© Copyright 2002		Finally, A Client Brochure for Life Settlements! Financial Professionals now have a great way to introduce the concept of a Life Settlement to their clients. The brochure covers the basic features and benefits of a Life Settlement from the client's perspective. Some of the aspects covered are: What is a Life Settlement? When to consider a Life Settlement? How does a Life Settlement work? Client Testimonials Client's Perspective Case Examples The brochure also has a company stamp area for you to add your contact information. Many producers are sending the brochure to all their clients over age 70. This creates new selling opportunities to use the proceeds to fund needed annuities and LTC. Agent Kits, Powerpoint Presentations, and Blastfax documents with your contact information are also available upon request. Call Advanced Settlements today to tell us how many Life Settlement Client Brochures you need! THEY ARE FREE!!! 1 (800) 561-4148 NOVEMBER, 2002 People Leave Managers, Not Companies: How To Increase Employee Retention by Thomas McKee Employee attrition is running wild in today's tight labor market; however, the companies that keep their employees have found that what matters most is not the pay, benefits, or perks, but the quality of the relationship between employees and their direct supervisors. The bottom line is that people leave managers, not companies. Someone Isn't Coming Home by Jim McCarty CLU, RHU, LUTCF, RFC No one has a lease on life. In light of this, you must set a foundation for your clients' financial futures with a bedrock of life insurance regardless of their age or marital status. Because, some day, someone isn't coming home! Can I Succeed Telling the Truth? by Bill Bachrach Why do so many financial advisors rationalize, justify, slightly exaggerate, sugar coat it, or simply tell prospects/clients whatever they want to hear? Too many believe that's what they have to do to succeed or maybe even survive in this market. Sales Training Tips from the Trenches by John Boe If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse. Experienced salespeople are often reluctant to take time away from their busy schedule for training and as a result, over time, become less productive. How To Present Your Product With No Resistance by Bill Brooks How well do you tell your sales story? With power, believability and behavior? How effective are you at virtually guaranteeing that your prospect will become a customer? In order to do this successfully there are two simple principles to keep in mind, no matter what you are selling. Building Your Business In Difficult Times by Stan Hustad, Performance Coach Years ago Scott Peck began his best selling book, The Road less Traveled, with the simple statement, "Life Is Difficult." That truth is liberating. It tells us that adversity and difficulty are part of the human condition. Getting the Word Out - Building Relationships with Potential Customers by William L. Willard, CLU Communicating with qualified prospects is more than perfunctory pre-approach letters and hit-or-miss phone follow-ups. It's about building relationships. Or it can be...make that it better be! Conventional Recruiting, The Sacred Cow that must die! by Roy Bredholt, Jr. CFP Any sales manager in the financial services industry knows that there isn't a challenge or a quota that can't be overcome by effective recruiting. Unfortunately, most follow a conventional model that at its best is hit and miss and at its worst creates the "revolving door" syndrome. Creating a contrast with that model is the way to succeed. Planning Is Working! by Edwin P. Morrow, CLU, ChFC, CFP, RFC In the midst of major and continuous stock market declines you'd expect doom and gloom among the nation's independent financial advisors. How to Analyze Your Client Base…and other critical factors to make your practice exceptionally profitable by John H. Melchinger The more similar the buyer and provider, the more likely a positive outcome, a mutually profitable relationship. The dilemma is that most marketers cannot determine what characteristics need to be matched between buyer and seller, especially in the sale of non-tangible products and professional services. You're fired! By the real boss - your customer by Jeffrey Gitomer Presto -- every customer returns for a second dose of whatever you sell or serve. Is that the reality? Or have you sold them once, and then got fired (and now they're being served by your competition). You see, people don't stop doing business, they just stop doing business with you. Each of us has lost a customer or ten in our business career. Why? Lots of reasons. We all know what to do, problem is we just don't do it. So Who's Normal? by David Rohlander Have you ever asked yourself, "Why isn't everyone normal like me?" Well, if you have, you are not alone. Most of recorded history is replete with stories of people trying to figure out why people behave the way they do and how to predict and handle those weird and strange ones that are so very different than "me." The Sin of Laziness by Martin R. Baird I wanted to use the word sloth but I thought some people would be offended, so I made it plain old laziness. I would be retired now if I had a dollar each time someone told me, "I used to do that." In every city where we give presentations, people come up to me and tell me that they use to-but they got busy and they stopped. Or my favorite excuse - "I forgot!" Putting Your Clients to Work by Norm Trainor Chuck, a reasonably successful 46-year-old advisor who'd been in the business 20 years, felt he'd fallen behind his peers who all seemed to work less than he did and get better results. His plan for taking his business to the next level involved creating what he called 'raving fans'.