"Say All There Is To Say, Then Let The Chips Fall Where They May..."

by Sid Walker

Selling Without Wrestling

In the 1998 romantic fantasy, Meet Joe Black, Anthony Hopkins plays a mega media mogul who is about to die at a relatively young age. As the movie opens, Brad Pitt is a sales rep sitting in a coffee shop who by chance meets Hopkin's daughter, a young medical doctor played by Claire Forlani.

Pitt and Forlani have a love at first sight connection. They part but never get each other's names. Pitt then walks away from the coffee shop, gets hit by a bus and dies instantly. This provides a body that the personality of "Death" can take to come and get Hopkins. So Death (in Brad Pitt's body) ends up at the Hopkins estate and appears to be a friend of Hopkins.

Claire Forlani can't believe that the guy she met in the coffee shop is a friend of her Dad's. Pitt, now with his body inhabited with the personality of Death (not the guy in the coffee shop) and Forlani fall in love. Forlani knows something isn't quite right, but is so in love she ignores her intuitive warnings.

At a critical point in the movie, Hopkins confronts Death, who is in love with his daughter, and asks him what his plans are for her. Surely she can't have a long-term relationship with Death.

Death says that they love each other. Hopkins explodes and says that what they have isn't love because she doesn't know who he really is. She is in love with the guy she met at the coffee shop not Death. He further explains that love is knowing everything there is to know about someone and only then can the other person choose to be your partner based on who you really are.

I won't spoil the ending in case you never saw the movie. My brief description of the story can't capture the great acting and opulence of this visually spectacular epic. It is worth a look, or a re-look.

So why have I added movie critic to my long list of duties? If you are a Relationship-builder in your approach to sales rather than a Client-Controller, you care more about people and your relationship with the client than you do about making the sale. Sure you want to make the sale, but you are not going to do everything you can to get your client to buy like a Client-Controller would. You are going to help your client make an educated decision that feels right to them and trust their decision whatever it is. This is the basic premise of the Selling Without Wrestling^® approach.

It occurred to me that this is the same point that Hopkins was trying to get across to the personality of Death in Brad Pitt's body. You say everything there is to say to the person you care about. You tell them everything there is to know about you, and then let the "chips fall where they may." (You trust the other person to do what feels right to them.)

As a Relationship-Builder, you find out everything you can about your client's finances, how they feel about what they are doing with their money, and what their hopes and dreams are. You find out what they want that they don't have. You show them options on the best ways to achieve their goals. You educate them on the pros and cons of the best options. You make them aware of the consequences of not doing anything. And then, at the end of all that, you ask them to make a decision based on what feels right to them. You and your client, "say everything there is to say to each other, then let the chips fall where they may."

I once coached a woman named Leslie who was selling Long Term Care insurance with some Client-Controller types. They were doing a very aggressive one-call close sales approach. She was dedicated to the concept of Long Term Care insurance and what it could do for people. She was very technically astute about the products and had been a nurse for many years prior. But she felt horrible using the tactics of the Client-Controllers.

After hearing Leslie relate all the frightening details of the aggressive approach being used by the Client-Controllers, I asked her this question. Could you have an appointment with your parents tonight and help them make an objective decision about whether or not they should own Long Term Care Insurance? She said, "Absolutely!" I said, that is all you ever need to do with anyone!

I said go help people make an educated, objective decision that feels right to them. This isn't about trying to sell everyone you talk to. This is about helping people make the decision that feels right to them. If it turns out to be a sale, great. And it often will with this approach!

If the conversation doesn't turn into a sale, you have still succeeded in helping someone make an informed decision that feels right to them. What often happens when you treat people with this level of honor and respect, is that they will find something else they need to buy and you end with the sale of another product.

And who is more likely to be willing to give you referrals, someone who has just been hammered into a corner, or someone who really appreciates you for the approach you have taken and the help you have given them in making an informed decision that feels right to them.

Rent the video Meet Joe Black. It will give you an analogous metaphor to hold the power of the low-key approach. (This movie isn't violent but it isn't for kids.)

As to Leslie's success...I talked to her a few weeks after we had our conversation. She left the Client-Controller's to work on her own selling Long Term Care and was making one or more sales a week without all the trauma and drama!

Enjoy your summer,

PS: If you'd like to get Sid Walker's free ebook: "How to Psych Yourself Up for Prospecting" go to this link : http://www.sellingwithoutwrestling.com/psychyourselfup.htm.

Useful Ideas from the Blogosphere and Upcoming Fan Events...

Why You MUST Put Your Agency On Autopilot

by Tom Wiecek
Agency Autopilot

Don’t you love it when sales happen out of the blue? Like when someone calls in and wants you to sell them a policy. They don’t waver or concern themselves on how much it’s going to cost. They just want it and they want it now.

Well, this has been happening a lot in my agency lately. We’re getting clients that we’ve had a long time, calling our office and telling us exactly what they want. Just the other day, we got an email from a client that said, “I need a million dollar 30 year term policy and I need to get this handled today”. That was the easiest $1400+ commission I’ve ever made. Cross selling policies to our current clients has jumped an astounding 17% last month with no effort from my staff except quoting and issuing the policies. They’re not calling anyone or sending letters. Just taking the calls and writing policies.

How can you make this happen in your agency?...

(see the rest at: http://www.insurancemarketingmaverick.com/use-systems-for-automatic-sales/#more-506)

Your name matters to your prospects. Or does it?

by Jeffrey Gitomer

Here is a question I’ve received more than a hundred times in one form or another: How do I make a (better) name for myself?

Here is the premise, the definition, and the answer: In sales it’s not who you know, in sales it’s who knows you.

The challenge is not just making a name for yourself or building your brand; it’s building the components that generate that name. How do you achieve more recognition, more notoriety, and a better reputation in your market and your community? Those are the elements that lead to a better name.

And to be clear, I’m talking about a better name for both company and individual.

There are no easy answers. And there are very few answers that don’t require commitment, planning, and work -- hard work....

(rest of article at: http://www.gitomer.com/articles/ThisWeeksColumn.html)

Don't Miss A One of These Upcoming Events!

• Learn three MORE Ways to Use Send Out Cards to Grow Your Business on July 15th. This is a special evening webinar hosted by agent Robert Breiner and Tammy de Leeuw. (Cost: Nothing) https://www1.gotomeeting.com/register/354755456

• How to Own Your Niche Through Celebrity Positioning: A 7 Figure Agent Reveals His Rise From Laid Off to Top Earner -On JULY 28th, join agent and financial planner MATTHEW SAPAULA as he explores celebrity positioning. Register or learn more: https://www1.gotomeeting.com/register/533713777

• Selling Without Wrestling Society: No Cost Live Preview With Sid Walker on July 16th: Learn some of the language that has helped agents and advisors increase their closing ratios by as much as 70%! http://www.marketerschoice.com/app/?af=796698

Create An Instant Flood of High Quality Referrals

by David Frey
Marketing Best Practices

Let me tell you a story about a friend of mine who
generated an INSTANT flood of super high quality
referrals in just one day with very little effort and
how you can do the exact same thing that he did.

Not long ago I received a phone call from a friend of
mine in California who was going through a down time in
his business.

He called to ask me for some advice, knowing that I was
in the business of helping people market their
businesses.

My friend is an independent professional who does great
work, but is not a great marketer and doesn't do a lot
of networking. (In fact, he hates networking.)

So I asked him if he had a friend who sold
complimentary products or services to the same people
that he wanted as his clients. He, of course, had
several friends that did that.

So I then revealed to him the secret of one of the most
powerful referral strategies known to man, which is
guaranteed to work 100% of the time in generating a
flood of new referrals for your business.

I've seen this strategy used and I've used it myself
dozens of times and every single time, IT WORKS!

And it just doesn't just produce a trickle of
referrals. It turns on the faucet of referrals. I mean
it instantly generates a flood of high quality
referrals.

It's simply the fastest, easiest, and most effective
way to generate a large quantity of hot, qualified
referrals for your business that I know.

________________________________________________

Here's the "Instant Referrals" Secret Strategy
________________________________________________


The "Instant Referrals" strategy is pretty simple. In
fact, it's so simple that anyone can do it in just a
few hours.

STEP 1. Find a fried who is also a professional that
sells complimentary products and services to the same
people that you sell to. (Actually, this isn't
mandatory, but it helps.)


STEP 2. Ask your friend if they would like to
experience a flood of referrals for their business. If
they say, "Yes" (and why wouldn't they), then simply
tell them that if they are willing to recommend you to
all their clients and customers, you would be more than
happy to do the same for them.


STEP 3. Create a simple, low or no risk offer like a
free trial, a free assessment, or a free sample of your
product.


STEP 4. Create a card recommending your friend and
their products or services and extending their low risk
offer to your clients. Have your friend do the same
thing. (Better yet, do it for them.)


Here's a great example of a "recommend card."

http://www.TheReferralNewsletter.com/a/recommend.jpg

(copy and paste the link into your browser)


STEP 5. Send your "recommend card" to your entire list
of clients and customers and have your referral partner
send their recommend card to their list of clients and
customers.


The day your recommend card hits the streets, both you
and your referral partners phones will start ringing.
This is a guaranteed, foolproof way to generate a lot
of referrals in a short period of time.


STEP 6. Rinse and repeat. You can do this exact same
strategy with many independent professionals. Think
of all the professionals that you do business with
and that deserve your endorsement. Each one of them
is a candidate to apply this strategy.


NOTE: Don't be afraid to send multiple mailings to
your clients and customers. They'll appreciate you
for introducing them to a great resource.

___________________________________________________

How to Double the Response of Your Recommend Card
___________________________________________________


It's simple to to double the response of your recommend
card. The day after you do the recommend card mailing,
you get together in an office that has two phone lines
and start calling every person that you sent the card
to and personally recommend your referral partner.


I've witnessed professionals get 30 plus super high
quality referrals in just one day doing this method.


All you have to say on the phone is who you are (they
should know you) and you let them know that you've
sent them a card introducing them to someone that you
highly recommend. You can even leave a message on their
message machine.


Another option is to wait until the card hits people's
homes and then make calls. These calls are a bit more
serious because you actually try to set up appointments
for you referral partner, if possible.

___________________________________________

Why the Instant Referrals Strategy Works
___________________________________________


The reason this referral strategy works so well is
because you are basically "borrowing" your referral
partners reputation and relationships with their
clients.


You see, people will do business with people that are
recommended by a trusted friend or business associate.
This is a simple and easy way to tap into the
relationships of another business professional.


And you would be amazed at how many of your current
business friends and associates would jump at the
chance to have YOU mail out a recommend card endorsing
them to all your clients.


There's no reason why you can't do this four to five
times a year. So let's just say, for conversation sake
that you do this strategy with four other professionals
who have a customer list of around 400 people.


And let's say that for every mailing you get about 5%
of the people to call you. That comes out to 80 high
quality referrals! Imagine what that kind of referral
surge could do to your business!


___________________________________________________

How to Automate Your Instant Referrals Campaign
___________________________________________________


Using Send Out Cards you can literally automate
this entire process and complete a high impact endorsed
mailing in less than 20 minutes.


Here's how...


First, take a digital photograph of you and your
referral partner.


Second, upload that photo using "Picture Plus" in
www.sendoutvcards.com and create a heartfelt, personal
card from your customer.


Select the link below to watch a quick video demo of
how to create a Picture Plus card with
Send Out Cards.

http://www.PicturePlusDemo.com

(copy and paste the link into your browser)

Third, upload your list of customers and your referral
partners list of customer into two new groups in your
contact manager in Send Out Cards.


Fourth, attach your new groups to your new recommend
Picture Plus cards and hit the "Send" button.


You're done.

That's it.

_____________________________________________________

Isn't It About Time You Started Using SendOutCards?
______________________________________________________


Send Out Cards has the ability to literally transform
your business forever.


It's a simple tool that allows you to generate
referrals, almost on demand.


Select the link below to review the three sign up
options that www.SendOutCards.com offers.


http://www.SignUpOptionsVideo.com

(copy and paste the link into your browser)


P.S. If you'd like to see a demo of how to create
a custom card in Send Out Cards, be sure to attend the live
webcast "3 More Ways to Use Send Out Cards to Grow Your Business"
with Robert Breiner and Tammy de Leeuw on July 15th. It's free
and it is in THE EVENING this time.

https://www1.gotomeeting.com/register/354755456


______________________

I Squidoo...You Should Too!

by Tammy de Leeuw
Social Marketing Mentor


By now, you've probably heard of SQUIDOO, the nifty Web 2.0 site founded by my marketing hero SETH GODIN. Some of you may have even put up a lens or two just to test the waters.

But...

I am betting only a handful of you actually "get it", "it" being the tremendous marketing and SEO potential afforded by Squidoo.

Squidoo is one of those Web 2.0 tools that cost you nothing, yet has the potential to help you sell tons of products and services...provided you take the time to do it right.

CONTENT IS KING

Squidoo allows anyone to make a nice-looking webpage, called a "lens" with little to no knowledge of HTML. However, this "anyone can do it" accessibility means that the quality of lenses can vary wildly. In order for you to effectively market on Squidoo, you must stand out from the poorly written "pitch" pages by focusing on providing useful content.

Squidoo lens content can be created easily in the form of an article. A good way to promote your particular product or service, for example, would be to write a quality review of the product, with an emphasis on how it can help a prospect solve his or her particular problem.

The same goes if you are a consultant or service provider. Talk about a pspecific problem, then DEMONSTRATE how your expertise is able to address that problem. You might write an article called "Three Ways Estate Planning Can Help Your Heirs Avoid Taxes" and give real-life examples of people who were helped by you as an estate planner.

People are on the internet looking for clear, logical, and HELPFUL information, for understanding and insight , and for solutions for their own problems. The more "ah-ha's" you can generate from your lens, the more useful it will be to you as a marketing tool.

USE PHOTOS AND VIDEOS

Another way to make Squidoo work better for your business is to make sure that all your lenses have at least one good-quality photo related to the article and one video. You can post your videos directly from You Tube. If you don't have any of your own videos yet, choose one from an expert in your field that backs up what your lens says. Watch the video BEFORE you choose it, to ensure that the information complements your lens and does not contain anything inappropriate or contradictory.

USE SQUIDOO'S RSS FEATURE TO FEED YOUR BLOGPOSTS

If you have a blog, you should absolutely take advantage of Squidoo's RSS feature, which allows you to feed headlines from your blog directly into your lens. This provides additional interesting content for your readers and drives traffic to your blog. How cool is that?

Be Sure to Have A Guestbook

Squidoo allows you to post a guestbook and to monitor comments. DO THIS! It is a well-known fact of marketing that comments and ratings play a huge role in generating traffic. When you post your new lens to Facebook or Twitter, be sure to encourage your readers to comment.

When used as directed, Squidoo is one of the best free marketing tools around, one which you can effectively use to attract prospects and convert them into clients.

See Squidoo In Action:

http://www.squidoo.com/referralsgalore

http://www.squidoo.com/tweetbyandby

http://www.squidoo.com/sendandreceive

Stuff You Won't Want to Miss

Don't Miss These Great Events And Downloads from FAN:

June 23rd: "What You MUST Do In Social Media...If You Do Nothing Else"
presented by the Insurance Mavericks and Deltina Hay

https://www1.gotomeeting.com/register/725479921

July 15th: "3 More Ways You Can Use Send Out Cards In Your Business"

Robert"Mas Loco" Breiner and Tammy de Leeuw present an all-new webinar on
more ways to use Send Out Cards in your business. (we've just scratched the surface!)
This special EVENING webinar will examine 3 new ideas for using the ULTIMATE REFERRAL SYSTEM in your biz.

https://www1.gotomeeting.com/register/354755456

Last Chance for these Free Downloads: (you must download by June 28th)

*New "How to Market Without Breaking the Bank" private webinar download
http://www.yousendit.com/transfer.php?action=download&ufid=UmNJT2pBdWNVbTlMWEE9PQ

Making Money In A Down Economy With Peter Vessenes
https://www.yousendit.com/transfer.php?action=download&ufid=UmNMYURBdWMwVWwzZUE9PQ

10 Tips To Writing Effective Newsletters...
https://www.yousendit.com/transfer.php?action=download&ufid=UmNKSXQ5dEMyWGRMWEE9PQ

5 Costly Mistakes That Will Tank Your Direct Mail- And How to Overcome Them

Before you whip out cash for direct mail..make sure you know what NOT to do!

by Brett Kitchen

Insurance Mavericks

Over the years, I have received lots of feedback regarding direct mail, with the majority of the messages telling me how misguided I am in thinking that direct mail can still be effective in this age of NEW MEDIA.

I read horror stories of some agent or advisor dropping five grand on a direct mail campaign and not getting even one response; of advisors getting ripped off by list companies, of sending out 3,000 seminar invitations and getting only 5 people to show up. The complaints against direct mail go ON AND ON AND ON.

So, I invited a few of the naysayers to let me take a long hard look at their campaigns to figure out just what was happening. In so doing, I uncovered many of the same old direct mail marketing mistakes that, no matter how much I preach against them, continue to plague some of you.

Here are just five of the common direct mail mistakes I uncovered that will at best severely limit the effectiveness of your campaigns and at worst may ensure that you get a BIG FAT ZERO in the conversion column (the only one that counts, by the way)

Avoid these mistakes and you will go a long way in your quest to move the needle with a direct mail campaign.

1. It's the list, baby! It would seem that even the greenest of direct mail marketers would grasp this truism: Garbage in=garbage out. Yet, I see marketers cutting corners again and again when it comes to buying lists.

This is tantamount to buying cut-rate cement for the foundation of your house. It may save money in the beginning, but sooner or later it is going to crumble and destroy the rest of what you have built. Make sure you buy a list from a reputable mailhouse.

Do some research, get some referrals and testimonials, ask a few questions. Understand your niche well and make sure the list supplier is able to filter down the list as much as possible in order to reach that niche. Also make sure the vendor is CASS (Coding Accuracy Support System) certified by the US Postal Service. (for more on CASS go to http://en.wikipedia.org/wiki/CASS)

2. Failure to SEED your list... At the very least, you should ALWAYS include yourself on every mailing list you use. I like to seed my list with other names as well (friends, family, employees). It puzzles me that many agents and advisors never think to do this, but it is a crucial component of the process..because...

How else will you discover whether your mailing was delivered in a timely manner-on the day of the week YOU specified?

3. No tracking mechanism... I look at a lot of direct mail pieces in the course of a week and am surprised that so many of them lack a tracking code, 800#, web link, PURL,or some other way to measure that particular campaign.

Tracking IS ABSOLUTELY ESSENTIAL, especially if you're involved in multiple marketing campaigns. If you don't know what campaign produced what result- how can you know whether or not you should tweak it, repeat it, or eliminate it?

4. No Call to Action... Your marketing piece is beautiful, the photos grab attention, the copy is smooth, edited, perfected...

SO WHAT?

Your target audience might be impressed enough to READ it- but that alone is not enough to motivate them to DO SOMETHING (which is, after all, the whole point of direct mail, right?)

You MUST offer something that gets the prospect out of his or her chair and over to the phone.

What do YOU think is more effective, saying "Call Gary Smith today for a quote on your homeowner's insurance" or saying "STOP! Before you purchase ANY homeowners insurance, read our free report "Three Costly Mistakes Homeowners Make When Purchasing Insurance" ?

5. Failure to Follow Through and Follow Up...Perhaps you are a seasoned direct mail veteran and you have your act together better than most. Your seminars get filled and your direct mail pulls over 2%.

Now, you have a coffer full of prospects, eager to meet with you and hand over their wallets.

The question is- do you have a plan to follow through with them? Did you put an instant fulfillment system in place? Hire an assistant to call up everyone who responded to make appointments?

I know an insurance agent in Boston who confided to me that he had over 300 leads generated from direct mail that he had NEVER CONTACTED- 300 now nearly-useless leads because he never put a system in to ensure that no leads went untouched. Conversion doesn't occur in a vacuum- you need to have a system in place to make it happen.

Plan for your SUCCESS in direct mail and be sure you have a system in place to follow up on each and every lead immediately. To do anything else is a gross waste of your time, money, and brainpower.

Eliminate all of these common direct mail blunders and you will be on your way to proving to yourself, once and for all, that direct mail WORKS FOR YOU.

What if the best way to make sales is not what we've been trained to think?

by Sid Walker

What if the conventional wisdom about what makes people buy is actually what is holding us back from our real potential? (At one point the conventional wisdom was that the world was flat!)

What if we have been mislead to think that the only way to make sales is talk people into buying things?

What if the reality is that people know they need to buy our products and they just need legitimate help in discovering what they want to buy?

What if our discomfort with prospecting and asking for referrals is the result of a misunderstanding of how the process really works?

What if our job is simply to offer our ability to help people and see who wants our help?

What if all we need to do is to present the opportunity of working with us and the right people will say, 'Yes, I would like some help?

What if we can't say the wrong thing to the right person?

What if our clients are waiting for us to call on them and present the opportunity to work together?

What if the thing people really want from us is to show them how our products might help their situation without any pressure to buy?

What if our job is to simply help people make informed decisions that feel right to them?

What if the way to triple our income to simply help people decide what they want to buy next without any sales pressure?

What if most of the sales process is really out of our control and we have been taught to try to control it?

What if trying to control what people do actually makes people find more reasons not to buy than reasons to buy?

What if the main reason people don't buy is because they feel we are trying to sell them what we want them to have rather than what they want to buy?

What if sales pressure makes the client feel like we care more about the commission than helping them get what they want?

What if they number of people who will buy triples when we take away the sales pressure?

What if the Universe is standing by watching to see how we approach people and rewards us according to our approach?

What if the approach we were taught to use is really not the most effective?

What if we made the most important part of our job to help people make informed decisions that feel right them? Is there any way that could fail?

What if we actually could not fail if we let go of trying to control the process?

What if our ability to go to the next level in our practice is the willingness to let go of trying to control the process and simply help people make educated decisions that feel right them, which includes doing nothing?

What if making sales is really much easier than we ever imagined and we have been taught to make it hard and complicated by well-meaning but misguided people who are unknowingly attached to an approach based on scarcity?

What if all we need to do to make more sales is trust our instincts, trust our heart, teach people want they need to know to make a good decision and then help them get what feels right to them?

What if we are missing out on great wealth, the smiling faces of happy clients, and our own peace of mind, due to a small misperception?

What if all we ever wanted from our career, is just a new thought away?

What if I am right? Are you willing to let go of your fears, your doubts, your skepticism, your proof that it can't be that easy, and risk giving it a try?

What if all you need to do is to trust what feels deeply right to you and stop listening to what others think is right?

What if you are the only one in the world who really knows what is right for you?

Your new clients, the ones you haven't met yet, are waiting for you to call! They need your help. They don't want to be sold. They want you to care more about them than the commission. They want you to help them make informed decisions that feel right to them. Would you be willing to exceed your goals by helping others get what they want rather than thinking you need to talk them into what you are "supposed" to sell them?

Let me know what you think of this piece! Send me an email. Your feedback means a lot to me.

Have a productive June,

Toll-free: 866-674-9479
sid@sidwalker.com

PS: Be sure to check out my ALL NEW, content-packed preview session on Thursday, June 11.

Register for free by clicking HERE.

This Is Too Funny!

Mavs Are Back- They Aren't Bad- Just Misunderstood...

by Tammy de Leeuw
Financial Advisor Netzone



By popular demand, the Insurance Mavericks , Brett Kitchen and Ethan Kap, have re-opened their Alliance program for a limited time to agents and advisors who want and need to get...

MORE LEADS!

Agents who got in last go-round and who actually USE the system are reporting huge increases in their bottom lines, and are having loads more fun in their businesses. The Mavericks have done all the work for you- spending a lot of their own time and money to find what does and does not work in marketing your insurance or financial practice.

You Should Give This A Try!

I don't know where you are in your business. Maybe you just need a few proven direct mail strategies, or to get a handle on doing better seminars, or a sympathetic shoulder to cry on.
The Mavericks' Alliance program offers a tremendous amount of those types of resources, and a lot more.

I first got involved with Ethan and Brett because I sensed that they really do care about helping those in our industry make more money and enjoy their businesses more. Time has proven that this is indeed the case- they LOVE IT when agents call in to report their successes or offer their own ideas.

For a marketing system, the investment is reasonable and the guarantee they offer is nothing short of INSANE. So, you can try it out and see if their approach will work in your own business with no risk.

Check out the video explaining EXACTLY what you can expect as a Mavericks member:
https://ironfist.infusionsoft.com/go/prod_vid_3/grouchy/

Reducing Cancelled Appointments - Part 2

by Bill Cates

Referral Coach International

I gave you some ideas as to how to reduce your percentage of cancelled appointments with new prospects. I had a number of readers suggest some other strategies in this area. So, Tip #1 in this issue will show you some more ideas from our readers to help you reduce appointment cancellations.

From John Strange - Cairns - Australia

"Our kept appointments run at around 90%, with about a 2% cancellation rate and about 8% reschedule. Our system is to send an e-mail to the prospect, confirming the date, time and place as well as what will be dealt with at the meeting.

"When gaining the appointment, we also make sure we get their mobile phone number. The day before the appointment, one of my team sets up text messages to go to all appointments for the next day. These messages are generally scheduled to be sent between 2 to 3 hours before the appointment. These messages are sent from the team member's computer, using preset messages, so she has minimal input, so the process is very fast and effective. We have found that this works much better than phone calls. We have been doing this for about 3 years and have dropped our no-shows down to the current level. Naturally all prospects are referrals."

Scott Miller - San Diego, CA

"For a new prospect or referral, I generally ask that they send any statements they want me to review in advance of the initial appt. If they send them, I know they are serious. In most cases we've already had a few discussions and I've done some initial fact finding so it's not totally unexpected.

"I LOVE it when a prospect legitimately forgets about an appointment or has to reschedule on short notice. It's almost a guaranteed close the second time around if for no other reason than out of remorse. I also never leave my office for an appointment without confirming first. If they don't confirm, I don't show up unless I happen to be in the area anyway. Of course I prefer to meet in my office.

"If a prospect keeps me waiting more than 10-15 minutes, I won't hesitate to tell the receptionist that I'll have to reschedule as now I don't have enough time to devote to the appointment and still be on time for my next one. Only ONCE in my 27-year career has the prospect refused to reschedule under that scenario. Clients and prospects need to understand that we are busy professionals and our time is to be respected as is theirs. They're generally very apologetic and understanding."

Are You Getting Inter-generational Referrals?

Joe Gemmill is a loyal Referral Minute reader (Thanks Joe). He shared this idea with me a few weeks ago. Perhaps you will find it helpful.

"I am 25 years in the financial advisory business and that means some of my clients were pre-retirees and now they are not so young. When we discuss "legacy planning", NOT "estate planning" I ask them 'Of the children you've listed on the data organizer, who would be the first to call me if you became ill or were in the hospital and needed money? Would it make sense to coordinate a time when you and your daughter/son could meet with me, so I would be a friendly face when they need me most?

"It can be tricky to schedule a time and you DO have to be very clear as to how much information will be shared as part of confidentiality. It is very proactive in serving our clients and has gained participation in the process, rather than a distressed, defensive call from an adult child with an incapacitated parent.

"And, we walk through the financial planning process and once the younger generation gets it...they have become clients too."

What are you doing to build loyalty and generate referrals? I'd love to hear your ideas! Also, are there any topics you'd like to see me address in future issues of The Referral Minute? Maybe I can help. I'd love to hear from you. Send your questions and best practices to me at: Info@ReferralCoach.com.

Get High-Quality Referrals from CPAs

High-Content Web Class/Teleseminar - Monday, June 15 (1:00 pm EST) - Sign Up Today!

• Can't be at your computer? Listen to the call on your phone.
• Can't make the webinar? Sign up and still receive an audio copy of the program and all the bonus materials when you sign up.

If you're looking for the type of high-quality clients that CPAs can provide, then you need to be a part of this educational experience with Bill Cates. NOW is the perfect time to be meeting and building relationships with CPAs. Get started now and give these relationships time to develop.

In this interactive 60-minute webinar/teleseminar with referral expert Bill Cates, you will learn:

• 3 relationship models that can produce results with CPAs.
• The best way to meet CPAs.
• How to articulate your value proposition to CPAs and top-level prospects.
• A 3-Phase approach to building your referral relationship.
• And much more!

PLUS - You'll receive 5 bonus referral tools to make sure you produce results. Click the link below to see what you receive.

Monday, June 15 - 60 minute session - 1:00p Eastern - 12:00p Central - 11:00a Mountain - 10:00a Pacific

Click for all the details and to SIGN UP TODAY: www.referralcoach.com/webinar

---

3 Steps to Get More Referrals

by Bill Cates

Referral Coach International

(td says: "Don't forget Bill's upcoming web class on June 15th:"Get High Quality Referrals from CPA's" register at: http://www.kickstartcart.com/app/?af=803298)

I love it when I learn new referral strategies from advisors attending my seminars and referral boot camps. Just got a new one I want to share with you. I got it from an advisor named David in Cincinnati, OH.

David has a simple process that he says always nets him five or more referrals every time he uses it. That is a lot of referrals!

Six months into a new relationship, he invites his relatively new client to a meal, usually lunch, to thank them for their business and to learn more about them. He asks three questions that helps him build the relationship and garner referrals.

1. How did you get to where you are today? Of course, this question will vary depending on what type and level of success this client has achieved. Basically, David wants to learn more of his client's "story." This conversation usually lasts about 20-30 minutes. He asks good questions along the way to really get to know his client's story and he listens attentively.



2. What do you think I could do to improve how I serve my clients? Usually small business owners, salespeople, and other types of professionals usually have an idea or two to share. So, the length of this conversation can vary.



3. If you were in my shoes, who would you want to meet? Here come the referrals. Getting a client to see themselves in your shoes is an age-old, tried- and-true technique. As I mentioned above, he always gets at least five referrals.

Now isn't that simple? This is a great strategy you can begin to employ right away with every new client. I don't see why you can't hold this same type of lunch meeting with your existing clients. Do you?

Relationship Prospecting: Starting from Scratch

I received an email recently from an advisor who had moved to a new area. Though he had a significant client base where he lived before, he knew he needed to start developing a new base of clients. He asked me for my advice on how to build a referral business from scratch. Here's my response...

"Thanks for taking the time to write and for your kind words about my referral system. Below are some basic things you can do to get your practice going in N.C. These are probably not new ideas for you, but perhaps my list will get your creative juices flowing - that leads to action.

1. Get out in the community as much as you possibly can: charity events, chambers of commerce, fund raisers, community service work, etc. Don't just look for prospects, look for CPAs, attorneys, real estate agents, and any other type of center of influence.



2. Look for opportunities to speak to groups, not public seminars, but at clubs, business groups, churches, etc.



3. Look for one or more niches to serve. Especially small business owners in specific industries. Small business owners generally give referrals more readily than other types of folks.



4. Just plain find ways to meet as many people as you can in any capacity possible. Lead with an attitude of service. Be willing to give them referrals in any way possible.

Again, probably nothing you haven't thought of before. Much of this is a function of spending enough time in these activities, as well as learning how to leverage your new relationships.

Ready to crack the CPA Referral Code?...

If so, you won't want to miss this...

NEW High-Content Web Class

Get High-Quality Referrals from CPAs
An Educational Web Class with Bill Cates

Monday June 15, 2009
1:00p Eastern 12:00p Central 11:00a Mountain 10:00a Pacific

Weekly Roundup: New Webinar Downloads and More!

by Tammy de Leeuw
Financial Advisor Netzone


Thanks to all who were on the live webcasts with Robert Breiner and Peter Vessenes. Hope you had as much fun as I did.

For the next week or so, you can download these webinars securely via YouSendit simply by going to one of these two links:


May 26th Webinar: Peter Vessenes: How to Make Money In A Market Downturn. Business turnaround expert and author Peter Vessenes talks about the other side of running a successful small business- SOUND FISCAL MANAGEMENT. Join us as we discover how to run a leaner, meaner financial services practice.

http://tinyurl.com/luucmy


May 27th Webinar: Take Another Look At Send Out Cards with Robert Breiner- Windows media recording

http://tinyurl.com/nhkbyc

I always have fun with Robert, a real agent down in LA LA Land who uses the Send Out Cards system better than anyone I know. It is working for him to get more referrals, and helping him become the Leading Insurance Dude in his area.

In this one hour webcast, Robert and I show you 3 ways you can use SOC to help attract and keep your customers and Robert shares a few of the secrets he is using to sell loads of insurance.

PLEASE NOTE: The links are only good until June 9th- so you should download now.

Insurance Mavericks Are Back in The Saddle!

We are opening up the Mavericks Alliance Program again, mainly because the agents and advisors who are USING it are getting fantastic results. If you are an implementer and a person who follows through, you need to try out this mastermind group. Check out the new video Mavs have made...

https://ironfist.infusionsoft.com/go/speed_1/grouchy/

You can get some IMMEDIATE help from the Mavericks with this:
https://ironfist.infusionsoft.com/go/mastercloser/grouchy/


New Cates Webclass for June: Get More CPA Alliances Now!

Bill Cates is back with a brand new web class for those of you looking to break into the lucrative CPA referral arena. Bill says it IS NOT DIFFICULT to attract CPA's as joint venture partners, if you know how to do it the right way. MONDAY, June 15th.

http://www.kickstartcart.com/app/?af=803298

Don't Miss These Upcoming Events

by Tammy de Leeuw
Editor and Chief Grouch


As we move into summer, I'm gearing up to bring you the finest connections available; connections to the movers and shakers in both the online AND offline worlds; people who will give you what you need to SPEED to six figures (and beyond!)

Twitter Virtual Summit:

This is a cool thing from our friend David Frey, who has put together a very cool LIVE Twitter Masters Interview series. FOG (Friend of Grouchy) SHAMA HYDER will be among the 15 different Twitter experts being interviewed by David. You won't want to miss this. You will also be able to purchase the entire series for download, so you don't have to attend each session live.
The Telesummit begins on Monday, May 25th at 11:00am Eastern Time and runs through Friday afternoon, May 29th.

For the specific speaker schedule, please visit:
http://nanacast.com/vp/68957/15408/

Webinars on May 26th and 27th:

May 26th: Peter Vessenes will talk about that OTHER way to make money during a recession, namely PRACTICE MANAGEMENT. Sounds unsexy, but with an expert like Peter to guide you, you will gain insight into an area in which most financial pros score an "F."
Free, but you need to register:
https://www1.gotomeeting.com/register/916775448

May 27th: Join us for a special presentation/demo with insurance agent, financial advisor, entrepreneur, and Send Out Cards trainer ROBERT BREINER. You've never met anyone quite like Robert and you've never seen cards quite like the ones he uses to get dozens of prospects, clients, and joint venture partners. If you have considered using this system, you'll want to attend and learn just how a REAL financial pro uses this system to ATTRACT and RETAIN clients.

https://www1.gotomeeting.com/register/279168745

Stay tuned to the blog and your email for more fun stuff in the Summer of Grouchy.

Thanks!

Tammy

Tweet Dreams: Unraveling That Giant Virtual Watercooler Called Twitter

by Tammy de Leeuw
Financial Advisor Netzone


OK, you've finally decided to take the plunge and try out this bizarre internet phenomenon known as Twitter... and you might be asking...

How do I use this thing to develop relationships and (hopefully) gain some new prospects?

Let's examine a few ways you can leverage Twitter into relationships.


1. Lame is as lame does.. Resist lameness in your Tweets.

At first, Twitter might seem a bit silly to you; a jumble of meaningless ramblings and links to God Knows What, but there is a method in the madness. When you Tweet, try your best to offer exceptional information in 140 characters or less.

Answer questions that are posted, link to useful websites, and give solid advice. In short: be a useful chit-chatter, not someone who Tweets constantly about being at their doctor's appointment, or standing in line for a gourmet glazed donut, etc. There is just too much of that already on Twitter, in my opinion. Be different and try to pack some substance into your 14o characters.

2. @Replies

Responding to other peoples' posts is one of the best ways to develop relationships via Twitter. All you have to do is key in the @ sign followed by the person’s username (without spaces) and write your response. Your response can be as simple as a show of support or thumbs up to a suggestion, to sharing a similar story you may have. When you show other people you have an interest in what they are tweeting ,they tend to suddenly become interested in YOU.

3. Blog Posts

If you don't have a blog yet- you should get one. (a different topic for a different day) The reason is simple: If you’re a blogger, you can grow your blog following by automating the process of letting people know about new posts. This is easy on Twitter: just tweet the title of your post and the link to it. Tweets about blogs are some of the most popular Tweets.

You can make the process simpler and more automated by having a site like TWITTERFEED do it for you.

4. What the heck are Retweets and Why Should I Use Them?

Retweets can help you in your quest to be a useful and popular Twitter. When you see posts that you think are particularly good or helpful , key in the letters RT or the word RETWEET then @USERNAME. Retweeting shows people you really do read what they post and creates a good feeling between users. CAVEAT: Don't do this too often... you can irritate people if you never have anything original to contribute.

5. Ask a question..

You would be amazed at how asking a simple question such as "where can I find a part for my antique Widgetmaster?" can get you a flurry of activity on Twitter. People who Tweet often pride themselves on being sources of helpful info.

6. “Blow By Blow" Accounts

If you are doing something particularly interesting, why not give a minute by minute account of the goings on? I've seen fascinating live updates from concerts, lectures, college classes, Renaissance fairs, etc. Be your own NEWSWIRE and people will start paying attention to you.

7. Photos and Graphics

Find a funny photo? Go on vacation to a cool place? People LOVE photos and graphics, and if you use TwitPic or a similar application, you can upload a photo and send a Tweet at the same time!

8. Reason to celebrate? TWEET it!

If you just acquired a new contract, made your sales goals, got a new client, or your boss gave you a great big ATTABOY!, you can let people know about it on Twitter in a celebratory, non- boastful manner.

In the next post, I will examine a few applications for Twitter that will make your foray into social media a lot smoother.

How to Reduce Appointment Cancellations

by Bill Cates
Referral Coach International

Have your ever had a prospect cancel an appointment with you, or worse, pull a "no show?" This seems to happen more with newer advisors than veterans, but even veterans experience this from time to time.

One of our subscribers asked me to address this important issue. While I have a few ideas to offer on the topic, I thought I'd turn to someone who is an expert in this area.

Gail Goodman teaches financial professionals how to set appointment with prospects.

Like me, she has a very narrow but important expertise. The following ideas on how to reduce appointment cancellations come from Gail Goodman. If you'd like to tap further into Gail's expertise, here is her contact information: Email: Gail@PhoneTeacher.com Website: www.phoneteacher.com Phone: 914-242-1108

Don't Be Product Oriented

The most important fact to know about having a high rate of reschedules and cancels is that they most often reflect a problem with the way you set the appointment in the first place.

If you discussed a specific product and used that as the reason for the appointment, you might find yourself rescheduling a lot of appointments.

Additionally, if you pressed for the appointment too hard (i.e. "Rottweiler" behavior) then the prospect may have capitulated over the phone as a way of getting rid of you.

Rescheduled vs. Cancellations

There is a difference between reschedules and cancels. My definitions are as follows: a reschedule is someone who is still interested in having you call them for a different date and time for their appointment; a cancel is someone who basically says "I don't want an appointment anymore." Essentially the second person is a "dead lead" and the first is someone you are still able to call.

Make Reminder Calls

Some people just plain forget about their appointments. Get in the habit of sending reminder notes or making reminder phone calls several days before your appointments. It's the professional thing to do and will reduce cancellations.

If you think that by placing a reminder call or sending a note will give them a chance to reschedule or cancel, then re-read my first statement. You may have a problem with your appointment setting skills.

What is Normal?

The normal statistics for reschedules should be about 20-25% of your appointments per month. They will vary per week, but overall you should find about 70- 75% of your appointments sticking.

Other than Christmas time and the week before school restarts in the fall, these statistics are standard for the financial services industry in 2009. So, if your stats are in this range, you're "normal." (Isn't that good to know?)

Most Reschedules are Legitimate

Most reschedules are legitimate and should not concern you. However, if you have a 50% reschedule rate, then you are probably doing something dreadfully wrong on the appointment setting phone call.

---

Get High-Quality Referrals from CPAs

High-Content Web Class - Monday, June 15 (1:00 pm EST) - Sign Up Today!

Work directly with Bill in this interactive web class. Submit your questions to Bill before, during, and after the call. Attend the webinar or just listen to the audio as you travel to your next appointment.

Can't make the webinar? Sign up and still receive an audio copy of the program and all the bonus materials when you sign up.

If you're looking for the type of high-quality clients that CPAs can provide, then you need to be a part of this educational experience with Bill Cates. NOW is the perfect time to be meeting and building relationships with CPAs. Get started now and give these relationships time to develop.

In this interactive 60-minute webinar with referral expert Bill Cates, you will learn:

3 relationship models that can produce results with CPAs.

• The best way to meet CPAs.
• How to articulate your value proposition to CPAs and top-level prospects.
• A 3-Phase approach to building your referral relationship.
• And much more!

PLUS - You'll receive 5 bonus referral tools to make sure you produce results. Click the link below to see what you receive.

Monday, June 15 - 60 minute session - 1:00p Eastern - 12:00a Central - 11:00a Mountain - 10:00a Pacific

Click for all the details and to SIGN UP TODAY: www.referralcoach.com/webinar

---

Remember

The initial appointment is for you and the client to get to know each other and decide of moving forward with the chance of doing business together makes sense for both of you. Prematurely discussing products, solutions, specific ideas or anything else too detailed will work against you. They have not decided you are their advisor so why are you suggesting products?

Most of my advisor clients are looking to move from an initial appointment to a fact-find, which is the procedure for discovering what is important to your new client. Getting into a product discussion on the first phone call is most often the reason appointments don't stick. The second most common reason is being too persistent not letting the person off the phone and creating a call-back situation. Pressure to have "enough appointments" usually leads to the second most common problem.

Thank you, Gail Goodman.

Send Something of Value

I'll add one strategy that often helps appointments stick. You need to decide if this can apply to your world. I've seen a number of advisors get good results by sending something of value between the time they set the appointment and the appointment itself. If can be something as simple as a logo mug filled with candy. Or it can be a book or gift card for their next cup of coffee on you. Personally, I like things that are flat and easy to mail, like a gift card from Starbucks or Duncan Donuts, or Tim Horton's for my Canadian friends.