Part II: Gathering Information

Most of us are sales people when you get right down to it. Our job is to sell our services - and ourselves - as we strive to add more clients to our existing book of business. The unfortunate fact is that most of us are in such a hurry to sell our services that, in the process, we forget to do the most important thing relative to sales, and we end up out there on our own searching for "a sale."

Remember the quote from Bill Gates? The most important thing we can do is gather as much information as possible and understand what our customers need. From there, we can construct a presentation that has a high probability of giving them exactly what they want and hitting the bull's eye.

We've all heard of The Golden Rule, "Do unto others as you would have them do unto you." I prefer to consider The Platinum Rule^TM* which states, "Do unto others the way they would want you to do unto them."

The only way to accomplish this is by asking intelligent questions up front when speaking to clients and making a better effort to understand them. Here are some examples of questions you should be asking clients at your first meeting:

1. What are your hobbies?

2. Do you have a clearly defined investment strategy?

3. Would you consider your investment strategy to be conservative, moderate, or aggressive?

4. How old do you want to be when you are financially independent and completely debt free?

5. Do you currently have a college fund set up for your children?

6. What is most important to you about the relationship you are seeking with someone in my profession?

7. What is your preferred form of communication during this process?

8. What's the most important thing in your life?

9. What drives you and why do you do what you do?

10. What are your financial goals and what do you want to accomplish by achieving them? 

If you had honest answers to all of the questions listed above, on every one of your clients, wouldn't you stand a better chance of being able to provide them with what they need, thereby ensuring they will be clients for life? Wouldn't they also refer more of their family, friends, and co-workers to you?

We all want to be succesful in whatever our chosen profession is.  But what drives most of us is what we want to do with that success.  Find out what truly drives your clients and share their dreams.  Then help them to accomplish them.  We are in a unique position to be able to do that. 

At the end of the day the focus needs to be on the relationship first and the transaction second.  The transaction should be crafted to HELP YOUR CLIENT to achieve their dreams and goals.  That is the foundation for truly establishing a client for life.  Put the needs of others before your own ambitions. 

By doing that the transactions will come.

* The Platinum Rule^TM is a registered trademark of Dr. Tony Alessandra.

Some days are much harder to get through than others.  Here's a little piece that helps me to keep shooting to attain greatness (with humility).  It helps in establishing relationships that are mutually beneficial.

I PROMISE.....

To be so strong that nothing can disturb my peace of mind.

To talk health, happiness, and prosperity to every person I meet.

To make all my friends feel that there is something worthwhile in them.

To look at the sunny side of everything and make my optimism come true.

To think only of the best, to work only for the best and to expect only the best.

To be just as enthusiastic about the success of others as I am about my own.

To forget the mistakes of the past and press on to the greater achievements of the future.

To wear a cheerful expression at all times and give a smile to every living creature I meet.

To give so much time to improving myself that I have no time to criticize others.

To be too large for worry, too noble for anger, too strong for fear, and too happy to permit the presence of trouble.

To think well of myself and to proclaim this fact to the world, not in loud word, but in great deeds.

To live in the faith that the whole world is on my side, so long as I am true to the best that is in me.

(Christian D. Larson - Modified by The Secret 2007)

To all,

It was brought to my attention the link to get to your representatives info didn't work (Thanks Sean).  Try this one http://www.elections.il.gov/DistrictLocator/SelectSearchType.aspx?NavLink=1 If that doesnt work just go the Illinois General Assembly main website and at the bottom of the home page under "Miscellaneous Site Items" click on "Legislator Lookup"

Shawn

This is as of June 1, 2007

SB1674 - passed the House on May 30, 2006 by a narrow margin and then moved to the Senate. The bill went into Rules Committee where it became bogged down because of the phone calls and many questions that could not be answered. Thus the bill did not come out of committee, which resulted in it not being voted on in the Senate.

For the bill to enacted it would take a 3/5 majority vote not a simple majority vote, which is a great success for us. We anticipate there will be recommendations for changes and looking to make the law more palatable, so stay tuned.

HB1478 is on hold until further notice. In order for this bill to brought forward and be enacted it would take a 3/5 majority in both the House and Senate.

4050 Rules - the closing date has come and gone for comments. These are still active and we will watch closely if the final rules are filed for JCAR to vote on them. We will keep you informed if we need to start up the phone calls again to the JCAR members.

Keep the communications to your representatives going.  Let them know how you feel.  Urge all you know to do the same and educate the public concerning the potential damage to the industry this could cause.

Results of negotiation with Speaker Madigan   Speaker Madigan has moved HB1478 and 4050 Rules into one piece of legislation, SB1674, sponsored by Representative Joe Lyon, to make it an issue that will go through the House and Senate before the end of the day, May 31. If this legislation does not pass by then, it will take 3/5 majority instead of simple majority starting June 1, 2007.  We need your help NOW to make these calls and asking for a no vote.

We were presented the actual legislation for the first time at 11:15am on Tuesday, May 29. (What does that tell you?)Larry Gold, Legal Counsel; Jeff Glass, Lobbyist and Marve Stockert, on behalf of the industry met with Speaker Madigan's staff yesterday after we saw the legislation. We gave them alternatives to make the legislation work and we were told that if we did not endorse the bill or at least stay neutral that they were going to remove a $900. roll back of the licensing fees, which was not going to be guaranteed past July of 2008, he in fact did remove the roll back in the version going through the House. We said no and laid out our alternatives and at 7:30pm last night we were told that the Speaker was not interested in any alternatives and that he was going to proceed.

1) There is a fiduciary responsibility on all loans in the state of Illinois, thus private right of action by the consumer, charges by Attorney General or IDFPR can be levied against your personal assets.

2) Stated income loans as we know them to day are gone in the state of Illinois

3) Counseling as was in the new 4050 rules that we made comments on, thus the real estate system will implode.

4) There are many other items, but these are the main three items

5) The full version of SB1674 will be on the front page of our website by Noon today.    Thus we are at this point now, the legislation is going through the House today and we have to make calls now. We are sorry that we don?t have more time, but yesterday is the first anyone saw of this legislation as it is written.   Call your House members and your Senator now!!!!  I'M TALKING RIGHT THIS MINUTE!!! THEY'RE GOING INTO SESSION THIS MORNING!!  DROP EVERYTHING AND CALL RIGHT NOW!!!

Go to: http://www.iamb.org/
Click on PAC/Find A Legislator
Click on Legislator Search
Type in your address and your Representatives and Senators  will come up.

Results of negotiation with Speaker Madigan   Speaker Madigan has moved HB1478 and 4050 Rules into one piece of legislation, SB1674, sponsored by Representative Joe Lyon, to make it an issue that will go through the House and Senate before the end of the day, May 31. If this legislation does not pass by then, it will take 3/5 majority instead of simple majority starting June 1, 2007.  We need your help NOW to make these calls and asking for a no vote.

We were presented the actual legislation for the first time at 11:15am on Tuesday, May 29. (What does that tell you?)Larry Gold, Legal Counsel; Jeff Glass, Lobbyist and Marve Stockert, on behalf of the industry met with Speaker Madigan's staff yesterday after we saw the legislation. We gave them alternatives to make the legislation work and we were told that if we did not endorse the bill or at least stay neutral that they were going to remove a $900. roll back of the licensing fees, which was not going to be guaranteed past July of 2008, he in fact did remove the roll back in the version going through the House. We said no and laid out our alternatives and at 7:30pm last night we were told that the Speaker was not interested in any alternatives and that he was going to proceed.

1) There is a fiduciary responsibility on all loans in the state of Illinois, thus private right of action by the consumer, charges by Attorney General or IDFPR can be levied against your personal assets.

2) Stated income loans as we know them to day are gone in the state of Illinois

3) Counseling as was in the new 4050 rules that we made comments on, thus the real estate system will implode.

4) There are many other items, but these are the main three items

5) The full version of SB1674 will be on the front page of our website by Noon today.    Thus we are at this point now, the legislation is going through the House today and we have to make calls now. We are sorry that we don?t have more time, but yesterday is the first anyone saw of this legislation as it is written.   Call your House members and your Senator now!!!!  I'M TALKING RIGHT THIS MINUTE!!! THEY'RE GOING INTO SESSION THIS MORNING!!  DROP EVERYTHING AND CALL RIGHT NOW!!!

Go to: http://www.iamb.org/
Click on PAC/Find A Legislator
Click on Legislator Search
Type in your address and your Representatives and Senators  will come up.

Results of negotiation with Speaker Madigan   Speaker Madigan has moved HB1478 and 4050 Rules into one piece of legislation, SB1674, sponsored by Representative Joe Lyon, to make it an issue that will go through the House and Senate before the end of the day, May 31. If this legislation does not pass by then, it will take 3/5 majority instead of simple majority starting June 1, 2007.  We need your help NOW to make these calls and asking for a no vote.

We were presented the actual legislation for the first time at 11:15am on Tuesday, May 29. (What does that tell you?)Larry Gold, Legal Counsel; Jeff Glass, Lobbyist and Marve Stockert, on behalf of the industry met with Speaker Madigan's staff yesterday after we saw the legislation. We gave them alternatives to make the legislation work and we were told that if we did not endorse the bill or at least stay neutral that they were going to remove a $900. roll back of the licensing fees, which was not going to be guaranteed past July of 2008, he in fact did remove the roll back in the version going through the House. We said no and laid out our alternatives and at 7:30pm last night we were told that the Speaker was not interested in any alternatives and that he was going to proceed.

1) There is a fiduciary responsibility on all loans in the state of Illinois, thus private right of action by the consumer, charges by Attorney General or IDFPR can be levied against your personal assets.

2) Stated income loans as we know them to day are gone in the state of Illinois

3) Counseling as was in the new 4050 rules that we made comments on, thus the real estate system will implode.

4) There are many other items, but these are the main three items

5) The full version of SB1674 will be on the front page of our website by Noon today.    Thus we are at this point now, the legislation is going through the House today and we have to make calls now. We are sorry that we don?t have more time, but yesterday is the first anyone saw of this legislation as it is written.   Call your House members and your Senator now!!!!  I'M TALKING RIGHT THIS MINUTE!!! THEY'RE GOING INTO SESSION THIS MORNING!!  DROP EVERYTHING AND CALL RIGHT NOW!!!

Go to: http://www.iamb.org/
Click on PAC/Find A Legislator
Click on Legislator Search
Type in your address and your Representatives and Senators  will come up.

Results of negotiation with Speaker Madigan   Speaker Madigan has moved HB1478 and 4050 Rules into one piece of legislation, SB1674, sponsored by Representative Joe Lyon, to make it an issue that will go through the House and Senate before the end of the day, May 31. If this legislation does not pass by then, it will take 3/5 majority instead of simple majority starting June 1, 2007.  We need your help NOW to make these calls and asking for a no vote.

We were presented the actual legislation for the first time at 11:15am on Tuesday, May 29. (What does that tell you?)Larry Gold, Legal Counsel; Jeff Glass, Lobbyist and Marve Stockert, on behalf of the industry met with Speaker Madigan's staff yesterday after we saw the legislation. We gave them alternatives to make the legislation work and we were told that if we did not endorse the bill or at least stay neutral that they were going to remove a $900. roll back of the licensing fees, which was not going to be guaranteed past July of 2008, he in fact did remove the roll back in the version going through the House. We said no and laid out our alternatives and at 7:30pm last night we were told that the Speaker was not interested in any alternatives and that he was going to proceed.

1) There is a fiduciary responsibility on all loans in the state of Illinois, thus private right of action by the consumer, charges by Attorney General or IDFPR can be levied against your personal assets.

2) Stated income loans as we know them to day are gone in the state of Illinois

3) Counseling as was in the new 4050 rules that we made comments on, thus the real estate system will implode.

4) There are many other items, but these are the main three items

5) The full version of SB1674 will be on the front page of our website by Noon today.    Thus we are at this point now, the legislation is going through the House today and we have to make calls now. We are sorry that we don?t have more time, but yesterday is the first anyone saw of this legislation as it is written.   Call your House members and your Senator now!!!!  I'M TALKING RIGHT THIS MINUTE!!! THEY'RE GOING INTO SESSION THIS MORNING!!  DROP EVERYTHING AND CALL RIGHT NOW!!!

Go to: http://www.iamb.org/
Click on PAC/Find A Legislator
Click on Legislator Search
Type in your address and your Representatives and Senators  will come up.

Part I: Working Smarter

The relationship you develop with your customers, combined with the personal information you are constantly collecting, can be a goldmine for future business. The fact is most business professionals spend a significant amount of money marketing to people they don't know in an effort to procure new business.

Wouldn't it make more sense to go deeper with your existing clients-to really understand their needs-and spend your marketing dollars on people you already have a relationship with? In Bill Gates' book, Business at the Speed of Thought,* he states: "How you gather, manage and use information to serve the needs of your customer will determine whether you win or lose in your business." This is a terrific definition of database management. Database management is about gathering information about your customer so you have an understanding of their relevant needs. From there, you can proactively structure a plan to give them exactly what they want.

Have you ever had a client for whom you did good work turn around and use the services of one of your competitors without even giving you the opportunity to make a bid for their business? When this happens, it happens for a reason. The fact is, your client had a need and you weren't there to fulfill it for them, probably because you didn't even know they had a need.

By using technology to manage information electronically, you will have the ability to run reports and analyze the information you have about your customers. You can then use that information to put yourself a step ahead of the competition. By proactively serving your clients' needs and interests, you will no doubt become more successful.

* © 1999 Warner Books. Author: Bill Gates with Collins Hemingway, Contributor.