Sunday, October 28, 2007

A Message from Sid Walker

Enrollments for the Selling Without Wrestling teleseminar training have been brisk.
We had a bunch of people sign up over the weekend. We are up to 85 people in the
training and expect to blow by 100 this week.

The training starts next Monday, November 5th. So get on board before the train
leaves the station! This training will teach you how to make more money and have
more fun doing it! No more wrestling!

If you haven’t heard the replay it’s a good one. Check it out, there is lots of useful
information on the replay at:

Call me, if you have questions about the training, 877-985-3297.

Talk soon,


Friday, October 26, 2007

Last Call For Max, Ya'll

If you want to attend the MARKETING MAGIC webinar with Max Bolka,
you must register and pay no later than Saturday, October 27th. Cost is $30.00 and with a paid registration you will get a free copy of Malcolm Kushner's E Book: "Don't Worry-Be Happy."

Monday, October 29, 2007
11:00 AM - 12:00 PM PDT

To register:

If you can't make it, but want to stay in the loop for future events-get on Max's email list:

I don't have much time to read these days...

But I am always happy to share what's on my personal bookshelf, what others have sent me to review, and what I have checked out from the library for research, etc.

I love books and I love getting the opportunity to be mentored by some of the best minds in business for little or nothing. What would it cost to get into the mind of Donald Trump in real life? THOUSANDS of dollars, if it could be done at all.

But for less than a week's worth of lattes, you can open one of Trump's or David Maister's or Katherine Vesennes' books and learn the secrets, tips, and strategies that made them successful.

There really isn't much original thought left in the world these days. What there IS is original application of time-tested strategies; the basics made better. Sometimes our success hinges on our ability to assimilate the ideas of those who have gone before, integrate them into our own value system, and slather on a heap of good old-fashioned common sense.


If you are a securities licensed advisor and live in a city where an NFL team trains or plays, this might be an idea to attract some wealthy clients who NEED you. The NFL was hit hard the last couple of years by fraud perpetrated on some of its players by scumbags posing as financial advisors. Particularly targeted were young kids, many of whom grew up in inner city settings with no knowledge of finances or money management.

As a result of all the rip-offs, the NFL Players Association instituted its own certification program for advisors who can meet very strict criteria. Here is the information straight from the players association website for your convenience.

Rules and Regulations: Regulations and Application


In order to become a registered player financial advisor, applicants must submit a
PDF Completed and Notarized Application , along with a check for $1,500, made payable to the NFLPA. $1,000.00 is a non-refundable application fee for the Financial Advisors Program. The remaining $500.00 represents the first year's annual fee for the Program. If the applicant is not accepted into the Program, he or she will receive a $500.00 refund.

Date to File

The registration period is currently open and will close January 31, 2008. All minimum eligibility requirements must be met prior to your application for registration. This includes those requirements listed in the 2007 Amendments to the Regulations.

Regulations and Application

Please print and review the Financial Advisor Regulations and Code of Conduct and the 2007 Amendments to the Regulations. prior to submitting an PDF Application. The Regulations set forth eligibility requirements, rules and regulations for Registered Player Financial Advisors, guidelines governing relations with player-clients, and procedures governing arbitration, oversight and compliance of Registered Player Financial Advisors. The Application form is in PDF format. However, applicants must print the completed Application, have it notarized and forward it to the NFLPA. Any application submitted that is incomplete may result in your application being denied. Furthermore, if the accompanying application fee is returned to the NFLPA due to insufficient funds your application will be automatically denied.

Note: In order to complete the application, you must download the latest version of Adobe Reader, which is free.

Click on links below to access data needed:

PDF Financial Advisor Regulations and Code of Conduct
PDF Download Application Form
PDF Download Errata Sheet
PDF Obtaining a CRD® or IARD(SM) Report
PDF Submitting a Certificate of Insurance

Send completed application and check to:
Attn: Financial Advisors Program
1133 20th St, NW
Washington, DC 20036
(800) 372-2000

Certified mail or overnight delivery is the suggested method of delivery due to the high volume of Applications submitted to the NFLPA during the registration period.

Have A Great Weekend!

Tuesday, October 23, 2007

New Webinar- This One Is FREE

How To Generate A Consistent Flow of New Business With Mark Satterfield

Join us for a Webinar on November 6 at 9AM Pacific, 11PM Central, 12 PM Eastern.

Mark Satterfield is a founding partner of Gentle Rain Marketing. Since 1992, he has worked with leading professional services firms on the design, development and implementation of new business pursuit strategies.

Prior to founding the firm, Mark held executive positions with Atari, PepsiCo and Kraft Foods, in addition to having served as the Director of Career Services for the Graduate School of Business at Emory University.

In addition to the consulting work, Mark has written over 250 articles on professional and business development which have appeared in publications including the Atlanta Constitution, the Los Angeles Times and numerous professional, trade and technical journals.

He is also the author of five books including Power Prospecting: How to Gain Access to Key Decision Makers, How to Negotiate the Raise You Deserve and Career Etiquette.

On his website Mark describes his marketing philosophy:

"When marketing services, new clients need to be continually identified and added to the pipeline. Unfortunately, the reality is that far too many firms lack a straightforward, simple-to-execute business development process that is easy to implement and execute. " Don't miss this opportunity to visit with a true marketing guru.

Title: How To Generate A Consistent Flow of New Business With Mark Satterfield
Date: Tuesday, November 6, 2007
Time: 9:00 AM - 10:00 AM PST
System Requirements
PC-based attendees
Required: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista
Macintosh®-based attendees
Required: Mac OS® X 10.3.9 (Panther®) or newer
Space is limited.
Reserve your Webinar seat now at:

If It Wasn't for the "Last Minute" Where Would We Be?

Some important "last chance" items for your consideration:

Sid Walker emails:

October 23, 2007



I am doing one more FREE PREVIEW of my upcoming November 4-Module Teleseminar Training Series...!
How to have a 90% closing ratio and an abundance of
quality referrals without being pushy or controlling!

Get two new FREE BONUSES just for registering!

And, tell your peers about this FREE PREVIEW!

Thursday afternoon, October 25, 2007
12pm PT · 1pm MT · 2pm CT · 3pm ET
60 minutes plus Q&A


A proven approach to selling that is easier, more fun, and results in more sales than you ever dreamed possible!

Learn how to have a 90% closing ratio by connecting with your clients rather than wrestling with them.

3 powerful and reliable ways to double your closing ratio without being pushy or aggressive.

And, much more...

TO REGISTER or for more information, click on the link below:

Also: check out:
Books by Sid Walker


This is the last week to register to attend Max Bolka's Marketing Magic training webinar. Max promises us a good time will be had by all and I will personally be on hand to give him a virtual poke in the ribs if he gets too serious. To keep it light, I still have a few access codes for Malcolm Kushner's useful ebook: Don't Worry-Be Funny, which I will give out FREE to the first 50 who register and pay the $30.00 fee.


December 1 is the cutoff date for the special Docubank offer for blog readers. As I said before:

"If you enroll your clients (ask about the NEW gift certificates) by December 1, DOCUBANK will waive the enrollment fee and give you a special yearly price. What a great way to get your name in their minds all year while letting them know you really do care. Be sure to mention the blog discount when you call:"

Also, ask about the gift certificate program- great idea for a useful client appreciation gift.

Heather Beltran

Emergency Access to Healthcare Directives
105 Forrest Avenue, Suite 200
Narberth, PA 19072


Sunday, October 21, 2007


Sid Walker's Next Free Preview:

If you missed Sid Walker's Selling Without Wrestling FREE preview, you can catch it again live:
Click on the link below or paste into your brower to register.

I got a lot of positive response from the first preview and this will be the FINAL one before the training starts in November so don't miss it.
Thursday Afternoon, October 25, 2007
12:00 pm PT • 1:00 pm MT • 2:00 pm CT • 3:00 pm ET
Cost: FREE


Thanks to those of you who have already signed up and paid the $30 fee. You will receive your information and the link to your bonus of Malcolm Kushner's "Don't Worry- Be Funny," ebook soon. Please be sure to check your spam filters so you won't miss it. If you did not get payment submission information- please email me as soon as possible. ( You get Kushner's ebook as soon as payment is submitted.

Those of you still wanting to go can sign up at:

Upcoming teleconferences and webinars:

November 6 "Gently Rain on Your Clients with Mark Satterfield.
November 20th (unconfirmed) "So, You've Decided to Become An RIA" with Zach Gronich of RIA In A Box.
Sometime in December: "Using Humor to Bring Your Presentations to Life" with Malcolm Kushner.

If you want to keep up with all the upcoming teleclasses, webinars, new products, and discounts for readers- please fill out the opt-in form located in multiple places on the blog.

Thanks to all of you for making this endeavor worthwhile. Please do me a favor: if you have blogs or websites for agents, or if you have lots of agents in your office- please give the Financial Advisor Blog a plug. I appreciate your help.


Thursday, October 18, 2007


Some have asked why I am charging a $30 fee for the upcoming Max Bolka WEBINAR on October 29.

It's simple: in my past few years in sales and marketing, I have discovered that people tend to not show up if they don't have at least at little invested. I believe what you will learn from Max will be worth ten times that. But, to assuage any doubts, I have something special to sweeten the deal.

The first 25 who sign up and pay by October 27th, will get a free download of Malcolm Kushner's new book "Don't Worry- Be Funny." This is a $14.95 value. This humorous and useful reference tool will help you spice up your presentations and have your audience begging for more.

So, for $30 you get the marketing wisdom of Max AND the wit of Malcolm. Sign up now to reserve a space. When your payment has been received- I will send you a code for the download.

Another Classic "How To Close" Speech

This one from Ben Affleck's BOILER ROOM. Some of you can relate to this. Again, if you aren't comfortable making sales this way, try SID WALKER'S Selling Without Wrestling Program.

If you missed last week's preview, Sid will be doing another on October 25th.

A True Marketing Guru Speaks

Some of you have had your fill of so-called "marketing gurus," who claim to have the magic formula for getting prospects and turning those prospects into clients.

I was pleasantly surprised today to get a call from Mark Satterfield, founder of Gentle Rain Marketing.

Mark is a two-time winner of Dow Jones Award for Writing Excellence, the AMA Award for Training Excellence, and has been included in Who's Who Finance and Industry, Who's Who in Higher Education, Who's Who in the South, What Color is Your Parachute among others.

He has, hands down, one of the best TOTAL marketing systems for those of you who yearn to do effective client acquisition and retention. He also does business development coaching and speaking.

If I can persuade him to do so, Mark will be joining our little ole' blog for a webinar in the near future. In the meantime, take a short quiz to answer the burning question: "Is business coaching right for me?"

Keep checking here for more information, or if you want, subscribe to the e-newsletter. You will find a form just below the "Featured on the Blog" section.

Thanks and enjoy!


Tuesday, October 16, 2007

Tired of Having to Be A Pain in the *** To Succeed?


You are the laid-back sort of sales professional who has never felt comfortable being known as "The One-Appointment Closer". If Glengarry Glen Ross makes you squirm (and not just for the raw language, either.)...

You've been told that you have to box in your clients and do head fakes or use manipulative and deceptive language to force them to buy into your agenda...

You feel out-of-sync with your sales manager's high pressure training sessions and exhortations to "Always be closing!"..

You have ever wondered whether it was possible to be nice, caring and still make a good living...

Then you should attend Sid Walker's free preview on October 25th and learn:

Sid says:

How to have a 90% closing ratio and an abundance of
quality referrals without being pushy or controlling!

Here are the main premises of the training...

Generally speaking, there are two types of sales people, "Client-Controllers," and "Relationship-Builders."

The Client-Controllers represent the traditional approach to selling which is more aggressive, more pushy, and more controlling. Bottom line, the goal of Client-Controllers is to do whatever it takes to make a sale!

Relationship-Builders, on the other hand, are not pushy, aggressive, and controlling. In fact, they don't like conflict. They don't like making people uncomfortable. They don't like to wrestle the client. Instead, they want to connect with the client, relate with the client and help them make financial decisions that feel right to the client.

My informal research over 25+ years of coaching over 2,500 financial advisors suggests that about half of the people in financial services are Client-Controllers which means the other half are Relationship-Builders.

Most sales cultures promote the traditional Client-Controller model. There is nothing wrong with the Client-Controller approach. It works well for a large group of people.

The problem is that the Relationship-Builders don't relate to this approach. It is in conflict with their core values which causes all kinds of internal conflicts which show up as performance problems for Relationship-Builders who are usually operating way beneath their real potential.

I have developed a sales training for Relationship-Builders that shows them how to use their strengths. I teach Relationship-Builders how to use their ability connect and relate to people so they have more confidence, more fun, find the right clients, close 90% of their open cases, get an abundance of quality referrals and do it all with less stress and greater peace of mind!

In other words, I have proven beyond any doubt that you can be super low-key in your sales approach and be more effective and actually have a much higher closing ratio than the Client-Controllers.

If you are relating to what I have said so far...there is lots more.

I am doing a FREE PREVIEW of the Selling Without Wrestling Training on Thursday, 10/25/07. To sign up for the Free Preview go to: or

If you sign up for the Free Preview, there are TWO NEW FREE BONUSES. I am offering a PDF of the first 40 pages of my best selling book, How to Double Your Sales by Asking a Few More Questions and a free 1-hour Teleseminar where I was interviewed by Tessa Stowe of Australia on how to actually go about doubling your sales by asking a few more questions.

If you want more detailed information about the 4-Module Teleseminar Sales Training Series, there is complete description of the course at: or

My passion and my life's work is to help Relationship-Builders' become great successes, and to achieve success with a sense of self-fulfillment, well-being, and peace of mind. I have long said that selling financial services is the best job out there if you do it in a way that fits your values.

If something feels right about what I have said here, check of the links and get the free bonuses. You could be our next mega success story just waiting to unfold!

Thanks in advance for sharing this information with your peers.

Have a productive October,

Sunday, October 14, 2007

OK- I Am Hooked!

by Tammy de Leeuw
Financial Advisor NetZone

Thanks to Lori for this post. I checked out ZEN RABBIT and the stuff is very cool. Can't wait to try the cookies.

Lori Saitz said...

These are all great ideas for client and referral source appreciation. If I may, I'd like to introduce you to one more because I have clients in the insurance and financial services industries who find great success with it. It's customzied gift packages from Zen Rabbit. Check them out at
Keep up the good work here!

I get great feedback from my dear readers, but no one seems to want to share with the group. Got anymore ideas about holiday and end-of-year THANK YOU's for clients? Post them here or email

SID WALKER's preview of his sales performance training last week was a great success and I have been hearing from people who attended.

In an email Sid says:
We got lots of great feedback from the people who were on the
call yesterday. Several people said they made sales right after the
call using the new language! Good work! Thanks for your interest
and comments.

For those of you who could not make the call yesterday, there is a
REPLAY available. Just go to and
you can listen to the teleseminar on your computer. I will leave it
up for a couple of weeks.

If you are interested in learning more about the Selling Without Wrestling
4-Module Teleseminar Training
starting November 5, 2007,
go t

We already have almost 100 people in this training, I expect
we will have another 100 by November 5th. So I hope you
will join us and be part of my first
Selling Without Wrestling
Teleseminar Training.

I will be doing another Preview Teleseminar for the upcoming
November Training on 10/25 at 12PM PT, 3PM ET. Watch
your email for the next announcement and if you liked what
you heard, help me spread the word!

If you have questions, please call 866-674-9479 or send emails

(don't forget to mention the FAN Blog for discounts)
The code is:

Also, here is the code for 15% off enrollment in Selling Without Wrestling:
314678. Write this in at the top of the last page when they pay. They can
also submit an enrollment form via fax or email. Tell them to put the code on
there as well.

This code is only for the Selling Without Wrestling 4 Module Teleseminar Series.

Thanks again to all who attended and I hope even more will go to the next session.


The Wall Street Journal reminds us that the deadline for making direct gifts from your IRA to a charity is fast approaching:

October 13, 2007; Page B2

... you can't transfer funds from an individual retirement account directly into a charitable-gift annuity, says Natalie Choate, a tax attorney with Bingham McCutchen LLP in Boston.

What you can do -- for a limited time only -- is make direct gifts from your IRA to a charity. If you are at least 70½ years old, you can donate as much as $100,000 in IRA assets this year to tax-qualified charities, thanks to a provision of the Pension Protection Act of 2006. But the provision expires Dec. 31, so you would have to take action soon. Such a transfer could count toward your required minimum distribution as well... (rest of story at:


Could be the fallout from articles such as this one in The Money Times. Yes, I know that many of you are not involved in equity indexed annuity sales, but the "anti-seminar" mindset tends to attach itself to ANY kind of free-meal event, even client appreciation dinners. People are starting to view all seminars as cons. Be sure you are offering all your prospects real value BEFORE they become clients and that your seminars never degrade into sales pitches.

If you've ever heard of equity-indexed annuities (EIAs), there's a good chance you did so from your mom or dad. And there's a good chance they learned about them at a "free seminar." I know that that's how I first heard about them. My dad enjoyed the free meal and the sales pitch (er ... seminar), but told me he was skeptical about the EIA he was being pitched. He understood that this particular EIA would put a cap on his potential gains. Well, it turns out dad may have been more right than he realized.

At, one blogger offered a similar take on his dad's experience with an EIA pitch. He made a particularly good point: While EIAs are often compared to the S&P 500, with sellers concluding that the EIAs are the better choice, that doesn't seem right. An EIA will often feature gains capped at a certain level, along with the benefit of never losing any money: If the market tanks in a given year, your loss is zero.

The EIA that the blogger used as his example capped investors' gains...

Startup Looking For Effective Representatives

A startup insurance product marketing company based in Massachusetts is looking for a few good reps. You must have a solid sales track record, be goal-oriented, client-centric and be willing try new ways to meet clients and make presentations. They will get the people for you- you have to be diligent in capitalizing on the opportunities.

I will post a link for the hiring packet. In the meantime, request information at :


Cost is $30.00 and is payable by the 26th to ensure your place. Thanks to all who have already registered. I actually had a person cancel because the cost is "too high." All I can say is "don't cheap yourself into the poorhouse." I have found from my past experience with that "marketer who shall remain nameless" that if you don't charge at least a small fee for something, people don't value it . There is a human tendency to equate FREE with either "worthless" or "sales pitch." Max's presentation will be neither so I feel a small fee is in order.

FAN will sponsor, from time to time, free webinars, but the majority of upcoming events will have a nominal fee. Do without that latte and invest in your business.


Download the brochure at:

Call Bob Tonochio at 866-204-3631.

Have a great day. Till next time,


Thursday, October 11, 2007

Ten Ways to Show You Are Thankful for Your Clients

Tina Dixon of Seminar Direct reminds us of this simple, but often forgotten concept: "If we don't make our clients feel appreciated and looked-after, someone else is waiting to fill the void."

Tina and the Seminar Direct team have put together a great seasonal offering that shows your clients and prospects you respect and care for them. Get the specs by calling her at 888-629-1919. Tell them you read about it here for special pricing.

by Tammy de Leeuw

Financial Advisor Netzone

Our local mall has started already...

Yep, the chairs have been moved, and a space has been cleared for Jolly Old What's His Name and assorted reindeer. Nevermind the springlike outdoor conditions and the fact that the city pool is still open- BRING ON THE SHOPPING SEASON.

For many of you, this is a slow time for your practice; a time to sit and think about marketing efforts for the coming year, perhaps for looking at ways to "right size" your database, considering making a switch to registered independent advisor status, or planning next year's seminars.

You might also want to consider the 20% of your clients who generate 80% of your money and do something to ensure that those clients remain loyal. Below are some ways you can say THANKS to your clients in a professional, yet warm way without spending all of your marketing budget.

1. Seasonal direct mailings. I like Seminar Direct's seasonal offerings. They can scan in signatures of you and all your staff and mail out for you when you supply the mailing list. Or if you want, you can send them out yourself.

They also do invitations for "thank you dinners" (see idea #2) which are high-end, professional invitations that get noticed by clients. FAN blog readers get special deals but only when they call Tina directly at: 888-629-1919.

2. Client appreciation dinners: An advisor in Boston I know who does this gets lots of response and has a much better time than at regular seminars. "I invite the client and tell them they can invite ANY other person of their choice to attend. Since some of my clients are widows or widowers or have spouses who are unable to attend, this has been a great way to both ensure attendance AND get referred to new people. I LOVE these events!" he told me.

3. Enroll your top-tier and new clients with DOCUBANK. If you do it by December 1, they will waive the enrollment fee and give you a special yearly price. What a great way to get your name in their minds all year while letting them know you really do care. Be sure to mention the blog discount when you call:

Heather Beltran

Emergency Access to Healthcare Directives
105 Forrest Avenue, Suite 200
Narberth, PA 19072


4. Dazzle them with your superior sense of humor and learn to be a better speaker!

Don't risk putting your clients to sleep during presentations and seminars. Become funnier, wittier, and warmer with Malcolm Kushner.

A trip to with Kushner, author of "The Light Touch: How to Use Humor for Business Success" and "Public Speaking for Dummies," amongst others, is a unique way to add humor and enthusiasm to your presentations and events.

His newest EBOOK is "Don't Worry, Be Funny" and is a great resource for those of you who can't tell a joke from a dead fish, but still want to be funny.

By the way, in case you are wondering, I get nothing from promoting this book other than the sheer joy of having been able to speak with Malcolm on the phone for a while. Funny fellow with a big heart.

5.Never discount the classics. A nice, handwritten card with a gift card slipped inside goes a long way. Tailoring the card to the client's personal interest shows you KNOW them and appreciate their uniqueness. Nearly every website and specialty store offers these cards, but you can also get generic gift cards from American Express, Visa and Mastercard.

6. One plus one can sometimes equal three or more: Advisors who take the time to spend time with their clients, whether at brunch, over a cup of coffee, on the golf links, or at a special event, usually find they get more referrals than they can handle. Take an interest in your clients' hobbies and recreational activities and if you happen to share one, suggest going together.

An insurance agent I know leases a hunting lodge for a couple of weeks a year for his top-tier clients who share his love of bird hunting. This somewhat expensive but effective strategy has gained him dozens of new clients in the past few years. "The memories are priceless and my clients wouldn't dream of doing business with anyone else," he says.

7. Drip, but not like a leaky faucet: Provide "drip" materials which provide value to clients, use email when you can to send useful links and neat articles you discovered "just for them." Publish an e-zine, newsletter, or booklet which gives clients empowering information and not sales pitches. Leaky faucets are annoying- but drops of advice and valuable tips are refreshing.

8. "I thought maybe your finger was broken" If I don't call my mom at least once every two weeks- she mercilessly guilt trips me. How long has it been since you called up a couple of your favorite clients with no AGENDA- just simply to say "hello?" Call a couple of them and shoot the breeze. They'll tell their friends, "My advisor just called to check in on me..."

9. Provide your clients with a lending library. Offer to loan clients books and other media which will help them ask you better questions . Most of us read financial books daily- pick out the best and make them available at no charge to clients. Educated clients will challenge you to be the best advisor you can be and are less likely to leave.

10. Hook up with qualified referrals: If a client needs something out of your realm of expertise, be sure to offer him a list of qualified professionals with whom you have a symbiotic relationship, such as CPA's, tax attorneys, even auto mechanics. Your client will be happy and you might even get a discount on your next brake job.

Click to order Malcolm's Book

This just in: 47 of you attended Sid Walker's SELLING WITHOUT WRESTLING preview today. I would love your feedback, good, bad or indifferent. Email If you didn't make it and want to attend again- click on the link to found out when the "rebroadcasts" will be.

Tuesday, October 9, 2007

Feeling Like You've Hit a Brick Wall?

Some of you might have caught this amazing FINAL LECTURE by Randy Pausch of Carnegie Mellon University, but it is so inspiring and interesting I chose to put it here. When you are feeling like you are hitting nothing but brick walls- watch this lecture.
"Brick walls are there to keep out the people who don't want it badly enough..." Randy Pausch

Monday, October 8, 2007

Feedback from All Around

Hello Tammy, I just wanted to let you know that I heard about this program MMA last year. It only works for those that aren’t hurting for money. They also have to qualify for a line of credit. Now it’s a bit tougher to get one because of what's happened in the mortgage industries. I am in it (MMA) and it is useful in my financial planning strategies. I will use it if it can help them out. So, if you have anyone in the Midwest region like ( Illinois ) Chicago Land area that wants to know more about it, I could help them out. Give them my email or office number. Have a great and exciting day. GREAT news letter!!

(Chicagoland Area? email me for Michael's information and info about the MMA programming

Another Lousy Lead Service?

I'm in IL and was a agent who lost money on

I have yet another company that ripped me off:

Loan Source Index 2700 W. Baseline Rd. #136-196, Tempe,AZ 85281 60281
email: his name is Cris Hall. The phone message is now Presentation Lead Source at 602-606-7784.
He charges $75.00 @ lead and does not take credit cards. At first he said he did not receive the check I sent on August 27, 2007 until Sept. 19, 2007. He called me around 6 PM central time on a Saturday, Sept. 15 to inform me of the fact he had received the check.I have not heard from him since. He does not return phone calls or emails.
Any ideas for prosecuting him? Please post this so all agents are informed of this criminal.
Richard Z.

Todd V. (aka "the conscience of Financial Advisor Netzone) posted:

As you get more info on the conversion to RIA, I'd really be interested in reading it (heck, I'd even pay for it if the info is good enough)... I will be making the transition in the next year as working with clients in this capacity is, clearly, in their best interest.

Here's a quick example... There is a DPP program that many of my clients like (it is a mortgage pool that pays just over 7%)... The investment company pays a 9% commission when sold by a registered rep. However, when sold by an RIA, the 9% that would have been given to the registered rep as commission IS GIVEN TO THE CLIENT IN THE FORM OF A BONUS...

Imagine, you put $100,000 of a client's money in this investment and when they get their next statement, It shows $109,000 as the balance. By the end of the first year, they have a balance of $116,630 (they earn 7% on the entire balance).

Clearly, as a registered rep, I'd have made $9000 of immediate commission on this sale, whereas, as an RIA I would make $1000+ per year for as long as they keep the investment. Would I make more money doing it as a commission product? Probably...

However, my belief is that the happy client will tell their (rich) friends, so I will likely end up with more good clients as a result.

I look forward to reading what you learn...



Todd and others: There are only about a dozen legitimate companies I have found who exist to assist advisors in becoming RIA's. A very knowledgeable representative of one of those companies has agreed to do a webinar for FAN in November. I will post details here shortly. In the meantime, all of you who have decided you want to become RIA's should email questions to so we can address them at the webinar.

Also- those of you who are already RIA's- please post or email your experiences. It is useful to all of us who are trying to understand the process and the implications of this transition.



If you haven't already done so- sign up for the e-newsletter. I promise to keep all your information strictly to myself.

Sunday, October 7, 2007

Reminder: Your Chance to See Ed Slott Free!

BOB TONOCHIO wanted me to remind you- time is running out if you want to see Ed Slott's presentation in Las Vegas for FREE (string attached, of course but some strings are OK)

You can download the an information page by clicking on the ad above or call Bob Tonochio, Jr. at 866-204-3631 during normal business hours or email me at

Like the cheap airline fares, only a few of these seats remain- so if you want to be there minus the normal $750 ticket price- call Bob next week and he will tell you how.

Saturday, October 6, 2007

Attention RIA's.. Your Feedback Appreciated

I unraveled a whole can of smelly worms when I began researching my series on making the transition to Registered Investment Advisor.

Seems there are as many opinions about the RIA process and its implications as there are nutty people in California. It is hard to know who is doing it right, who is full of hype, and what is a good price for helping advisors make the transition.

If you are an RIA -please post or email your story to: I need to hear from those who used FMO's to assist you, those who did it themselves, those who did it and REGRETTED it, etc. etc. I am hoping to ferret out the best information for those of you who have decided to make the leap.

Elsewhere on the Financial Advisor Netzone- Put these in Your Calendar

I apologize that some of you interested in the free admission to ED SLOTT were unable to reach Robert James and Associates. There were a lot of people wanting to know about the Vegas presentation and how to get in free. The best course of action to follow if you can't get through on the 866-204-3631 number is to email Bob Tonochio Tell him you saw it on the blog and ask him to call and explain the requirements.

We are filling up for the MAX BOLKA teleclass on October 29. Cost is $30.00 but you don't need to pay until October 17. So if you are uncertain whether the date is open for you, go ahead and register now. If you are unable to attend you will get a refund or credit toward another class.

Sid Walker's SELLING WITHOUT WRESTLING online preview is coming up on October 11. Join Sid and find out why nice guys and gals really DO finish first. Click below to register.

LIVE! 60-minute FREE PREVIEW Teleseminar
Thursday Afternoon, October 11, 2007
12:00 pm PT • 1:00 pm MT • 2:00 pm CT • 3:00 pm ET
Cost: FREE

Have a great weekend. See you on Monday!


Thursday, October 4, 2007

Buzz Words, BS and Bellicosity-Musings From TD

From the banks of the mighty San Joaquin River... The crabby contrarian- Tammy de Leeuw.

by Tammy de Leeuw

You've tried rubbing it out, scrubbing it out and still it remains-" it"being our old friend Mr. Bullshit.

I am not trying to be crude or shocking here, merely examining what is so widespread in our industry that is taken for granted. Vapid, meaningless, unquantifiable statements are no longer confined to the advertising industry. The majority of us have co-opted those same pitchman and PR techniques into our daily lives to such an extent we don't even notice it anymore.

I hear BS on a daily basis and am taken aback by my own liberal use of it- bullshit is literally everywhere. I remembered feeling this way last year, so I am reprinting the rant for you.

What does this have to do with financial services? Everything and...NOTHING.

Saturday, January 14, 2006

Peddling Bullshit for Fun and Profit: Bestselling author (A Million
Little Pieces) James Frey ( photo)


by Tammy de Leeuw
(Special to the Sour Grapes Gazette)

From webspeak such as"Disintermediate strategic channels," "incentivize next-generation portals," and "revolutionize mission-critical niches," to the daily advertising hype which pummels us nonstop, bullshit has edged it's way into being the coin of the realm in modern America.

It is something understood by few, yet recognized by many, to the extent that Princeton philosopher Harry G. Frankfurt's seminal treatise "On Bullshit" became a national bestseller only a short while after it's publication. In the book, Frankfort endeavors to define and clarify what bullshit really is, why there is so much of it in our society, and why bullshitters as a group tend to be less reviled than liars even though bullshitting is far more harmful in the long run.

Frankfurt claims that bullshit, 'is unavoidable whenever circumstances require someone to talk without knowing what he is talking about.'

Other authors echo Frankfurt's claims. Laura Penny, author of "Your Call is Important To Us: The Truth About Bullshit," says:

"There is so much bullshit that one hardly knows where to begin.The platitudinous pabulum that passes for stirring political rhetoric is bullshit. . . . The committee-crafted persona and the focus-grouped fad and the rule of the polls are straight-up bullshit. The disease hysteria du jour is bullshit, and so is the latest miracle pill. The new product that will change your life is probably just more cheap, plastic bullshit.“Your call is important to us” has been chosen from a very deep reservoir of bullshit phrases for the title of this book because it best exemplifies the properties native to bullshit. It tries to slather some nice on the result of a simple ratio: your time versus some company’s dough. Like most bullshit, the more times you hear it, the bullshittier it gets. This is why bullshit is best served quickly, with many visuals, in mass quantities, with no questions from the floor."

Offices are rife with bullshit and movies such as OFFICE SPACE tap into our growing dissatisfaction with the horse hockey which passes for information and the meaningless pet projects which pass for real work. offers a quiz to help one determine if his or her job is really just bullshit.(HINT: The majority of them are)

When I was terminated back in March, I had my own specially crafted piece of bullshit presented to me in the form of a termination slip. I wish I still had the original- the wording was classic lawyer-approved, HR Department Manual Version 2 BS, something to the effect that the company had been "evaluating its needs moving forward" and that my skills did not fit those needs. This was a patent attempt to sugarcoat what for me was a very real, very painful, and very economically devastating reality. Even at the time, both the person who disseminated the BS termination slip and I tacitly understood its true nature, but were required by convention to accept and even endorse it.

Given our litigious society I do understand that some tasks require the odd dab of faux sincerity and meaningless phrase. My personal opinion is that lawyers generate 98% of the world's bullshit, with the rest of us contributing our fair share of the remaining 2 per cent. It seems that we are willing to swallow almost any bunk presented to us, as long as it is festooned with with ample amounts of sincerity.

Sincerity itself falls prey to Frankfort and Penny's cynical observations with Frankfort implying that sincerity is nothing more than an acute form of bullshit at worst. At best it is a costume for what Frankfort says the essence of bullshit really is- our indifference to reality. Frankfort contends that bullshit can be substantively true and yet remain bullshit, no matter how passionate or sincere the bullshitter. If a person says something having no proof that it is true, then it remains bullshit, even if subsequent events or new evidence eventually validates it. Politicians attempt to bypass this truth time and again to justify the outlandish bullshit they proffer on a daily basis.

I recently saw an interesting program on counterfeiting and the billion dollar plans governments implement in order to stop it. An agent admitted that in the grand scheme of things, counterfeiting is actually a very minor problem. Why then does the government spend so much to eradicate such a minor crime? The answer is simply that every counterfeit bill chips away at the integrity of the monetary system and causes people to lose faith in their greenbacks. It is this loss of faith which does the most harm to the economy, not the fake bills themselves.The same could be said of bullshit. As pervasive and tolerated as it is, as many of us who engage in the act of bullshitting, there is a gradual erosion of our faith in the truth. Frankfort puts it this way:

"Both in lying and in telling the truth people are guided by their beliefs concerning the way things are. These guide them as they endeavor either to describe the world correctly or to describe it deceitfully. For this reason, telling lies does not tend to unfit a person for telling the truth in the same way that bullshitting tends to. ...The bullshitter ignores these demands altogether. He does not reject the authority of the truth, as the liar does, and oppose himself to it. He pays no attention to it at all. By virtue of this, bullshit is a greater enemy of the truth than lies are."

Wednesday, October 3, 2007

Max Bolka Teleclass Cost, Upcoming Events

Although I did mention the cost for MAX BOLKA's MARKETING MAGIC teleclass a few posts back, I forgot to do it again on yesterday's ad. Cost is $30 and will be due by October 17 to ensure a place. Please let your friends and colleagues who are in ANY type of sales, including mortgage brokers, real estate agents, and direct sales, know about this class. It could be just the boost they need to break the sales barrier. Click here to register:

If we get a good turnout for this event, FAN plans on sponsoring other teleclasses, including short sessions with author and master selling coach, SID WALKER of SELLING WITHOUT WRESTLING ,

Sid, like Max, is a man of my heart because he reaches out to all of us who value relationship-based selling and prefer a low-key, non-pushy approach. If you have ever asked yourself "Do I have to be an obnoxious pain in the posterior to make it as a financial services professional?" you will want to see Max and Sid.

Tune into the blog for more details. Let's put the fun back into selling!

Also, I will be doing a two part series: SO YOU WANNA BE AN RIA? starting next week. If you are an RIA and want to discuss your personal experiences, please shoot me an email at so I can call you for a short interview. I would love to get experiences from all across the nation to help those who are considering making this giant career leap.

Thanks to all of you who have encouraged me. With your help, I am trying to make FAN the most entertaining and informative blog for financial professionals. Again, if you have a product or service or entertaining true story to share, please contact me.

Till later,


Tuesday, October 2, 2007

Join us for a Webinar on October 29

$30.00 Per Person

Taking your business to the next
level involves upgrading your
clientele and getting more
clients that are right for you.
In this skill specific
presentation, advisors learn
the essential marketing
tools that will enable them
to build a greater
Claim your areas of
Learn how to define
your target
market(s), and
just as important,
the most appropriate
ways to reach them.
Discover the four paths
for creating uniqueness,
answering the question,
"Why should I hire YOU?"
Learn the logic behind marketing

strategies for acquiring new Clients without wasting time or money.

Marketing Magic With Max Bolka

Monday, October 29, 2007

11:00 AM - 12:00 PM PDT
COST: $30.00 per person. Payable via Paypal.
Space is limited.
Reserve your Webinar Seat Now at:

Max Bolka Teleclass Date Announced

Max Bolka called me last night, all stoked after a couple of weeks on the road preaching his unique brand of marketing magic. He is excited to be doing the inaugural Financial Advisor Netzone teleclass on MARKETING MAGIC.

Monday, Oct 29th at 2pm Eastern (11am pacific) 1PM Central. Mark your calendars now!

Click here to register. In the meantime, if you want to see what Max is all about, click on the photo or go to:

Slotts and Slott in Vegas...

Quite a few of you inquired about the"see Ed free" article on the blog yesterday, wanting more information. I honestly don't know all the requirements for getting your ticket, so the best thing to do is call and ask for Bob Tonochio

Be sure to tell him you are calling from the FAN blogsite. We all know that nothing in life is free, but for some of you this might be an excellent way to jump start your business in 2008.