Welcome to "More Profit & More Time" that includes your first e-lesson on Simon's Success Strategies - Start 2005 Polished, Planned & Prepared.

In this issue:

I recommend that you save this newsletter in a file so that you can refer to it and read it when you have the time.  Some of the articles are short and some are lengthy as they are e-lessons.

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Part 1 – Simon’s Success Strategies 2005 - Start 2005 Polished, Planned & Prepared
Part 2 – Advisors Only
Part 3 – Coaching Case Studies
Part 4 – Reilly's Reflections & Rants

What an incredible two weeks that once again affirm 90 day goals rather than 1 year goals. Our Toronto trip to the Advisor's Forum and Coaching Business Forum was a total success and I have a lot of brilliance to share in this and forthcoming issues. During our trip, I observed a "Good Samaritan" and "Do as I say, not as I do" - more on these later. We have 3 TV Spots "In the Can" as they say in TV land and the Global Team of incredible people reminded me once again why I love working with Global. We also launched our second web site which is to support the upcoming TV Spots on BCTV News on Global, and we have just finished computer upgrades that also includes Voice Recognition. So read on, all systems go for 2005! 

On behalf of Laura and I, wishing you a wonderful holiday season and may all your dreams come true in 2005.

Simon Reilly
sreilly@leadingadvisor.com

Welcome to your first e-lesson of Simon's Success Strategies. I hope that you are ready to make 2005 your best year yet. The first step is to Create a Clear, Focused and Realistic Statement of Your Intentions.

I have modified the format just a touch as it has been refined since the last writing to coincide with the TV spots on BCTV News on Global.

Here is a revised list of the schedule and topics of the TV spots. As a subscriber to this site you are receiving Simon's Success Strategies in advance of the Global broadcasts.

So to begin, the most common question that I get is where do I begin?

Start with some preparation ...

A) I recommend that you purchase your Goal Setting Journal at any stationary store.

When you write your goals, your writing will become the map that will continue to guide you to your intended destination.

Simon Reilly

If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us.

Jim Rohn

B) Schedule ½ day or 1 day to do this in a place that you will not be interrupted

To eliminate what seems to be such a daunting task when writing your Vision …

Ask yourself the question;

If you could wave a realistic magic wand and look forward to December 31, 2005, what would have to have happened for you to be happy with the progress that you have made in the past year?

Imagine sitting back;

What exactly did you accomplish?
What goals did you set and achieve?
How do you feel about achieving these goals?

Follow up on the 5 W's - Who, What, Where, When and Why. Forget HOW!

Creating a Vision is just moving into the future for a while.

Scheduling some uninterrupted time alone with your journal to write your Vision for 2005 sounds like such a simple task yet I've found that a lot of us get writer's block.

One of the ways to simplify this is to break it down into the following categories;

Family
Intellectual
Physical
Social
Spiritual
Travel

Business/Career
Financial

Personal Environment; Auto, Clothing, Home, Technology, Toys - if you must.

Focus on the categories that inspire you.

And one may say, this still looks like a challenge.

Pick a category, say Fitness.

Take a page, write Fitness 2005 at the top.

Then write your realistic Fitness Vision.

Then write in the Categories for Action. Then write in your Actions. I've taken this one step further and gotten into Actions & Goals which I will be covering.

There I've done it. Thanks for creating the space for me to write my Fitness Vision for 2005. In reflection, because I am already in good shape, it is more about sustaining what I have already built up. You may have heard the expression; there are no fat old men. I do not intend to become one.

Call to Action

* Purchase your Goal Setting Journal at any stationary store.

* Schedule ½ day or 1 day to do this in a place that you will not be interrupted

* Wave that realistic magic wand, transport yourself to December 31, 2005, and write down what you achieved in the following areas:

Family
Intellectual
Physical
Social
Spiritual
Travel

Personal Environment; Auto, Clothing, Home, Technology, Toys - if you must.

Business/Career
Financial

Part 2 – Advisors Only

I am adding this section to the e-zine to focus on the issues of Advisors in Accounting, Financial Services, Law or Real Estate.

I'll be brief for this issue providing an outline for forth coming issues.

Again, Laura and I recently attended the Advisor's Forum Conference in Toronto, December 8 & 9, 2004. Based on my point of view, the most notable speakers were;

* Jim Rogers, Rogers Group Financial
* John J. Bowen, Jr., CEG Worldwide, LLC
* Julie Littlechild, Advisor Impact
* Mark Tibergien, Moss Adams LLP
* Tim Cestnick, AIC Tax & Estate Planning

The above noted speakers discussed brilliant ideas about issues that all Advisors are starting to face. I plan to share their brilliance through the following list of topics for 2005.

• Addiction To Growth
• Business Succession Planning
• Sudden Wealth Syndrome
• Transitioning from Commission to Fee Based Service
• Attracting Larger Opportunities (High Net Worth Clients)
• Creating a Low-Cost Niche Marketing Engine that will Differentiate You, Broaden Your Appeal and make you a Celebrity in Your Target Market and create a Steady Flow of Referrals

Advisor Forum Communication Tips

#1
Use The Back of The Envelope
There's a 50% chance that your mailing may end up face down on your client's table or desk. Why not take advantage of that empty real estate by adding a provocative message or teaser?

#2
Communicate With Your Clients The Way They Want You To
These days, there is a range of ways to communicate with clients: by phone, with printed material, and by email. Find out how your clients like to correspond with you. You'll discover that many like to get a personal call, while others are more reliant on computers and email for correspondence. Still others like to receive something tangible, on paper, so that they can file it away for future reference.

#3
Remind Clients Of Your Expertise
When you receive a new designation or attend a seminar or Web cast on a particular financial topic, let clients know in your newsletter or next piece of correspondence. They'll feel confident that you're keeping on top of new developments.

#4
Instead Of Birthdays, Congratulate Clients On Their "Financial Anniversary"
Send clients a card or token gift on the anniversary of your financial relationship with them, to congratulate them on x years of commitment to their financial success. If appropriate, tell them in numbers how much further ahead they are than when they started with you.

#5
Bigger Type For "Older" Clients
It's a medical fact - our eyesight starts to change around the age of 40. Chances are most of your clients are 40 or older so make sure everything you send out is highly readable. Bigger, readable type is a must if you want to get your message out.

#6
Establish A Profile In The Community
Find ways to show your expertise at the community level. Writing a newspaper column, hosting or appearing on a local radio show, or volunteering your services for a local no-for-profit organization raises your profile and keeps you top of mind with clients and prospects.

#7
Add A Personalized "Sticky" Note On Relevant Articles For Specific Clients
Highlight an article or specific topic that you would like to direct your client's attention to. Personalized communication shows your clients that you were thinking of them while sending the newsletter.

#8
Present Your Clients With A Communications Binder
Have your clients save all forms of communication in the binder and tell them to bring it every time you meet them. Use the binder to initiate discussions on topics you would like your client to consider.

#9
Utilize Centers Of Influence (Lawyers, Accountants, Etc.) As A Source Of Referrals
When you combine skills with another advisor or professional to make your services more valuable to clients, both you and the COI will experience substantial gains - consider doing a joint newsletter or joint client seminars.

#10
Make It Easy For Clients To Respond
Every client mailing should have a response form. Consider a business reply card or fax back form. It is an easy way to generate cross-sell or up-sell opportunities and helps you assess if your mailing has been a success.

Part 3 – Coaching Case Studies

In the last issue I wrote about;

• The 17 Rules of Niche

I have two more Rules of Niche to add;

• Marketing is the process by which people eliminate themselves through their behavior - in other words, stay true to your vision, niche, products and services that you want to deliver.
• There are people that know a lot of things. There are people that know a lot of people that know a lot of things. Be the person that knows a lot of people.

You are welcome to go to the Resources Section of the site for the now revised The 19 Rules of Niche.

For this issue I have the following to offer;

• The Elevator Speech
• The Referral Card
• The Parable

Once you are clear on your Vision, Business Plan & Niche and as part of your Marketing Plan I recommend that you create a way to become a Celebrity in your Niche.

With the above in mind, build what I call The "One Banana" Relationship Building Web Site in conjunction with an E-Zine.

The Elevator Speech, The Referral Card & The Parable

It's that time of year again when you are invited to Holiday events and the inevitable happens. Someone you don't know asks you; what do you do?

And you are reminded of that time when the marketing guru explained that you need to have an "Elevator Speech". You know that catchy and engaging phrase that sparks people's attention versus when you say I'm an accountant, financial advisor, realtor or lawyer and the person that you are talking to says. Oh!

And there's that uncomfortable pause when you and the person that you are talking to don't know what to say next? You are thinking of something brilliant to say about what you do or you are hoping that they will not make an accountant, financial advisor, realtor or lawyer joke.

So to get out of that uncomfortable situation you immediately ask them about what they do and politely continue to ask them questions about what they do. This is very beneficial for the person that you are talking to as it engages them into the value that they create for others. Unfortunately it may be a little challenging for you to re-engage in the conversation about what you do unless the person that you are talking with is well balanced.

So this is the time that you wished that you had sat down to write …

The Elevator Speech

A few years ago I decided I wasn't willing to give up any more of my life for business. So as a result, I've designed a nine step business program that is proven to create "more profit and more time" so that you don't have to give up your life for your business.

Would you like to know more?

The Referral Card

And this is a great opportunity for you to offer a Referral Card. A Referral Card is a 3" x 4" high quality card, printed front and back that includes more of your Elevator Speech, an outline of your services and most important, an invitation to visit your web site to subscribe to your free e-zine.

The point of your high quality oversized card is that it is less likely to be lost in that stack of other cards.

I have just recently started to use the Referral Cards and I am amazed at the reaction that I have received.

I have heard comments like, "these are absolutely beautiful" to where the person is actually taking the time to read the message on the card and the beauty of it is, I need not say a lot. The bottom line is the card and I were noted. And the best part is, instead of me saying "here's my card". I have the pleasure of offering my card saying "I've just published a brand new web site and here is an invitation to look at it and to subscribe to my e-zine". Believe me this process and these cards makes a huge difference.

The Parable

If you have the time, you may be able to offer what is called The Parable which is a more engaging Elevator Speech.

Depending on whom you are talking to, I have two to offer …

Parable #1

I am Simon Reilly, to best describe what I do, I'd like to share with you, a couple of defining moments in my life.

When I was eight years old, my mother came to me to tell that she was afraid that there wasn't enough money for groceries and for Christmas. My father was an entrepreneur, and from time to time he sometimes was better at buying things to sell versus selling the things that he had bought. As a result, I lived in constant fear.

In hind site, I should have hired my mother a financial advisor on the spot.

So in my mind, I became the bread winner for the family; three paper routes, mowing countless lawns, and shoveling snow every winter.

In the process I gave up, my childhood, friendships, education and having fun.

Driven by the same fear and continuing to believe there was no money, I carried this into my adult working life, becoming an obsessive super sales person at everything I touched. Give me a sales record and I could break it.

In the process I gave up, my first marriage, my friendships, my family, and I became financially and emotionally bankrupt.

A few years ago I decided I wasn't willing to give up any more of my life for business. So as a result, I've designed a nine step business program that is proven to create more profit and more time so that you don't have to give up your life for your business.

If you like what I've said, I would like to sign you up to my free biweekly e-zine.

Parable #2

I can probably best explain to you why we have decided to offer the "Simon's Success Strategies" E-Zine by sharing with you a defining moment in my life.

In 1994 I lost a business and this came as a major surprise to my clients, my team, my friends and my family. Why was it a surprise? It was because "Simon Reilly" had always been viewed as a "super-salesperson". Give him a sales record and he could break it.

I was the owner of a highly regarded and successful personal and professional development company. I was a popular and regular speaker in the personal and professional development circle. I had attended just about every personal and professional development course known to man. I and many others thought I knew all about time, finance, sales, marketing, leadership and personal development.
But I lost the business.

Why?

Looking back - it was simply because I didn't pay attention to the detail and although I was always well prepared for the day ahead, I wasn't well prepared for the year ahead.

What did I learn?

That the most important business activity I could engage in wasn't the mastery I had achieved in marketing and sales (even I couldn't sell my way out) - it was the planning and preparation that went into the organizational structure and systems on which my business operated.

As a result of those experiences, I decided to dedicate the rest of my professional life to helping others avoid the same mistakes. I became a business coach and have since developed a single-handed practice with goals for 2005 that include;

• Generating revenues in the high 6 figures
• 12 weeks vacation
• Three-day weekends in the weeks that I work
• Focusing on my unique abilities of speaking, coaching and writing
• Enjoying a support team of 3 people who are responsible for the key performance activities of the business - finance, marketing, sales, resource development and team development
• Most importantly of all - have clients who rave about the difference we make in their lives

Would you like to know more?

Testimonial

As I was looking over the Leading Advisor Website and just finishing off the Simon's Success Strategies Web site I realized that the Testimonials were all male.

Thanks to Paula Fleming for offering the following heart felt testimonial;

Your testimonial is welcome.

Part 4 – Reilly's Reflections & Rants

Reilly's Reflections & Rants are written from a personal perspective of what is going on with me, my life and my business.

Rants

No Rants to Report

Reflections

The Good Samaritan

Our trip to Toronto to the Advisor's Forum and Coaching Business Forum went extremely well. We flew Westjet and the plane looked so new that I had to ask how long the plane had been in service - 2 months! :-)

While I was on the plane, I observed an elderly man traveling with his wife and they were sitting close enough that I could hear that they were not speaking English.

When I went to the baggage claim to purchase a cart the elderly man came in behind me. The credit card receptor wasn't working very well and it took me a least five tries before it read my card before I got a cart. After walking away to the baggage claim, I noticed that the elderly man either didn't have any change or credit cards or just simply didn't understand. He was obviously stressed and was walking back and forth from where the carts were to where his wife was standing. I motioned for him to cover over to the carts and attempted to buy him a cart. Here we go again, after five or six tries I just gave up and was unable to buy him the cart. The next person in line decided to give it a go and after a few attempts was able to purchase the cart and gave the cart to the elderly man. Happy to see this, I said to the person that bought the elderly man the cart, "you get to be the Good Samaritan". Where can you be a Good Samaritan in your travels?

Do as I say, not as I do

So the two business coaches, Laura and Simon, from the village of Vancouver go to the big city of Toronto and we cab our way into the big city. As we approach the Westin Hotel, we see the "Westin" Conference Centre and exclaim "aren't we lucky, the conference centre is right next door"! This was one of those times that I assumed that Laura was the Director of Travel, and I didn't pay any attention.

So in the morning, when we went to the "Westin" Conference Centre and we found The Sports Hall of Fame Conference, not the Advisor's Forum Conference.

In a mad rush (yes it was me that was mad), we found the Concierge and asked where the Advisor's Forum Conference was located. So the two wise and worldly business coaches from the village of Vancouver found out that Toronto has more than one conference centre and grabbed a cab over to The Metro Toronto Conference Centre.

I did not take the time the evening before to qualify the specific conference centre where the Advisor's Forum was going to be.

So this is one of those times when I can say Do as I say, not as I do.

What I can say to Do as I say … it is best to take responsibility for what I did not take the time to review with Laura in advance of our traveling. It is not worth blaming someone, especially your beloved for something that I did not take care of.

Laura and Simon

I once again give thanks to be blessed with my marriage to Laura. We are very fortunate to be in love and have compatibility that gives us staying power.

Her maturity and wisdom have been demonstrated time and time again over the past two weeks.

The concept of setting 90 day goals has been an amazing process over the past few months and we have accomplished a staggering amount of work - and have been working too much.

Again we are fortunate to be very compatible, we have also done a lot of personal work on ourselves which also gives us the perspective to understand each other when the rigors of travel, deadlines and learning a lot of new technology push us to the max. This can sometimes bring one, no matter how evolved to their wits end. Of course I am talking about me, I do have my moments.

Thanks again to Laura for joining me on this incredible journey.

Simon's Success Strategies Web Site & BCTV News on Global

Simon Success Strategies will be officially launched by the time you read this, http://www.sss2005.com/

We have 3 TV Spots filmed and ready to go and they will be aired on the Saturday Morning BCTV News on Global.

I've learned a significant lesson about the difference between public speaking and speaking on TV - throw away the script and just focus on the key word/points that I want to cover. I want to thank the Global Team of incredible people for making the filming of the first three TV spots easy for me as it was really a new experience - lights, camera, action! GULP! FREEZE FRAME! STUMBLE BECAUSE OF BEING TOO PREPARED! … Just get to the point. :-)