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

In this issue:

Part 1 – Simon’s Success Strategies 2005 - Start 2005 Polished, Planned & Prepared
Part 2 – Advisors Only

Jim Rogers, Rogers Group Financial - Ten Tips to Take You to the Top!

Advisor Forum Communication Tips

Part 3 – Coaching Case Studies

My Web Site / Marketing Plan Journey

Team Building

Part 4 – Reilly's Reflections & Rants

International Coaches Federation Vancouver Chapter Meeting

The Effect of our Values, Positive Beliefs and Feelings

Stumped for Goals?

I hope that your first month of 2005 has had a strong start.  To share some joy about what 90 day goal setting can do, here is what is going on at Leading Advisor.

Our team has grown over the past 60 – 90 days with the addition of a part time assistant, bookkeeper, pr person and marketing support.  I will be doing a piece on delegation to share what I have learned in the not too distant future.

We are just finishing the final writing drafts of the Products & Services section of our web site with an automated registration process and this something that I have envisioned for years.  We will be going into production in the next few weeks.

We have surpassed 600 readers in total for the Leading Advisor and Simon’s Success Strategies E-Newsletters.  By the time you read this I’ll have finished the Saturday Morning 7:40am TV Spot on BCTV News on Global and our readership will approach 750 with luck.

With the completion of both web sites and e-newsletters, the habit and the volume of writing that I am doing has inspired me to put writing a book back into my goals.

The illusive voice recognition software is even in site.

Our Media Update has been sent out and is posted to our site.  I’m contacting writers in the media to follow up on articles that were written in the mid 90’s that I was included in to re-introduce them to our new web sites. 

We are now booking public speaking presentations on Simon’s Success Strategies using the following Public Speaking Introduction.  Perhaps your association, conference, sales meeting or study group could benefit?

I can’t tell you what I am feeling just now as the completion of this mega project is within site.  My vision of speaking, coaching and writing is becoming more and more of a reality every day.

So read on for Simon’s Simon Success Strategies – Start 2005 Polished, Planned & Prepared - E-Newsletter #4 - Measures - Developing a set of measurement systems that will keep you on track.

May all your dreams come true and may 2005 be your best year ever.

Simon Reilly
sreilly@leadingadvisor.com

The fourth step is Measures - Developing a set of measurement systems that will keep you on track

There are three main goal measuring processes that I have found useful.

1. Refer back to your 90-day goal work sheet and vision worksheet.  Make sure that you post your 90-day goal work sheet and vision worksheet on the wall or on your computer – someplace visible.
    

2. Measure your progress through various assessment forms that I use with my clients in my practice.

The Clean Sweep is a personal review of four areas of your business and personal life;  Physical, Well Being, Money & Relationships.

• Clean Sweep Assessment

The purpose of this assessment form is to help you to get clear on the things that are complete in your business and personal life and the things that we recommend that you focus on in order to create a clear vision or picture of the future.  Incompletions rob us of energy and focus.

It is important to have a game plan to enable you to achieve your goals and to have a clear understanding of what may be hindering your progress.  Again, you need to be aware of your strengths and your weaknesses in order to make the necessary improvements.

Please take note that with this assessment, it takes the best part of a year or even two to get to the high 80’s or low 90’s and it is not that unusual to start in the low 30’s.

3. The third step is to answer the following questions in your journal.
    

• What do you consider to be your 5 top achievements this week?
• Why are they significant?  How do they make you feel?
• What further progress could you make in this direction?
• What are you resisting doing?
• How can you use your personal strengths to commit 3 needed actions this week to meet your 90-day goals?

The answers to these questions will allow you to again acknowledge your achievements and make adjustments to your game plan.

  Call to Action

• Refer back to your 90-day Goal Worksheet and Vision worksheet.
   
• Complete the Clean Sweep Assessment
   
• Answer the questions in your journal on a weekly basis.

Part 2 – Advisors Only

In follow up to the Advisor's Forum Conference in Toronto, December 8 & 9, 2004 please find the summary of the presentation from;

* Jim Rogers, Rogers Group Financial - Ten Tips to Take You to the Top!

Jim Rogers is one of Canada’s leading financial advisors and 35 year veteran of the financial services industry. He has a long list of academic, industry, and community service qualifications. Mr. Rogers has been the National Chair of CAIFA (Canadian Association of Insurance and Financial Advisors), as well as the Chair of The Top Of The Table (MDRT). He was the first recipient of Advisor's Edge magazine's Career Achievement Award for outstanding service and leadership in the financial advisory industry in Canada.

Ten Tips to Take You to the Top! will deliver 10 practical practice management ideas that when implemented, will significantly improve an Advisor’s bottom line.

#7 - Be a Professional Advisor

• Solve the client’s problem, and partner with your client.
• Develop a partnership relationship.
• A professional advisor works to find the problems and implements solutions to solve the client’s problems.

In advance of your first client meeting, ask your client to prepare the following in advance:

• write down 3 financial concerns in order of importance

• what you own / what you owe ( a balance sheet)

• list income by source and by amount

This information will help qualify the client, and help you determine if you can help the prospective client.

• The Advisor Model

The Client and The Advisor     vs.   The  Problem

Remember:    The Problem in the common enemy.

The Salesman is still closing.                                                                                                    The Advisor is advising.

Get the prospective client, “behind the wheel” or behind the problem working with you. People buy on emotion and justify with facts.

#8 - Foundation – Trust and Integrity

• Work on building a foundation of trust and integrity with your clients.
• A client is someone who always listens and most often acts on your advice.
• If you second guess your doctor, you always go to another for a second opinion. Build trust with your clients and they won’t look for second opinions.

#9 – Transparency

• Practice complete disclosure as this will build trust with your clients;
  • Use an engagement letter. This is an excellent marketing tool; it will describe what your services are and how often you provide them
  • State your qualifications
  • Provide details of your company, and who you work for
  • Explain how (if not, what) you are paid 

#10 - Always Say “Thank You”

• Don’t send out birthday cards.
• Rather than sending Christmas Cards, send Thanksgiving Cards – because it is so uncommon, it is really appreciated. There is no religious connection, so you will not risk offending anyone.
• Have a photograph on the card, and use a different photo every year.
• Thank your clients for their business, and for their referrals.
• Set the habit of sending out one thank you card a day.
   

Advisor Forum Communication Tips

Communication Tips

#1
Send Your Newsletter to High-Value Former Clients
Former clients may not be happy with their current situation. Sending your newsletter is a soft way of saying “you’re always welcome back.” Add a covering letter that lets them know you’d be happy to be of assistance in the future.

#2
Fill In Your “Fill-In” Forms
Ever wonder why more clients don’t fill in forms that you send them? Most forms don’t allow enough space for the way people really write. Try this simple test: fill it in yourself quickly. Did you struggle to squeeze the information in? Most clients won’t bother… so get a new form!

#3
Bigger Type For “Older” Clients
It’s a medical fact – our eyesight starts to change aro8und 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!

#4
Use Plain Language
For clients who aren’t comfortable with financial statements, take a moment to attach a short note summarizing in plain language what the statement is showing – especially account activity. Example: “Dear Carol, this month Bond XX came due and we used the proceeds to purchase money market funds. See you next month for your yearly review! Give me a call if you have questions.”

#5
Show Your Unique Value Proposition
Determine your Unique Value Proposition as an advisor, and make it clear in all your communications. Create a “tagline” for your company that shows your special emphasis. For example, if your client base is largely small business owners, make sure you highlight your skills in “small business solutions” on business cards, newsletters, letterhead, the signature of your email messages, and even on your outgoing voice-mail message.

#6
Every Touchpoint Is An Opportunity For A Call To Action
However and whenever you “touch” your clients, make sure you encourage them to call you. Whether you’re sending statements, prospectuses, or newsletters, calling clients about a specific transaction, email them some interesting financial information, or simply running into them in the mall, suggest setting up an appointment to talk about some aspect of their financial plan.

#7
Ask For Business
A common mistake in client phone calls, meetings, letters, and mailings is forgetting to “ask for the business.” Education and information is a good starting point, but make sure you ask clients directly if they’re ready to take action now. Otherwise, you’re leaving money on the table.

#8
Personally Sign Each Newsletter
Including your signature on your newsletter adds a personal touch that demonstrates that you were thinking of your client when sending the newsletter.

#9
Create A Business Plan That Has A Specific Section On Client Communication
Research has shown that successful advisors have created a detailed business plan on paper – be sure your marketing and communications strategies are part of that plan.

#10
Choose The Right Medium For The Message
Sending a time-sensitive offer? Try email. Want to build loyalty over time? Send regular, personalized newsletters.

Part 3 – Coaching Case Studies

In this section I will include actual transcripts of coaching situations that I have worked with a client on in the past two weeks.  For the next couple of issues, I'm taking the liberty to give you some insights about my Web Site / Marketing Plan journey.

My Web Site / Marketing Plan Journey

Web Site Menus

I mentioned that we are just finishing the final writing drafts of the Products & Services section of our web site with an automated registration process and this is something that I have envisioned for years.  We will be going into production in the next few weeks.

In my last issue I wrote …

After having said all of this, what you must do is Write a Simple Menu or Table of Contents.

As an example, here is the Menu for the upcoming Products & Services section of our site.

Here is another example of the Menu for our new Resources section;

Search
E-Coaching
E-Newsletter Archives
Products
Articles/Downloads;

• Vision

• Planning

• Finances

• Communication

• Hiring

• Marketing

• Sales

• Customer Service

• Professional Development

Simon’s Success Strategies

In Development;

Acknowledgements
Advisory Council
Recommended Reading
Teleclasses
Testimonials

Team Building

In preparation for the Products & Services section of the web site, I updated our Values & Behaviors Based Workshop document.

Here is an excerpt that you may find valuable.  For the complete article;     Values & Behaviors Based Workshop

The Values & Behaviors Based Workshop's unique approach uses Assessments enabling your Leaders, Supervisors, Managers and Associates to identify essential Values & Behaviors.

A.  "Values" are WHY you approach your business and personal goals - therefore what Motivates your Behavior.

B.  "Behaviors" are HOW you are currently taking action towards your business and personal goals.

Most people in business are not aware of the Values that are required to be a success in today's business world.  They may not fully understand the source of what Motivates them. Therefore they may have inconsistent Behaviors in taking action towards their personal and business goals. At the end of the day they experience: conflict, inconsistency, lack of motivation and even worse, unfulfilled business and personal lives.

One of the main reasons that individuals have inconsistency in; Customer/Employee Communication, Conflict Resolution, Decision Making, Management Strategies and Motivation Strategies is that they do not understand their own Values and Behaviors so how can they understand anyone else?

There are many Behaviors Assessments on the market.

One can assess Behaviors all day long and without the understanding of Why a person is Behaving a certain way, or more importantly what the Values are of the person that is Behaving a certain way, there cannot be complete understanding.

In my opinion, the only reason that people have conflict is because they do not understand their own Values & Behaviors and they do not understand the Values & Behaviors of others.

Understanding versus Judgment

When there is no understanding, there is judgment. When there is judgment, there is no understanding. Judgment and no understanding is a venomous breeding ground for the fear based insane ego mind to look for differences and fault.

The fear based ego judges and sees fault because of its need to feel right about itself (values) or what it is doing (behaviors) and the fear based ego’s only viewpoint is it’s own self and as no concept of others. 

The fear based ego does this because of its need to feel safe and to feel in control.  What is disconcerting is, it is only the fear based ego that perpetuates the belief that it is unsafe and out of control.

At the core, when the fear based ego sees others that are different (values) and who do things differently (behaviors) then its needs of safety and control feel threatened and rather than understand, the fear based ego judges and attacks to preserve its fear based self because anything else would mean a lack of control.

One cannot control people, they can only understand.

The Values & Behaviors Assessments give on the tools to build a healthy ego.

In my opinion the Values Assessments are the missing link in the assessment process and all Team Building, Communication, Customer Service and Sales.

Part 4 – Reilly's Reflections & Rants

A Blast from the Past

I ran across an article that I was featured in The Province back in 1996.
 

 Coach's lofty mission: Clients taught how to live a better life
 Vancouver Province
 Tuesday, February 27, 1996

 By Paul Luke

A new breed of buddy has invaded North America's homes and workplaces.

More perceptive than your therapist, more objective than your spouse, more demanding than your consultant, they want to help you realize your dreams -- all for a monthly fee, of course.

They call themselves coaches.

Their mission is to get professionals, entrepreneurs as well as regular working stiffs, to set and attain career and personal goals.

Coaching is still in its infancy, but U.S. coaching guru Thomas Leonard says it's rapidly nearing flash point.

Leonard, who founded a Florida-based training school called Coach University in 1992, predicts the estimated 1,000 coaches across this continent will double this year.

``I think the explosion is about five years away,'' said Leonard.  ``I don't think the public sees a compelling need yet to have a coach.

``When they do, our field will explode.''

Coaches will become as common as personal fitness trainers, Leonard predicts, because they can show people the way to happier, more productive lives.

Working one-on-one with their clients, and mainly over the phone, coaches help people identify what they want from their lives and how to get it.

Coach University now has six students working full or part time in Canada.

Among this Canadian vanguard is Simon Reilly, the former co-owner of the Vancouver franchise of motivational speaker Anthony Robbins.

Reilly's coaching clients include a school teacher in Virginia, the sales director for an investment real estate company in Toronto and a Lower Mainland fitness trainer.

``Many times, people don't know how to focus on what's working well in their lives or in their careers.

``My first intention is to look for what's working well,'' the 40-year-old Vancouverite said.

``I will also be the guide, in a sense, to pull people to a higher standard.

``I can help them create clarity within the forest they may find themselves stuck in.''

Reilly promises a vast amount.

Through 30-minute or 60-minute weekly coaching sessions, he says he'll help clients earn and keep more money, make better business decisions, lead a more balanced life and enjoy more sustainable energy.

He also demands a lot.

New clients are expected to do considerable self-assessment to make the process work.

If it doesn't, Reilly says he'll return a client's cheque after the first four sessions.

Reilly's own background includes a five-year stint with the Robbins group and 20 years experience in sales and marketing.

``Before anyone can sell themselves to other people, they've got to be sold on themselves. The answer is to sell people to themselves so they can sell themselves to others.''

WHO COACHES AND HOW MUCH

Coaching is the latest twist taken by the huge personal development movement.

At its centre is Thomas Leonard, a former accountant and certified financial planner.

Thomas, an American, has launched a virtual school called Coach University that offers a two-year course taught over the phone.

The average coaching fee is $250 US for four 30-minute phone sessions.

The average age of coaches is 46 and 57 per cent of them are women, Leonard said.

Eighty-six per cent of coaching clients are professionals and 60 per cent are entrepreneurs.

Eighty per cent of coaches work mainly over the phone.

The International Coaches Federation Vancouver Chapter Meeting

I attended the ICF – Vancouver Chapter meeting on Thursday night.

The meeting was outstanding with presentations on the upcoming International Coaching Awareness Week Feb 21 – 25 and the new PRISM Award for business coaching excellence.

The meeting also includes a quest speaker on a coaching proficiency.  This month’s presenter was Marlena Field.  Marlena ran us through a series of exercises to become mindful of our vision, values and feeling that we experience through coaching others.  We then ran through another exercise to embody the feelings that we experienced and it was truly experience.

The outcome was to help teach us how to get associated to these feelings because this embodiment of feelings is what we are expressing to the world while we are doing our coaching work and these feelings will also be reflected back to us by others.

Next we taped an 11” x 8 ½” card on our backs.  In this enlightened state of embodied feelings, we all walked around the room, connecting with different people, writing one or two words that we sensed about them on the cards that were on our backs.

It was truly an amazing experience.  Many of us could actual feel the embodiment of the words that were being written about us on the cards on our backs.

Next we worked with a partner to answer some questions which lead us to integrating the reflection of what people wrote about us;

Here are some of mine and by sharing I get to experience this again;

• Amusement

• Curious

• Deep pool of thought

• Dynamic

• Fun seeker

• In the moment

• Joy

• Ponder

• Radiant happiness

• Shining star

• Strength

The “radiant happiness” is one that really connected for me and all the others were amazing too!

This exercise will prove to be a valuable addition to our upcoming team building workshops.

The Effect of our Values, Positive Beliefs and Feelings

The above experience reminded me of an article that I wrote back in May of 2004.

When one is associated to values then they are generating positive beliefs and feelings.

• Unmet needs often generate negative beliefs and emotions

• Positive values always generate positive beliefs and feelings

Let’s be clear about the effect of that the following have on our surrounds;  values or needs, negative or positive beliefs and feelings or emotions really are.  The fact that we are electromagnetic beings is not a secret.  Every first-year physics student knows that.  But what has been coming under very careful study for several years now is the realization that what we are feeling at any one moment causes vibrational waves to be emitted from us.

If the vibrations leaving us from emotions are, for instance, below middle C on the piano scale, the vibrational waves coming from us will be mildly to heavily negative, long and slow (and have been photographed as such), and become longer and slower the farther down they go on the so-called piano scale.

If those waves are above our middle C or positive, they are of a shorter, faster vibration, becoming shorter and faster the higher up they’re played on our piano, like from mild pleasure to full-out excitement.

That piano is us.  Take even a tiny bit of fret, or worry, and you’re down below middle C.  But take unbridled hate, and now you’ve dropped down into the arena of very powerful, long, slow waves, caused simply by Negative needs generating negative beliefs and emotions.  How the sender was feeling at the moment.

Little wonder all the books have come out about “finding joy,” and “creating the good life,” and “positive thinking,” all of which might hopefully create positive, high frequency vibrations – if they could only be sustained – depending on the intensity of the feeling or emotions that the sender is feeling.

Another way of demonstrating the effects of values or needs, negative or positive beliefs and feelings or emotions on our bodies that are 97% water …

Please click the following link to the site for Masaru Emoto’s new book, THE MESSAGE FROM WATER.  Mr. Emoto and his team experiment with water samples exposed to music, words spoken, words typed and taped to the glass containers, photographs and long-distance thought messages. Some of the photographs are amazing and all of them show a response from the water.

• www.adhikara.com/water

With positive values generating positive beliefs and feelings, you will really understand what the needs of others are and in a business setting, attract the creativity to write an inspiring proposal with positive values generating positive beliefs and feelings. 

This all segways into the concept of Attraction which is a part of the work that I do.

Here is an example of a sales associate using the attraction approach;

• offer expertise versus prospecting

• takes a genuine interest versus building rapport

• sets a target to sell twice the quota amount versus selling to meet quota

• seeks to serve versus using sales techniques

• seeks to educate versus attempting to sell during the appointment

• is graceful and very professional versus being pushy

• expands the potential customer's vision, expectations and goals versus touting just features and benefits

• feels motivated by how many lives they make better, sale or not versus getting pumped up to sell

• develops 20% of their customers to refer lots of business versus relying on leads from promotion

• generates interest continually versus marketing and prospecting in cycles

(please note some of the concepts from the above article were developed from the book call “Excuse Me, Your Life Is Waiting” by Lyn Grabhorn and from the concept of “Irresistible Attraction” by the late Thomas Leonard, founder of Coach University.)
 

Stumped for goals?

I ran across this assessment of 546 Goals that I thought that you might find useful – or not.  546 Goals