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vb_academy-digest        Tuesday, July 11 2000        Volume 01 : Number 003




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

Date: Thu, 22 Jun 2000 20:34:14 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] A great VBS day!

Jeff,
What wonderful news.  It's exciting to hear the stories of what is working.
In you email to us you commented on a second meeting. I have a question.
How many meetings do you have with clients and what do you do in each
meeting?

Looking forward to hearing from you.

Donna T. Carter
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------------------------------

Date: Sat, 24 Jun 2000 08:11:22 -0600
From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] A great VBS day!

donna carter wrote:
>
> Jeff,
> What wonderful news.  It's exciting to hear the stories of what is working.
> In you email to us you commented on a second meeting. I have a question.
> How many meetings do you have with clients and what do you do in each
> meeting?
>
> Looking forward to hearing from you.
>
> Donna T. Carter

Hi Donna,

In the first meeting, I pretty much strive for Bill Bachrach's ideal
first meeting.

However, while Bill advocates a 2nd meeting that is short on
explanations and presentations, and is long on filling out applications
and implementing their plan, I've found that Bill's second meeting
stretches into two appointments in my case.  In other words, my 2nd
meeting is where I present their plan and answer their questions.  Then
we have a third meeting where we sit down and sign applications and they
write checks.

My goal, however, is to consolidate my 2nd and 3rd meetings into one
meeting just as Bill advocates.  As I get better at not over-explaining
things, and as my support staff comes up to speed having applications
ready to go, I expect to consolidate my 2nd and 3rd meetings...

After my clients have implemented their plan, I get them back in the
office 2-3 months later for a statement review (teach them how to read
their statements) and to answer any other questions they have.

After the initial statement review, I'll contact them 2-4 times a year
in person, and I also mail them a monthly newsletter.

Jeff

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

Date: Tue, 27 Jun 2000 04:48:21 +1200
From: Peter Hensley <[e-mail]>
Subject: [vb_academy] VBS

G'Day all

I have just finished listening to my second ever taped interview with a
roadmap.

At the academy I often heard the comment of the underlying power
beneath  the vbs technique and road map.

I have just witnessed that potential for the second time. The clients
have rung back and engaged me for a plan. They (the interview) started
out very ho hum and once we started with the lady (very submissive) it
was excellent. The opportunity for her to give me her opinion
(Uninterrupted by the over bearing husband) clinched the deal. It gave
her power (and she enjoyed it)

WAY TO GO

Peter Hensley
New Zealand

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

Date: Tue, 27 Jun 2000 14:38:51 PDT
From: "donna carter" <[e-mail]>
Subject: [vb_academy] Values conversation

Hi all,
Last week I conducted two interview where I was able to get the people off
the track of telling me what their goals were.  I sold a plan to one but he
knows me personally.  It was no surprise to me that when I went up the
staircase for the other and asked for precommittment to continue that he
responded "maybe" and of course they are going to "think about it".  Does
anyone have any bridging comments that would help?

Donna T. Carter
________________________________________________________________________
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------------------------------

Date: Tue, 27 Jun 2000 17:47:13 EDT
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

Donner.  Dont be afraid to walk away from the sale!  Now  .....if I cant get
pre-commitment I STOP.  You must get pre-commitment. If whats most important
to the prospect is not enough ...WALK. Your prospects start to take notice
when u stop selling and start advising..Hope that helps.    William

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

Date: Tue, 27 Jun 2000 17:58:41 EDT
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

Donner, Dont be afraid to walk away from the sale. If u cant get
pre-commitment dont continue.If u cant get pre-commitment with a plan that
will enable your prospect to achieve  all that's important to them as well as
achieving their most important financial goals u have no chance.They r not
taking u seriously. Be an advisor not a salesperson.
Hope that helps.   William

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

Date: Tue, 27 Jun 2000 15:07:34 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Thank you, William.  The problem is not that I'm afraid to walk away from
the sale but I feel that I could have bridged the What's important about
_____to you question better.  I saw that he can gotten off track and was
focused on goals and I didn't know how to get him to talk about his values.
Each succeeding response just got deeper into his goals. I could tell that
he hadn't shared anything with me that could be a big motivator to take
action.

Do you literally stop the interview when you don't get precommittment?  What
do you say?

Thank you for your quick response.

Donna

- -
- ---Original Message Follows----
From: [e-mail]
Reply-To: [e-mail]
To: [e-mail]
Subject: Re: [vb_academy] Values conversation
Date: Tue, 27 Jun 2000 17:47:13 EDT

Donner.  Dont be afraid to walk away from the sale!  Now  .....if I cant get
pre-commitment I STOP.  You must get pre-commitment. If whats most important
to the prospect is not enough ...WALK. Your prospects start to take notice
when u stop selling and start advising..Hope that helps.    William

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

Date: Tue, 27 Jun 2000 18:53:10 PDT
From: "donna carter" <[e-mail]>
Subject: [vb_academy] Fellow American Express Financial Advisor

To:  American Express Financial Advisor from San Diego

Hi I didn't get your card and my memory doesn't serve me.  I have forgotten
your name.  Can you email me at [e-mail]?
It would be really helpful to me to connect with someone who understands the
struggles of being in the "blue box".

Thanks,
Donna T. Carter
AEFA - Bellevue, WA
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------------------------------

Date: Wed, 28 Jun 2000 09:14:09 EDT
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

Donna,

If the clients go off track I let them finish and say the following;  "That's
interesting we will be discussing your goals in detail later.  To advise you
I need to know what is important to you - so tell me what's important to you
about ..............."  If they still won't answer follow the three strikes
rule.

On precommittment if they won't or can't give it I say.  "To enable to
prepare a financial game plan that I know you will accept I need to know your
decision criteria.  If you don't know what that is it is impossible for me to
proceed.  We can call it a day now or if you like you can call me when you
are clear about what you want from a financial plan that you will take action
on.  I'll keep these notes on file, please feel free to call."

Best wishes.

William Voegt

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

Date: Wed, 28 Jun 2000 07:34:46 -0600
From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] Values conversation

donna carter wrote:
>
> Thank you, William.  The problem is not that I'm afraid to walk away from
> the sale but I feel that I could have bridged the What's important about
> _____to you question better.  I saw that he can gotten off track and was
> focused on goals and I didn't know how to get him to talk about his values.
> Each succeeding response just got deeper into his goals. I could tell that
> he hadn't shared anything with me that could be a big motivator to take
> action.
>
> Do you literally stop the interview when you don't get precommittment?  What
> do you say?
>
> Thank you for your quick response.
>
> Donna
>
> -

Hi Donna!

The "What is important about _______ to you?" question will naturally
tend to bring people to answer in terms of their values instead of their
goals.  For example, if they answer with a goal instead of a value (i.e.
they want to put their children through college), then you should ask
the question, "What's important about putting your children through
college, to you?"  The answer to that question is most likely not going
to be another goal. Rather, it will will something like, "Because I want
my children to succeed", or "Because I feel it is my responsibility" --
values based answers.  Does that make sense to you, Donna?

Here's another scenerio.  Suppose they still don't respond to the
"What's important about _____ to you?" question and they are still
listing off a bunch of goals or stuff.  You can gather everything
they've said into a neat package and also help them think in terms of
values by saying this: "Suppose you're in a position where you get the
vacation cabin in the mountains, are able to put your kids through
college, and are able to retire by age 50.  What is important about
HAVING all of these things, to you?".  Again, the answer to this
question is most likely not going to be in terms of another thing or
goal, it will be in terms of values.

Finally, it is important that you just relax and not send messages to
the people you are interviewing that they are giving the wrong answer.
Just stick to the process, relax, and help them enjoy the discovery and
experience of their values.

Hope this helps, it works for me!

Regards,

Jeff

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

Date: Wed, 28 Jun 2000 19:18:04 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Jeff, this is extremely helpful...continuing on ... how would you respond to
"because I want my children to succeed" and "because I feel that it is my
responsibility"?

Thanks,
Donna

- ----Original Message Follows----
From: Jeff Salisbury <[e-mail]>

Hi Donna!

The "What is important about _______ to you?" question will naturally
tend to bring people to answer in terms of their values instead of their
goals.  For example, if they answer with a goal instead of a value (i.e.
they want to put their children through college), then you should ask
the question, "What's important about putting your children through
college, to you?"  The answer to that question is most likely not going
to be another goal. Rather, it will will something like, "Because I want
my children to succeed", or "Because I feel it is my responsibility" --
values based answers.  Does that make sense to you, Donna?

Here's another scenerio.  Suppose they still don't respond to the
"What's important about _____ to you?" question and they are still
listing off a bunch of goals or stuff.  You can gather everything
they've said into a neat package and also help them think in terms of
values by saying this: "Suppose you're in a position where you get the
vacation cabin in the mountains, are able to put your kids through
college, and are able to retire by age 50.  What is important about
HAVING all of these things, to you?".  Again, the answer to this
question is most likely not going to be in terms of another thing or
goal, it will be in terms of values.

Finally, it is important that you just relax and not send messages to
the people you are interviewing that they are giving the wrong answer.
Just stick to the process, relax, and help them enjoy the discovery and
experience of their values.

Hope this helps, it works for me!

Regards,

Jeff


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

Date: Thu, 29 Jun 2000 08:09:30 -0600
From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] Values conversation

donna carter wrote:
>
> Jeff, this is extremely helpful...continuing on ... how would you respond to
> "because I want my children to succeed" and "because I feel that it is my
> responsibility"?
>
> Thanks,
> Donna
>

Donna,

Again, use the "What's important about _____, to you?" question.  For
example, "What's important about helping your children succeed, to
you?".  Or, "What's important about fulfilling your responsibility to
your children, to you?".

On occasion, I'll preface the above two questions with a bridging
comment like this:  "I can see how you helping your children succeed
benefits THEM.  What's important about helping your children succeed, to
YOU?".

Before the Academy when I tried to implement VBS myself, I felt the
"What's important about _____, to you?" (WIA_TY) question could sound
awkward in some situations and I would tend to give up and stray during
an interview when things didn't go well.  However, I've come to the
conclusion that most of the time, the WIA_TY question does not sound
awkward to the person I'm interviewing (eventhough it may sound odd to
me saying it).  Even when the WIA_TY question does sound a bit odd, it
still helps the person I'm interviewing move up their values staircase
- -- and that is my job, to help them discover their values in the context
of their finances.

Do you remember when Bill said "Level III or die"?  It's the same thing
with the WIA_TY question.  Most of my troubles with the first interview
happen when I get flustered or distracted and stop asking the WIA_TY
question.  Initially, asking the WIA_TY question didn't feel natural and
I would easily abandon using it.  However, now I am much more
comfortable using it and I'm having greater and greater success using
it.  Additionally, Bill said something else at the Academy that helped
me.  He said, "Are you willing to feel a bit uncomfortable or awkward in
order to help people discover their values?".

Again, just stick to the process, relax, and help them enjoy the
discovery and experience of their values. While you're at it, don't
forget to enjoy the process yourself.

Hope this helps...

Regards,

Jeff

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

Date: Fri, 30 Jun 2000 08:40:10 +1200
From: Peter Hensley <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Jeff

Thank you for your frank & open discussions

I appreciate receiving your comments and inspiration and benefit from it

Thank you

Peter Hensley
New Zealand

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

Date: Thu, 29 Jun 2000 14:13:30 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Jeff et al...
I can see the value of the what is important........questions.  I did notice
at the academy that when people strayed from the basic structure it didn't
work as well even though the sentences flowed better.  Additions even in the
interest of better English seemed to be an unnecessary distraction. It was
amazing!

By having us answer as ourselves in our practices at the academy, it changed
the focus for me so that I paid more attention to what I thought and felt as
a client rather than on how and what the interviewer said.  This then became
the criteria i.e., how the client feels.  If the client is going up the
staircase with ease this reflects the effectiveness of the interviewer.  The
basic structure of the questions are the same but the bridging comments and
a word or two in the question was the difference.

I'm OK with asking the Whats important questions and am comfortable with
pauses and fits and starts.  I've noticed that people who are literal have a
very hard time with the questions and sometimes people just get off track.
I want to help people get on-track and to facilitate them in going up their
staircase.

I am Ok with simple responses for example, the response "freedom", the next
response which was demo'd and we practiced on is What's important about
"freedom" to you?  Responses that are not so 1-1 are sometimes more
troubling to me and you are right once I start to get anxious it is harder.

For example, Jeff, in your example when the prospective client says
"...because I want my children to succeed"  Your response was What is
important about helping your children to succeed?  My problem is not in the
question or its structure.  It is going from the clients response "want" to
"helping".  It would be too easy to say what is important about your
children succeeding which of course would take you down the wrong path.
(I've been there).

Likewise the transition from "because I feel that it is my responsibility"
to "What's important about fulfilling your responsibility".  The key is the
transition between "feel" to "fulfilling".

I like your bridge "I can see how helping your children to succeed benefits
THEM.  What's important about helping your children succeed, to you?"  I've
had situations in the past that this would have helped me facilitate their
journey up the staircase.

I don't feel that I quite have the handle on this yet.  It is extremely
helpful to me to have examples.  I welcome feedback and examples from all of
you.  I hope that we can use this email system as a training tool as well as
a way to share our successes.

I hope to transcribe a couple of my last interviews that didn't succeed and
hope that you all will be willing to give helpful hints.

With best regards and warm thanks,
Donna

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

Date: Thu, 29 Jun 2000 18:16:59 -0700
From: "Tom Cooke" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Hello Donna.....my responses >

".....because I want my children to succeed."
 "RESPONSE:   Imagine John and Mary the day of success has arrived for your
children. You're there to witness it. Give me
a couple of words that would describe how you feel. {Clients response}.
Whats important about {clients response} to you?

".....because I feel that it is my responsibility"
RESPONSE:    Mmmmm.....responsibility, can you give me a little more
perspective on that? Whats important about "responsibility" to you?

Hope this helps.............Tom Cooke/Michigan.

   ----- Original Message -----
From: donna carter <[e-mail]>
To: <[e-mail]>
Sent: Wednesday, June 28, 2000 7:18 PM
Subject: Re: [vb_academy] Values conversation


> Jeff, this is extremely helpful...continuing on ... how would you respond
to
> "because I want my children to succeed" and "because I feel that it is my
> responsibility"?
>
> Thanks,
> Donna
>
> ----Original Message Follows----
> From: Jeff Salisbury <[e-mail]>
>
> Hi Donna!
>
> The "What is important about _______ to you?" question will naturally
> tend to bring people to answer in terms of their values instead of their
> goals.  For example, if they answer with a goal instead of a value (i.e.
> they want to put their children through college), then you should ask
> the question, "What's important about putting your children through
> college, to you?"  The answer to that question is most likely not going
> to be another goal. Rather, it will will something like, "Because I want
> my children to succeed", or "Because I feel it is my responsibility" --
> values based answers.  Does that make sense to you, Donna?
>
> Here's another scenerio.  Suppose they still don't respond to the
> "What's important about _____ to you?" question and they are still
> listing off a bunch of goals or stuff.  You can gather everything
> they've said into a neat package and also help them think in terms of
> values by saying this: "Suppose you're in a position where you get the
> vacation cabin in the mountains, are able to put your kids through
> college, and are able to retire by age 50.  What is important about
> HAVING all of these things, to you?".  Again, the answer to this
> question is most likely not going to be in terms of another thing or
> goal, it will be in terms of values.
>
> Finally, it is important that you just relax and not send messages to
> the people you are interviewing that they are giving the wrong answer.
> Just stick to the process, relax, and help them enjoy the discovery and
> experience of their values.
>
> Hope this helps, it works for me!
>
> Regards,
>
> Jeff
>
>
> ________________________________________________________________________
> Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com
>
>
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------------------------------

Date: Thu, 29 Jun 2000 16:44:19 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Tom,
Thank you for your response.  I love the way you got John and Mary in touch
with their feelings.  It's like a mini reset.  One of the things that has
troubled me is that at times I haven't gotten people in touch with their
feelings and it is clear to me that if the questions or bridges don't aid in
this that we are going nowhere.

Are you including both people in in the conversation for inclusion reasons?
I usually remain focused on the person that I'm talking to.

Thanks.  I love this site.  It is so affirming to talk with people who share
the same process.

With a lighter heart.

Donna
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------------------------------

Date: Thu, 29 Jun 2000 21:51:05 -0700
From: "Tom Cooke" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Hello Donna,
I focus on the individual person each time I conduct the values
conversation. Great question.
Soar High......Tom
- ----- Original Message -----
From: donna carter <[e-mail]>
To: <[e-mail]>
Sent: Thursday, June 29, 2000 4:44 PM
Subject: Re: [vb_academy] Values conversation


> Tom,
> Thank you for your response.  I love the way you got John and Mary in
touch
> with their feelings.  It's like a mini reset.  One of the things that has
> troubled me is that at times I haven't gotten people in touch with their
> feelings and it is clear to me that if the questions or bridges don't aid
in
> this that we are going nowhere.
>
> Are you including both people in in the conversation for inclusion
reasons?
> I usually remain focused on the person that I'm talking to.
>
> Thanks.  I love this site.  It is so affirming to talk with people who
share
> the same process.
>
> With a lighter heart.
>
> Donna
> ________________________________________________________________________
> Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com
>
>
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>


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

Date: Sat, 1 Jul 2000 07:27:07 -0400
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

These responses are great !!!  It reinforces our doubts....Thanks ..


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Date: Sat, 1 Jul 2000 08:40:16 -0400
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

One of the main objectives of the academy was to engage in 'conversation'.
Sales people usually do all the talking.  People love to hear themselves
"talk".  Let's not get hungup on did I say it right or wrong...Let's relax
and 'listen' to what is really important to the people we want to help have
a better life through the services we offer... I think we are sometimes so
tuned in on ourselves that we forget to focus on other
people...WIA---TY...Is simply a way to start conversation...and the bridges
are wonderful ways to keep the conversation going...........Let's relax, be
creative and listen this week not just to our clients but to everyone we
come in contact with.........and simply let people know we are interested
in them.........


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Date: Sat, 01 Jul 2000 09:10:24 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Values conversation

I'm not sure how to interpret this.  How does what "reinforce our doubts"?

- ----Original Message Follows----
From: [e-mail]
Reply-To: [e-mail]
To: [e-mail]
Subject: Re: [vb_academy] Values conversation
Date: Sat, 1 Jul 2000 07:27:07 -0400


These responses are great !!!  It reinforces our doubts....Thanks ..


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________________________________________________________________________
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Date: Sat, 01 Jul 2000 11:36:29 PDT
From: "donna carter" <[e-mail]>
Subject: [none]

One of the wonderful things, I find about values based selling is the
deceptive simplicity.  Three days in San Diego with the majority of time in
practice showed me the importance of the nuances and subtleties in Bill's
use of the language.  I recall at least a couple of instances when he
changes a couple of words and it made all the difference in the world.  I
remember a comment that he made regarding the importance of not straying
from the basic framework and that there is a large body of psychology behind
his particular choice of words.  He said that he didn't want to go into it
because it would take days to talk about it.

I look forward to getting the tapes of the sessions when they are ready. I
appreciate the feedback and support from those of you who have responded to
my queries. I hope that others will find these exchanges helpful too.

Best regards,
Donna
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------------------------------

Date: Mon, 03 Jul 2000 17:33:31 +1200
From: Peter Hensley <[e-mail]>
Subject: [vb_academy] Re: V B S A Story

If you are interested there is a story at the following address

I have also written another story which is due to be published next
month

I will write and post the address then

Regards

Peter Hensley
New Zealand


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Date: Mon, 03 Jul 2000 01:09:48 PDT
From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] Re: V B S A Story

Hi Peter,
I didn't see the address that you are referring to.

Donna
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Date: Mon, 03 Jul 2000 20:59:08 +1200
From: Peter Hensley <[e-mail]>
Subject: Re: [vb_academy] Re: V B S A Story

Donna

thanks for your note
the list server must have a screen as the address was there when I sent
it

the address is   http://   www.goodreturns.co.nz/features.phtml
(without the spaces after http://  )
See if that works
Peter H


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Date: Wed, 05 Jul 2000 09:36:37 -0700
From: Ronald Brown <[e-mail]>
Subject: Re: [vb_academy] Values conversation

Hi every one, this is Ronald Brown from Colorado.
I would like to know if any one can give me an address or phone number of
where I can get a high quality presentation binder?
Thanks for your help!  Ron

[e-mail] wrote:

> These responses are great !!!  It reinforces our doubts....Thanks ..
>
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------------------------------

Date: Wed, 5 Jul 2000 12:55:20 -0400
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

Try bindit....


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

Date: Wed, 05 Jul 2000 16:57:23 +0000
From: [e-mail]
Subject: Re: [vb_academy] Values conversation

Ron

I use Financial Profiles as a planning package and they
have an excellent binder.  800-237-6335.

My backup is binders that I get from my local Office
Depot.  The one I use has a place for an insert in the
front for personalization and a high quality finish.
Can't give you the name off the top of my head, but will
research if you wish.  Let me know

Tom Holmes
Colorado Springs--

See our Website - <http://www.planningtoretire.com>

Ways we can communicate
e-mail    [e-mail]
Phone Office 719-577-0099
Fax Phone    [phone]
Cell/VM         719-338-7924
Home Phone   [phone]


> Hi every one, this is Ronald Brown from Colorado.
> I would like to know if any one can give me an address or phone number of
> where I can get a high quality presentation binder?
> Thanks for your help!  Ron
>
> [e-mail] wrote:
>
> > These responses are great !!!  It reinforces our doubts....Thanks ..
> >
> > -
> >  To unsubscribe to vb_academy, send an email to "[e-mail]"
> >  with "unsubscribe vb_academy" in the body of the message.
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> >  not use quotes in your message.
>
>
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>  with "unsubscribe vb_academy" in the body of the message.
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------------------------------

Date: Tue, 11 Jul 2000 13:47:38 -0600
From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] Values Based Financial Planning Newsletter

Hello Everyone,

Has anyone in our little group signed up for Bill's newsletter?

Jeff

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

Date: Tue, 11 Jul 2000 15:56:39 -0400
From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Values Based Financial Planning Newsletter

Yes, I have just completed the artwork for the side banner, and am
starting off with 100 copies.

I will also be ordering Bill's new book, probably 50 copies for now.

And, I heard yesterday that they have shipped, to all those who
ordered it,  the audio tape of the Academy.

Anyone else trying out the newsletter?

C
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:    Jeff Salisbury [SMTP:[e-mail]]
Sent:    Tuesday, July 11, 2000 3:48 PM
To:    [e-mail]
Subject:    [vb_academy] Values Based Financial Planning Newsletter

Hello Everyone,

Has anyone in our little group signed up for Bill's newsletter?

Jeff

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

Date: Tue, 11 Jul 2000 17:39:31 EDT
From: [e-mail]
Subject: Re: [vb_academy] Values Based Financial Planning Newsletter

Sorry, Jeff, I don't know what you are talking about.

Was the newsletter offered earlier?

Charlie Hoffman

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

End of vb_academy-digest V1 #3
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