end in sight makes people hunker down
and start thinking-or realize they should. Recent headlines, news articles and studies
by many companies show evidence to this effect.
The Changing Language of Long Term
Care
(The third article in the series) by Laurel Stauffer-Daly, CLU, ChFC, LUTCF
Continuing with our dictionary, this article looks at terminology beginning with
the letters I through L. These words are commonly found in Long Term Care coverage
and/or used in the senior care field.
Restrictive Covenants and Key Employees
by Ray
Chodos
The best of employees will at
least consider going into business for themselves at some point. The motivation is
generally financial as well as recognition and challenge. A mature successful business
faces these employee challenges perpetually. Creative structured employment arrangements
enable a talented and dedicated employee to feel like they are self employed and
have unlimited earning capability.
Chapter
5: How
To Effectively Measure The High-Trust Client Relationship
Your high-trust client
relationships don't expect you to predict the market, interest rates, world economics,
or all the other things you both know you have no control over. No client is happy
when performance isn't good, but your great clients don't blame you.
Why
Financial Seminars are terrible and what to do about it! Part III
by Michael Lovas
This article introduces
a question of ethics. You can use the skills you learn here to manipulate people,
or you can use them to greatly improve the clarity of your communication. To get
the most benefit, simply read the article three times.
To Flourish, Focus
by Larry Klein
Diversification May
Be A Wise Investment Practice.But It's Lousy For Your Financial Planning Practice |
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