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Internet Message Format | 2000-08-29 | 14KB

From: Jeff Salisbury <[e-mail]>
Subject: [effortless] [Fwd: Fw: November - VBS Conference]
Date: 04 Aug 2000 17:37:21 -0600

Hello Ed and Eveyone else,

I attending Bill's Academy in May and it was well worth it.  I've
considered going again as a refresher.  If I do in November, I'll be
sure to let you know.

Jeff


---- Original Message -----=20
Kuhlman ; Mark Cook ; Michael Forster ; Teresa Jensen White ; Tom Vaughn
=

Sent: Friday, August 04, 2000 12:49 PM
Hi,

I hope things are going well for y'all.

The reason for this note is to see if anyone is interested in attending
=
Bill Bachrach's Values Based Selling conference in Anaheim on November =
3,4 & 5th. I've registered. If you'd like to split room costs (which you
=
could also do Theresa, only you can't stay in the room) let me know. =
Info. at www.bachrachvbs.com.

 I've completed 4 client interviews now and like the process and =
positioning. I began, as you probably have, with lower priority clients.
=
The third offered up 5 quality referrals, which I'm sitting on for a =
bit.

As Kent and Tom suggested, I read the Prince book on High Net Worth =
Psychology. It's amazing how right on that material is. The clients I've
=
interviewed so far fit almost perfectly into one of their 9 categories =
and it becomes glaringly obvious in their speech. Great resource!

Adios,

Ed Tompkins, CFP
KMS Financial Services. Inc., Branch Office
2200 Sixth Ave., Suite 888
Seattle, 98121

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-------------------------------------------------------------------------------

From: [e-mail]
Subject: Re: [effortless] [Fwd: Fw: November - VBS Conference]
Date: 05 Aug 2000 18:31:29 EDT

Hello Client Centered Advisors,

Thank you for forwarding the information Jeff on Bill Bachrach's program.
Great work Ed!

I'm looking forward to hearing you on the opportunities and challenges call
on Tuesday at 10am PST (407-318-2789) with all of your wins and questions.

Live your vision!
Laura

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-------------------------------------------------------------------------------

From: [e-mail]
Subject: [effortless] Best way to approach non-clients for research interviews?
Date: 24 Aug 2000 09:45:01 -0600

Hello friends!

I would like your opinions on the following question.  Being new in the
business, I don't have a lot of ideal clients to interview.  However, I
have several hundred people who are friends that either fit in possible
target niches or are centers of influences.  Some of these people are
closer friends than others and I have been wondering how best to approch
these friends for an interview.  Should I just call them?  Or, could I
send them a letter first followed up by a phone call?

Does anyone have a strong opinion one way or the other?  Or, perhaps it
won't make a difference either way...  What do you think?

Jeff

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-------------------------------------------------------------------------------

From: "Michael Forster" <[e-mail]>
Subject: RE: [effortless] Best way to approach non-clients for research interviews?
Date: 24 Aug 2000 08:56:00 -0700

Jeff:

Here is a case study that may help you decide.  A friend of mine just
started working as a mortgage broker.  He sent out a letter first and
immediately got a lot of positive feedback.  Before he even had time to
follow up by calling everyone, many of his targets had taken the initiative
and called him first.  Based on that experience, it may be better to send a
letter first, then follow up with a call.

Michael

-----Original Message-----
[mailto:[e-mail]]On Behalf Of
[e-mail]
Sent: Thursday, August 24, 2000 8:45 AM
interviews?


Hello friends!

I would like your opinions on the following question.  Being new in the
business, I don't have a lot of ideal clients to interview.  However, I
have several hundred people who are friends that either fit in possible
target niches or are centers of influences.  Some of these people are
closer friends than others and I have been wondering how best to approch
these friends for an interview.  Should I just call them?  Or, could I
send them a letter first followed up by a phone call?

Does anyone have a strong opinion one way or the other?  Or, perhaps it
won't make a difference either way...  What do you think?

Jeff

-
 To unsubscribe to effortless, send an email to "[e-mail]"
 with "unsubscribe effortless" in the body of the message.
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 "help" to the same address.  Do not use quotes in your message.


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-------------------------------------------------------------------------------

From: Jeff Salisbury <[e-mail]>
Subject: Re: [effortless] Best way to approach non-clients for research
Date: 24 Aug 2000 10:38:54 -0600

Hello Michael,

Do you have any idea of the letter's content?  Could you easily get a
copy of the letter?

Jeff

Michael Forster wrote:
>
> Jeff:
>
> Here is a case study that may help you decide.  A friend of mine just
> started working as a mortgage broker.  He sent out a letter first and
> immediately got a lot of positive feedback.  Before he even had time to
> follow up by calling everyone, many of his targets had taken the initiative
> and called him first.  Based on that experience, it may be better to send a
> letter first, then follow up with a call.
>
> Michael
>
> -----Original Message-----
> From: [e-mail]
> [mailto:[e-mail]]On Behalf Of
> [e-mail]
> Sent: Thursday, August 24, 2000 8:45 AM
> To: Client Centered Advisors
> Subject: [effortless] Best way to approach non-clients for research
> interviews?
>
> Hello friends!
>
> I would like your opinions on the following question.  Being new in the
> business, I don't have a lot of ideal clients to interview.  However, I
> have several hundred people who are friends that either fit in possible
> target niches or are centers of influences.  Some of these people are
> closer friends than others and I have been wondering how best to approch
> these friends for an interview.  Should I just call them?  Or, could I
> send them a letter first followed up by a phone call?
>
> Does anyone have a strong opinion one way or the other?  Or, perhaps it
> won't make a difference either way...  What do you think?
>
> Jeff
>
> -
>  To unsubscribe to effortless, send an email to "[e-mail]"
>  with "unsubscribe effortless" in the body of the message.
>  For information on digests or retrieving files and old messages send
>  "help" to the same address.  Do not use quotes in your message.
>
> -
>  To unsubscribe to effortless, send an email to "[e-mail]"
>  with "unsubscribe effortless" in the body of the message.
>  For information on digests or retrieving files and old messages send
>  "help" to the same address.  Do not use quotes in your message.

-
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-------------------------------------------------------------------------------

From: Jeff Salisbury <[e-mail]>
Subject: [effortless] Staying in touch with interviewees...
Date: 24 Aug 2000 11:58:39 -0600

Hello,

On the telecon yesterday, someone (Kent?) asked how we should stay in
touch with prospect interviewees that don't immediately become clients?
The same question has been bouncing around in my head as well.
In some of my Moeller reading, I remember one advisor held a seminar
every 30 or 60 days and filled the seats with people he had interviewed
in the recent past.

I've also wondered if it would make sense to add people to my newsletter
mailing list.

Additionally, I've wondered if Bill Bachrach's referral "value added
article" mailing campaign could be adapted (see chapter 9 of his book
"Value Based Selling").

What are your thoughts?

Regards,

Jeff

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-------------------------------------------------------------------------------

From: "Michael Forster" <[e-mail]>
Subject: RE: [effortless] Best way to approach non-clients for research interviews?
Date: 24 Aug 2000 12:53:35 -0700

It was a letter to friends and family, so contained some personal
information.  It followed this outline:
1. I recently started working in a new position
2. this is what I do now
3. please keep me in mind and mention me to your friends
4. this is why you should do business with me and recommend me
5. please call me with questions or I'll call you.

Michael

-----Original Message-----
[mailto:[e-mail]]On Behalf Of Jeff Salisbury
Sent: Thursday, August 24, 2000 9:39 AM
interviews?


Hello Michael,

Do you have any idea of the letter's content?  Could you easily get a
copy of the letter?

Jeff

Michael Forster wrote:
>
> Jeff:
>
> Here is a case study that may help you decide.  A friend of mine just
> started working as a mortgage broker.  He sent out a letter first and
> immediately got a lot of positive feedback.  Before he even had time to
> follow up by calling everyone, many of his targets had taken the
initiative
> and called him first.  Based on that experience, it may be better to send
a
> letter first, then follow up with a call.
>
> Michael
>
> -----Original Message-----
> From: [e-mail]
> [mailto:[e-mail]]On Behalf Of
> [e-mail]
> Sent: Thursday, August 24, 2000 8:45 AM
> To: Client Centered Advisors
> Subject: [effortless] Best way to approach non-clients for research
> interviews?
>
> Hello friends!
>
> I would like your opinions on the following question.  Being new in the
> business, I don't have a lot of ideal clients to interview.  However, I
> have several hundred people who are friends that either fit in possible
> target niches or are centers of influences.  Some of these people are
> closer friends than others and I have been wondering how best to approch
> these friends for an interview.  Should I just call them?  Or, could I
> send them a letter first followed up by a phone call?
>
> Does anyone have a strong opinion one way or the other?  Or, perhaps it
> won't make a difference either way...  What do you think?
>
> Jeff
>
> -
>  To unsubscribe to effortless, send an email to "[e-mail]"
>  with "unsubscribe effortless" in the body of the message.
>  For information on digests or retrieving files and old messages send
>  "help" to the same address.  Do not use quotes in your message.
>
> -
>  To unsubscribe to effortless, send an email to "[e-mail]"
>  with "unsubscribe effortless" in the body of the message.
>  For information on digests or retrieving files and old messages send
>  "help" to the same address.  Do not use quotes in your message.

-
 To unsubscribe to effortless, send an email to "[e-mail]"
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-------------------------------------------------------------------------------

From: "Mark G Cook" <[e-mail]>
Subject: Re: [effortless] Best way to approach non-clients for
Date: 30 Aug 2000 16:56:01 -0500


Jeff, when I got started in the business I had the same question. My initial
reaction was to send out a letter but at the time I had limited resources and
this was going to take more time than I wanted. I finally ended up just calling
people I knew and it worked out very well. I know that other advisors have sent
out letters and this can work fine also. If you think that sending out a letter
can give YOU confidence when you call them by all means do it this way. But be
careful, do not send out a huge stack of letters all at once because it will
take time for you to call everyone. Send out a few a week so that you can
follow-up with them in a reasonable time. You might even consider stating when
you would contact them in your letter. Good Luck! Let us know how it goes!



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