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    Friday, October 16, 2009
    Real estate real problem for banks
    Commercial real estate loans could be a real headache for banks and their overseers in coming months as losses continue to increase, the Associated Press reports.
    Friday, October 16, 2009
    Dump the script
    Joanne Black Consultant, Author
    No More Cold Calling
    Friday, October 16, 2009
    Do you deserve referrals?
    Referrals are the reward for excellent service. Most salespeople run from customer problems; they are totally focused on the next sale, not service.
    Friday, October 16, 2009
    If it's broke, don't fix it
    As we try to predict next year's recovery (whether it will be a V, or if another falloff leads to a W), let's remember a little thing called the banking system, which is still very much broken, and tied directly to employment.
    Wednesday, October 14, 2009
    Contrasting your level of service
    Duncan MacPherson Co-Founder, Co-CEO
    Pareto Systems, Pareto Platform
    Wednesday, October 14, 2009
    The dog ate their homework
    So the Treasury Department says it didn't understand the bonus structure that it signed off on with TARP recipients.
    Wednesday, October 14, 2009
    Five tips to update your prospecting strategy
    Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.
    Wednesday, October 14, 2009
    Make opportunities from objections
    The best salespeople know that an objection from a prospective customer is an opportunity. It is a clear sign that the prospect is giving your product or service consideration and may be on the verge of buying.
    Friday, October 9, 2009
    Believe in your own success
    Dan Norman Sales Consultant
    Top Ten Selling
    Friday, October 9, 2009
    Three questions to go viral
    AT&T owns a brand that is extremely well-known. But no company can rest on its laurels in this (or any) economy. T's latest commercial about their 3G network sells their services and tells a powerful message about digital communication, and in tur...
  1. Interested, but unaware
    Andy Steele Senior Investment Consultant
    Members 1st Federal Credit Union, Mechanicsburg, Penn.
  2. Important questions to ask a list vendor
    Is it a complied list (from phone books or directories -- such as all veterinarians or all roofing contractors; or from government files such as people with drivers licenses, or property owners), or a response list (such as respondents from a cata...
  3. Lessons from James Brown's Estate Battle
    The Godfather of Soul, James Brown, has been gone for over a year now, but the battle over his estate continues, with no end in sight to the legal squabbling.
  4. Insuring failure in estate plans
    A major heads-up for clients that are using life insurance to cover the death tax; the strategy is blowing up some estate plans due to the low interest rate environment. If you need yet another reason to include insurance reviews in your clients' ...
  5. Life insurers reluctant on TARP application
    Several life insurers that have applied for bank status in order to qualify for capital investments from the U.S. Treasury are backing away from consideration, according to a Dow Jones Newswire report.
  6. Your guarantee got canceled
    A heads-up from our friends in the consumer press, which means your clients may be asking, so have the answer at the ready (actually, you should have explained this to them long ago).
  7. Talent drain in banking industry could impact succession pla...
    A recent survey, conducted jointly by the American Bankers Association and the Corporate Executive Board, found that while successful companies in other industries spend an average of $1,100 per employee on training, banks in the United States spe...
  8. Explain the need, not the policy
    Long term care insurance is a challenging product. It provides a solution to a relatively straightforward problem, which is the need to fund long term care.
  9. A lesson in customer service
    Treat every client like they "wouldn't be more important if there were 100" of them."
  10. Tax changes make LTCI more attractive
    Having trouble convincing clients long-term care protection is with the expense?
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