Javelin Marketing Reading Blog http://www.javelin-marketing-reading.com Target your Market Wed, 04 Jan 2012 14:25:13 +0000 en hourly 1 http://wordpress.org/?v=3.1.2 Look For Inexpensive Auckland Hotels http://www.javelin-marketing-reading.com/2012/01/04/look-for-inexpensive-auckland-hotels/ http://www.javelin-marketing-reading.com/2012/01/04/look-for-inexpensive-auckland-hotels/#comments Wed, 04 Jan 2012 14:25:13 +0000 admin http://www.javelin-marketing-reading.com/2012/01/04/look-for-inexpensive-auckland-hotels/ The holiday season is the perfect time for a getaway for most people because this is when they can take a break from school as well as from work. Families find it easier to have a get together or a reunion during this period because almost everyone is free and most likely to come. Planning an out of town, or even out of the country vacation isn’t easy, so you have to do some research well before you are scheduled to depart. If you are thinking of heading on over to New Zealand, browse through the list of Auckland hotels you may be interested in staying in as this city is packed with many sights and wonders to see. It offers a refreshing blend of both urban and rural escapes and promises to keep you and your family busy for the duration of your stay. If you are on a tight budget and would like to keep things simple, there are a number of cheap accommodations you could look at as well.

Listen to this post Listen to this post ]]> http://www.javelin-marketing-reading.com/2012/01/04/look-for-inexpensive-auckland-hotels/feed/ 0 Books for Financial Advisors http://www.javelin-marketing-reading.com/2010/06/18/books-for-financial-advisors/ http://www.javelin-marketing-reading.com/2010/06/18/books-for-financial-advisors/#comments Thu, 17 Jun 2010 22:57:40 +0000 admin http://www.javelin-marketing-reading.com/?p=179 If you read the same stuff as other financial advisors (or don’t read books at all, like most financial sales people), you will not differentiate yourself.  Rather, you want to read and teach yourself what others in your field do not know.  Here are two books for financial advisors/insurance professionals that will give you HUGE insight into being a great communicator and financial advisor.

“Influence, the Power of Persuasion” by Robert Cialdini discloses subtle ways that people are influenced.  If you have ever had prospects say “I’ll think about it” or procrastinate in others ways and would like to know new ways to influence prospects and clients to do what’s good for them, READ THIS BOOK.  He devotes a chapter to the “law of reciprocity” which I used in the following way.  Each time I started a new client relationship, I sent a gift basket with jams, jellies, nuts, etc.  Of course, the client would always call me up, gushing with thanks.   That’s when I would say, “John, maybe you can do a small favor for me…” and proceed to ask and get referrals.  The law of reciprocity say that if you give something to a person, they feel indebted to you.  What better time to ask for referrals than when your prospect feels indebted.

“Talent is Overrated” by Geoff Colvin is a great book because there is a sense in the industry that the best financial advisors (i.e. those that earn the most) are simply more talented. Colvin explodes that myth by showing examples that great performers simply practice more.  For example, record your sales presentations and then listen to them at home and write down what you could have done differently to be more effective with the prospect.  Other financial advisors will not make the effort to do this and those that commit to the extra practice can be at the top of the profession.

ProspectMatch

Listen to this post Listen to this post ]]> http://www.javelin-marketing-reading.com/2010/06/18/books-for-financial-advisors/feed/ 1 Javlein Marketing Reading Blog http://www.javelin-marketing-reading.com/2008/10/22/javlein-marketing-reading-blog/ http://www.javelin-marketing-reading.com/2008/10/22/javlein-marketing-reading-blog/#comments Wed, 22 Oct 2008 04:35:00 +0000 admin http://www.javelin-marketing-reading.com/?p=175 This blog will highlight recommended readings for financial advisors.

Its long been our observations that financial advisors are very poor at sales.  Most people in the US think that sales is persuading or convincing.  We define sales differently.  We use these two definitions:

1.Sales is the asking of appropriate questions so that the prospect sees the right course of action for themselves

2. Sales is a conversation between two individuals where the seller enrolls the buyer into the buyer’s vision

If these definitions are a step up from where you have been selling,we heartily recommend:

SPIN Sellingby Neil Rackham and
Question Based Sellingby Tom Freese

Listen to this post Listen to this post ]]> http://www.javelin-marketing-reading.com/2008/10/22/javlein-marketing-reading-blog/feed/ 2 Javeling Marketing Blog http://www.javelin-marketing-reading.com/2008/10/21/javelin-marketing/ http://www.javelin-marketing-reading.com/2008/10/21/javelin-marketing/#comments Tue, 21 Oct 2008 10:23:13 +0000 admin http://javelin.webtenet.com/javelinmarketing.com/wordpress_new/?p=170 This is another blog of Javelin Marketing.

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