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JUNE, 2001 |
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This Newsletter is published by Financial Services Online, Inc. and distributed on a complimentary basis to members of NAIFA, subscribers of the Virtual Sales Assistant(TM) and selected other recipients. It is designed to provide financial service professionals an overview of the events and happenings that may affect their business. If you would like additional information on any items or the sources used, please e-mail us at e-news-list-admin@ e-news.fsonline.com.
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YOU DON'T HAVE TO SECEDE
TO SUCCEED
What do clients want? They want you to provide a means for them to be understood and cared for competently when you are gone. In most cases, this will mean designating your successor to continue giving your clients the contemporary professional services they have come to expect from you. |
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| MARKETING
MAGNETIC MARKET POSITIONING by Bruce R. Wright To be a success, you must develop a client centered, engaging message that differentiates you from your competitors. Determine your strengths and match these strengths to the needs of potential clients. THE RULE OF SEVEN FOR FINANCIAL ADVISORS by Stan Hustad The marketing rule of seven has its origins in the motion picture industry in the depression era. SEVEN THINGS EVERY PROFESSIONAL SHOULD KNOW ABOUT E-MAIL by Bill Ringle When you're using e-mail as a business tool, it helps to make key distinctions in your tools, techniques, and methods. COACHING POINT OF VIEW by Charli Lamont Williams If there is something in your life you donít like and you can change it, change it. If it is something you can't change, then change you attitude about it. HOW TO IMPROVE PERFORMANCE BY TAKING RISK by Jim McCormick The ability to take intelligent risks is an important ingredient in success and a huge determinant in anybody's level of achievement. |
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FINANCIAL
PLANNING COPING WITH TIME PRESSURE IN AN "I WANT IT NOW" WORLD by Kerry L. Johnson, Ph.D. We all have the same amount of time. We just choose to prioritize it differently. USING CREDENTIALS EFFECTIVELY by Edwin P. Morrow, CLU, ChFC, CFP, RFC When you're in competition with television ads, magazine full-color displays, and the omnipresent Internet, you can't take anything for granted. HOW TO ENHANCE YOUR CLIENTS' QUALITY OF LIFE by Bill Bachrach Nobody wastes their life days, weeks, months, or years at a time. Itís fifteen minutes here . . . a half-hour there . . . a few hours occasionally . . . that are easily wasted. YOU'VE GOT TWO SECONDS TO GAIN CREDIBILITY - HERE'S HOW by Larry Klein, CPA, MBA, Certified Senior Advisor In selling yourself, it's critical to realize that we live in a culture where prejudging is epidemic. Americans love to form opinions with almost none of the facts. SALES SKILLS HOW TO DEAL WITH ACCEPTANCE AND REJECTION by Dr. Tony Alessandra, Ph.D., CSP, CPAE Throughout the sales process, you should always be listening to the questions prospects ask you. They are clues to what the prospect is thinking. THE WORST MARKETING BLUNDERS EVER by Michael Lovas How many times have you conducted a marketing program that produced rotten results? Want to know what to do about it? In this article, we're going to look at the second Worst Marketing Blunder and figure out how to avoid it. THE STRESS DOC DEVELOPING A CADRE OF MOTIVATIONAL HUMORISTS PART II Mark Gorkin, LICSW Four varied organizational settings are highlighted in which the art and skills of a Motivational Humorist produced significant reduction in tension while facilitating more productive and cooperative team behavior. Key principles and techniques for each intervention are also provided. |
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