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 Purposeful
and Playful Workshop Exercises and Strategies:
The Art of Practicing Safe Stress
by Mark Gorkin, LICSW
More than ever, people are looking for tools, techniques and
tips for getting a home and work life handle on stress and conflict
and folks want to be energized and synergized: to be part of a
vital organizational process and product whereby the whole and
parts truly work together and provide mutual support.
Creating
a Compelling Sales Presentation
by Mary Anne Wihbey
How many times have you presented your financial products to a
prospect and they suddenly lost interest? Perhaps they acted interested
and then suddenly there was no budget or maybe they needed more
time to think about your product. Did you wonder where you went
wrong?
 How
to Stand Out from the Crowd
(Part II)
by Michael Lovas
Pamela Holloway
In our business, we talk with advisors from all over the US and
Canada all the time. There is an amazing truth about them; while
they all believe they're different and better from their competitors,
they're not. Many professionals offer products and services just
like yours, and you all reach out to the same target market(s).
Chances are, from the client's perspective, advisors look like
boxes of cereal ó all the same. In the eyes of your target market,
none is different or better than any one else. What an opportunity!
Imagine the possibilities!
Personal
Wealth Retention in America
by Ray Chodos
The mastery of asset protection, estate planning as well as tax
minimization lies in the family becoming educated and adaptive to
concepts rather than simply handing a problem issue over to an advisor
to ìfixî and then continue to do business as usual. Considering
what is involved in becoming financially well off and how few of
the world's population ever achieve this state; can we afford not
to understand asset protection planning? Learn from yesterday,
plan for tomorrow, live for today.
 Growing
by Acquiring
by Norm Trainor
The following is based on one of The Covenant Group's clients, Guy
Katz. All of the names and telling details have been changed to
preserve client privacy.
While revising his business plan earlier in the
year, Guy Katz had come up with the exciting idea of increasing
his revenue by acquiring an existing business. What he didn't
know was that if he didn't do it right, he'd risk losing rather
than making money.
The
Brand Called You
by Steven Van Yoder
Every company has a reputation.
Everyone you meet will form an opinion about your company, even
if they have not done business with you yet. The challenge is
to manage your reputation so that the opinion that people have
of you is positive. This is what creates a brand.
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Accounts
Receivable-Business Continuation Plan (the ABC Plan)
by Scott Cavitt and Roccy DeFrancesco
Creative advisors are showing their small business owner clients
a unique plan that provides business continuation, income tax
reduction and asset protection benefits.
You
Make The Call
by Bill Bachrach
One mark of a successful financial advisor is
a constant flow of referrals, which obliterates the need for painful
cold calling.
What
Ya Got! Deciding on your product and service offering
(Seventh in a series of Nine Articles)
by Stan Hustad
ìWhat ya got?î is what he said to me. When I first began my business
I did what most people have to do. I received a recommendation
and made a call to a prospect. The prospect was a professional
sales person and immediately sensed what I was doing. Having been
there himself he did not want to hang up, but he quickly cut me
off and asked, ìWhat you got?î
Freedom
of Speech Will Not Be Allowed!
by Martin R. Baird
I've decided freedom of speech will be reserved for flag burners
and pornographers. It's amazing that someone can burn our country's
flag, but the press cannot interview a financial advisor unless
the writer will let compliance review the story before it's printed.
 Why
Do So Many Salespeople Fail To Get It?
by Bill Brooks
Saying the wrong things is not so easy to analyze. Failure to
listen, an insensitivity to the real issues, improperly applied
knowledge, an inability to understand and subsequently communicate
the real issues related to why someone would want to buy their
product or service ñ the list is virtually endless. Bottom line.
What does this really boil down to anyway? Get ìitî and you'll
sell well.
New
Regs Clarify Existing Law
by Paul M. League, QFP, CFP
419 Plans, "arrangements" in government speak, are best known
by employers for both the tax deductions & the benefits they provide.
The key benefits of 419 Plans are most often the death & severance
benefits to business owners & their valued employees, with the
central advantage to business owners being the ability to use
business entity resources (on a tax deductible basis), for the
purpose of providing post retirement resources back to the individual
(owner) at more favorable, reduced tax bracket levels.
The
"Secret" to Getting all of the New
Referrals You Deserve
by Daryl T. Logullo
One of the biggest hindrances to asking for
and getting more client or customer referrals is what I call the
"Damage Verge." Human nature being what it is, most people are
uncomfortable asking a client or customer for a referral. It doesn't
matter if it's a family member or business associate. We feel
downright awkward. Why?
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