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Internet Message Format | 2000-05-30 | 35KB

From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] test
Date: 22 May 2000 15:10:36 -0600

test

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From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] test
Date: 25 May 2000 11:04:48 -0600

test

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From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] test
Date: 26 May 2000 07:08:19 -0600

test

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From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] Let's keep the Values Based Academy going...
Date: 26 May 2000 07:09:42 -0600

Hello my fellow Values Based Academy participants!

I had a great time at the Academy last week and felt it was very much
worth my time to be there.  I hope you also found value from being
there...

When Bill talked about us "self-coaching" each other, I was immediately
excited by the opportunity the internet would provide for us to stay in
contact and continue to coach each other.  I have setup an email
discussion group or email chat group just for us.  For those who have
participated in news-groups, this will be very similar except the medium
will be email.  Also, there is no cost for you to join -- it is free.

I envision this as a free-wheeling back-and-forth discussion on Values
Based Selling.  At this point, Bill Bachrach has not endorsed this forum
although I have notified him of my intent.

If you want to join, you have to "subscribe" yourself (its free).  To
subscribe, follow these instructions:

1. Send an email to:

    [e-mail]

2. In the body of the email, write:

    subscribe vb_academy

After you have subscribed, you can send a message, question, or comment
to the group by emailing your message to:

    [e-mail]

You will also receive every message sent by all other members of our
group.
You are free to respond to any messages, or just sit back and monitor
the
discussion.

Best Regards,

Jeff

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From: Cameron Passmore <[e-mail]>
Subject: [vb_academy] testing
Date: 26 May 2000 15:50:26 -0400

Hi everyone,

Just testing

C

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From: "donna carter" <[e-mail]>
Date: 26 May 2000 16:51:03 PDT

Hi this is Donna T. Carter saying hello to all of you.  I love this idea and
look forward to hearing all your thoughts and ideas.

________________________________________________________________________
Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com

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From: "TCooke" <[e-mail]>
Subject: [vb_academy] Re:
Date: 26 May 2000 21:55:21 -0400

Hello Donna,

WELCOME!!

Tom Cooke/Michigan

----- Original Message -----
Sent: Friday, May 26, 2000 7:51 PM


> Hi this is Donna T. Carter saying hello to all of you.  I love this idea
and
> look forward to hearing all your thoughts and ideas.
>
> ________________________________________________________________________
> Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com
>
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From: "donna carter" <[e-mail]>
Subject: [vb_academy] musings
Date: 27 May 2000 10:20:28 PDT

Hi all,
I am sitting here one eyed (just lost my contact) in the middle of phone
clinic on the Saturday of Memorial weekend.  After also sitting through a
"class" all day yesterday, I am definitely motivated to leave my world
behind to the world of values based selling.

For now, I am stuck with my world.  Do any of you have any ideas for a
script using values based methodology for phone calls to a semi-warm lead?
I usually send out a preapproach letter.  Any ideas on the letter would be
really appreciated too. It usually had a lot more words and a clever
statement about telemarketers.  I've decided that this is probably a
distraction.  Sample below.  Can it really be as simple as this?

Dear __________,


Thank you for your inquiry regarding _____________.  As a Financial Planner
here at _____________, IÆve been asked to personally follow up with you.

It sounds like you are a person who likes to make smart financial choices.
I help people make smart financial choices to achieve their financial goals
and thereby fulfill their values.  I develop written strategies that help
people align their financial choices with their goals.

LetÆs spend five minutes on the phone to determine if I can add value to
your life.  I will give you a call in the near future.  If you have a
preferred time and/or number where I can reach you, you can contact me at my
office 425-637-8363 ext. 215.  I look forward to speaking with you.


Best regards,


Looking forward to any thoughts and ideas that my vb academy buddies have.


Donna T. Carter/Bellevue WA

________________________________________________________________________
Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com


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From: "TCooke" <[e-mail]>
Subject: Re: [vb_academy] musings
Date: 27 May 2000 22:37:54 -0400

Hello Donna,
Check out Chapter 10--pgs.213-234. Bill lists his ideas of effective
communication over the phone. Most of it you can use word for word. Some of
it you can "tweek" to fit your need perfectly.
Regards,
Tom Cooke/Michigan


----- Original Message -----
Sent: Saturday, May 27, 2000 1:20 PM


> Hi all,
> I am sitting here one eyed (just lost my contact) in the middle of phone
> clinic on the Saturday of Memorial weekend.  After also sitting through a
> "class" all day yesterday, I am definitely motivated to leave my world
> behind to the world of values based selling.
>
> For now, I am stuck with my world.  Do any of you have any ideas for a
> script using values based methodology for phone calls to a semi-warm lead?
> I usually send out a preapproach letter.  Any ideas on the letter would be
> really appreciated too. It usually had a lot more words and a clever
> statement about telemarketers.  I've decided that this is probably a
> distraction.  Sample below.  Can it really be as simple as this?
>
> Dear __________,
>
>
> Thank you for your inquiry regarding _____________.  As a Financial
Planner
> here at _____________, I've been asked to personally follow up with you.
>
> It sounds like you are a person who likes to make smart financial choices.
> I help people make smart financial choices to achieve their financial
goals
> and thereby fulfill their values.  I develop written strategies that help
> people align their financial choices with their goals.
>
> Let's spend five minutes on the phone to determine if I can add value to
> your life.  I will give you a call in the near future.  If you have a
> preferred time and/or number where I can reach you, you can contact me at
my
> office 425-637-8363 ext. 215.  I look forward to speaking with you.
>
>
> Best regards,
>
>
> Looking forward to any thoughts and ideas that my vb academy buddies have.
>
>
> Donna T. Carter/Bellevue WA
>
> ________________________________________________________________________
> Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com
>
>
> -
>  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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From: [e-mail]
Subject: Re: [vb_academy] musings
Date: 28 May 2000 10:32:33 -0400


Woow !  is this a valuable resource and a great reminder !!  So, glad I
have the opportunity to be on this 'list'...VBS has really made a
difference in my profession and in my personal life....Happy Holiday  !


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From: "Schmidt, Bill" <[e-mail]>
Date: 29 May 2000 14:27:55 -0500

  Great idea Jeff, IM not sure if we met at the academy but I look
forward to chatting with you and others via email on ideas, progress and
just plain motivational feed back and encouragement to stick to the
plan.

Sincerely,


Bill Schmidt

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From: Jeff Salisbury <[e-mail]>
Subject: [vb_academy] Re:
Date: 29 May 2000 15:16:59 -0600

"Schmidt, Bill" wrote:
>
>   Great idea Jeff, IM not sure if we met at the academy but I look
> forward to chatting with you and others via email on ideas, progress and
> just plain motivational feed back and encouragement to stick to the
> plan.
>
> Sincerely,
>
> Bill Schmidt

Hi Bill!

I don't think we did meet.  But, I am looking forward to our email group
for exactly the same reasons you mention...

Best Regards,

Jeff

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From: Peter Hensley <[e-mail]>
Subject: [vb_academy] VB academy
Date: 30 May 2000 10:22:37 +1200

G'day all

One of the valuable lessons I gained from the course was

"not to spill the candy in the foyer",

I was solving people's problems at the free interview and then not
getting the work (and wondering why)

I now plan to pre qualify them at the seminar advertisement stage and
spell out what I can do for them at the seminar and then get them to
make the appointment before they leave the seminar, they then go home
with a list of what to bring to the appointment along with the basic
fact find already filled out.

I will let you know how I get on

Peter Hensley
The Money People Ltd
New Zealand

mailto:[e-mail]

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From: "donna carter" <[e-mail]>
Subject: Re: [vb_academy] musings
Date: 30 May 2000 10:53:49 PDT

Thanks Tom

Donna T. Carter, Bellevue,WA
________________________________________________________________________
Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com


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From: "donna carter" <[e-mail]>
Subject: [vb_academy] selling
Date: 30 May 2000 11:30:43 PDT

Hi all,
Thank you Tom for your help and suggestions.  I am pondering another issue
and wonder if others have similar issues and how have you handled it.

My reading of what Bill Bachrach was saying at the academy was that if you
have a dynamite first interview,you will inspire people to work with you and
that they will implement what you suggest in order to have more time to
spend doing what is important to them.

As I sit in Tuesday morning class where we role played selling products, I'm
wondering whether there is a place for selling in values based methodology
or am I throwing this selling stuff all out the window?  My impression is
that I throw it out.

In my world there is a second meeting where people fill out a data book and
bring it in.  In this meeting I go over the data in detail then I fill out a
"goals" book which ascertains what level of income they want in various
scenarios.  Now the kicker.  This meeting is used to presell products, to
conceptually sell.  This seems to me to go against values based selling and
definitely places me in a role of salesperson.  I find this discordant.

A miracle has happened in the sense that I have the OK and the commitment
from my direct management that I can use values based selling and that they
will support me 100%.  It is however very clear to me that my management
doesn't have the faintest idea what this all means. They feel that they
already use much of values based selling in that they use a few of the words
and phrases within the context of their selling mind set.  To them, values
based is just the first interview and I am expected to "sell" at the 2nd,
Data meeting and in the close. It seems to be that they are missing the
whole point.

Help!  Am I really reading values based correctly?  Is it really as simple
as the initial interview and then the close which is more a presentation of
the results and a filling out of the paperwork.

Thank you for bearing with me as I try to sort this all out.  I am in an
intensive training program and I'm trying to figure out how to reconcile
values based with consultative selling. I've come to the conclusion that the
information that I garner about the products is helpful just not the selling
methodology. I have told my management that I was willing to put my career
on the line and use values based.  I must confess this is a little scary
since it means going against the current methodology here.

Thanks.  Looking forward to your thoughts and comments.

Donna/Bellevue,WA

ps  I'm afraid that I have the names and faces of people all mixed up. I
would especially like to hear from the gentleman who left early on Sunday to
catch a plane and who used the microphone to share with us that you had been
using this vb method for about 18 months and have had a lot of success.  We
were partners on one of the exercises on the first day.  I am the Chinese
lady with the English name.
________________________________________________________________________
Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com


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From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] selling
Date: 31 May 2000 08:41:21 -0400

Hi Donna,

I can empathize with what you are going through.  Being in our own
smaller firm we have total control over how we handle our client
meetings.  We have a philosophical agreement on how to manage the
money, and what systems to use to execute etc, but as far as building
the business, this is up to us.

Having said that, I have years of baggage, that sounds something along
the lines of what you are speaking.

I am trying very hard to check my baggage at the door.  I want a
better quality of life (and am actually quite happy with my current
quality) in terms of better clients, more free time, and more
predictable referrals.

I think my old baggage was getting in the way.

I came back from San Diego and had a first meeting the next day with a
referral.  I was committed to doing the VBS approach in that meeting,
tape recorder and all.

The experience I had was unbelievable!  It was the most powerful and
meaningful interview I have had in over 10 years in this business!!!!

In looking back at the interview, I can see where I would have in the
past gone down "product paths" or "sales paths" or "let me show you
how brilliant I am paths" ... but not this time.  I stuck to Bill's
methodology (albeit not pretty) and the word's came, and made it to
level 3 (and didn't die).  We went through the goals, where he is at
now, pre-commitment, hire, and implement .... And not once did me, my
company, or any products come up!!! (and had they come up it would
have been me, not the prospect, because he wanted to talk about him!)

I think the client was also blown away.

So, I guess the point is to be a believer.  I know this sounds
evangelical, which is how some of my colleagues view this.  Unless you
have heard the rationale behind the methods, I think it is hard to
grasp.  I will encourage my colleagues to go to the academy in the
fall, and until then, I want to lead by example.

This will work.  I will not go back to my old ways.  This will not be
easy, but the outcome will make the pain worth it.

Good luck, and let's keep this group going.

Cameron in Ottawa.

-----Original Message-----
Sent:    Tuesday, May 30, 2000 2:31 PM

Hi all,
Thank you Tom for your help and suggestions.  I am pondering another
issue
and wonder if others have similar issues and how have you handled it.

My reading of what Bill Bachrach was saying at the academy was that if
you
have a dynamite first interview,you will inspire people to work with
you and
that they will implement what you suggest in order to have more time
to
spend doing what is important to them.

As I sit in Tuesday morning class where we role played selling
products, I'm
wondering whether there is a place for selling in values based
methodology
or am I throwing this selling stuff all out the window?  My impression
is
that I throw it out.

In my world there is a second meeting where people fill out a data
book and
bring it in.  In this meeting I go over the data in detail then I fill
out a
"goals" book which ascertains what level of income they want in
various
scenarios.  Now the kicker.  This meeting is used to presell products,
to
conceptually sell.  This seems to me to go against values based
selling and
definitely places me in a role of salesperson.  I find this
discordant.

A miracle has happened in the sense that I have the OK and the
commitment
from my direct management that I can use values based selling and that
they
will support me 100%.  It is however very clear to me that my
management
doesn't have the faintest idea what this all means. They feel that
they
already use much of values based selling in that they use a few of the
words
and phrases within the context of their selling mind set.  To them,
values
based is just the first interview and I am expected to "sell" at the
2nd,
Data meeting and in the close. It seems to be that they are missing
the
whole point.

Help!  Am I really reading values based correctly?  Is it really as
simple
as the initial interview and then the close which is more a
presentation of
the results and a filling out of the paperwork.

Thank you for bearing with me as I try to sort this all out.  I am in
an
intensive training program and I'm trying to figure out how to
reconcile
values based with consultative selling. I've come to the conclusion
that the
information that I garner about the products is helpful just not the
selling
methodology. I have told my management that I was willing to put my
career
on the line and use values based.  I must confess this is a little
scary
since it means going against the current methodology here.

Thanks.  Looking forward to your thoughts and comments.

Donna/Bellevue,WA

ps  I'm afraid that I have the names and faces of people all mixed up.
I
would especially like to hear from the gentleman who left early on
Sunday to
catch a plane and who used the microphone to share with us that you
had been
using this vb method for about 18 months and have had a lot of
success.  We
were partners on one of the exercises on the first day.  I am the
Chinese
lady with the English name.
_______________________________________________________________________
_
Get Your Private, Free E-mail from MSN Hotmail at
http://www.hotmail.com


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From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] VB academy
Date: 31 May 2000 08:44:14 -0400

Hi Peter,

What a great line ... and I have made the same commitment in
pre-screening on the phone ... get to a 100% closing ratio, because
you are only sitting in front of qualified decision makers who can
delegate, and understand value!

Good for you and stay in touch.

Cameron in Ottawa


-----Original Message-----
Sent:    Monday, May 29, 2000 6:23 PM

G'day all

One of the valuable lessons I gained from the course was

"not to spill the candy in the foyer",

I was solving people's problems at the free interview and then not
getting the work (and wondering why)

I now plan to pre qualify them at the seminar advertisement stage and
spell out what I can do for them at the seminar and then get them to
make the appointment before they leave the seminar, they then go home
with a list of what to bring to the appointment along with the basic
fact find already filled out.

I will let you know how I get on

Peter Hensley
The Money People Ltd
New Zealand

mailto:[e-mail]

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From: [e-mail]
Subject: Re: [vb_academy] selling
Date: 31 May 2000 13:17:34 +0000

Thanks Donna for sharing your thoughts.  I too spent too
much time at the wirehouse where "selling" was the word
of the day, week, month, and year.  I fought this
process for as long as I could (7 years) before I went
independant.  Now I depend solely on relationships and
the referrals from those relationships to carry the
day.

I will admit, I was not totally on board with VBS before
the academy.  I did not use the roadmap, and did not
tape interviews.  I guess the major reason is that I was
not comfortable with how it all fit together.  Now after
the academy, nothing happens until I go through the
interview, even with my existing clients.  Still working
on the bugs, but I know in my heart that it is the right
thing to do.

Yes, I think you do scuddle the selling process.  If you
clients trust you, they will do whatever you ask them to
do.  Almost to the point where you could use discretion
if that is your desire (and legally approved).  I am now
reintroducing myself as a life planner (a long way from
financial consultant in the Merrill Days).

Donna, I realize that I am making a giant leap in faith,
but I think the eventual relationship with my clients is
worth it.  A prospect yesterday clearly pointed out that
she had already separated me from her other broker in
that I cared about what she wanted and who she was.

Keep in touch.

Tom Holmes
Author of the book  "Plan To Retire On Full Pay"

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 all,
> Thank you Tom for your help and suggestions.  I am pondering another issue
> and wonder if others have similar issues and how have you handled it.
>
> My reading of what Bill Bachrach was saying at the academy was that if you
> have a dynamite first interview,you will inspire people to work with you and
> that they will implement what you suggest in order to have more time to
> spend doing what is important to them.
>
> As I sit in Tuesday morning class where we role played selling products, I'm
> wondering whether there is a place for selling in values based methodology
> or am I throwing this selling stuff all out the window?  My impression is
> that I throw it out.
>
> In my world there is a second meeting where people fill out a data book and
> bring it in.  In this meeting I go over the data in detail then I fill out a
> "goals" book which ascertains what level of income they want in various
> scenarios.  Now the kicker.  This meeting is used to presell products, to
> conceptually sell.  This seems to me to go against values based selling and
> definitely places me in a role of salesperson.  I find this discordant.
>
> A miracle has happened in the sense that I have the OK and the commitment
> from my direct management that I can use values based selling and that they
> will support me 100%.  It is however very clear to me that my management
> doesn't have the faintest idea what this all means. They feel that they
> already use much of values based selling in that they use a few of the words
> and phrases within the context of their selling mind set.  To them, values
> based is just the first interview and I am expected to "sell" at the 2nd,
> Data meeting and in the close. It seems to be that they are missing the
> whole point.
>
> Help!  Am I really reading values based correctly?  Is it really as simple
> as the initial interview and then the close which is more a presentation of
> the results and a filling out of the paperwork.
>
> Thank you for bearing with me as I try to sort this all out.  I am in an
> intensive training program and I'm trying to figure out how to reconcile
> values based with consultative selling. I've come to the conclusion that the
> information that I garner about the products is helpful just not the selling
> methodology. I have told my management that I was willing to put my career
> on the line and use values based.  I must confess this is a little scary
> since it means going against the current methodology here.
>
> Thanks.  Looking forward to your thoughts and comments.
>
> Donna/Bellevue,WA
>
> ps  I'm afraid that I have the names and faces of people all mixed up. I
> would especially like to hear from the gentleman who left early on Sunday to
> catch a plane and who used the microphone to share with us that you had been
> using this vb method for about 18 months and have had a lot of success.  We
> were partners on one of the exercises on the first day.  I am the Chinese
> lady with the English name.
> ________________________________________________________________________
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From: Cameron Passmore <[e-mail]>
Subject: [vb_academy] great site
Date: 31 May 2000 11:40:51 -0400

Hi everyone,

One of Bill's teaching was about helping clients have better lives,
and to delegate this money stuff so that they can do what is really
important.

Take a look at this site, same type of stuff.

http://www.coffeehouseinvestor.com/


Cameron in Ottawa




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From: [e-mail]
Subject: [vb_academy] Thanks!
Date: 31 May 2000 11:38:02 EDT

I want to take a moment to thank Jeff for putting this communication channel
together and also to all the people who have started using it. Your feelings
and sharing of common experiences is very helpful to me. I know I am not
alone in trying to determine how best to use this marvelous tool.

Keep in touch and thanks again.

Charlie Hoffman (Franklin IN)

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From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] great site
Date: 31 May 2000 10:03:31 -0600

Cameron Passmore wrote:
>
> Hi everyone,
>
> One of Bill's teaching was about helping clients have better lives,
> and to delegate this money stuff so that they can do what is really
> important.
>
> Take a look at this site, same type of stuff.
>
> http://www.coffeehouseinvestor.com/
>
> Cameron in Ottawa
>
> -

Hello everyone,

I'm looking for a source or sources on the web for the value added
articles that Bill describes in Chapter 8 of his book.  Does anyone know
of any sites off the top of their head?

Regards,

Jeff

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From: [e-mail]
Subject: Re: [vb_academy] Thanks!
Date: 31 May 2000 22:15:57 +0000

Thanks Charlie.   I agree.  Thanks for your
thoughtfullness

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]


> I want to take a moment to thank Jeff for putting this communication channel
> together and also to all the people who have started using it. Your feelings
> and sharing of common experiences is very helpful to me. I know I am not
> alone in trying to determine how best to use this marvelous tool.
>
> Keep in touch and thanks again.
>
> Charlie Hoffman (Franklin IN)
>
> -
>  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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-------------------------------------------------------------------------------

From: Don Riggs <[e-mail]>
Subject: [vb_academy] (no subject)
Date: 31 May 2000 16:32:36 -0700




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