ftp.xmission.com/2014.06.ftp.xmission.com.tar/ftp.xmission.com/pub/lists/vb_academy/archive/vb_academy.200006

Internet Message Format | 2000-06-29 | 75KB

From: Peter Hensley <[e-mail]>
Subject: [vb_academy] Tape Recorder
Date: 03 Jun 2000 01:18:44 +1200

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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From: Jeff Salisbury <[e-mail]>
Subject: Re: [vb_academy] Tape Recorder
Date: 01 Jun 2000 20:07:17 -0600

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]
>

Hello Peter,

The Model is the Marantz PMD 222.  Bill said you can call the San Diego
number 858-467-7111 to purchase it.  Also, I found a web-page:

http://www.superscope-marantzpro.com/Marantz/portables/workhorse.htm

Regards,

Jeff

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From: Ronald Brown <[e-mail]>
Subject: Re: [vb_academy] Tape Recorder
Date: 02 Jun 2000 12:18:26 -0700

Dear Peter,
The phone # is 858-467-7111.
Your friend Ron Brown, Fort Collins, Colorado.

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]
>
> -
>  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: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder
Date: 02 Jun 2000 20:07:26 -0400

this is a wonderful machine ... a definite buy.

hey, on a separate note, apparently there was not enough interest in the
audio recording of the academy to warrant making copies .... but it is
close, so anyone who wants it ... call Bill's office ... soon!!!

C

Cameron Passmore
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]



-----Original Message-----
Sent: June 1, 2000 10:07 PM


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]
>

Hello Peter,

The Model is the Marantz PMD 222.  Bill said you can call the San Diego
number 858-467-7111 to purchase it.  Also, I found a web-page:

http://www.superscope-marantzpro.com/Marantz/portables/workhorse.htm

Regards,

Jeff

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From: "donna carter" <[e-mail]>
Subject: [vb_academy] audio tapes of vb academy
Date: 03 Jun 2000 15:53:44 PDT

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


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

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]
>
> -
>  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: Cameron Passmore <[e-mail]>
Subject: [vb_academy] eye-opener
Date: 06 Jun 2000 15:16:56 -0400

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

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

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 07 Jun 2000 13:42:19 EDT

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 07 Jun 2000 20:46:06 EDT

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 08 Jun 2000 10:22:32 EDT

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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From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder
Date: 08 Jun 2000 10:29:50 -0400

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-----
Sent:    Thursday, June 08, 2000 10:23 AM

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 08 Jun 2000 13:57:48 EDT

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 08 Jun 2000 14:12:14 EDT

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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From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder
Date: 08 Jun 2000 14:30:47 -0400

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-----
Sent:    Thursday, June 08, 2000 2:12 PM

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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From: [e-mail]
Subject: Re: [vb_academy] Tape Recorder
Date: 08 Jun 2000 15:38:27 EDT

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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From: Cameron Passmore <[e-mail]>
Subject: RE: [vb_academy] Tape Recorder
Date: 08 Jun 2000 15:57:05 -0400

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

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

Cameron

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

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

How many people Peter?

Cameron

-----Original Message-----
Sent:    Wednesday, June 14, 2000 4:26 PM

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

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

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-----
Sent:    Wednesday, June 14, 2000 4:39 PM

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

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

Good for you!!!!!


C


-----Original Message-----
Sent:    Wednesday, June 14, 2000 4:46 PM

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

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-----
[mailto:[e-mail]]On Behalf Of Cameron
Passmore
Sent: June 14, 2000 1:58 PM


Good for you!!!!!


C


-----Original Message-----
Sent:    Wednesday, June 14, 2000 4:46 PM

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




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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----
CC: [e-mail]

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

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

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

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

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

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

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

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

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

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

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

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

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

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----
Reply-To: [e-mail]

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


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

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

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

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----

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

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

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

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

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

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

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 -----
Sent: Wednesday, June 28, 2000 7:18 PM


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

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

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

Hello Donna,
I focus on the individual person each time I conduct the values
conversation. Great question.
Soar High......Tom
----- Original Message -----
Sent: Thursday, June 29, 2000 4:44 PM


> 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
>
>
> -
>  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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