communication: Now More Than Ever, Referrals = Business - 07/09/09 02:05 AM
Back in the “old days,” when I was an agent at Jon Douglas Company, Jon Douglas would frequently talk about the importance of staying in touch with people. This was before computers took over our business, and Jack (as he’s known) would say, "You need to go through your Rolodex, card by card, and keep calling people so that everyone hears from you on a regular basis. When you reach the end, start over." He called these “warm calls.”
He was talking about creating referral business, and although the technology has changed, the facts have not. The main element of Jack’s … (5 comments)

communication: Moments of Truth - 05/06/09 06:06 AM
That moment of truth – that instant that you make a decision, you change direction, you see clearly, and you know where you are going. We all have them, and so do our clients. For clients, the moment of truth is that time when they:
Choose your services above others, Choose to continue using your services after having worked with you, or Choose to use your services again, and recommend you to their friends. That sounds like getting to a moment of truth is a good thing, so how do you make it happen? Obviously, you can't impose a moment of … (3 comments)

communication: The Real Power of Rapport - 11/11/08 06:09 AM
Who doesn't like to be with people they know and feel comfortable with? Of course we do. Over time we build a rapport – a feeling of comfort and trust – with our circle of friends and close business associates. If one of them recommends a movie, we'll probably see it. If they tell us about a great restaurant, we might try it next time we go out for dinner. And if they share a good experience with a plumber or a doctor, we will be influenced by that when we have a leaking pipe or a bad cough.
We have … (10 comments)

communication: TOP TEN PROFIT HOLES - 02/06/08 05:44 AM
TOP TEN PROFIT HOLES!*****************************************************************1. PROCRASTINATIONNothing happens without ACTION!" Decide what needs to be done and do it. Take the biggest thing you are procrastinating on each day and handle it first before anything else.2. WORKING WITH ANYONE WHO IS BREATHINGQualify, Qualify, Qualify! Identify the "Ideal Client" and work only with them.3. OVERPRICED INVENTORYImprove your presentation to price better up front. Create strategy for price reductions sooner then later.4. SPENDING TOO MUCH TIME ON:Income Servicing Activities and too little time on Income Producing Activities:- 80% of your time ought to be on "Income Producing" activities- 20% of your time ought to be … (3 comments)