 The Roy Rogers Image ChangedAfter His Money Problems and Death
By Forrest Wallace Cato, RFC®, RFMA®
Roy Rogers reigned as "King of the B-movie cowboys!" from the early forties through the mid-fifties. His image was that of a "good guy triumphing over bad guys." As such Roy Rogers was a role model for America's youth.
Some Now-Legendary People Played Key Roles In Creating The Real Financial Planning We Know Today?
Lew Nason, LUTCF, RTIA, RFC
In 1969, a man with a dream envisioned a new profession of highly trained, skilled, and dedicated financial professionals who would "help average people to learn how to spend, save, invest, insure and plan wisely for their future, to achieve financial independence." As most readers of Financial Services Journal On-Line know, that great man of vision was Loren Dunton.
Credibility!
The secret ingredient of referrals
By Michael Lovas, C.Ht
A couple of months ago, I conducted a survey of the financial professionals in my personal database. I asked them to let me know their top three concerns. The responses showed me that many advisors do not understand what problems are impacting their businesses. They are gravely concerned about the wrong things. Thus, they are making inappropriate and off-target decisions.
 Costly Assumptions
By Keith Rosen
When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?"
 Product knowledge, and what to do with it to make sales.
By Jeffrey Gitomer
Most companies train 90% product knowledge, 10% sales knowledge. Big mistake. The percentage should be: 20% product or service, 80% sales, personal development, attitude, and presentation skills. |
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The Subprime Aftermath: Lessons Learned
By Al Jacobs
Though not quite as contemptible as an obscene four-letter word, the term "subprime loan" comes close. Those two words acquired a stigma over the past year as the real estate market essentially collapsed.
Getting The Facts - Before You Sell!
By Edwin P. Morrow, CLU, ChFC, CEP, CFP®, RFC®
When you try to sell the consumer a financial product without having done sufficient fact finding you open yourself to the possibility of three very serious outcomes. We no longer operate in an environment of Caveat Emptor "Let the Buyer Beware!" In fact, it is more the matter of "Let the Seller Beware!"
Will Rs Be A Factor in Your Business's Future Success?
By Martin R. Baird
When I was a kid, I was one of millions of school children who learned the Three Rs of Reading, 'Riting and 'Rithmetic (reading, writing and arithmetic). It was easy to remember and fun to say. But as a financial professional, do you know there are other Rs that could be a huge factor in your potential success?
What Should You Do With Your Old 401(k)? A Rollover IRA Has Its Advantages
By Linda Horn, CEO of Capital Concepts
If you have changed jobs several times during the course of your career, you probably have an interesting collection of retirement savings accounts from your previous employers. In fact, according to the Department of Labor, Americans move to a new employer once every four years and our collective trail of old 401(k) and 403(b) plans totals in the trillions of dollars.
 Rising Exhibiting Costs Places New Premium on Efficiency
By Susan A. Friedmann,CSP
There is good news in the world of tradeshow research: according to a recent study by Exhibit Surveys, an industry research group, a considerable number of new attendees are coming to tradeshows. At the same time, 39 percent of attendees report that their buying decisions are favorably influenced after viewing a company's exhibit.
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