 Credibility Strategy
Part One
By Michael Lovas, C.Ht
The Rand Corporation and the federal government just dropped a bomb on the financial industry. Their new 228-page Report was released recently. It's titled: Investor and Industry Perspectives on Investment Advisers and Broker-Dealers. It contains some astounding revelations, including this - that clients do not see advisors in the same way advisors see themselves.
 Dangerous Knowledge:
What We Know Can Hurt Us
By Keith Rosen
I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertising vehicle. I called them with one intention, to place an order.
 Listening Power
By Scott Love
The way waiters and waitresses listen to my request is the same way that many of us listen to our employees. We kind of expect to know what the answer really is, but we rarely take time to think and just listen to what they have to say. We fail to empathize and instead anticipate what they are going to say because we think we already know what they want…so we give them water with ice when they asked for something else. We let our conditioned response get in the way of legitimate listening.
Plain Talk Makes Sales.
Fancy Talk Makes You Sound Lame.
Jeffrey Gitomer
You may think your industry buzzwords, sales jargon, and catchy phrases make you look "hip," even smart. Wrong, paradigm breath. In fact, they put you in a deficit position. When you wax worn out words, your prospect is downsizing your order. |
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 Are You Recruiting?
By Edwin P. Morrow, CLU, ChFC, CEP, CFP®, RFC® CEO
Is it your goal to recruit or add associates to your organization? If so, the new course offering from the International Association of Registered Financial Consultants (IARFC) will be of interest. The Financial Planning Process ™ curriculum presents a very significant potential.
Working Beyond Age 70.5 – A Bonanza for Retirement Plan Owners
By Kevin J. Sigler, PhD, CFP Retirement Plan owners who have used a tax-deferred retirement accounts such as traditional IRAs, 401(k), 403(b) or 457 plans must begin taking minimum distributions soon after reaching age 70.5. Normally, the plan owner commences minimum distributions by December 31st of the year in which he turns age 70.5 years.
 Finally, a Prospectus that Investors Can Read and Understand: What Summary Prospectus Means to Investors
By Len Driscoll
In an effort to minimize increasing fulfillment costs, fund companies have been combining multiple fund prospectuses into a phone-book-sized "one-size-fits-all" document distributed in a single mass mailing.
 Consultative Selling for Nichepreneurs™
by Susan A. Friedmann
Achieving Riches in Niches means occupying a dual role: acting first as a skilled professional, you must also be a powerful, effective sales force. Not only do you perform the services your clients value, but you promote and market yourself as the best place to obtain those services. |
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