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About NAIFA |
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| FINANCIAL
PROFESSIONAL
Your Top Ten Report by Edwin P. Morrow, CLU, ChFC, CFP, RFC Focus, Focus, Focus! It is the key to improving profitability in your practice. But what to focus on - that's the question. The answer is derived from the following query, "What is the true source of your income?" SELLING SKILLS How To Create Your Own Creativity by Bill Brooks  The
ability to be creative with solutions, prospecting or working with customers has
always been a key skill for any salesperson to possess. Being creative will allow
you to revitalize your sales career tenfold because you will instantly find yourself
becoming more able to provide your prospect with new and innovative ways to solve
their problems or improve their situation.
Deadline Selling Can Kill Your Business by Norm Trainor Drop the hard-sell approach and instead focused on building relationships, and creating urgency and action by discovering, developing and appealing to your clients' own internal agendas.  Extraordinary Production by Robert M. Nelson I have spent most of my career observing and learning from industry leaders. In the beginning, I was candidly looking for "the" secret to extraordinary production. What was it that separated me from them (besides the obvious at the time)? WEALTH PRESERVATION Professional Marketing is Vital by Ray Chodos and Adam Chodos, Esq., CPA It is not unusual to see two CPA firms in the same general market and locations have significantly different practices and economic results. Marketing skill and expertise may well be the single most important factor in the financial success of a CPA firm. THE STRESS DOC Rebounding from Psychic Regression and Economic Recession by Mark Gorkin, LICSW As most of us in the Convention Management and Hospitality Industries can attest, the past year has been fraught with challenges and crises. In response to terrorism, biochemical scares, government security warnings and economic downturn the public in general, as well as associations and their members, have battened down the hatches: tourism, travel and conference participation have, until very recently, all been fairly depressed. PSYCHOLOGICAL MARKETING Values - What you don't know could be dangerous to your wealth Michael Lovas, C.Ht. In sales, marketing, counseling, therapy and even everyday conversation, one of the classic mistakes most people make is to project our own values into the other person, or as many advisors have been taught, to elicit what we mistakenly assume are the values of the other person. |
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TRUSTED
ADVISOR
ADVISOR MARKETING The Pasta Principle - A True Sin by Martin R. Baird This is one of my favorite marketing adages: "Let's throw it against the wall and see what sticks!" We have a bunch of ideas and we don't know enough about our target market to make educated decisions, so we waste time, energy and money trying a variety of ideas to see what the market wants. YOU MAKE THE DIFFERENCE A Pig Carrying Baseballs Can Help You Build Your Business by Stan Hustad, Performance Coach A few miles from where I live a very average minor league baseball team draws enthusiastic, often sell out crowds. The team plays in the shadows of a major league operation, yet the entrepreneurs who sponsor the team have a very successful enterprise because they understand some 21st century marketing secrets. COMMUNICATION The Dilemma of Too Many Choices How to Make Your Slides Work for You by Steve Kaye, Ph.D. When you go out, do you wear all of the clothes in your closet? You know, do you wear all of your shirts, tops, blouses, pants, slacks, skirts, ties, scarfs at the same time? Of course, you realize that would make you look ridiculous besides somewhat bulky. So, you don't. You wear one outfit that makes you look good. BUILDING YOUR BUSINESS Incorporating the Internet into Building Client Relationships--Issue 3 by Kirk Lowe One of the best ways to keep clients is to have strong relationships built on trust, understanding, caring and appreciation. How do you do this you might ask? You need to effectively communicate with your clients regularly. There are many ways you communicate with your clients: meetings, phone calls, seminars, gestures and mail to name a few. THE MARKETING COACH TROPODS - The Strongest Basis for Thinking and Speaking by John H. Melchinger Will Rogers said, " It isn't what you don't know that hurts you. It's what you know for sure . . . that just ain't so." In this one statement, Will cautions against blind acceptance of what may well be myths, misinformation, or downright lies. He wants us to examine our beliefs for accuracy and appropriateness. We owe the future our vigilance now. SELLING INSURANCE LIKE CRAZY How To Use Your USP To Blow Away The Competition! by Ken Varga "What's in it for me?" This is the question every person asks himself or herself, either consciously, or subconsciously any time he or she buys or considers buying a product or service, regardless of how large or how small. To prospects and customers alike, it's the most important question in their minds, and how you answer it will affect the success of your agency, practice, or career. |
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