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vb_academy-digest       Thursday, June 22 2000       Volume 01 : Number 002




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

Date: Mon, 05 Jun 2000 14:14:29 -0700
From: Don Riggs <[e-mail]>
Subject: Re: [vb_academy] Tape Recorder

Marantz PMD 222.  Call 858-467-7111

Peter Hensley wrote:

> G'day all
>
> Peter Hensley from New Zealandf requesting assistance
>
> could some one please write and tell me the name of the tape recorder
> suggested at the academy. I did write it down (of course) but have
> misplaced that piece of paper.
>
> PLEASE HELP
>
> Peter H
> mailto:[e-mail]
>
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------------------------------

Date: Tue, 6 Jun 2000 15:16:56 -0400
From: Cameron Passmore <[e-mail]>
Subject: [vb_academy] eye-opener

Hi everyone,

Another first for me ...

I just listened to a tape of my first VBS interview .. and let me tell
you  .... What a humbling experience!  (And I thought afterwards that
it was an excellent interview!!)

Only goes to show that mastering this game will take a ton of practice
and support.

I also realized how much data I have missed in past interviews.

If anyone is anxious about firing up the old Marantz .... Don't be ...
it's great.

Cameron in Ottawa.




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

Date: Tue, 06 Jun 2000 16:35:27 -0700
From: Don Riggs <[e-mail]>
Subject: [vb_academy] financial planning software

A friend of mine who purchased the V.B. selling kit sent me information
about a financial planning software packet that is about a third of the
price as Financial Profiles with a $10 per month admin fee.  My friend
went to a financial profile workshop in San Diego a few months ago and
thought it was too much.  He is in a 14 day free trial and is doing some
financial plans over the next few days.  You can get a free download at
their web sight.  www.fplan.com  He like the simplicity of their
software.


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

Date: Tue, 06 Jun 2000 16:41:14 -0700
From: Don Riggs <[e-mail]>
Subject: [vb_academy] resources for mailings to Great Client and referrals

Has anyone started coming up with resources for articles to mail our
clients and referrals yet?  I think we can help out each other a lot in
this process.


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

Date: Wed, 7 Jun 2000 13:42:19 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

I cant get the one recomended in the UK. I got the Sony WMD6C Proffesional
which I am now useing. Its very good.
Regards WIlliam Voegt.

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

Date: Wed, 7 Jun 2000 20:46:06 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

William,

I think the (professional) model will do a great job for you. Good luck with
your first few recorded interviews.
Also, could you please give me the details on the changes in the UK which
brought about the departure of a large number of insurance agents and or
registered reps from the ranks? What are those people doing now?
Thanks and Best Wishes!
            Charlie Hoffman (Franklin, Indiana)

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

Date: Thu, 8 Jun 2000 10:22:32 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

Charlie,

Yes, I really like the recorder.  I have taped two interviews now.  One has
since closed business that the client had originally declined to do!

We were hit by a double whammy here in the UK.  New legislation meant all
advisors now had to have passed a series of exams.  These exams were not easy
and a great many agents simply could not pass, so had to leave the industry.
At the same time full commission disclosure became law

i.e. An agent must disclose the full commission he will receive prior to an
application being signed,

In five years the number of agents has fallen from 250,000 to 50,000.

Best wishes.

William

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

Date: Thu, 8 Jun 2000 10:29:50 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder

That is incredible!


Cameron Passmore, CIM, FCSI
P | W | L Capital inc.
265 Carling Avenue, Suite 401
Ottawa, ON  K1S 2E1
Tel: [phone], Fax: [phone]
1 800 230-5544 (Canada & U.S.A.)
E-mail: [e-mail]
Website : www.pwlcapital.com



- -----Original Message-----
From:    [e-mail] [SMTP:[e-mail]]
Sent:    Thursday, June 08, 2000 10:23 AM
To:    [e-mail]
Subject:    Re: [vb_academy] Tape Recorder

Charlie,

Yes, I really like the recorder.  I have taped two interviews now.  One has
since closed business that the client had originally declined to do!

We were hit by a double whammy here in the UK.  New legislation meant all
advisors now had to have passed a series of exams.  These exams were not easy
and a great many agents simply could not pass, so had to leave the industry.
At the same time full commission disclosure became law

i.e. An agent must disclose the full commission he will receive prior to an
application being signed,

In five years the number of agents has fallen from 250,000 to 50,000.

Best wishes.

William

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

Date: Thu, 8 Jun 2000 13:57:48 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

William,

Thanks for the update. That is a truly significant change to go from 250,000
agents down to 50,000 in five years. These agents were (earlier) qualified to
provide (sell) a client life insurance and/or mutual funds, as well?

What has this done to or for your business, William?

Best Wishes,        Charlie Hoffman

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

Date: Thu, 8 Jun 2000 14:12:14 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

Cameron,

I agree. That makes the inquiries I get about why I recommend MFS' Mass
Financial Growth instead of Vanguard S&P 500 (Answer: "with MFS MIG, you get
me!) seem pale in comparison to full commission disclosure.

By the way, Cameron, how are you compensated? I am a Registered Investment
Advisor but 99% of the time I am compensated by commission. That will change
July 1 when I start charging for financial plans using the Financial Road
Map, Financial Profiles, etc.

Good to "talk" with all of you. I can't tell you how great I thought the VBS
Academy was and the ability to stay in touch with you all, regardless of
where you are.  By the way, I know we only had three days and I do not need
to be critical BUT, one thing that would have helped me would have been to
examine a couple of "return trip" presentations. SO...to that end, would a
couple of SHORT, SIMPLE case studies be in order? Your thoughts, please?

Later,  Charlie Hoffman

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

Date: Thu, 8 Jun 2000 14:30:47 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder

We are in the middle of the oft-discussed transition from commission
to fees.  I am a huge believer in fee-based, and loving the
transition.  We are able to look all any investment option, including
all the wonderful new index units, and are able to build beautiful
portfolios.

We do not charge for the plan currently, but do charge fees on
assets.

We however, do not yet o as thorough a plan as we should, according to
Bill.  We do however a rather thorough investment plan for clients.

C in O


Cameron Passmore, CIM, FCSI
P | W | L Capital inc.
265 Carling Avenue, Suite 401
Ottawa, ON  K1S 2E1
Tel: [phone], Fax: [phone]
1 800 230-5544 (Canada & U.S.A.)
E-mail: [e-mail]
Website : www.pwlcapital.com



- -----Original Message-----
From:    [e-mail] [SMTP:[e-mail]]
Sent:    Thursday, June 08, 2000 2:12 PM
To:    [e-mail]
Subject:    Re: [vb_academy] Tape Recorder

Cameron,

I agree. That makes the inquiries I get about why I recommend MFS'
Mass
Financial Growth instead of Vanguard S&P 500 (Answer: "with MFS MIG,
you get
me!) seem pale in comparison to full commission disclosure.

By the way, Cameron, how are you compensated? I am a Registered
Investment
Advisor but 99% of the time I am compensated by commission. That will
change
July 1 when I start charging for financial plans using the Financial
Road
Map, Financial Profiles, etc.

Good to "talk" with all of you. I can't tell you how great I thought
the VBS
Academy was and the ability to stay in touch with you all, regardless
of
where you are.  By the way, I know we only had three days and I do not
need
to be critical BUT, one thing that would have helped me would have
been to
examine a couple of "return trip" presentations. SO...to that end,
would a
couple of SHORT, SIMPLE case studies be in order? Your thoughts,
please?

Later,  Charlie Hoffman

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

Date: Thu, 8 Jun 2000 15:38:27 EDT
From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder

Cameron,

Thanks for the update. My plans for my clients are improving as well. Partly
due to the many tips and techniques I picked up at VBSA and also in part to a
series of classes I have been taking through LUTC. For instance, I am not P&C
licensed but I can now read the Homeowners and the Auto policies and
determine if deductibles are in order, is there property that the client
thought was fully insured (guns, jewelry, cameras..) that should be
scheduled, etc.
Knowledge is not like a fifty pound field pack; you can carry knowledge
around all day and it doesn't wear you out!     Later,  Charlie Hoffman

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

Date: Thu, 8 Jun 2000 15:57:05 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder

Hey everyone,

Here is something I added to my office this afternoon, and it is
blowing away others here in the office.

I went and bought a cordless mouse and keyboard (Logitech, $135 CDN,
with very cool I-touch technology) and hooked up an old monitor we
had, and placed the monitor next to the round client table in my
office.  (remember, no corners)

I then hooked the second monitor up to my PC, with a simple switch,
and presto, I am now able to do interactive planning with clients
while they are here, on the second monitor which is next to them.

I found that in the past I would do a printed plan and a client would
ask, "but what if I want to retire earlier?"

This enables me to do it with them live.  It also enables me to shown
nice visuals of different things.

I know Bill is not a fan of more info, and I am a huge convert on
this, but I think this will help to create an awesome client
experience.

I put the monitor next to my Marantz tape recorder.  Also, being
cordless, it looks like I am quite a techie.  Remember, looking
comfortable with your tools looks more professional.

Something to consider.  The whole thing, even if I had to buy a new
monitor, would be less than $400 CDN, so about $225 U.S.

I felt it was worth the $.

Happy VBS.

C in O







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

Date: Wed, 14 Jun 2000 11:57:21 -0400
From: Cameron Passmore <[e-mail]>
Subject: [vb_academy] quiet

Pretty quiet out there ... anyone have anything to report?

Cameron

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

Date: Thu, 15 Jun 2000 08:25:35 +1200
From: Peter Hensley <[e-mail]>
Subject: [vb_academy] Re: Activity

Peter Hensley from NZ reporting

It has taken some time, however today is the day

the equipment has been bought (new data show and digital tape recorder)
new ad written for seminar , new workbook written, new seminar written,
ad been placed, registrations are full with a waiting list, clients
paying to attend seminar, diary photocopied for clients to write in
suitable appointment times, (they were warned about this when
registrations were sent out),

Thunderbirds are GO

It all comes together in 10 hours time

will report on progress

Regards

Peter H

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

Date: Wed, 14 Jun 2000 16:38:14 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Re: Activity

How many people Peter?

Cameron

- -----Original Message-----
From:    Peter Hensley [SMTP:[e-mail]]
Sent:    Wednesday, June 14, 2000 4:26 PM
To:    [e-mail]
Subject:    [vb_academy] Re: Activity

Peter Hensley from NZ reporting

It has taken some time, however today is the day

the equipment has been bought (new data show and digital tape recorder)
new ad written for seminar , new workbook written, new seminar written,
ad been placed, registrations are full with a waiting list, clients
paying to attend seminar, diary photocopied for clients to write in
suitable appointment times, (they were warned about this when
registrations were sent out),

Thunderbirds are GO

It all comes together in 10 hours time

will report on progress

Regards

Peter H

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

Date: Thu, 15 Jun 2000 08:39:10 +1200
From: Peter Hensley <[e-mail]>
Subject: Re: [vb_academy] Re: Activity

I limited the seminar to 15

as experience has shown me that too many is a receipe for failure (you
cannot attend to them all), also they have been free (so am weeding them
out before they get here) also have seven on the witing list

so am pretty pleased considering my ad went in the paper on the same day
as a competitor, hers was free and she got 220 (had an outside speaker)

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

Date: Wed, 14 Jun 2000 16:44:54 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Re: Activity

And you have one each month?


Cameron Passmore, CIM, FCSI
P | W | L Capital inc.
265 Carling Avenue, Suite 401
Ottawa, ON  K1S 2E1
Tel: [phone], Fax: [phone]
1 800 230-5544 (Canada & U.S.A.)
E-mail: [e-mail]
Website : www.pwlcapital.com



- -----Original Message-----
From:    Peter Hensley [SMTP:[e-mail]]
Sent:    Wednesday, June 14, 2000 4:39 PM
To:    [e-mail]
Subject:    Re: [vb_academy] Re: Activity

I limited the seminar to 15

as experience has shown me that too many is a receipe for failure (you
cannot attend to them all), also they have been free (so am weeding them
out before they get here) also have seven on the witing list

so am pretty pleased considering my ad went in the paper on the same day
as a competitor, hers was free and she got 220 (had an outside speaker)

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

Date: Thu, 15 Jun 2000 08:46:18 +1200
From: Peter Hensley <[e-mail]>
Subject: Re: [vb_academy] Re: Activity

Cameron

The plan is to have one per month

I have not had one for seven months because new clients are just turning
up by themselves,

I am planing to get that under control
educate them at the seminar and then that makes the next step more
structured and greater potential for income

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

Date: Wed, 14 Jun 2000 16:57:52 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Re: Activity

Good for you!!!!!


C


- -----Original Message-----
From:    Peter Hensley [SMTP:[e-mail]]
Sent:    Wednesday, June 14, 2000 4:46 PM
To:    [e-mail]
Subject:    Re: [vb_academy] Re: Activity

Cameron

The plan is to have one per month

I have not had one for seven months because new clients are just turning
up by themselves,

I am planing to get that under control
educate them at the seminar and then that makes the next step more
structured and greater potential for income

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

Date: Wed, 14 Jun 2000 14:39:04 -0700
From: [e-mail] ([e-mail])
Subject: RE: [vb_academy] Re: Activity

Hello all!

Like all of you, I am excited about putting the skills from the Academy to
work and I am excited to have this pool of people to correspond with.
However, sorry to rain on the parade here, but I need to pass along a little
list-serv etiquette so that we all can focus on what is important to us and
our clients, rather than reading volumes of email messages.

Sorry, but the gratuitous "thank you's" and "attaboys" do not warrant
sending an email message to the whole group.  Please feel free to respond
directly to the writer since their email address is almost always included.

I want to encourage this valuable discussion, so let's just raise the bar a
little and this will be a great tool for all of us!

Thanks,
Eric Flett
[e-mail]


- -----Original Message-----
From: [e-mail]
[mailto:[e-mail]]On Behalf Of Cameron
Passmore
Sent: June 14, 2000 1:58 PM
To: '[e-mail]'
Subject: RE: [vb_academy] Re: Activity


Good for you!!!!!


C


- -----Original Message-----
From:    Peter Hensley [SMTP:[e-mail]]
Sent:    Wednesday, June 14, 2000 4:46 PM
To:    [e-mail]
Subject:    Re: [vb_academy] Re: Activity

Cameron

The plan is to have one per month

I have not had one for seven months because new clients are just turning
up by themselves,

I am planing to get that under control
educate them at the seminar and then that makes the next step more
structured and greater potential for income

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

Date: Sun, 18 Jun 2000 19:45:44 PDT
From: "donna carter" <[e-mail]>
Subject: [vb_academy] Fwd: trying again

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From: "donna carter" <[e-mail]>
To: [e-mail]
Subject: Fwd: Response from Bill Bachrach
Date: Sun, 18 Jun 2000 19:22:21 PDT
Mime-Version: 1.0
Content-Type: text/plain; format=flowed

Hi all,
Shortly after I came back from the vb academy, I wrote to you all
re:"selling" as I struggled to separate the traditional selling methodology
from values based.  I also talked with Lisa Kalisan (Bill's associate) and
sent her an email.  She forwarded it to Bill and following is his response
which I just received.


- ----Original Message Follows----
From: [e-mail]
To: [e-mail]
CC: [e-mail]
Subject: Response to your questions / copy to Lisa Kalison
Date: Sun, 18 Jun 2000 02:15:59 EDT

Hi Donna:

I hope this email is better late than never.

From what I read you have a good handle on what VBS is all about and how it
replaces old-school sales methods.

It's really quite simple:
Do FRMs with every client and prospect.
Get hired to create a plan for them.
Write the plan.
Give them advice based on the plan, their goals, and what's important to
them.
Implement.

What your leaders want is production. And so do you. Values-Based Financial
Planning and being a Trusted Advisor is highly productive.

As far as your products are concerned, I agree that you must be very
knowledgeable about your products and services in order to best serve your
clients.

You are on the right path. Keep up the good work.

Yours in success,
BB

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Date: Wed, 21 Jun 2000 22:26:09 +1200
From: Peter Hensley <[e-mail]>
Subject: [vb_academy] N Z __ Down Under

G'day all

Peter Hensley, The Money People Ltd from New Zealand reporting

As per previous reports, the seminar went like clockwork, maybe a little
over time, however that will be adjusted, the punters filled in the
appointment book on the way out and paid for attending. The tape
recorder, along with the raod map has been excellent.

I had been informed that one customer was just doing  me a courtesy by
dropping in, as they had been promised free entry for their 150,000 by a
competitor, the values staircase and goals conversation was a little
rough (first time for me) however I could notice the wife sit upright
(she went first) and pay close attention, That alone got me the business
(and I did charge them) so

What can I say, if you haven't practiced on a real prospect, you should.

Keep up the great work

Regards

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

Date: Wed, 21 Jun 2000 03:45:43 -0600
From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] audio tapes of vb academy

donna carter wrote:
>
> Hi all,
> Wonder if it would be OK if you work for a company to order extras audio
> tapes to share with your co-workers?  My vice president of first year
> advisors has ordered the mastery selling set consisting of book, videos and
> audios.  It would be awesome if he could order the audio of the last academy
> too.  Haven't talked to him about this yet. I will order my own.
>
> Donna T. Carter

Hi Donna,

I spoke with Bill's office last week.  They informed me that the tapes
have been ordered eventhough there weren't enough people buy the tapes.
Apparently, it was Bill's call.  Thank you Bill!

Jeff

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

Date: Wed, 21 Jun 2000 04:25:00 -0600
From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] A great VBS day!

Hello everyone!

Yesterday I had a great day!

The story starts last week when I met with a man named Pat for our first
meeting.  Although I have been implementing many parts of VBS for 4
months (values conversation and the roadmap), I have not been totally on
board and have been leaving out parts (the pre-commitment, the
commitment to write a plan, and the commitment to implement) that I
wasn't comfortable with.  However, after the Academy, I resolved to
"master instead of modify" all of VBS.  My first chance was with Pat.
Although I could have done better, by the end of our first meeting, I
could tell that we were on a whole new level.

Yesterday, we met for our second meeting.  By this time, I knew that he
was working with two other competing professionals: a stock broker and
financial planner.  Despite our good first meeting, I didn't feel very
optimistic that we would end up working together, but I decided that I
would use the opportunity to use VBS to really focus on Pat's concerns.
I had the best VBS 2nd meeting I've ever had!  The results?  He hired me
to implement his plan, he fired his other advisors, and he walked out of
my office with a couple of amazing comments:

First, he said, "Finally, I found someone that understands me and can
talk to my attorney and CPA for me...".  I realized that Pat has been
bouncing around between other professionals trying to find someone who
really understood what was important to him.  There is a touch of irony
in regards to the financial planner that Pat "fired".  I was introduced
to the book "Values Based Selling" through the Principle of this
competing firm.  I imagine that every person in the competing firm has a
copy of the book on their shelf.  However, to their detriment, my
competition either isn't using it, or has not mastered it.

The final thing Pat said as he left was, "I'm excited!  At last I feel
like I'm on track with a real financial and savings plan!"  The ironic
thing here is that the competing financial planner had already written a
financial plan for Pat using Financial Profiles, the same software I
use.  Yet, Pat made a comment in the first interview that "I don't feel
like I have a financial or saving plan".  How could Pat have felt like
he didn't have a financial plan when he walked into my office with a
plan very similar to one I would have written for him?  The difference
was that Pat didn't feel the emotional connection between what is
important to him, and the plan this other professional created for him.
He didn't feel like the competing professional truly understood him.

By the way, during the first interview I didn't pick up on Pat's comment
about not feeling like he had a financial plan until I listened to the
recording of our first interview while preparing for our second
meeting.  Thank you my friend, the tape recorder!  Although I have
recorded many first interviews, amazingly, this is the first recording
I've listened to all the way through.  It was also the first time I've
listened to the tape BEFORE the 2nd interview (pretty dumb, huh).  My
experience was similar to Cameron who said listening to yourself is
humbling.  Even though it was my best VBS 1st interview to date, there
is certainly a long ways to go -- I talked way too much, and was
appalled to hear myself actually cut Pat off a couple of times!

After my meeting with Pat, I met with an existing client named Heather.
We were getting together for our first statement review.  The purpose of
the meeting was to teach her to read her statements and to tie up some
other loose ends.

Before the meeting with Heather, I resolved that for the first time, I
was going to ask for referrals.  It was definitely out of my comfort
zone.  However, again I was amazed.  To prepare, I read chapter 9 of
Bill's book, and listened to the corresponding audio tapes.  Frankly, I
butchered the execution of the dialogue.  Still, it ended up feeling
very natural.  The results?  Heather referred me to 5 prospective ideal
clients.  Most amazing was her attitude during the process.  She wasn't
offended or reluctant in the least -- in fact, she was enthusiastic
about it.  She said that she has already been trying to convince these
people to come see me!  Once again, my fears of fully implementing all
of VBS were unfounded!

What a day!  I feel so good about VBS as a tool to serve my clients and
build my practice!  My resolve to fully master VBS received a real shot
in the arm yesterday!

I happened across a quote in Bill's book that is good to end on:

"I will do whatever it takes, for however long it takes, until I get the
results I want.  It is impossible for me to fail because I use all
feedback -- good and bad -- as information to help me become even
better.  You will see me standing proud at the end of my journey, or you
will find me dead on the side of the road that leads there."

Best Regards,

Jeff

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

Date: Thu, 22 Jun 2000 08:59:43 +1200
From: Peter Hensley <[e-mail]>
Subject: [vb_academy] Re:  A great VBS day!

Jeff

Excellent story

Way to go

There must be more inspiring examples out there

It is great to
(1) be in the story
(2) hear and share

Peter Hensley
Sunny N Z

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

Date: Thu, 22 Jun 2000 12:50:02 -0700
From: Don Riggs <[e-mail]>
Subject: Re: [vb_academy] A great VBS day!

Jeff:  Your story is very inspirational.  Thanks for sharing.  Don Riggs

Jeff Salisbury wrote:

> Hello everyone!
>
> Yesterday I had a great day!
>
> The story starts last week when I met with a man named Pat for our first
> meeting.  Although I have been implementing many parts of VBS for 4
> months (values conversation and the roadmap), I have not been totally on
> board and have been leaving out parts (the pre-commitment, the
> commitment to write a plan, and the commitment to implement) that I
> wasn't comfortable with.  However, after the Academy, I resolved to
> "master instead of modify" all of VBS.  My first chance was with Pat.
> Although I could have done better, by the end of our first meeting, I
> could tell that we were on a whole new level.
>
> Yesterday, we met for our second meeting.  By this time, I knew that he
> was working with two other competing professionals: a stock broker and
> financial planner.  Despite our good first meeting, I didn't feel very
> optimistic that we would end up working together, but I decided that I
> would use the opportunity to use VBS to really focus on Pat's concerns.
> I had the best VBS 2nd meeting I've ever had!  The results?  He hired me
> to implement his plan, he fired his other advisors, and he walked out of
> my office with a couple of amazing comments:
>
> First, he said, "Finally, I found someone that understands me and can
> talk to my attorney and CPA for me...".  I realized that Pat has been
> bouncing around between other professionals trying to find someone who
> really understood what was important to him.  There is a touch of irony
> in regards to the financial planner that Pat "fired".  I was introduced
> to the book "Values Based Selling" through the Principle of this
> competing firm.  I imagine that every person in the competing firm has a
> copy of the book on their shelf.  However, to their detriment, my
> competition either isn't using it, or has not mastered it.
>
> The final thing Pat said as he left was, "I'm excited!  At last I feel
> like I'm on track with a real financial and savings plan!"  The ironic
> thing here is that the competing financial planner had already written a
> financial plan for Pat using Financial Profiles, the same software I
> use.  Yet, Pat made a comment in the first interview that "I don't feel
> like I have a financial or saving plan".  How could Pat have felt like
> he didn't have a financial plan when he walked into my office with a
> plan very similar to one I would have written for him?  The difference
> was that Pat didn't feel the emotional connection between what is
> important to him, and the plan this other professional created for him.
> He didn't feel like the competing professional truly understood him.
>
> By the way, during the first interview I didn't pick up on Pat's comment
> about not feeling like he had a financial plan until I listened to the
> recording of our first interview while preparing for our second
> meeting.  Thank you my friend, the tape recorder!  Although I have
> recorded many first interviews, amazingly, this is the first recording
> I've listened to all the way through.  It was also the first time I've
> listened to the tape BEFORE the 2nd interview (pretty dumb, huh).  My
> experience was similar to Cameron who said listening to yourself is
> humbling.  Even though it was my best VBS 1st interview to date, there
> is certainly a long ways to go -- I talked way too much, and was
> appalled to hear myself actually cut Pat off a couple of times!
>
> After my meeting with Pat, I met with an existing client named Heather.
> We were getting together for our first statement review.  The purpose of
> the meeting was to teach her to read her statements and to tie up some
> other loose ends.
>
> Before the meeting with Heather, I resolved that for the first time, I
> was going to ask for referrals.  It was definitely out of my comfort
> zone.  However, again I was amazed.  To prepare, I read chapter 9 of
> Bill's book, and listened to the corresponding audio tapes.  Frankly, I
> butchered the execution of the dialogue.  Still, it ended up feeling
> very natural.  The results?  Heather referred me to 5 prospective ideal
> clients.  Most amazing was her attitude during the process.  She wasn't
> offended or reluctant in the least -- in fact, she was enthusiastic
> about it.  She said that she has already been trying to convince these
> people to come see me!  Once again, my fears of fully implementing all
> of VBS were unfounded!
>
> What a day!  I feel so good about VBS as a tool to serve my clients and
> build my practice!  My resolve to fully master VBS received a real shot
> in the arm yesterday!
>
> I happened across a quote in Bill's book that is good to end on:
>
> "I will do whatever it takes, for however long it takes, until I get the
> results I want.  It is impossible for me to fail because I use all
> feedback -- good and bad -- as information to help me become even
> better.  You will see me standing proud at the end of my journey, or you
> will find me dead on the side of the road that leads there."
>
> Best Regards,
>
> Jeff
>
> -
>  To unsubscribe to vb_academy, send an email to "[e-mail]"
>  with "unsubscribe vb_academy" in the body of the message.
>  To see other list commands, send "help" to the same address.  Do
>  not use quotes in your message.


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

End of vb_academy-digest V1 #2
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