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April 2007 • Lighten Your Work Load, Hire
If you work alone or with a small team,
it's a safe bet one of your biggest challenges (and frustrations)
is dealing with details, managing all the day-to-day
administrivia that's essential to staying in business
but that keeps you from getting in front of more clients
Making more time for the things that only you can do
(like bringing in more assets) means identifying how
to eliminate, automate and delegate everything else
March 2007 • Catalog Your Best Material
in a Knowledge Journal
Do you ever find yourself wondering
where the time in your day goes… and why you
never seem to get as much done as you'd like?
For too many people, one explanation is
looking for things they've created but can't find...
and then recreating that "lost" material from
January 2007 • Untangle the Web with Google's
There's a reason many advisors steer clear
of the Web. It's called TMI -- too much information.
At 100,000,000 sites and counting, the Internet for them
is a distraction to be avoided, a black hole that pulls
them away from doing the stuff that pays the bills.
But suppose for a minute you could suddenly shrink cyberspace
down to size and concentrate your searching on a handpicked list
of sites you knew contained information that would help you connect
on a deeper level with a client, or open a window of opportunity
to close a hot prospect.
December 2006 • How to Make Your New Year's
New Year's and resolutions -- the two
go hand in hand.
Do you make them yourself? Research
shows 4 in 10 of us do; some business-related, most individual.
Three quarters last a week, two-thirds
a full month, and a little less than half (46%) until
the middle of the year or beyond. Put another way that
means 20% of those who say they’ll make an adjustment
of some kind actually follow through and do so.
2006 • A Lesson in Systemizing the Client Experience
Everywhere you turn these days someone's
writing about the customer experience. Understanding the
experience. Maximizing the experience. Creating the
experience. I don't know about you but too often those "expert" opinions
strike me as too academic, not real world.
2006 • A Must-Have Tool for Minimizing Time Online
Ever stop to consider how many hours a
month you spend online? Between managing email, monitoring
market activity, keeping up with client, prospect, and
competitor information -- not to mention everything else
you do with the Internet -- the total might surprise
2006 • Inexpensive Ways of Outsourcing to Increase
Your Selling Time
As I was wrapping up a presentation recently
one of the attendees, Alan (an advisor with a regional
brokerage firm), raised his hand.
"I love your ideas on identifying
groups and sites that cater to the kind of clients I'm
interested in. Reading what they read, being where they
gather, plugging into their passions… it all makes sense.
But I'm a one-man band. I share a single sales assistant
with two other guys so she certainly doesn't have the
time to do what you're talking about. And frankly, I
don't think it's my role. My job is to bring in the business.
So, how do you recommend a guy like me get what you're
talking about done?"
2006 • Monitor News for Money in Motion & Other
Last month's suggestion that
readers leverage Google News Alerts to keep up
with current events prompted enough questions about
how the services work to warrant some further explanation.
So here goes…
2006 • Simple, Smart Ways to Enhance Your Referability
The night before my MDRT presentation
in June, I sat in on a terrific talk by Bill Cates
of Referral Coach International titled "Referrals:
The Key to Building Your Business." Bill offered
a ton of practical how-to advice that got me thinking.
2006 • Cut Time Spent Handling Email in Half
Less time managing message flow
means more time for selling.
few months back I began coaching Frank (not his real
name), a 25-year veteran of the industry and owner
of a successful advisory practice in the Western
Frank makes a comfortable mid-six figure living and has
a team of professionals and support staff helping him in
the business. But he'd hit a wall in terms of his personal
productivity; he was increasingly bogged down in non-revenue
producing administrivia that was preventing him from doing
what he enjoyed most: bringing in assets.
One of the worst culprits was email.
2006 • Find Useful Web Content Faster with A9
Let's play word association. When
I say, "Web search," what's the first thing
that comes to mind?
Google? I thought so. The company's
done a masterful job of making its sites the first
(and often only) stop for millions of people going
online to gather information. Tough to beat their
simplicity and accuracy.
But what do you do
on those occasions when Google doesn't give you the information
you're looking for?
2006 • Help Clients and Friends Leave a Legacy with Next
Ever hear someone share a poignant or
funny situation from their past and think "they
should write a book"?
Unfortunately, few ever do.
2006 • Network and Prospect More Effectively with
One Great Tool
Whether you're chatting with clients,
presenting to prospects, or schmoozing with centers
of influence, it pays to know the people you're talking
2006 • Learn to Repurpose Your Content
Time flies and those who study where
it goes say most of us fall prey (at least on the job)
to three common culprits: digging around for information,
replicating answers for others, and failing to utilize
knowledge we've already developed.
2006 • Lessons in Selling from a Seven Year Old Natural
Once again I'm reminded how often the
child teaches the parent.
Last week my daughter came home
from second grade with this year’s Jump
Rope for Heart forms. (You may know it -- it’s
sponsored annually at schools across the country by
2005 • 5 Questions to Help You Build a Better Business
Want to hit the ground running
in the New Year? Begin sketching out the changes
you need to make now. That's what top performers
are doing even as you read this: creating time or
strategizing and pursuing a route to greater success,
and working with their team to implement those improvements
2005 • My 2¢ on Caring for Clients
Anytime you can leverage a current
event (or better yet anticipate one) to remind clients
why they like doing business with you, you make a smart
marketing decision. Such an opportunity triggered my
first email Tip broadcast nearly five years ago, "A
10¢ Idea That's Really Worth Using."
2005 • Monitor Sites to Make Timely Connections
Timing is everything, especially
when it involves information that might give you a
leg up in closing a new account or expanding an existing
relationship. Knowing how to connect with people on
the basis of current headlines, happenings, or events
of interest to them is a powerful way to demonstrate
you understand their cares and concerns. Done effectively
it can make the difference between winning and losing
2005 • Don't Let Disasters Drive You Out of Business
My best tips (in terms of reader
response) are usually tied to current events that underscore
their value. Hopefully that's the case with this month's
suggestion. As you read on and consider how ready you
are to handle disasters affecting your business or
home, I invite you to consider your clients, family,
friends, and colleagues as well.
2005 • Solve the Prospecting Puzzle with Jigsaw
Prospecting is a perennial hot topic
among advisors, wholesalers and others I work with.
People are always looking for sources of new
business. And while I’m a firm believer that referrals
from existing customers and clients generally provide
the best leads, there are other sources worth considering.
The tool highlighted this month is one of them.
2005 • Cut Time Spent Typing with Copytalk
This month’s tip involves one of
those "somebody’s already solved your problem" services
that can make life a lot easier... affordable call-in
transcription support to help you handle email and
other time-consuming tasks. Be sure to take a look
too at the announcement on our new custom webinar program.
And let me know if you or someone you know is planning
a fall meeting and looking for high-impact content
to deliver to attendees.
2005 • Keep Useful Web Content from Getting Lost
You’re surfing the Web. You find
something valuable... an article, a press release,
a list of contacts, an agenda for an upcoming conference,
some background on a prospect you’ve been courting,
What do you do?
2005 • Cultivate Media Contacts to Increase Your
One of my favorite real-life success
stories in Winning
Clients in a Wired World came from Lynn McIntire,
a financial advisor in Dallas, TX. In it, Lynn relates
how she applied and used ideas I’d presented on cultivating
centers of influence to build solid relationships with
two media outlets in Dallas. Her efforts led to multiple
appearances on local television, at a cost of less
than $50 out of pocket and some time brainstorming
ideas and setting up a contact system. (You can read
her story on pages 108 and 109 of Winning Clients.)
2005 • Prospect Through Other Professionals
My February and March issues outlined ways to leverage the Web to zero
in on your target market. This month we're going to
look at some real life examples.
2005 • Use Association Sites to Speed Up Your Prospecting
How many times have you heard that
networking with other professionals, speaking, and
writing are proven paths to prospecting success? The
challenge is learning how and where to uncover those
opportunities so you can capitalize on them when they
2005 • Find Your Target Market Online with the ASAE
If your responsibilities include
sales, marketing or managing relationships, at some
point you’ve probably gone online for insight on niches
you target. But at over 8 billion pages of content
and growing, finding that information on the Web isn’t