Articles to Read

CANSLIM Growth Strategy

No one style of investing fits all people, but I subscribe to the 45/45/10 Investing Method. 45% of your investing should in CASH FLOW strategies, 45% growth strategies, 10% (or less) in higher risk, higher reward strategies. One of the first “systems” I learned in my twenties, was the “CANSLIM” method of investing. A system developed by the founder of “IBD”, Investors Business Daily. This system works very well in an up-trending market, OK in a flat market, and poorly in a down trending market. All stocks, [Read More Now...]

ABC Always Be Closing

I am amazed at how many salespeople and presenters believe that giving the presentation is the job. It is not. The sale is the most important part of the process. That means each word, each statement, each action, each question should be deliberate, and move the client closer to buying the product. Even a story or joke should have a purpose to bring you closer to the sale. Whatever your presentation, your actions need to move prospects closer to yes: Build rapport; talk about common experiences and values. See a fish on the wall, and remember [Read More Now...]

Keys to a Good Ad

It does not matter if you are writing: a classified ad, newspaper ad, sales page, landing page, direct mail piece, webinar, or flyer, there are certain keys that are common and make a successful AD. A key to success is often: Grab Attention. This is often done with a Grabber Headline. Something that is curious, dynamic, results driven, or a HOOK. A reason to read more. I have hundred of grabber headlines. Most I did not create I borrowed. Once that grabbed my attention, So, i can use them on some future ad. A few years ago, I found a COOL web [Read More Now...]

Assumptive Selling

From initial contact to finalization of the sale, closers always exhibit an assumptive posture. It comes through in their statements, questions and attitude. Ensure your language is positive and future pacing decisions. Product, company, benefit and personal statements are always assumptive. There are no questions about doing business together, no “maybes” or “ifs”; it’s strictly assumption of business. Find below sample statements of a good closer and a poor one. 􀂾 Good Closers: After we finalize this small order, we’ll… 􀂾 [Read More Now...]

3 Strategies to Deal With Objections

Professional sales people expect objections, in fact many plan for them. They specific part of their presentation planned to deal with the common ones. Here are three techniques to eliminate or minimize objections. Strategy: Plan standard responses to common objections. The best salespeople know almost all the objections to their product and the appropriate response. In fact, most likely they have several responses to specific objections. Planning your response will lead to additional sales. You’ll feel more confident and enjoy, even look [Read More Now...]

Break Through Obstacles

Folks often say to me. No matter what happens, you always seem to remain optimistic and positive. And it is true. In fact I have had my share of obstacles both personal and financial. Only a few folks know my past turmoils. Cause I don’t believe in wallowing in the shit. It gets on you and sticks to you. I would much rather see the obstacle and say to may self:  How can I get over, around or under this? Can I use this event to actually do something good?What lessons am I learning about this situation. I know I can beat this thing. You [Read More Now...]

7 Strategies to Kill Objections

Here are some quick ways to deal with objections Ignore the first objection. Ninety percent of all first objections are false.Minimize the objection with product values. Purchasing decisions seldom focus on just one element of a product. It is the overall package that must be considered in the decision. Your job is to remind the prospect of the product values, or to introduce additional benefits to build product value. Objection: I don’t have the timeResponse: That is the exact reason you should do this program. So you have time with your [Read More Now...]

Stock Market Leverage

Strategy: Leverage—tool of the rich.  I talk about the Wealth Wheel: Education, Cash Flow, Growth, Big Hits, Leverage, Taxes and Asset Protection. A key element to the Wealth Wheel is Leverage. The ability to take something small (capital, opportunity, energy or intellect) and leverage the item, into a huge result.  Leverage is an important element to wealth, and even success. Taking limited resources and using them to capacity. Whether in business, real estate, the stock market or life, this is a philosophy and strategy you should [Read More Now...]

Use These Exciting Words in Your Presentation

You might want to keep these words handy – in your briefcase, next to your computer screen, or even on your clipboard. it’s easypowerfulrightstrengthproven resultsa real findachievedynamicguaranteedcoveredwinning productdemonstratedlovebusinesshealthyfriendssuccessgreatthe absolute bestcoolhard evidencesimplebenefitdon’t lose outassure youprovenbrand newscientificdollarsthe best for your familyfeel gooda treasureyour homeneweffortlessscarceprotectedjust releasedtestedgaindiscoveredabsolutely “x”loved onesensure part of the [Read More Now...]

Stock Market Seasonal Patterns

There are several seasonal patterns in the stock market that can help you make money, or save money. Here are a few of them: Best 6 months to invest. From Nov 1 to Apr 30 the stock market goes up, on average 7.4 percent. From May 1 to Oct 31 the stock market is generally flat with a .4 increase. In addition generally, most of that increase happens Nov, Dec and Jan. Feb-Apr the market is choppy going up and down. Therefore the best times to see gains in an up market are Nov-Jan. In fact there is an old say in the stock market in May, go away. [Read More Now...]

Attack Their Existing Plan

The average person is doing the 40/40/40 Plan. Working 40 hour or more each week for 40 years, only to take a 40% pay cut at the end. The problem is that often do not see the end, until it is too late. Generally they are happy about their life. Not deliriously happy, just… Satisfied. Comfortable. There you must disturb their current level of comfort. Get them to realize the cost. Realize the outcome. Areas you might attach are: Current saving for retirement. The fact it is not going to last.Working too much.Missing out on family events due [Read More Now...]

Life Insurance Options

OK. With all this folk on the C-19 virus, and DEATH count, I have had a couple questions from folks about LIFE INSURANCE. First. I use to have my life insurance and variable annuity license. They have expired. I am not trying to sell you anything. Just educate you on Life Insurance. So a few thoughts. Life Insurance is generally used to replace income for the bread winner. So. If you are single, you really do not need life insurance. Children do not need life insurance. If your married. Generally insure the bread winner. Now if both of you are [Read More Now...]

Body Language

Body Language: Remember, body actions and gestures are not an exact science, but they offer helpful hints. When you think about evaluating people, you must take into account not just the body, but the voice and eyes (the window to the soul). Certainly analyzing your customer will help you, but more importantly consider your own body language. Does your voice break in the middle of your pitch? Do you look nervous when you talk about price? Find below common body language patterns and their interpretation: Steeple hands (fingertips touching [Read More Now...]

Use Society Pressures to Influence

Our society creates patterns of behavior in us and clients. Understanding these pressures and patterns will give us insights into influencing others. For example, have you ever been given a gift by a stranger? Did you feel obligated? I use to look down in airports just so one of those guys giving flowers out would not approach me. I always felt bad when they gave me something and I did not give them something back. Reciprocation. The law of reciprocation is fundamental to human values. We all have the need to be “fair”. If someone gives me [Read More Now...]

147 Money Making Ideas

Wrote this for a friend last year. Some ideas to make money on line. Benefit from assets. Rent or Sell. Sell on Ebay or Amazon. Improve ROI. Make your money make money. Get money for advice, or opinions. Rent your car. and MORE. ENJOY! Download now at 147 Ideas. [Read More Now...]

Let Me Think it Over

Most of the time, “Let me think it over” is a stall tactic, and not the real reason, the person is not moving ahead. Usually, it is a sign, of: Doubt, Lack of Value or Fear. There are several ways you for you to deal with this statement, or objections. Lets look a few language patterns, that can make a major difference in your closing: Question the statement. “you need to think about it?” Don’t say anything. Let them respond. Often they will tell you more information, which will allow to close.I understand, but let me ask you [Read More Now...]

Credit Repair Strategies

Strategy #2:  Fix Errors  Once you have the report, look for errors. Correct all information that is wrong. Common things to look for are: Social Security NumberAddress changes or incorrectBankruptcy older than 10 yearsDelinquencies 7 years or more. Debts that are not yours. Duplication of accounts.  Whether you are on line, or off line (paper), you challenge the information and ask them to correct errors. The Fair Credit Reporting act gives them 30 days, once notified to correct or confirm the information as [Read More Now...]

Building Rapport With People

To improve the rapport in your relationship, you may want to consider the following proven rapport-building tactics. Check them off to see what you are doing now, and what you can start incorporating into your conversations. Show gratitude for the appointment or order.Pass on compliments from associates.Avoid controversial topics such as war, politics or religion.Show respect for the other person’s time. Be on time.Learn a little bit about your prospects and look for shared experiences or values.Compliment your prospect.Be cheerful and [Read More Now...]

Questions

Strategy: Use pre-framed questions to focus direction. Pre-framed questions make the client focus in a direction you want them. They can be used to qualify the sale, reduce objections or close the sale. A good example is, “Do not think about the color blue.” To not think about it, you must first imagine the color blue. We have focused your attention. Examples: How long have you been considering buying (X)?Why do you want to make this change?What will this mean to you in the future?Something must have caught your interest, what was it?What [Read More Now...]

Keeping Motivated in Trying Times

Strategy # 1: Interrupt the Pattern. Thoughts, can turn into physical responses, in your body. Stress, depression or frustration, can lead to physical responses in the body. SO interrupt the pattern, get away from the thoughts. Walk, Work out, or mediate. It will change body chemistry. Which in turn can affect your thoughts. A good run, often changes attitudes. Strategy # 2: Positive Replacement. For every negative thought, you think, you must come up with 2 positive perceptions. This will condition your mind to look for the positive in each [Read More Now...]

Get Your Credit Report for FREE. Once a Year.

There are basically 3 credit bureaus that track credit rating. Although all use different terms (beacon, emprica, Issac Risk), they basically track: amounts, payment history, activity, type of credit, days late, number of accounts, who gives your credit, if open, or closed, and use of credit. The 3 services are listed below: www.equifax.com www.transunion.com www.trw.com Credit report accuracy is important as they contribute to your overall “credit score”.  There tends to be a number of mistakes on credit reporting history, some [Read More Now...]

Sell to Desires, Dreams, and HOT Buttons

There are 10 major emotional benefits, that your product can be linked too. If you are a professional sales person, you have spent the time, coming up with key “phrases” and “sentences” to drive the point home. Here is TAX example of taking something “boring” and linking to emotions. Example: Product: Tax Connection Feature: 30-day plan for tax reduction Benefit: Will reduce taxes by $200 – $2,000 in 30 days Intangibles (Desires): Family: Build security for your children through a tax plan.Wealth: Retire on the savings from your [Read More Now...]

Market Bottom?

We will need to see, what happens in the next couple of days, but the market went a little sideways today. 2 side by side, dojis. A sign of indecision. Does not mean it is over, but a good start. Need to watch for the next few days. See if there is a pattern (i.e. flag, cup, island, double pipe bottom. Will be looking at asia and europe in the morning Friday. Just for a hint of USA action. But some times USA leads the way. Now a moment of caution, anyone that knows “flags, wedges, pennants” Also, know often the market flags, then [Read More Now...]

OK. Market Crashing!

So. Many of you know, I trade. One of my favorite trades is CREDIT SPREADS. A Cash flow system, the works well in most markets. Win 9 times out of 10. And occasionally need to adjust the trade if the market goes crazy. Which it has lately. Lots of folks, ask “whens it over?” “what do I do now?” Now, let me make this clear, I do not have any financial licenses (I did in the past), so I am not giving any financial advice or specific recommendations. As I do not know, if you have 10 bucks or 1 Million. But here are some [Read More Now...]

Language Patterns, Try to Resist…

Strategy: Try to resist. Use this piece of language to position your offer, product, sale or concept. “Try to resist this tempting offer.” The word try implies you will not be able to. Nice positioning for a price, a benefit or an offer. Try to resist the offer at the end of this book…if only you could. Strategy: You could notice how good it feels when you X. This language pattern implies you will feel good if you do X. X could be buying, taking the next step or agreeing to an appointment. “You could notice how good it feels when you [Read More Now...]

Words are Magic!

Does not matter, if you are talking one on one, to group, or through some sort of marketing (Radio, Email, Website, or Landing pages). Words can compel action. Change an attitude. And Inspire people to action. it’s easy powerful right strength proven results a real find achieve dynamic guaranteed covered winning product demonstrated love business health friends success great the absolute cool hard evidence simple benefit don’t lose assure you proven brand new scientific dollars the best for your family feel good a treasure your home new [Read More Now...]

Refi your mortgage?

Wow. Historic low interest rates. That is a great time, to consider, a refi of your mortgage. Or even some investments. Now pretty much every financial advisor will tell you not to borrow to invest, it is actually on the Securities Test. But if you can borrow money at 3-6%, what could u do with it? That equity is not making you any money. Perhaps you could consider, stock, or commodities at all time lows? Or even consider Tax Liens and Deeds for those folks that might not pay their property tax this year. Or just lower your monthly payment. A [Read More Now...]

Using Personal Value and Leverage

Strategy: Use personal value and leverage to close. Leverage closing uses the power of a prospect’s values to sell them. First, you must know their values and make not purchasing the product or service go against their values. Let’s say you pride yourself on being intelligent and making sound decisions. What kind of impact does the following statement/close make? All the bright, young executives are buying this product, you’d be crazy not too. I know you’ll want to get it for use on Monday, right? (Spade Personality).Only people with [Read More Now...]

“Buy” Language Patterns

Language Pattern: Strategy: Can you buy that? Immediately after making a statement, introducing a benefit or responding to an objection, use this tag question. You may even want to point to your product for greater impact. The subliminal message will be received: to buy that…(whatever you are pointing at). Strategy: Buy now, you are… Start a sentence with the indirect command to buy now! It will focus people on making a decision immediately. If you use the language several times during your conversation, the human ear will listen to the [Read More Now...]

Branding a Company

Recently, I have been considering doing another Seminar Company. Therefore, thinking about:  Mission of the company. Domain names. Company name. Direct and indirect messages. USP. Unique Selling Principle. Distinction.Legal protection. Potential logo (images). Position in the market.  That’s a lot for a company name, logo and domain name to convey. J So. Going over my notes, cheat sheets, and name game, to come up with the perfect name.  OK. Maybe version one names. Things do [Read More Now...]
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