Pay
Attention and Earn Trust
By Bill Bachrach, CSP & Steve Shapiro
Most of us in the financial services industry have been taught that persistence (a.k.a.
high-pressure sales and is mainly negative-emotions based) is our ticket to paradise,
but Trusted Advisors know the high-trust relationship (mainly inspiriting, positive-emotions
based) is the key. And two things kill trust faster than anything else does: pressuring
people and judging them. To listen, you must suspend your judgment and allow yourself
to be fully present with the other person.
 Marketing
the Real You
by C.J. Hayden, MCC
I often wonder how the practice began of pretending to be someone else in order to
market your business. You know what I'm talking about -- it's the marketing face,
the selling voice, that you often put on in order to attend a networking event or
make a sales call. Who taught you to do that?
Use
Leadership Principles to Improve Closing Ratios and Drive up Policyholder Retention!
by Michael Beck
This month we'll be discussing the fifth key to dynamic leadership: Worthwhile Purpose.
I believe that a Worthwhile Purpose is the most important of the leadership keys
in propelling someone towards success. Purpose is the ultimate motivator and compass.
Purpose is what allows us to overcome obstacles, no matter how large. Purpose is
what allows us to build and sustain dynamic teams. Purpose is what allows us to attain
goals we could only dream of in its absence.
 A
Revolutionary Fundraising
Opportunity - Life Settlements
by Jolene D. Fullerton
What is a Life Settlement? A Life Settlement is the sale of
an existing life insurance policy for a lump sum of cash that is more than the cash
surrender value. A life insurance policy is property, like a car, house, stocks and
bonds that can be legally sold in accordance with applicable laws. Through a Life
Settlement, a policy owner can realize value today from an asset that is generally
thought to only have a benefit when the insured passes away.
Successful
Succession
by Norm Trainor
The following is based on one of The Covenant Groupís clients, Rene Kropp.
All of the names and telling details have been changed to preserve client privacy.
Rene Kropp had his retirement plan all figured out: sell his business and move
to the country. Unfortunately, he got a rude shock when he tried to put his plan
into action. |
 |
 |
|
On
The Bus
(Fifth in a series of Nine Articles)
by Stan Hustad
In his new book Good to Great; Why Some Companies make the Leap &
and Others Don't, Collins begins with a simple principle; the business
that seeks to be great should get the right people on the bus, the wrong people off
the bus, and then get the right people in the right seats. This simple truth has
profound and extended applications.
 How
To Create Your Very Own Client Newsletter
by Don Pooley
So you're thinking of using a client newsletter. That's good, because there are lots
of reasons why you should. Here's the biggest: a monthly newsletter is the most cost-effective,
and versatile technique in your marketing toolbox.
7
Power-Packed Prospecting Pointers
by Bill Brooks
He that questioneth much shall learn much, said Francis Bacon.
Nowhere in sales is that statement truer than in the prospecting phase of selling.
As part of that strategy, let s examine a basic but important principle of value-based
selling.
Wholesalers
-Making The Most of Them
by Martin R. Baird
To some people in the financial services industry, the definition of wholesaler is:
A person who buys lunch, buys drinks and gives away free golf balls, shirts, etc.
The person to call and yell at when a transaction is not handled properly.
How
to Recruit and Train Your Clients to Become Advocates.
Part 2
by Michael E. Brizz, CMC
In Part One of Developing Clients into Advocates, two building blocks were highlighted.
The first was to identify potential advocates from your clients - centers of influence
who have extensive networks of contacts that fit your target profile. The second
was to become an indispensable resource by helping them in personally meaningful
ways. With this foundation in place, here are five steps to developing your clients
into advocates, and three tips for making it pay off more profitable.
Handle
Occasional Referral-Resistance With Ease Create an Unlimited Supply of High-Quality
Referrals
by Bill Cates
People, you included, bring a great deal of baggage to the referral process.
So, every now and then you'll find someone who is uncomfortable with you asking for
referrals. I suggest that you adopt an attitude of exploring obstacles.
|
|
