Dear Champion,
Lets be the talking heads to restore confidence
Subject: AIG 's Road Ahead - CNBC
http://www.cnbc.com/id/15840232?video=864181431
Monday, September 22, 2008
Sunday, September 21, 2008
September 2008-Wise Words from a Wise Man
Dear Champions,
From the web cast, our Chairman and CEO, Edward M. Liddy request of each and every one of us, become the mouth piece, or in his own words “Talking Heads” in communicating and reinforcing the belief and the vote of confidence that the Federal government has in AIG and our people.
Let’s begin by reinforcing this positive message, one person at a time.
The greatest satisfaction in the world is work well done. J. C. Penney
THE GREATEST THINGS
The late Earl Nightingale, our teacher, mentor and colleague, sent us some definitions one time called, "The Greatest Things." During our careers, we've reviewed them often to help us remember just what's important and what isn't.
Here they are - The Greatest Things:
• The best day, today. • The greatest puzzle, life. • The best policy, honesty. • The greatest thought, God. • The greatest mystery, death. • The best work, work you like. • The greatest mistake, giving up. • The most ridiculous asset, pride. • The greatest need, common sense. • The most dangerous person, a liar. • The best advice, use good manners. • The wisest short-cut, develop mentors. • The greatest fault, to be aware of none. • The greatest truth, we reap what we sow. • The most expensive indulgence, self-pity. • The greatest deceiver, one who deceives self. • The best habit, making good on all commitments. • The best teacher, one who brings out the best in you. • The saddest feeling, feeling envious of another's success. • The greatest thing in the world, love - love of family, home, friends, associates, company and country.
And here are some definitions taken from the backs of business cards and meeting notes we've accumulated along the way. They are from some of the top salespeople in the world.
• The greatest handicap, egotism. • The greatest victory, victory over self. • The most certain thing in business, change. • The greatest job, being needed and appreciated. • The greatest gamble, substituting hope for facts. • The strongest competitive edge, a high level of energy. • The most effective selling habit, sound time management. • The greatest guarantee of success, honest intelligent effort. • The best action, keeping the mind clear and judgment good. • The greatest selling strategy, speaking as one who has authority. • The greatest waste, the vast reservoir of talents and abilities most of us possess but never quite get around to using.
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #8
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #8 KNOW MY BUSINESS
· Great sales reps are those whose clients have confidence in them and their abilities. · Keep growing. · Keep learning and studying. · Keep records of my performance. · Know my business -- keep knowing my business. · Keep getting better and better.
Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.
-----------------------------------------------------------------------------------------------------------------------------------------------------------------------------
From the web cast, our Chairman and CEO, Edward M. Liddy request of each and every one of us, become the mouth piece, or in his own words “Talking Heads” in communicating and reinforcing the belief and the vote of confidence that the Federal government has in AIG and our people.
Let’s begin by reinforcing this positive message, one person at a time.
The greatest satisfaction in the world is work well done. J. C. Penney
THE GREATEST THINGS
The late Earl Nightingale, our teacher, mentor and colleague, sent us some definitions one time called, "The Greatest Things." During our careers, we've reviewed them often to help us remember just what's important and what isn't.
Here they are - The Greatest Things:
• The best day, today. • The greatest puzzle, life. • The best policy, honesty. • The greatest thought, God. • The greatest mystery, death. • The best work, work you like. • The greatest mistake, giving up. • The most ridiculous asset, pride. • The greatest need, common sense. • The most dangerous person, a liar. • The best advice, use good manners. • The wisest short-cut, develop mentors. • The greatest fault, to be aware of none. • The greatest truth, we reap what we sow. • The most expensive indulgence, self-pity. • The greatest deceiver, one who deceives self. • The best habit, making good on all commitments. • The best teacher, one who brings out the best in you. • The saddest feeling, feeling envious of another's success. • The greatest thing in the world, love - love of family, home, friends, associates, company and country.
And here are some definitions taken from the backs of business cards and meeting notes we've accumulated along the way. They are from some of the top salespeople in the world.
• The greatest handicap, egotism. • The greatest victory, victory over self. • The most certain thing in business, change. • The greatest job, being needed and appreciated. • The greatest gamble, substituting hope for facts. • The strongest competitive edge, a high level of energy. • The most effective selling habit, sound time management. • The greatest guarantee of success, honest intelligent effort. • The best action, keeping the mind clear and judgment good. • The greatest selling strategy, speaking as one who has authority. • The greatest waste, the vast reservoir of talents and abilities most of us possess but never quite get around to using.
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #8
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #8 KNOW MY BUSINESS
· Great sales reps are those whose clients have confidence in them and their abilities. · Keep growing. · Keep learning and studying. · Keep records of my performance. · Know my business -- keep knowing my business. · Keep getting better and better.
Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.
-----------------------------------------------------------------------------------------------------------------------------------------------------------------------------
Wednesday, September 10, 2008
September 2008- Clarify your Job Perception
Dear Champions,
"When work is a pleasure, life is a joy. When work is a duty, life is slavery." Maxim Gorky, Russian Novelist
CLARIFY YOUR JOB PERCEPTION
Often the difference between experiencing work as pleasure and work as duty lies in how we look at it. That is the point of the popular parable from medieval times that tells of a traveler journeying through Italy. He comes upon three stonecutters who are sweating and toiling under a glaring, hot, afternoon sun. The traveler asks the first man: "What are you doing?" He replies, "I am cutting a stone." Turning to the second man, the traveler asks: "What are you doing?" The second stonecutter replies: "I'm earning 100 lira per day." Finally, the traveler asks the third man the same question. That worker responds: "I am building a beautiful cathedral that will last for centuries!"
Although all three were physical laborers, the difference in perception between the first two men and the third is enormous. The first was merely chipping away at a rock. The second man was simply earning a little money. But the third stonecutter saw himself as an artist contributing to his culture, adding value to his community and creating something of longstanding benefit to others.
Ask yourself three important question
• How do I view work in general?
• How do I view my specific work?
• How do I view myself as a worker?
As you consider your answers, try to shape your work perception more closely to that of the third . See yourself adding value to your community and creating something of longstanding benefit to others. Make 2008 great in every way!
Good luck and good selling, Jack and Garry KinderThe KBI Group
POCKET REMINDER #10
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #10 - SMILE - HAPPINESS Be welcomed wherever you go - start cultivating happiness with your smile.
• The voice with a smile almost always wins. \
• Practice smiling 15 minutes in the morning.
• Smile before going into prospects' offices.
• Smile at your children.
• Smile at your spouse.
• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.
=What do your prospects hear and feel on the other end of the line? ============================================================================================
"When work is a pleasure, life is a joy. When work is a duty, life is slavery." Maxim Gorky, Russian Novelist
CLARIFY YOUR JOB PERCEPTION
Often the difference between experiencing work as pleasure and work as duty lies in how we look at it. That is the point of the popular parable from medieval times that tells of a traveler journeying through Italy. He comes upon three stonecutters who are sweating and toiling under a glaring, hot, afternoon sun. The traveler asks the first man: "What are you doing?" He replies, "I am cutting a stone." Turning to the second man, the traveler asks: "What are you doing?" The second stonecutter replies: "I'm earning 100 lira per day." Finally, the traveler asks the third man the same question. That worker responds: "I am building a beautiful cathedral that will last for centuries!"
Although all three were physical laborers, the difference in perception between the first two men and the third is enormous. The first was merely chipping away at a rock. The second man was simply earning a little money. But the third stonecutter saw himself as an artist contributing to his culture, adding value to his community and creating something of longstanding benefit to others.
Ask yourself three important question
• How do I view work in general?
• How do I view my specific work?
• How do I view myself as a worker?
As you consider your answers, try to shape your work perception more closely to that of the third . See yourself adding value to your community and creating something of longstanding benefit to others. Make 2008 great in every way!
Good luck and good selling, Jack and Garry KinderThe KBI Group
POCKET REMINDER #10
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #10 - SMILE - HAPPINESS Be welcomed wherever you go - start cultivating happiness with your smile.
• The voice with a smile almost always wins. \
• Practice smiling 15 minutes in the morning.
• Smile before going into prospects' offices.
• Smile at your children.
• Smile at your spouse.
• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.
=What do your prospects hear and feel on the other end of the line? ============================================================================================
Tuesday, September 9, 2008
September 2008
Honest, intelligent effort is always rewarded.
ALWAYS DO WHAT'S RIGHT
Honest effort is not always rewarded. Intelligent effort is not always rewarded. However, honest, intelligent effort is ALWAYS rewarded.
Why? Anybody can put forth a little honest effort on the wrong thing. The reverse is also true; you can have the best laid plans thought out by the best minds, but without integrity at the core, sooner or later, these plans fail.
You need both elements for success - honest effort + intelligent effort = rewards.
Lee J. Colan relates this story in his book, 7 Moment that Define Excellent Leaders.
Two young men were working their way through Stanford University in the late 1890s when, during the semester, their funds got desperately low and they came up with the idea of engaging Ignacy Paderewski, the great pianist, for a recital. After paying the concert expenses, the two students could use the profits to pay their board and tuition.
The great pianist's manager asked for a guarantee of two thousand dollars. The students, undaunted, proceeded to stage the concert. But alas, the concert raised only sixteen hundred dollars.
After the performance, the students sought the great artist, gave him the entire sixteen hundred dollars, a promissory note for four hundred dollars and explained they would earn the remainder of his fee and send the money to him.
"No," replied Paderewski, "that won't do." Then tearing the note to shreds, he returned the money and said to them, "Now, take out of this sixteen hundred dollars all of your expenses and keep for each of you 10 percent of the balance for your work."
The years rolled by - years of fortune and destiny. Paderewski had become Premier of Poland. The devastating war came, and Paderewski's only focus was to feed the starving thousands in his beloved Poland. Yet just as the need was most severe, thousands of tons of food began to come into Poland for distribution by the Polish Premier.
After all the starving people were fed and hard times had past, Paderewski journeyed to Paris to thank Herbert Hoover for the relief he had sent. "That's all right, Mr. Paderewski," was Mr. Hoover's reply. "You don't remember it, but you helped me once when I was a student at college and I was in a hole. You invested in me ... now it's my turn."
Always do what's right - no matter what! Honest, intelligent effort is always rewarded.
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #9
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #9
APPRECIATION AND PRAISE
Opportunities to show appreciation: • New Business. • Assistants and others who help me. • Interviews. • Return phone calls promptly. • Referrals/report back. • Send prospects/clients business or leads.
Know my competitors well enough to praise them.
==================================================================================
ALWAYS DO WHAT'S RIGHT
Honest effort is not always rewarded. Intelligent effort is not always rewarded. However, honest, intelligent effort is ALWAYS rewarded.
Why? Anybody can put forth a little honest effort on the wrong thing. The reverse is also true; you can have the best laid plans thought out by the best minds, but without integrity at the core, sooner or later, these plans fail.
You need both elements for success - honest effort + intelligent effort = rewards.
Lee J. Colan relates this story in his book, 7 Moment that Define Excellent Leaders.
Two young men were working their way through Stanford University in the late 1890s when, during the semester, their funds got desperately low and they came up with the idea of engaging Ignacy Paderewski, the great pianist, for a recital. After paying the concert expenses, the two students could use the profits to pay their board and tuition.
The great pianist's manager asked for a guarantee of two thousand dollars. The students, undaunted, proceeded to stage the concert. But alas, the concert raised only sixteen hundred dollars.
After the performance, the students sought the great artist, gave him the entire sixteen hundred dollars, a promissory note for four hundred dollars and explained they would earn the remainder of his fee and send the money to him.
"No," replied Paderewski, "that won't do." Then tearing the note to shreds, he returned the money and said to them, "Now, take out of this sixteen hundred dollars all of your expenses and keep for each of you 10 percent of the balance for your work."
The years rolled by - years of fortune and destiny. Paderewski had become Premier of Poland. The devastating war came, and Paderewski's only focus was to feed the starving thousands in his beloved Poland. Yet just as the need was most severe, thousands of tons of food began to come into Poland for distribution by the Polish Premier.
After all the starving people were fed and hard times had past, Paderewski journeyed to Paris to thank Herbert Hoover for the relief he had sent. "That's all right, Mr. Paderewski," was Mr. Hoover's reply. "You don't remember it, but you helped me once when I was a student at college and I was in a hole. You invested in me ... now it's my turn."
Always do what's right - no matter what! Honest, intelligent effort is always rewarded.
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #9
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #9
APPRECIATION AND PRAISE
Opportunities to show appreciation: • New Business. • Assistants and others who help me. • Interviews. • Return phone calls promptly. • Referrals/report back. • Send prospects/clients business or leads.
Know my competitors well enough to praise them.
==================================================================================
August 2008
Monday, August 25, 2008
6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe (This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip One: Don't Forget to Ask for ReferralsWhen it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.Tip Two: Train and Reward Your AdvocatesAn advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.Tip Three: Strike While the Iron is HOTProspects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.We'll share the final three tips in next week's message.Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:36 AM
Friday, August 1, 2008
Protecting Your Resources
"A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time."The first line of defense in protecting your time is to identify precisely how it is eroded and then learn effective means of managing your time.Over the next several weeks, we will offer proactive strategies for such time management issues as, "firefighting," failure to delegate, procrastination, delays, plus many others.1. PROACTIVE STRATEGIES FOR DELEGATING- In order to use time effectively, you should never do anything that can be accomplished by others.• Determine what is to be delegated, then assign responsibility and give authority to others.• Set deadlines and make sure that they are met.• Give increased responsibility to assistants that is commensurate with their abilities.• Provide thorough training and instructions to your assistant. This aspect is often overlooked!2. PROACTIVE STRATEGIES FOR HANDLING DELAYS- Delays are sometimes the result of your procrastination or failure to anticipate a situation.• Set up a schedule for following up on details or projects within a specific time period.• When planning a project, anticipate delays. They are inevitable, so don't let them bother you. Do what you can and go on to something else if the delay can't be helped. Every agent must continually juggle several balls in the air at the same time.• Communicate delays. When delays are caused by the actions of others, there may be a sense of anticipation or lack of control. For example, if the medical history of an applicant requires more information, the delay can't be eliminated, but calling and informing the client will make them aware of it. This reduces frustration for everyone concerned.(Adapted from the article, "Protecting Your Resources: Time Management" by William L. Moore, Senior Consultant with Kinder Brothers International.)Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:50 AM
6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe (This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip One: Don't Forget to Ask for ReferralsWhen it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.Tip Two: Train and Reward Your AdvocatesAn advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.Tip Three: Strike While the Iron is HOTProspects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.We'll share the final three tips in next week's message.Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:36 AM
Friday, August 1, 2008
Protecting Your Resources
"A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time."The first line of defense in protecting your time is to identify precisely how it is eroded and then learn effective means of managing your time.Over the next several weeks, we will offer proactive strategies for such time management issues as, "firefighting," failure to delegate, procrastination, delays, plus many others.1. PROACTIVE STRATEGIES FOR DELEGATING- In order to use time effectively, you should never do anything that can be accomplished by others.• Determine what is to be delegated, then assign responsibility and give authority to others.• Set deadlines and make sure that they are met.• Give increased responsibility to assistants that is commensurate with their abilities.• Provide thorough training and instructions to your assistant. This aspect is often overlooked!2. PROACTIVE STRATEGIES FOR HANDLING DELAYS- Delays are sometimes the result of your procrastination or failure to anticipate a situation.• Set up a schedule for following up on details or projects within a specific time period.• When planning a project, anticipate delays. They are inevitable, so don't let them bother you. Do what you can and go on to something else if the delay can't be helped. Every agent must continually juggle several balls in the air at the same time.• Communicate delays. When delays are caused by the actions of others, there may be a sense of anticipation or lack of control. For example, if the medical history of an applicant requires more information, the delay can't be eliminated, but calling and informing the client will make them aware of it. This reduces frustration for everyone concerned.(Adapted from the article, "Protecting Your Resources: Time Management" by William L. Moore, Senior Consultant with Kinder Brothers International.)Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 7:50 AM
July 2008
Thursday, July 3, 2008
Opportunity
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair. "Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.Opportunities! Every selling life is full of them. Every meeting is an Opportunity. Every bit of knowledge gained is an Opportunity. Every prospect is an Opportunity. Every interview is an Opportunity. Every client is an Opportunity. Every proof of a client's confidence in you, and every single sale is an Opportunity. Every day for the professional salesperson is an Opportunity.Make the most of every day's Opportunities and you'll make the most of yourself.
Posted by CTIbpo at 9:10 PM
You Can't Argue With The Films
"You cannot run away from a weakness. You must sometimes fight it out or perish; and if that be so, why not NOW, and where you stand." Robert Louis StevensonWhen you lose a sale, don't blame the prospect; don't blame your sales manager; don't knock your competition; don't complain about your product - but rather take a good look at your mental attitude and your sales technique.One time we heard Bill Glass say, "I remember my 12 years as a pro. When I would make mistakes in games, I would begin immediately to dread 'film day.' After the game was over Sunday afternoon and until we studied the films on Tuesday, I spent a lot of time wondering how I would look in the films. When I knew I made mistakes, I struggled with what my excuse would be when questioned by the coaches as to why I failed to do my job."On film day all the coaches and players would meet in a large room with one end covered by a huge screen. As the game films were run, there you were in living color, life-size and every move you made was clear for everyone to see. Suppose I missed a tackle, the coach would say, 'Bill, was that you that missed that tackle?' Invariably my answer was 'Yes Sir.' I found it always better to make no excuses but to simply admit to my mistake. There it was in living color for everyone to see."If a player tells himself or the coaches that he is thinking right and preparing right, mentally and physically, for a game, but plays poorly, then it is obvious that he is not spending enough time with the fundamentals. You will play exactly as you think, prepare and practice. The same is true in selling -- your results will reflect your attitude, your preparation and how you practiced.Just like the films don't lie, neither do your sales results. They record exactly the way you performed for the week, month or year. Over a long period of time your sales results will be in exact proportion to your sales performance.Football players can't argue with the films. Salespeople can't argue with results!How are you looking on Film Day?
Posted by CTIbpo at 9:04 PM
The Situation is the Boss
"Selling is a business of dips, dives, diversions, changes, adaptations, and rolling with the punches. If we know that, why not make these detours work for us instead of destroying our energy?" Burt Meisel, CLUStudy the word PLAN. To us, it's always meant: Prepare Logically -- Adapt Needfully. In other words, make thoughtful, definite plans. Then, adapt and modify those plans as the situation might require.Great salespeople, like effective performers in all walks of life, are those who are organized, flexible, and adaptable. They size up situations and, when the occasion demands, they quickly, effectively and confidently alter their original course and go to "Plan B." In the Navy, this kind of adaptability is referred to as "changing the course." In the Boy Scout training, it's called "improvising." In football, it's "calling an audible." In selling, it's adapting the prepared agenda to meet the need. In other words, the situation is the boss.In every sales encounter, you must learn to adjust and adapt. When the prospect starts making objections and offering resistance, "call an audible" -- adjust and adapt. Display flexibility. Move ahead to achieve your goal - another satisfied customer.Remember that in order to be able to adapt needfully, you must be prepared. Ad-libs are for amateurs. Preparation will give you the confidence to adapt, should the situation require it.Prepare Logically -- Adapt Needfully!
Posted by CTIbpo at 9:01 PM
Sell Courageously
"Compared to what we ought to be, we are only half awake. The average individual performs far below potential. We possess power of various sorts that we habitually fail to use." William JamesAfter Dr. David Livingstone had begun his now famous missionary work in Africa, a certain group wrote the great pioneer and asked: "Have you found a good road to where you are? If so, please advise. We'd like to send others to assist you."Dr. Livingstone sent this reply: "If you have those who will come only if they know there is a good road, I don't want them. I want individuals who are strong and courageous -- those who will come if there is no road at all!"What a lesson in courage - especially for salespeople!Courage is performing the task that would be easier not to do. Courage is accepting the responsibilities when it would be more comfortable not to accept. It's moving out on faith, when you know full well the risks and the pitfalls that will challenge you. It's marching ahead, blazing a new trail where there are no roads, and sometimes no maps to guide you.Remember these truths:"Courage is knowing what not to fear." Socrates"One man with courage makes a majority." Andrew JacksonSell courageously!
Posted by CTIbpo at 8:58 PM
Opportunity
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair. "Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.Opportunities! Every selling life is full of them. Every meeting is an Opportunity. Every bit of knowledge gained is an Opportunity. Every prospect is an Opportunity. Every interview is an Opportunity. Every client is an Opportunity. Every proof of a client's confidence in you, and every single sale is an Opportunity. Every day for the professional salesperson is an Opportunity.Make the most of every day's Opportunities and you'll make the most of yourself.
Posted by CTIbpo at 9:10 PM
You Can't Argue With The Films
"You cannot run away from a weakness. You must sometimes fight it out or perish; and if that be so, why not NOW, and where you stand." Robert Louis StevensonWhen you lose a sale, don't blame the prospect; don't blame your sales manager; don't knock your competition; don't complain about your product - but rather take a good look at your mental attitude and your sales technique.One time we heard Bill Glass say, "I remember my 12 years as a pro. When I would make mistakes in games, I would begin immediately to dread 'film day.' After the game was over Sunday afternoon and until we studied the films on Tuesday, I spent a lot of time wondering how I would look in the films. When I knew I made mistakes, I struggled with what my excuse would be when questioned by the coaches as to why I failed to do my job."On film day all the coaches and players would meet in a large room with one end covered by a huge screen. As the game films were run, there you were in living color, life-size and every move you made was clear for everyone to see. Suppose I missed a tackle, the coach would say, 'Bill, was that you that missed that tackle?' Invariably my answer was 'Yes Sir.' I found it always better to make no excuses but to simply admit to my mistake. There it was in living color for everyone to see."If a player tells himself or the coaches that he is thinking right and preparing right, mentally and physically, for a game, but plays poorly, then it is obvious that he is not spending enough time with the fundamentals. You will play exactly as you think, prepare and practice. The same is true in selling -- your results will reflect your attitude, your preparation and how you practiced.Just like the films don't lie, neither do your sales results. They record exactly the way you performed for the week, month or year. Over a long period of time your sales results will be in exact proportion to your sales performance.Football players can't argue with the films. Salespeople can't argue with results!How are you looking on Film Day?
Posted by CTIbpo at 9:04 PM
The Situation is the Boss
"Selling is a business of dips, dives, diversions, changes, adaptations, and rolling with the punches. If we know that, why not make these detours work for us instead of destroying our energy?" Burt Meisel, CLUStudy the word PLAN. To us, it's always meant: Prepare Logically -- Adapt Needfully. In other words, make thoughtful, definite plans. Then, adapt and modify those plans as the situation might require.Great salespeople, like effective performers in all walks of life, are those who are organized, flexible, and adaptable. They size up situations and, when the occasion demands, they quickly, effectively and confidently alter their original course and go to "Plan B." In the Navy, this kind of adaptability is referred to as "changing the course." In the Boy Scout training, it's called "improvising." In football, it's "calling an audible." In selling, it's adapting the prepared agenda to meet the need. In other words, the situation is the boss.In every sales encounter, you must learn to adjust and adapt. When the prospect starts making objections and offering resistance, "call an audible" -- adjust and adapt. Display flexibility. Move ahead to achieve your goal - another satisfied customer.Remember that in order to be able to adapt needfully, you must be prepared. Ad-libs are for amateurs. Preparation will give you the confidence to adapt, should the situation require it.Prepare Logically -- Adapt Needfully!
Posted by CTIbpo at 9:01 PM
Sell Courageously
"Compared to what we ought to be, we are only half awake. The average individual performs far below potential. We possess power of various sorts that we habitually fail to use." William JamesAfter Dr. David Livingstone had begun his now famous missionary work in Africa, a certain group wrote the great pioneer and asked: "Have you found a good road to where you are? If so, please advise. We'd like to send others to assist you."Dr. Livingstone sent this reply: "If you have those who will come only if they know there is a good road, I don't want them. I want individuals who are strong and courageous -- those who will come if there is no road at all!"What a lesson in courage - especially for salespeople!Courage is performing the task that would be easier not to do. Courage is accepting the responsibilities when it would be more comfortable not to accept. It's moving out on faith, when you know full well the risks and the pitfalls that will challenge you. It's marching ahead, blazing a new trail where there are no roads, and sometimes no maps to guide you.Remember these truths:"Courage is knowing what not to fear." Socrates"One man with courage makes a majority." Andrew JacksonSell courageously!
Posted by CTIbpo at 8:58 PM
June 2008
Sunday, June 29, 2008
The Power of Persistence
"You've got life to live. It's short, at best. It's a wonderful privilege and a terrific opportunity - and you've been equipped for it. Use your equipment, give it all you've got, work hard and don't quit." Norman Vincent PealeGabriela Andersen-Scheiss, a thirty-nine-year-old runner from Switzerland, demonstrated the meaning of persistence to the entire world in her dramatic finish of the marathon in the 1984 Olympic Games in Los Angeles.She had no hope of earning a medal. Her body's tissues were desiccated from the hours of running under a pitiless sun, and she'd fallen twenty minutes behind the leaders. Thirty runners had already completed the 26-mile, 385-yard event when Gabriela came lurching through the tunnel and into the coliseum.The seventy thousand spectators went to their feet to cheer her on as she staggered in a weaving half- run around the arena. It took five agonizing minutes for her to complete the final lap.When she finally crossed the finish line and collapsed into the arms of the doctors, the ovation she received was louder and more sustained than the one that had been given to Joan Benoit, the winner of the gold medal. The spectators recognized that, even though Gabriela came in thirty-seventh, she was a winner.What relationship does that pain-wracked, dehydrated woman's struggle to finish her race bear to your performance as an agent? Plenty!You are in a race every bit as demanding as a marathon. The conditions are totally different, of course. The crowd that will cheer you on at the end may be small, or even nonexistent. But you must keep running, day after day, even when there's no hope of getting a medal. Why?Because, like Gabriela Andersen-Scheiss, you don't have to be among the top three to be a winner. You simply have to do your best every step of the way and finish as well as you can.Study the history of any agent who achieves consistent, high-level production, and you will find that persistence played a major role in his or her success.As Calvin Coolidge put it: Nothing else in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.Persistence is a most valuable asset. Individuals who have and use this quality always get somewhere.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:30 PM
Dedicate Yourself to Selling
"To contrive is nothing! To construct is something! To produce is everything!" Captain Eddie RickenbackerWe are all salespeople! Every day of our lives, we are selling our ideas, our plans, our products and our enthusiasm to everyone.Dedicate yourself to excellence in selling! Resolve to be a winner! Declare war on mediocrity, on pessimism!Dedicate yourself to the ideal that yours is a great profession - one that is filled with endless opportunities for service to your fellow man and with rich rewards for yourself.Dedicate yourself to your company, your organization, and your associates. Prove your gratitude for the opportunities they have provided by giving them your best.Dedicate yourself to the daily task of turning problems into challenges, difficulties into opportunities, lethargy into enthusiasm, and procrastination into action!Be done with excuses! Someone has defined excuses as "the tools with which persons with no purpose in view build for themselves great monuments of nothing."Every day, affirm to yourself the importance of your profession. Tell yourself a hundred times a day that your work is a potential blessing to many people, essential to the economy of our nation, and vital to the welfare and happiness of you and your family.The depth of your dedication will determine the altitude of your achievement! Sink the roots of dedication deeply into the bedrock of determined purpose, daily preparation, and detailed planning.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:27 PM
Sunday, June 15, 2008
The Most Successful Summer Ever
"Success is not magical or mysterious. Success is the natural consequence of consistently applying basic fundamentals." Jim RohnWe want to challenge you to make Summer 2008 the most successful ever! Here are 12 sales ideas to propel your Summer Sales Performance:1. Remind yourself, selling is a numbers game.2. Look at clients as if they were prospects.3. Examine the type of market you've successfully worked.4. Examine your product mix. You may be discussing "X" when your prospect wants "Y."5. Show a million dollar proposal to someone each week.6. Have five client review interviews each week.7. Contact one "over-sixty" prospect each day.8. Implement marketing strategies, i.e. seminars, direct mail, joint selling.9. Use these words with prospects twice each day, "Now, here's what I'd like to recommend ..."10. Spend time with centers of influence.11. Look back to sales concepts that worked for you in the past.12. Spend time with a mentor.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:18 PM
Tuesday, June 3, 2008
Extend Your Stay
"Everyone needs at least three ingredients for a successful life - a self fit to live with, a faith fit to live by, and a work fit to live for." Dr. George SweetingAccording to the experts, there are seven steps to take if you wish to extend your stay and live longer, healthier days on earth.1. Stay activeOnce considered an indulgence for a few, regular exercise is now a must for all. By exercising regularly you can do more gradually, greatly benefiting your cardiovascular system, energy level and mental alertness. But don't just create your own exercise program. Ask your doctor to recommend one that's best suited for you.2. Be optimisticPhysiologically, happiness is a state of mind that is healthy for the body. An optimistic outlook on things will help you make sales, win customer cooperation, gain support from people closest to you - in short, succeed in life and living.3. Cope with adversityAdversity, problems, bad things happening are an integral ongoing part of living. If you see the bad things that happen as totally unexpected occurrences, it's easy to sell yourself into believing you are the victim of bad breaks. It's far better to accept the reality that "into each life some rain will fall." You have little or no control over what happens to you. You have complete control over your reaction. It's all a matter of attitude.4. Reduce your weightMany people believe it's normal to gain weight as they grow older. This can be a dangerous misconception.5. Plan significant eventsThere's nothing more therapeutic than the pursuit of meaningful goals. Studies made of centenarians, those reaching age 100 and beyond, show they have one theme in common -- they have something significant yet to be done. They have something to look forward to -- a motivation for living.6. Change the paceGet away from your demanding sales work routine and do something you enjoy. Relief from the day-to-day strains restores the joy of living.7. Have periodic check-upsThis is an all important first investment in future good health. This is where preventive action begins.Robust health and a high level of energy - keys to looking and feeling years younger - require more than following a set of rules. It also involves an optimistic, positive state of mind. Scientists are increasingly proving celebrated pianist Arthur Rubinstein was right when he said, "I have found if you love life, life will love you back." Rubinstein lived to be 95.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 8:58 PM
The Power of Persistence
"You've got life to live. It's short, at best. It's a wonderful privilege and a terrific opportunity - and you've been equipped for it. Use your equipment, give it all you've got, work hard and don't quit." Norman Vincent PealeGabriela Andersen-Scheiss, a thirty-nine-year-old runner from Switzerland, demonstrated the meaning of persistence to the entire world in her dramatic finish of the marathon in the 1984 Olympic Games in Los Angeles.She had no hope of earning a medal. Her body's tissues were desiccated from the hours of running under a pitiless sun, and she'd fallen twenty minutes behind the leaders. Thirty runners had already completed the 26-mile, 385-yard event when Gabriela came lurching through the tunnel and into the coliseum.The seventy thousand spectators went to their feet to cheer her on as she staggered in a weaving half- run around the arena. It took five agonizing minutes for her to complete the final lap.When she finally crossed the finish line and collapsed into the arms of the doctors, the ovation she received was louder and more sustained than the one that had been given to Joan Benoit, the winner of the gold medal. The spectators recognized that, even though Gabriela came in thirty-seventh, she was a winner.What relationship does that pain-wracked, dehydrated woman's struggle to finish her race bear to your performance as an agent? Plenty!You are in a race every bit as demanding as a marathon. The conditions are totally different, of course. The crowd that will cheer you on at the end may be small, or even nonexistent. But you must keep running, day after day, even when there's no hope of getting a medal. Why?Because, like Gabriela Andersen-Scheiss, you don't have to be among the top three to be a winner. You simply have to do your best every step of the way and finish as well as you can.Study the history of any agent who achieves consistent, high-level production, and you will find that persistence played a major role in his or her success.As Calvin Coolidge put it: Nothing else in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.Persistence is a most valuable asset. Individuals who have and use this quality always get somewhere.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:30 PM
Dedicate Yourself to Selling
"To contrive is nothing! To construct is something! To produce is everything!" Captain Eddie RickenbackerWe are all salespeople! Every day of our lives, we are selling our ideas, our plans, our products and our enthusiasm to everyone.Dedicate yourself to excellence in selling! Resolve to be a winner! Declare war on mediocrity, on pessimism!Dedicate yourself to the ideal that yours is a great profession - one that is filled with endless opportunities for service to your fellow man and with rich rewards for yourself.Dedicate yourself to your company, your organization, and your associates. Prove your gratitude for the opportunities they have provided by giving them your best.Dedicate yourself to the daily task of turning problems into challenges, difficulties into opportunities, lethargy into enthusiasm, and procrastination into action!Be done with excuses! Someone has defined excuses as "the tools with which persons with no purpose in view build for themselves great monuments of nothing."Every day, affirm to yourself the importance of your profession. Tell yourself a hundred times a day that your work is a potential blessing to many people, essential to the economy of our nation, and vital to the welfare and happiness of you and your family.The depth of your dedication will determine the altitude of your achievement! Sink the roots of dedication deeply into the bedrock of determined purpose, daily preparation, and detailed planning.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:27 PM
Sunday, June 15, 2008
The Most Successful Summer Ever
"Success is not magical or mysterious. Success is the natural consequence of consistently applying basic fundamentals." Jim RohnWe want to challenge you to make Summer 2008 the most successful ever! Here are 12 sales ideas to propel your Summer Sales Performance:1. Remind yourself, selling is a numbers game.2. Look at clients as if they were prospects.3. Examine the type of market you've successfully worked.4. Examine your product mix. You may be discussing "X" when your prospect wants "Y."5. Show a million dollar proposal to someone each week.6. Have five client review interviews each week.7. Contact one "over-sixty" prospect each day.8. Implement marketing strategies, i.e. seminars, direct mail, joint selling.9. Use these words with prospects twice each day, "Now, here's what I'd like to recommend ..."10. Spend time with centers of influence.11. Look back to sales concepts that worked for you in the past.12. Spend time with a mentor.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:18 PM
Tuesday, June 3, 2008
Extend Your Stay
"Everyone needs at least three ingredients for a successful life - a self fit to live with, a faith fit to live by, and a work fit to live for." Dr. George SweetingAccording to the experts, there are seven steps to take if you wish to extend your stay and live longer, healthier days on earth.1. Stay activeOnce considered an indulgence for a few, regular exercise is now a must for all. By exercising regularly you can do more gradually, greatly benefiting your cardiovascular system, energy level and mental alertness. But don't just create your own exercise program. Ask your doctor to recommend one that's best suited for you.2. Be optimisticPhysiologically, happiness is a state of mind that is healthy for the body. An optimistic outlook on things will help you make sales, win customer cooperation, gain support from people closest to you - in short, succeed in life and living.3. Cope with adversityAdversity, problems, bad things happening are an integral ongoing part of living. If you see the bad things that happen as totally unexpected occurrences, it's easy to sell yourself into believing you are the victim of bad breaks. It's far better to accept the reality that "into each life some rain will fall." You have little or no control over what happens to you. You have complete control over your reaction. It's all a matter of attitude.4. Reduce your weightMany people believe it's normal to gain weight as they grow older. This can be a dangerous misconception.5. Plan significant eventsThere's nothing more therapeutic than the pursuit of meaningful goals. Studies made of centenarians, those reaching age 100 and beyond, show they have one theme in common -- they have something significant yet to be done. They have something to look forward to -- a motivation for living.6. Change the paceGet away from your demanding sales work routine and do something you enjoy. Relief from the day-to-day strains restores the joy of living.7. Have periodic check-upsThis is an all important first investment in future good health. This is where preventive action begins.Robust health and a high level of energy - keys to looking and feeling years younger - require more than following a set of rules. It also involves an optimistic, positive state of mind. Scientists are increasingly proving celebrated pianist Arthur Rubinstein was right when he said, "I have found if you love life, life will love you back." Rubinstein lived to be 95.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 8:58 PM
May 2008
Thursday, May 29, 2008
Proactive Methods for Handling Procrastination
"Where duty is plain, delay is dangerous"Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.1. Establish your priorities and let nothing interfere with the execution of your most vital tasksBe constructively selective in what you will do. To aid in your selection, keep in mind that it will probably take longer to do most things than you estimate. Review your work methods so that you can learn to get the job done faster and easier.2. Always plan your day the day beforeKeep your written, daily plan visible. It will rout procrastination.3. Place your concentration on the matters that should be acted on immediately, leaving less important ones for laterA general guideline is that anything that will affect someone's pocketbook or welfare should be acted on immediately.4. When you start something, be determined to do it right the first time and bring it to a finishThe old cliché "If you don't have time to do it right, when will you have time to do it over?" still applies. Resist the temptation to leave a job unfinished. It takes more time to re-familiarize yourself with a project than to complete it the first time around.5. Dive in and get completely involved once you've set your prioritiesDetermine your most difficult job of the day and don't do anything else until it is complete. Only decisive action can overcome procrastination.6. Work out a self-reminder systemMake it a practice to write out your daily/weekly objectives and check off each one as it is accomplished. To help keep motivation high, many successful people have signs in their offices such as "When?" or "Do It Now!"7. Work toward developing your knowledge and skillsPeople tend to focus on doing what they already do best. If you are procrastinating in one area of the job, it may be a sign that you are unsure of yourself. By developing and applying new knowledge and skills, you build confidence and overcome your resistance to taking action.8. Discipline yourself in little thingsAnother natural tendency is to do the easier things rather than the hard ones that are necessary for success. To counteract this tendency, discipline yourself to do something difficult each day. It may be something as simple as getting up a little earlier or making one more appointment interview.9. Decide what tasks you will not tackleWhile setting priorities is essential, it's just as important to set "non-priority items" deciding what tasks are not essential and sticking to that decision. You can use A, B, C priorities: A. Must do. B. Nice to do. C. Non-priority item.10. Beware of perfectionismIf you tend to be a perfectionist, keep in mind that even by your standards you need to do some jobs "quick and dirty."Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:46 PM
Thursday, May 22, 2008
Top Secrets of Top Producers
"Our industry is full of people who can sell. But the top producers have learned how to move their clients from one stage to another, smoothly and seamlessly." Andy Martin(Used with permission: Andrew S. Martin, President, First Protective)Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.1. Top producers believe in their productWhen I first joined my firm, the gentleman who recruited me informed me that I needed to buy a $100,000 universal life policy on myself. Since I started directly out of college, I considered the premium to be an enormous sum. I tried to explain that I didn't need a policy. But the general manager of the agency told me, "Son, if you don't believe in life insurance enough to buy a policy on your own life, you simply can't work here." Since I didn't have another job lined up, I bought a policy that day.2. Top producers sell to sell againAverage producers believe that once they have made a sale, the process is over. However, top producers understand that the first sale is just the beginning of a relationship-building process that can lead to repeat sales. Forge a strong relationship based on attention to client needs and timely information. Excellent service keeps clients happy with their purchase and quite willing to give referrals.3. Top producers are marketersAt the end of my first MDRT Annual Meeting in 1994 in Dallas, Texas, I realized that the biggest producers could take a single concept and market themselves as an expert so that other producers and consumers would approach them for help. A study by the Financial Planning Association showed that producers making above $100,000 a year market themselves by giving speeches to civic or business groups, public and in-house seminars, and workshops. They also write articles, books and columns, and distribute self-published newsletters. They learned that consumers prefer a marketing strategy over a sales call.4. Top producers contact their clientsResearch done by the Aristotle Brokerage Company indicates that it takes 14 annual contacts to have "extremely" satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts, and they are neutral to four. We realized a quarterly newsletter wasn't enough, but sending it bi- monthly kept us in clients' minds. We began hosting client dinners, increasing our attendance by 50 percent by simply adding to the bottom of the invitation: "Please feel free to bring a friend." In addition, instead of mailing out one invitation, we send three. We also send cards that celebrate the holiday of our consumer's choice.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:19 PM
6 Powerful Prospecting Tips - Part 2
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip Four: Schedule A Minimum Of Two Hours A Day For Phone CallingMake your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.Tip Five: Qualify Your Prospect at Maximum RangeUnfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.Tip Six: Don't Take Rejection PersonallySelling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:15 PM
6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip One: Don't Forget to Ask for ReferralsWhen it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.Tip Two: Train and Reward Your AdvocatesAn advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.Tip Three: Strike While the Iron is HOTProspects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.We'll share the final three tips in next week's message.Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:09 PM
Remember Names & Faces
"Aristotle believed that one of the keys to human excellence is habituation: Force yourself to do something the right way long enough and it becomes second nature"Frank Bettger shared these three rules for remembering names and faces:1. Impression2. Repetition3. Association.Think of them as IRA.Rule #1 - ImpressionThe first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.Rule #2 - RepetitionDo you ever forget a person's name within ten seconds after being introduced?• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.• Use your own name in the conversation. This is helpful to others for remembering yours.• After you leave a new acquaintance, write the name down. Seeing it will help recall it.• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.Rule #3 - AssociationNow, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."Follow these three rules this week and see what a difference they make.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!Pocket Reminder: Remember Names and FacesFollow the IRA rules:• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.• Association: Associate the name with an action picture. If possible, include the person's business.Help others remember your name by providing an association for them!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:01 PM
Proactive Methods for Handling Procrastination
"Where duty is plain, delay is dangerous"Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.1. Establish your priorities and let nothing interfere with the execution of your most vital tasksBe constructively selective in what you will do. To aid in your selection, keep in mind that it will probably take longer to do most things than you estimate. Review your work methods so that you can learn to get the job done faster and easier.2. Always plan your day the day beforeKeep your written, daily plan visible. It will rout procrastination.3. Place your concentration on the matters that should be acted on immediately, leaving less important ones for laterA general guideline is that anything that will affect someone's pocketbook or welfare should be acted on immediately.4. When you start something, be determined to do it right the first time and bring it to a finishThe old cliché "If you don't have time to do it right, when will you have time to do it over?" still applies. Resist the temptation to leave a job unfinished. It takes more time to re-familiarize yourself with a project than to complete it the first time around.5. Dive in and get completely involved once you've set your prioritiesDetermine your most difficult job of the day and don't do anything else until it is complete. Only decisive action can overcome procrastination.6. Work out a self-reminder systemMake it a practice to write out your daily/weekly objectives and check off each one as it is accomplished. To help keep motivation high, many successful people have signs in their offices such as "When?" or "Do It Now!"7. Work toward developing your knowledge and skillsPeople tend to focus on doing what they already do best. If you are procrastinating in one area of the job, it may be a sign that you are unsure of yourself. By developing and applying new knowledge and skills, you build confidence and overcome your resistance to taking action.8. Discipline yourself in little thingsAnother natural tendency is to do the easier things rather than the hard ones that are necessary for success. To counteract this tendency, discipline yourself to do something difficult each day. It may be something as simple as getting up a little earlier or making one more appointment interview.9. Decide what tasks you will not tackleWhile setting priorities is essential, it's just as important to set "non-priority items" deciding what tasks are not essential and sticking to that decision. You can use A, B, C priorities: A. Must do. B. Nice to do. C. Non-priority item.10. Beware of perfectionismIf you tend to be a perfectionist, keep in mind that even by your standards you need to do some jobs "quick and dirty."Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:46 PM
Thursday, May 22, 2008
Top Secrets of Top Producers
"Our industry is full of people who can sell. But the top producers have learned how to move their clients from one stage to another, smoothly and seamlessly." Andy Martin(Used with permission: Andrew S. Martin, President, First Protective)Are top producers better than others? No; they simply have a competitive advantage cultivated by a winning attitude. The discrepancies in ability are small, but the discrepancies in rewards are huge. There are four key things top producers do that give them a competitive edge.1. Top producers believe in their productWhen I first joined my firm, the gentleman who recruited me informed me that I needed to buy a $100,000 universal life policy on myself. Since I started directly out of college, I considered the premium to be an enormous sum. I tried to explain that I didn't need a policy. But the general manager of the agency told me, "Son, if you don't believe in life insurance enough to buy a policy on your own life, you simply can't work here." Since I didn't have another job lined up, I bought a policy that day.2. Top producers sell to sell againAverage producers believe that once they have made a sale, the process is over. However, top producers understand that the first sale is just the beginning of a relationship-building process that can lead to repeat sales. Forge a strong relationship based on attention to client needs and timely information. Excellent service keeps clients happy with their purchase and quite willing to give referrals.3. Top producers are marketersAt the end of my first MDRT Annual Meeting in 1994 in Dallas, Texas, I realized that the biggest producers could take a single concept and market themselves as an expert so that other producers and consumers would approach them for help. A study by the Financial Planning Association showed that producers making above $100,000 a year market themselves by giving speeches to civic or business groups, public and in-house seminars, and workshops. They also write articles, books and columns, and distribute self-published newsletters. They learned that consumers prefer a marketing strategy over a sales call.4. Top producers contact their clientsResearch done by the Aristotle Brokerage Company indicates that it takes 14 annual contacts to have "extremely" satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts, and they are neutral to four. We realized a quarterly newsletter wasn't enough, but sending it bi- monthly kept us in clients' minds. We began hosting client dinners, increasing our attendance by 50 percent by simply adding to the bottom of the invitation: "Please feel free to bring a friend." In addition, instead of mailing out one invitation, we send three. We also send cards that celebrate the holiday of our consumer's choice.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:19 PM
6 Powerful Prospecting Tips - Part 2
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip Four: Schedule A Minimum Of Two Hours A Day For Phone CallingMake your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.Tip Five: Qualify Your Prospect at Maximum RangeUnfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.Tip Six: Don't Take Rejection PersonallySelling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:15 PM
6 Powerful Prospecting Tips - Part 1
"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."Tip One: Don't Forget to Ask for ReferralsWhen it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.Tip Two: Train and Reward Your AdvocatesAn advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.Tip Three: Strike While the Iron is HOTProspects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.We'll share the final three tips in next week's message.Remember: Prospecting is the lifeblood of your business. Stay after it!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:09 PM
Remember Names & Faces
"Aristotle believed that one of the keys to human excellence is habituation: Force yourself to do something the right way long enough and it becomes second nature"Frank Bettger shared these three rules for remembering names and faces:1. Impression2. Repetition3. Association.Think of them as IRA.Rule #1 - ImpressionThe first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.Rule #2 - RepetitionDo you ever forget a person's name within ten seconds after being introduced?• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.• Use your own name in the conversation. This is helpful to others for remembering yours.• After you leave a new acquaintance, write the name down. Seeing it will help recall it.• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.Rule #3 - AssociationNow, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."Follow these three rules this week and see what a difference they make.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!Pocket Reminder: Remember Names and FacesFollow the IRA rules:• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.• Association: Associate the name with an action picture. If possible, include the person's business.Help others remember your name by providing an association for them!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:01 PM
April 2008
Thursday, April 24, 2008
Life Insurance for Every Stage in Life
"Life Insurance is a combination of caring, commitment and common sense." ~ Howard Wight, Red Letter LanguageMost people will need more life insurance when they reach 65 than they need at 35, if they are married with two children and a mortgage. Times have changed, but many advisors are still selling life insurance as if people are going to die at 65 years of age. With today's mortality tables, people need long-term, permanent life insurance. The current statistics show that for every 100 people starting their careers at age 25, by the time they are 65, 13 will be dead. That means 87 are still alive. There's a good chance they'll need more life insurance then than they do now. They will need personal permanent life insurance.The old axiom is still true that people are going to die before 65 or after 65 - one or the other. Most will die after 65. The older they get, the more needs they have. We want to be selling life insurance for all stages of life. Shown below is an outline that we've prepared showing the importance of life insurance for every stage in life. (Click here for a printable version.)CHILDREN• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Lower PremiumsSINGLE• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Lower Premiums• Debt ProtectionMARRIED/NO CHILDREN• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle ProtectionMARRIED W/CHILDREN• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Education FundEMPTY NESTERS• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Maximize Pension• Social Security Offset• Replace Group Insurance• GiftsSENIORS• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Maximize Pension• Social Security Offset• Replace Group Insurance• Gifts• Equalization of Inheritances• Legacy/Charity• Wealth Replacement• Dynasty Trust FundingJack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:52 PM
Closing the Sale: Action
"Confidence is the fuel that drives persuasiveness." ~ Calvin FooThe ability to persuade and close sales is still the most important factor in any advisor's career. The fundamental principle of the close is that you must be persuasive and tell your prospect that you want him or her to act now on your recommendation. If you hesitate in doing this -- if you hold back, if you are timid, if you are vague -- you may have many pleasant interviews each week, but you will seldom have any sales. Nothing is more important during this part of the selling process than your confidence, born of thorough preparation. You must have a strategy for closing.We teach the following five-step strategy for closing:• Step 1 - Owner Benefits.Make summary statements regarding owner benefits. "We feel, and we think you'll agree, Bill, we have ..." "First, this plan ..." "Second, our plan provides ..." "Finally, the plan provides ..."• Step 2 - Final Look.Place the proposal in front of your prospect and ask him/her to give it a final look. Listen and watch for opportunities to encourage and reinforce your prospect's realizations regarding various facets of your plan's owner benefits.• Step 3 - Strategic Move.Ask two questions with the first being a controlled question. By that, we mean the response you'll receive is predictable, one that almost invariably gets a favourable response. "How do you like the work we've done and the plan we've personalized to you and your family?" (Record name of plan on application.) "Secondly, are you comfortable with the amount based on your current budget and the dollar range you suggested we work with?" (Record amount on application.) You'll often meet some resistance in asking about the amount. However, you have positioned yourself to close the sale when you received a favourable response to your plan. The important attitude to develop and maintain is that the sale must be closed; it seldom closes itself.• Step 4 - Prospect's Idea.After you record the amount on the application, move to secure consent on a minor question. This gives prospects control of the idea to take action on your recommendation. You can say: "Bill, would you prefer to handle the premium annually or on our monthly check-o-matic?" People love to buy but are reluctant to be sold.• Step 5 - App with Check.After the question regarding how the prospect wants to handle the premium, you move ahead with this statement: "Bill, I need your check for $1,027 made payable to (company)." Next in importance to the early minutes of the initial contact is the time when you ask for the check for the initial premium. This should be done in a very matter- of-fact manner. Once you get the check, you are properly positioned to complete the application in its entirety. You get the check, then fill out the app.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Closing the Sale: Action• Your confidence born of preparation is the key.• The sale must be closed; it seldom closes itself.• Step 1 - Owner Benefits• Step 2 - Final Look• Step 3 - Strategic Move• Step 4 - Prospect's Idea• Step 5 - App with CheckMaster your closing strategy.Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:49 PM
Wednesday, April 9, 2008
Service & Prospecting
"Prospecting is the bloodlife of our business"Serve what you sell. Clients want consistent service from start to finish. Make certain your prospects get more in the way of service from you than they expect. Make certain they get more than they pay for. Make certain they get more from you in the way of service and information than they can possibly get from your competitors.The key to your success is recognizing that most of your time must be spent prospecting and arranging interviews so that you show contracts and proposals to people who can and will buy from you. They will buy from you because you arrange to get in front of them and they like you and the manner in which you sell.The importance of prospecting and its contribution to your success cannot be overrated. An important sale you make is the one you make to yourself relative to being and staying prospect-minded. Professional Advisors regard their prospect file in the same light as they regard their personal bank account; they know that they must make regular deposits to offset withdrawals. If they fail to do this, they will be going bankrupt with their prospect account.Where will you find these "new deposits"? There are numerous sources of prospects. We will discuss the major sources relevant to selling at MDRT levels. The "bottom line" prospecting goal is to develop Qualified Leads who can be seen under favorable conditions. If you are to achieve superior results, prospecting must become as natural as breathing. It will, if you conscientiously and consistently do these two things:1. Pay Attention.Successful Advisors observe. Keep your eyes and ears open. Do more than just look, see something. Do more than listen, hear something. Make notes. Develop an alertness and a probing, inquisitive attitude.2. Maintain an up-to-date "reservoir-building" file.Here's where you organize prospect data and other important follow-up information. The primary purpose of such a file is to provide you a system for bringing names of Qualified Leads to your attention at a time when it's best to make contact with them.This should not be a "hope chest." It's not a sign of success to have a bulging file of "dead wood." The only "reservoir-building" file that works is one containing bona fide Qualified Leads -- individuals who will appreciate the kind of work you do and the plans and services you offer.It's trite to say, but it's still true, prospecting is the lifeblood of our business. You can call it what you want -- target marketing, networking, relationship marketing -- however you address it, it still comes out the same -- it's the gathering of qualified names with proper introductions and endorsements.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Service and Prospecting• Serve what you sell.• Pay attention.• Maintain an up-to-date "reservoir-building" file.Make 2008 great in every way!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:01 PM
Smile -- Happiness
"The shortest distance between two people is a smile." ~Author UnknownWould you like to be welcomed wherever you go? Did you know that the voice with a smile almost always wins?Soon after Frank Bettger started selling, he discovered that a worried, sour expression brought results that were just about infallible - an unwelcoming audience and failure.It didn't take him long to realize that he had a serious handicap to overcome. It meant a complete change in his outlook on life. Here is the method he tried. It began to show results immediately in his home, socially, and in business.Every morning for 15 minutes he determined to cultivate a big, happy smile, just for that 15 minutes. Bettger soon discovered, however, that it couldn't be an insincere, commercialized smile, developed just for the purpose of putting dollars in his pocket. It had to be an honest-to-goodness smile from down deep inside, an outward expression of happiness from within!It wasn't easy at first, but he kept at it. Bettger made it a practice before going in to see prospects to stand outside their office and think of all the good things he had to say and offer. As a result, he was always smiling when he walked through the door. It made an impact on the people on the other side of the door -- they smiled back!As you begin to develop a voice with a smile, consider the following:1. Research indicates that feelings follow action. Put this theory to the test: Practice smiling and see what follows.2. Studies have been conducted for years by telephone and advertising companies that show the voice with a smile wins. Even in our high-tech culture, it still matters greatly about the voice on the other end of the line. Companies spend millions to have just the right voice on their automated systems.3. Smiling can be the start to cultivating happiness. We begin to expect good things to happen and most of the time, they do.Frank Bettger discovered that he could cultivate happiness with a smile. He practiced smiling with his children, his wife and his business associates.This is our challenge this week: Start developing a voice with a smile by picking up the phone to set that next appointment - AND SMILE. The voice with a smile almost always wins.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Smile -- HappinessBe welcomed wherever you go - start cultivating happiness with your smile.• The voice with a smile almost always wins.• Practice smiling 15 minutes in the morning.• Smile before going into prospects' offices.• Smile at your children.• Smile at your spouse.• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.What do your prospects hear and feel on the other end of the line?Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 5:55 PM
When to stop selling
"It is as important to know when to stop talking as when to start." Dr. Napoleon HillMuch has been written about the "psychological moment" to make the close. Today most students of selling believe that "the moment" can be created several times throughout the selling process. We say, close early, close late . . . close anytime the prospect gives you the indication that he or she is ready to buy.Learn to watch for these buying signs:1. Words and QuestionsThese are some of the most important buying signs. What your prospect says and how he or she says it can be very meaningful. Questions should almost always be interpreted as buying signs. Some examples include, "What discount do you allow for cash?" or "When will this take effect?" Generally speaking, questions indicate interest. Questions as pointed as these tell you your prospect is waiting for you to bring the interview to a close.2. Prospect's AttentionThe prospect's attitude often betrays his or her interest. The prospect leans forward, rubs his or her chin, pulls an ear or scratches his or her head. These actions are revealing an "almost persuaded" attitude. Likewise, when a prospect re-examines the product or contract, the time has arrived for you to close.3. An Act of HesitationWhen your prospect hesitates just for a moment over one article or item, this is an important signal. You may have uncovered the prospect's need and a reason to buy now.4. Tone of VoiceEven a slight raising or lowering of the tone of voice will give you an indication of interest.5. Facial ExpressionsMost people betray their thinking in their expressions. Watch your prospect's eyes for a look of interest. Many feel that eyes tell you more than words.Stay alert - pay attention. Be able to recognize and read your prospects through the body language and other indicators we have described. Whenever you are reasonably sure you have a buying sign, then act - attempt a close.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 5:50 PM
May 2008 March 2008 Home
Life Insurance for Every Stage in Life
"Life Insurance is a combination of caring, commitment and common sense." ~ Howard Wight, Red Letter LanguageMost people will need more life insurance when they reach 65 than they need at 35, if they are married with two children and a mortgage. Times have changed, but many advisors are still selling life insurance as if people are going to die at 65 years of age. With today's mortality tables, people need long-term, permanent life insurance. The current statistics show that for every 100 people starting their careers at age 25, by the time they are 65, 13 will be dead. That means 87 are still alive. There's a good chance they'll need more life insurance then than they do now. They will need personal permanent life insurance.The old axiom is still true that people are going to die before 65 or after 65 - one or the other. Most will die after 65. The older they get, the more needs they have. We want to be selling life insurance for all stages of life. Shown below is an outline that we've prepared showing the importance of life insurance for every stage in life. (Click here for a printable version.)CHILDREN• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Lower PremiumsSINGLE• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Lower Premiums• Debt ProtectionMARRIED/NO CHILDREN• Guarantee Insurability• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle ProtectionMARRIED W/CHILDREN• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Education FundEMPTY NESTERS• Cash Value Accumulation• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Maximize Pension• Social Security Offset• Replace Group Insurance• GiftsSENIORS• Final Expenses• Debt Protection• Mortgage Acceleration• Income Needs• Lifestyle Protection• Future Funding for Emergency• Maximize Pension• Social Security Offset• Replace Group Insurance• Gifts• Equalization of Inheritances• Legacy/Charity• Wealth Replacement• Dynasty Trust FundingJack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:52 PM
Closing the Sale: Action
"Confidence is the fuel that drives persuasiveness." ~ Calvin FooThe ability to persuade and close sales is still the most important factor in any advisor's career. The fundamental principle of the close is that you must be persuasive and tell your prospect that you want him or her to act now on your recommendation. If you hesitate in doing this -- if you hold back, if you are timid, if you are vague -- you may have many pleasant interviews each week, but you will seldom have any sales. Nothing is more important during this part of the selling process than your confidence, born of thorough preparation. You must have a strategy for closing.We teach the following five-step strategy for closing:• Step 1 - Owner Benefits.Make summary statements regarding owner benefits. "We feel, and we think you'll agree, Bill, we have ..." "First, this plan ..." "Second, our plan provides ..." "Finally, the plan provides ..."• Step 2 - Final Look.Place the proposal in front of your prospect and ask him/her to give it a final look. Listen and watch for opportunities to encourage and reinforce your prospect's realizations regarding various facets of your plan's owner benefits.• Step 3 - Strategic Move.Ask two questions with the first being a controlled question. By that, we mean the response you'll receive is predictable, one that almost invariably gets a favourable response. "How do you like the work we've done and the plan we've personalized to you and your family?" (Record name of plan on application.) "Secondly, are you comfortable with the amount based on your current budget and the dollar range you suggested we work with?" (Record amount on application.) You'll often meet some resistance in asking about the amount. However, you have positioned yourself to close the sale when you received a favourable response to your plan. The important attitude to develop and maintain is that the sale must be closed; it seldom closes itself.• Step 4 - Prospect's Idea.After you record the amount on the application, move to secure consent on a minor question. This gives prospects control of the idea to take action on your recommendation. You can say: "Bill, would you prefer to handle the premium annually or on our monthly check-o-matic?" People love to buy but are reluctant to be sold.• Step 5 - App with Check.After the question regarding how the prospect wants to handle the premium, you move ahead with this statement: "Bill, I need your check for $1,027 made payable to (company)." Next in importance to the early minutes of the initial contact is the time when you ask for the check for the initial premium. This should be done in a very matter- of-fact manner. Once you get the check, you are properly positioned to complete the application in its entirety. You get the check, then fill out the app.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Closing the Sale: Action• Your confidence born of preparation is the key.• The sale must be closed; it seldom closes itself.• Step 1 - Owner Benefits• Step 2 - Final Look• Step 3 - Strategic Move• Step 4 - Prospect's Idea• Step 5 - App with CheckMaster your closing strategy.Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:49 PM
Wednesday, April 9, 2008
Service & Prospecting
"Prospecting is the bloodlife of our business"Serve what you sell. Clients want consistent service from start to finish. Make certain your prospects get more in the way of service from you than they expect. Make certain they get more than they pay for. Make certain they get more from you in the way of service and information than they can possibly get from your competitors.The key to your success is recognizing that most of your time must be spent prospecting and arranging interviews so that you show contracts and proposals to people who can and will buy from you. They will buy from you because you arrange to get in front of them and they like you and the manner in which you sell.The importance of prospecting and its contribution to your success cannot be overrated. An important sale you make is the one you make to yourself relative to being and staying prospect-minded. Professional Advisors regard their prospect file in the same light as they regard their personal bank account; they know that they must make regular deposits to offset withdrawals. If they fail to do this, they will be going bankrupt with their prospect account.Where will you find these "new deposits"? There are numerous sources of prospects. We will discuss the major sources relevant to selling at MDRT levels. The "bottom line" prospecting goal is to develop Qualified Leads who can be seen under favorable conditions. If you are to achieve superior results, prospecting must become as natural as breathing. It will, if you conscientiously and consistently do these two things:1. Pay Attention.Successful Advisors observe. Keep your eyes and ears open. Do more than just look, see something. Do more than listen, hear something. Make notes. Develop an alertness and a probing, inquisitive attitude.2. Maintain an up-to-date "reservoir-building" file.Here's where you organize prospect data and other important follow-up information. The primary purpose of such a file is to provide you a system for bringing names of Qualified Leads to your attention at a time when it's best to make contact with them.This should not be a "hope chest." It's not a sign of success to have a bulging file of "dead wood." The only "reservoir-building" file that works is one containing bona fide Qualified Leads -- individuals who will appreciate the kind of work you do and the plans and services you offer.It's trite to say, but it's still true, prospecting is the lifeblood of our business. You can call it what you want -- target marketing, networking, relationship marketing -- however you address it, it still comes out the same -- it's the gathering of qualified names with proper introductions and endorsements.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Service and Prospecting• Serve what you sell.• Pay attention.• Maintain an up-to-date "reservoir-building" file.Make 2008 great in every way!Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:01 PM
Smile -- Happiness
"The shortest distance between two people is a smile." ~Author UnknownWould you like to be welcomed wherever you go? Did you know that the voice with a smile almost always wins?Soon after Frank Bettger started selling, he discovered that a worried, sour expression brought results that were just about infallible - an unwelcoming audience and failure.It didn't take him long to realize that he had a serious handicap to overcome. It meant a complete change in his outlook on life. Here is the method he tried. It began to show results immediately in his home, socially, and in business.Every morning for 15 minutes he determined to cultivate a big, happy smile, just for that 15 minutes. Bettger soon discovered, however, that it couldn't be an insincere, commercialized smile, developed just for the purpose of putting dollars in his pocket. It had to be an honest-to-goodness smile from down deep inside, an outward expression of happiness from within!It wasn't easy at first, but he kept at it. Bettger made it a practice before going in to see prospects to stand outside their office and think of all the good things he had to say and offer. As a result, he was always smiling when he walked through the door. It made an impact on the people on the other side of the door -- they smiled back!As you begin to develop a voice with a smile, consider the following:1. Research indicates that feelings follow action. Put this theory to the test: Practice smiling and see what follows.2. Studies have been conducted for years by telephone and advertising companies that show the voice with a smile wins. Even in our high-tech culture, it still matters greatly about the voice on the other end of the line. Companies spend millions to have just the right voice on their automated systems.3. Smiling can be the start to cultivating happiness. We begin to expect good things to happen and most of the time, they do.Frank Bettger discovered that he could cultivate happiness with a smile. He practiced smiling with his children, his wife and his business associates.This is our challenge this week: Start developing a voice with a smile by picking up the phone to set that next appointment - AND SMILE. The voice with a smile almost always wins.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER: Smile -- HappinessBe welcomed wherever you go - start cultivating happiness with your smile.• The voice with a smile almost always wins.• Practice smiling 15 minutes in the morning.• Smile before going into prospects' offices.• Smile at your children.• Smile at your spouse.• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.What do your prospects hear and feel on the other end of the line?Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 5:55 PM
When to stop selling
"It is as important to know when to stop talking as when to start." Dr. Napoleon HillMuch has been written about the "psychological moment" to make the close. Today most students of selling believe that "the moment" can be created several times throughout the selling process. We say, close early, close late . . . close anytime the prospect gives you the indication that he or she is ready to buy.Learn to watch for these buying signs:1. Words and QuestionsThese are some of the most important buying signs. What your prospect says and how he or she says it can be very meaningful. Questions should almost always be interpreted as buying signs. Some examples include, "What discount do you allow for cash?" or "When will this take effect?" Generally speaking, questions indicate interest. Questions as pointed as these tell you your prospect is waiting for you to bring the interview to a close.2. Prospect's AttentionThe prospect's attitude often betrays his or her interest. The prospect leans forward, rubs his or her chin, pulls an ear or scratches his or her head. These actions are revealing an "almost persuaded" attitude. Likewise, when a prospect re-examines the product or contract, the time has arrived for you to close.3. An Act of HesitationWhen your prospect hesitates just for a moment over one article or item, this is an important signal. You may have uncovered the prospect's need and a reason to buy now.4. Tone of VoiceEven a slight raising or lowering of the tone of voice will give you an indication of interest.5. Facial ExpressionsMost people betray their thinking in their expressions. Watch your prospect's eyes for a look of interest. Many feel that eyes tell you more than words.Stay alert - pay attention. Be able to recognize and read your prospects through the body language and other indicators we have described. Whenever you are reasonably sure you have a buying sign, then act - attempt a close.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 5:50 PM
May 2008 March 2008 Home
March 2008
Tuesday, March 18, 2008
One Thing Not To Surrender
"Belief is the thermostat that regulates what you accomplish in your life. Believe BIG. Adjust your thermostat forward. Launch your success offensive with a sincere belief in yourself. Believe BIG and grow BIG." David J. Schwartz, Ph.D. It's important to understand two fundamental principles about self-image:• You will be true to your self-image. You will perform the way you see yourself performing. • Your self-image can and does change. The expectant approach, the expectant presentation and the expectant close are what produce the desired results. People can, who think they can. People can't, who think they can't. This is an unchanging, indisputable law of selling and of life itself. Count as an enemy the person who shakes your expectation of your selling ability. Remember, as a professional salesperson your self-confidence is the one thing you can never afford to surrender. Nothing multiplies a salesperson's ability like faith in himself or herself. It will make a one-talent person a success - while a ten-talent person without it will fail. How often have you heard said about some successful person, "Everything he or she touches turns to gold?" We sometimes think of successful people as being lucky. The fact is, their success represents their expectations - it's the sum of their habitual ways of thinking. By the force of their expectations, such persons wring success from the most adverse circumstances. Expectation brings successful experiences and successful experiences reinforce the power of confidence in selling. Individuals who are self-reliant, positive, optimistic, and assured "magnetize" conditions. They carry in their presence an air of victory that compounds its power by convincing others. Their poise, assurance and ability increase in direct ratio to the number of selling achievements. Launch your success offensive with a sincere belief in yourself. Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:14 PM
Develop Your Own Positive Driven Splinter
"There is no doubt that you will succeed today at making a difference in the world. The question is, what difference will you choose to make? " J. S. LoweryArticle based on the book, The Power of Being Different, by John Paul Carinci. Used with permission.We've all had a painful splinter sometime in our lives. A splinter that throbbed, it seemed endlessly. Without us paying attention to it, it would hurt, sending pain signals to our brain. Well, very successful individuals, for thousands of years, have used the laws of nature to reverse the signal system and use it to accomplish great tasks. Most great inventors use a similar principle. Let's study it. Truly successful people have found that if they pre-program their minds, in particular, the subconscious mind, with certain commands and goals, it gets etched into their subconscious, and that is the real key here. It is important to realize that the subconscious will accept fact or fiction. Think about the NYC Marathon runner who trains for the entire year before the big race. Think about the fact that the race is over 26 miles long. Let's look at the mindset of this individual. The runner is intensely driven for that whole year, visualizing, all along, that ultimate finish line. The runner doesn't think about failure to finish the race, or blisters, or many other obstacles that will arise during the year. The runner's mindset is: one goal; one vision; one battle; that will ultimately be won. The runner will also announce to everyone, sometimes months in advance, that they will be running the famous marathon. This is important, because once announced, a goal has that much more importance and urgency attached to it. So once introduced correctly, the subconscious mind accepts this great goal, and works overtime to bring the intense, positive, driven goal, to pass, just like that terrible deeply imbedded splinter. So, what will be your Positive Driven Splinter? To make this the most successful summer ever - get focused on your goals - turn that "splinter" into a positive force for success in selling! Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:11 PM
Appreciation & Praise
"To get appreciation, you must show appreciation."Showing appreciation is a mark of a true professional. Start looking for ways in which you can show genuine appreciation. You have, of course, some natural times when you should always do this: 1. Express appreciation for new business. This is usually automatic. Be sure your clients know you appreciate doing business with them. 2. Give appreciation to those who assist you. Try sending a note to a prospect's/client's assistant. Assistants can be most helpful to you in building a relationship. 3. Always express appreciation for an interview. Even if a prospect doesn't buy, sincerely thanking them for granting you an interview is one of the best ways to make an impression and keep the prospect's mind open to your proposition at a future date. 4. Show appreciation through your manners and actions. Let the buyer know where you can be reached whenever you are needed. Return telephone calls promptly. 5. Give thanks for referrals. Always express appreciation to those customers who refer business to you. Report back to them on your results. 6. Send prospects to your customers. If your customers are also in business, send them prospects or supply them with leads. 7. When the subject of one of your competitors comes up, there is only one way to handle it: PRAISE YOUR COMPETITOR. This requires knowing your competition well enough to be able to praise them. Being knowledgeable about your competitors allows you to praise them. This doesn't necessarily get you a sale. However, your prospect will be more likely to accept information about your company as accurate. Never criticize your competition. Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!REMINDER: Appreciation and Praise Opportunities to show appreciation: • New Business. • Assistants and others who help me. • Interviews. • Return phone calls promptly. • Referrals/report back. • Send prospects/clients business or leads. Know my competitors well enough to praise them. Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:07 PM
Knowledge of My Business
"Anyone who stops learning is old - whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young"To have confidence in yourself, and win and hold the confidence of others, an essential rule is: Know your business . . . and keep on knowing your business!Periodically you must step back and look at yourself.• Are you satisfied with the human being you're becoming?• How are you doing in your business?• Are you moving forward?• Are you getting better?• Are your sales increasing? • Are you using your time effectively?It's for these reasons you need a personal Research and Development Department. You must have a library of sales support material you can use and refer to in order to make yourself a better sales rep, to keep you current on your products and sharp on new selling techniques. Read, attend educational seminars, take advantage of home office resources, participate in company and industry conferences.Good sales reps are those who have confidence in themselves and their abilities. Great sales reps are those whose clients have confidence in them and their abilities.Professionals know they are good, and they know why they are good. Consistently, they work at becoming better.All of us are aware of tragic school dropouts. But salespeople "drop out" too! It's unfortunate but true that for many, there comes a time when they literally "drop out." They stop learning. They stop growing. They stop getting better. It's at this precise point they compromise what they will become as sales reps and as human beings. They expect their companies to grow and get better. But all too often, sales reps make the assumption that they are good enough to meet the challenge and change of the future without improving themselves.Remind yourself to keep growing. Keep learning and studying. Keep records to monitor and measure your performance. Maintain a personal Research and Development Department that keeps you up-to-date - one that keeps your sales success "above the crowd" that is not interested in gaining more knowledge and becoming better.Carry this Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!REMINDER: Know My Business• Great sales reps are those whose clients have confidence in them and their abilities. • Keep growing. • Keep learning and studying. • Keep records of my performance. • Know my business -- keep knowing my business. • Keep getting better and better.Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.Good luck and good selling,Jack and Garry Kinder
Posted by CTIbpo at 9:00 PM
One Thing Not To Surrender
"Belief is the thermostat that regulates what you accomplish in your life. Believe BIG. Adjust your thermostat forward. Launch your success offensive with a sincere belief in yourself. Believe BIG and grow BIG." David J. Schwartz, Ph.D. It's important to understand two fundamental principles about self-image:• You will be true to your self-image. You will perform the way you see yourself performing. • Your self-image can and does change. The expectant approach, the expectant presentation and the expectant close are what produce the desired results. People can, who think they can. People can't, who think they can't. This is an unchanging, indisputable law of selling and of life itself. Count as an enemy the person who shakes your expectation of your selling ability. Remember, as a professional salesperson your self-confidence is the one thing you can never afford to surrender. Nothing multiplies a salesperson's ability like faith in himself or herself. It will make a one-talent person a success - while a ten-talent person without it will fail. How often have you heard said about some successful person, "Everything he or she touches turns to gold?" We sometimes think of successful people as being lucky. The fact is, their success represents their expectations - it's the sum of their habitual ways of thinking. By the force of their expectations, such persons wring success from the most adverse circumstances. Expectation brings successful experiences and successful experiences reinforce the power of confidence in selling. Individuals who are self-reliant, positive, optimistic, and assured "magnetize" conditions. They carry in their presence an air of victory that compounds its power by convincing others. Their poise, assurance and ability increase in direct ratio to the number of selling achievements. Launch your success offensive with a sincere belief in yourself. Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:14 PM
Develop Your Own Positive Driven Splinter
"There is no doubt that you will succeed today at making a difference in the world. The question is, what difference will you choose to make? " J. S. LoweryArticle based on the book, The Power of Being Different, by John Paul Carinci. Used with permission.We've all had a painful splinter sometime in our lives. A splinter that throbbed, it seemed endlessly. Without us paying attention to it, it would hurt, sending pain signals to our brain. Well, very successful individuals, for thousands of years, have used the laws of nature to reverse the signal system and use it to accomplish great tasks. Most great inventors use a similar principle. Let's study it. Truly successful people have found that if they pre-program their minds, in particular, the subconscious mind, with certain commands and goals, it gets etched into their subconscious, and that is the real key here. It is important to realize that the subconscious will accept fact or fiction. Think about the NYC Marathon runner who trains for the entire year before the big race. Think about the fact that the race is over 26 miles long. Let's look at the mindset of this individual. The runner is intensely driven for that whole year, visualizing, all along, that ultimate finish line. The runner doesn't think about failure to finish the race, or blisters, or many other obstacles that will arise during the year. The runner's mindset is: one goal; one vision; one battle; that will ultimately be won. The runner will also announce to everyone, sometimes months in advance, that they will be running the famous marathon. This is important, because once announced, a goal has that much more importance and urgency attached to it. So once introduced correctly, the subconscious mind accepts this great goal, and works overtime to bring the intense, positive, driven goal, to pass, just like that terrible deeply imbedded splinter. So, what will be your Positive Driven Splinter? To make this the most successful summer ever - get focused on your goals - turn that "splinter" into a positive force for success in selling! Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:11 PM
Appreciation & Praise
"To get appreciation, you must show appreciation."Showing appreciation is a mark of a true professional. Start looking for ways in which you can show genuine appreciation. You have, of course, some natural times when you should always do this: 1. Express appreciation for new business. This is usually automatic. Be sure your clients know you appreciate doing business with them. 2. Give appreciation to those who assist you. Try sending a note to a prospect's/client's assistant. Assistants can be most helpful to you in building a relationship. 3. Always express appreciation for an interview. Even if a prospect doesn't buy, sincerely thanking them for granting you an interview is one of the best ways to make an impression and keep the prospect's mind open to your proposition at a future date. 4. Show appreciation through your manners and actions. Let the buyer know where you can be reached whenever you are needed. Return telephone calls promptly. 5. Give thanks for referrals. Always express appreciation to those customers who refer business to you. Report back to them on your results. 6. Send prospects to your customers. If your customers are also in business, send them prospects or supply them with leads. 7. When the subject of one of your competitors comes up, there is only one way to handle it: PRAISE YOUR COMPETITOR. This requires knowing your competition well enough to be able to praise them. Being knowledgeable about your competitors allows you to praise them. This doesn't necessarily get you a sale. However, your prospect will be more likely to accept information about your company as accurate. Never criticize your competition. Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!REMINDER: Appreciation and Praise Opportunities to show appreciation: • New Business. • Assistants and others who help me. • Interviews. • Return phone calls promptly. • Referrals/report back. • Send prospects/clients business or leads. Know my competitors well enough to praise them. Good luck and good selling,Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 9:07 PM
Knowledge of My Business
"Anyone who stops learning is old - whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young"To have confidence in yourself, and win and hold the confidence of others, an essential rule is: Know your business . . . and keep on knowing your business!Periodically you must step back and look at yourself.• Are you satisfied with the human being you're becoming?• How are you doing in your business?• Are you moving forward?• Are you getting better?• Are your sales increasing? • Are you using your time effectively?It's for these reasons you need a personal Research and Development Department. You must have a library of sales support material you can use and refer to in order to make yourself a better sales rep, to keep you current on your products and sharp on new selling techniques. Read, attend educational seminars, take advantage of home office resources, participate in company and industry conferences.Good sales reps are those who have confidence in themselves and their abilities. Great sales reps are those whose clients have confidence in them and their abilities.Professionals know they are good, and they know why they are good. Consistently, they work at becoming better.All of us are aware of tragic school dropouts. But salespeople "drop out" too! It's unfortunate but true that for many, there comes a time when they literally "drop out." They stop learning. They stop growing. They stop getting better. It's at this precise point they compromise what they will become as sales reps and as human beings. They expect their companies to grow and get better. But all too often, sales reps make the assumption that they are good enough to meet the challenge and change of the future without improving themselves.Remind yourself to keep growing. Keep learning and studying. Keep records to monitor and measure your performance. Maintain a personal Research and Development Department that keeps you up-to-date - one that keeps your sales success "above the crowd" that is not interested in gaining more knowledge and becoming better.Carry this Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!REMINDER: Know My Business• Great sales reps are those whose clients have confidence in them and their abilities. • Keep growing. • Keep learning and studying. • Keep records of my performance. • Know my business -- keep knowing my business. • Keep getting better and better.Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.Good luck and good selling,Jack and Garry Kinder
Posted by CTIbpo at 9:00 PM
February 2008
Sunday, February 24, 2008
Watch Your Self Talk
Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have taken centuries to form. A single drop of water finds its way through the roof of the cavern to deposit its tiny sediment on the floor of the cave. Another drop follows, and still another, until a marble-like finger begins to grow upward. The result is a tremendously solid pillar.Self-talk shapes your life in much the same way.What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.What have you told yourself today? What conversation has gone on in your head or been spoken aloud?Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .Self-talk makes a difference!Jack and Garry KinderThe KBI group
Posted by CTIbpo at 8:56 PM
Enthusiatically Develop Your Slight Edge
Frank Bettger turned his selling career around by applying two principles:1. Enthusiasm - "Enthusiasm is the greatest method of persuasion without pressure. Enthusiasm is the yeast that raises the dough. Enthusiasm is the greatest one-word slogan for living ever devised."2. The Slight Edge - This principle has to do with what making a slight improvement in one skill can do to one's performance over a period of time.
After hearing his boss, Mr. Walter Talbot, say that this business boils down to seeing the people - enthusiastically telling your story to four or five people every day, Frank Bettger immediately applied the principles of enthusiasm and the slight edge. He literally turned his career around.
He applied the principle of enthusiasm by giving himself a pep talk. "You've got two good legs. You can do it. You can tell your story to four or five people every day. You will make good. Why? Mr. Talbot said so." Bettger said, "What a great relief came over me. Now I knew I was going to make good in selling."
Bettger then applied The Slight Edge Principle by devoting extra time to enthusiastically telling his story to four or five people every day. The rest is history. Frank Bettger went on to become one of the greatest insurance salesmen of all time.
Here's the Slight Edge Creed:• Put enthusiasm to work for you• Show that you care - by attitude, word and action• Treat the customer as you would like to be treated• Respect prospects' intelligence; never overestimate prospects' information• Do today's jobs today - never put off until tomorrow• Make right first impressions• Seek an answer to every question; never leave the customer in doubt• Deliver more than customers expect• Do what it takes to assure the customers' satisfaction. • Follow-up to make sure the job is well done, and done right.
Enthusiastically develop your slight edge!
Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 8:47 PM
Monday, February 11, 2008
Be A Generator
Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.• Third, generators work at the right things. They focus on those few sales activities that make the big difference.• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.• Finally, generators manage the buying process. They help along the prospect's decision to buy.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 10:12 PM
Sunday, February 3, 2008
Believe in the Law of Averages
Professionals are good at what they do, and they know why they are good. Because they know why they are good, they critique their own performances and naturally continue to grow and to become better. These types of performance reviews show them how to grow and become more effective.Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate." What a valuable lesson to learn when you are in sales!When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling success, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you. When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:38 PM
Watch Your Self Talk
Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have taken centuries to form. A single drop of water finds its way through the roof of the cavern to deposit its tiny sediment on the floor of the cave. Another drop follows, and still another, until a marble-like finger begins to grow upward. The result is a tremendously solid pillar.Self-talk shapes your life in much the same way.What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.What have you told yourself today? What conversation has gone on in your head or been spoken aloud?Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .Self-talk makes a difference!Jack and Garry KinderThe KBI group
Posted by CTIbpo at 8:56 PM
Enthusiatically Develop Your Slight Edge
Frank Bettger turned his selling career around by applying two principles:1. Enthusiasm - "Enthusiasm is the greatest method of persuasion without pressure. Enthusiasm is the yeast that raises the dough. Enthusiasm is the greatest one-word slogan for living ever devised."2. The Slight Edge - This principle has to do with what making a slight improvement in one skill can do to one's performance over a period of time.
After hearing his boss, Mr. Walter Talbot, say that this business boils down to seeing the people - enthusiastically telling your story to four or five people every day, Frank Bettger immediately applied the principles of enthusiasm and the slight edge. He literally turned his career around.
He applied the principle of enthusiasm by giving himself a pep talk. "You've got two good legs. You can do it. You can tell your story to four or five people every day. You will make good. Why? Mr. Talbot said so." Bettger said, "What a great relief came over me. Now I knew I was going to make good in selling."
Bettger then applied The Slight Edge Principle by devoting extra time to enthusiastically telling his story to four or five people every day. The rest is history. Frank Bettger went on to become one of the greatest insurance salesmen of all time.
Here's the Slight Edge Creed:• Put enthusiasm to work for you• Show that you care - by attitude, word and action• Treat the customer as you would like to be treated• Respect prospects' intelligence; never overestimate prospects' information• Do today's jobs today - never put off until tomorrow• Make right first impressions• Seek an answer to every question; never leave the customer in doubt• Deliver more than customers expect• Do what it takes to assure the customers' satisfaction. • Follow-up to make sure the job is well done, and done right.
Enthusiastically develop your slight edge!
Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 8:47 PM
Monday, February 11, 2008
Be A Generator
Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.• Third, generators work at the right things. They focus on those few sales activities that make the big difference.• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.• Finally, generators manage the buying process. They help along the prospect's decision to buy.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 10:12 PM
Sunday, February 3, 2008
Believe in the Law of Averages
Professionals are good at what they do, and they know why they are good. Because they know why they are good, they critique their own performances and naturally continue to grow and to become better. These types of performance reviews show them how to grow and become more effective.Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate." What a valuable lesson to learn when you are in sales!When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling success, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you. When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 6:38 PM
January 2008
Monday, January 28, 2008
Self Organisation
Think about the most successful people you know for a moment. For the most part, successful people are ruthless with their time. They take the time to do the inglorious task of planning. Getting and staying organized is grueling, but without it, you are on a collision course with failure.This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER #2 : Order : Self Organization• Designate a set period of time each week for self-organization, planning your week, getting things in order.• Get up one hour earlier each day. Use this time to read and study.• Keep your weekly and daily plans visible.• Be ruthless with your time.• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.Jack and Gary KinderThe KBI Group
Posted by CTIbpo at 6:56 PM
Sunday, January 27, 2008
Enthusiasm
Benjamin Franklin, just a small printer in Philadelphia, found himself badly in debt. He thought of himself as a simple man of ordinary ability, but believed he could acquire the essential principles of successful living, if only he could find the right method. Having an inventive mind, he devised a method so simple, yet so practical, that anyone could use it.Franklin chose 13 subjects, which he felt were necessary or desirable for him to acquire and try to master, and he gave a week's strict attention to each subject, successively. In this way, he was able to go through his entire list in 13 weeks, and repeat the process four times in a year. It was to this one idea that Benjamin Franklin felt he owed all his success and happiness.Frank Bettger took Franklin's idea and applied it to selling. Here's Bettger's list:1. Enthusiasm2. Order: self-organization3. Think in terms of others' interests4. Questions5. Key issue6. Silence: listen7. Sincerity: deserve confidence8. Knowledge of my business9. Appreciation and praise10. Smile: happiness11. Remember names and faces12. Service and prospecting13. Closing the sale: actionBettger used what he called a Pocket Reminder and kept it with him at all times. We are following his example. For 13 weeks, the Mental Vitamin will be devoted to these areas of selling.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER #1 : Enthusiasm* Force yourself to act enthusiastic, and you'll become enthusiastic.* Enthusiasm puts your fear to work for you.* Enthusiasm is contagious.* Enthusiasm sustains you in the difficult times.* Commit to double the amount of enthusiasm that you have been putting into your work and into your life.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 11:24 PM
About this blog
Happy New Year and may 2008 bring you Good Wealth and Good Health.The new year brings new life and in our case, new initiatives. We are pleased to announce a regular communication platform where APLO Agency & Distribution may better communicate with you in our respective markets. Through the sharing of ideas, practices and strategies, we will become closer and function as a more cohesive unit.To keep things simple initially, we would be sending the enclosed Monday Morning Message (KBI has given us permission) to National Distribution Channel Heads, Zone/State Distribution Heads, National Training Heads and Zone/State Training Heads. These messages would come out of our office every Monday morning and into the email boxes of the targeted recipients. The first email will be sent out on Monday January 20th.We, at the Regional Home Office, have enjoyed and benefited from these Morning Morning Messages and we are certain you and your team would too.Good Luck. Good Selling.Stay driven,Calvin FooRegional Agency Development Manager, APLO
Posted by CTIbpo at 7:53 PM
February 2008 Home
Subscribe to: Posts (Atom)
Self Organisation
Think about the most successful people you know for a moment. For the most part, successful people are ruthless with their time. They take the time to do the inglorious task of planning. Getting and staying organized is grueling, but without it, you are on a collision course with failure.This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER #2 : Order : Self Organization• Designate a set period of time each week for self-organization, planning your week, getting things in order.• Get up one hour earlier each day. Use this time to read and study.• Keep your weekly and daily plans visible.• Be ruthless with your time.• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.Jack and Gary KinderThe KBI Group
Posted by CTIbpo at 6:56 PM
Sunday, January 27, 2008
Enthusiasm
Benjamin Franklin, just a small printer in Philadelphia, found himself badly in debt. He thought of himself as a simple man of ordinary ability, but believed he could acquire the essential principles of successful living, if only he could find the right method. Having an inventive mind, he devised a method so simple, yet so practical, that anyone could use it.Franklin chose 13 subjects, which he felt were necessary or desirable for him to acquire and try to master, and he gave a week's strict attention to each subject, successively. In this way, he was able to go through his entire list in 13 weeks, and repeat the process four times in a year. It was to this one idea that Benjamin Franklin felt he owed all his success and happiness.Frank Bettger took Franklin's idea and applied it to selling. Here's Bettger's list:1. Enthusiasm2. Order: self-organization3. Think in terms of others' interests4. Questions5. Key issue6. Silence: listen7. Sincerity: deserve confidence8. Knowledge of my business9. Appreciation and praise10. Smile: happiness11. Remember names and faces12. Service and prospecting13. Closing the sale: actionBettger used what he called a Pocket Reminder and kept it with him at all times. We are following his example. For 13 weeks, the Mental Vitamin will be devoted to these areas of selling.Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!POCKET REMINDER #1 : Enthusiasm* Force yourself to act enthusiastic, and you'll become enthusiastic.* Enthusiasm puts your fear to work for you.* Enthusiasm is contagious.* Enthusiasm sustains you in the difficult times.* Commit to double the amount of enthusiasm that you have been putting into your work and into your life.Jack and Garry KinderThe KBI Group
Posted by CTIbpo at 11:24 PM
About this blog
Happy New Year and may 2008 bring you Good Wealth and Good Health.The new year brings new life and in our case, new initiatives. We are pleased to announce a regular communication platform where APLO Agency & Distribution may better communicate with you in our respective markets. Through the sharing of ideas, practices and strategies, we will become closer and function as a more cohesive unit.To keep things simple initially, we would be sending the enclosed Monday Morning Message (KBI has given us permission) to National Distribution Channel Heads, Zone/State Distribution Heads, National Training Heads and Zone/State Training Heads. These messages would come out of our office every Monday morning and into the email boxes of the targeted recipients. The first email will be sent out on Monday January 20th.We, at the Regional Home Office, have enjoyed and benefited from these Morning Morning Messages and we are certain you and your team would too.Good Luck. Good Selling.Stay driven,Calvin FooRegional Agency Development Manager, APLO
Posted by CTIbpo at 7:53 PM
February 2008 Home
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