Emotions: Know Them, Manage Them, Choose Them
Emotional Intelligence is recognizing, understanding and choosing how we think, feel, and act. Emotional Intelligence has five components:
1) Know Your Emotions
What upsets you, and how are you handling it? Think about your emotional triggers. Is it being in a traffic jam, or maybe your teenager rolling her eyes? When you figure out what your emotional triggers are, you can become proactive and use your Emotional Intelligence.
2) Manage Your Emotions
We speak to ourselves between 600-800 words per minute, and 75 percent of these words are usually negative. Unfortunately, your brain believes what you say. You need to replace those negative thoughts with positive thoughts; a positive mantra. What does your body do when you get emotional? Many times, when we get emotional, we stop talking, or we don’t realize what’s coming out of our mouths or we explode in anger! You need to be aware of how you react to certain emotions so you can be proactive.
3) Recognize Emotions in Others
Seven percent of your communication is verbal, our words. Thirty-eight percent is pitch and tone, the way we say things. Fifty-five percent is our body language. It’s often the way we say things that get us in trouble. Be aware of the emotions reflected in your pitch and tone, and be aware of other’s pitch and tone. Listen for how you say things to your employees, peers and family. We have to constantly be aware of what our body language could be saying and what others could be telling us. Our body language can redefine our message with a simple gesture. You might say nicely, “Can I help you?” But your body language might indicate, “I don’t care,” because your eyes have slightly rolled. You may have your arms crossed, which can mean, “I don’t care what you have to say” or “I am not going to agree to this change.” Hands on the hips can mean, “I’m right and you’re wrong” or “I am better than you.” Being aware of body language is the quickest way to gauge others’ emotions; just look at them.
4) Choosing Your Emotions
What is the number-one obstacle that is stopping you from choosing? You! You choose to be mad, you choose to be glad, and you choose to be sad. No one else can choose for you.
5) Handling Your Emotions In Relationships
People are not difficult, they are just different. We seem to get emotional over these differences, and we define people as difficult. The Myers Briggs Personality Indicator, the D-I-S-C profile and many others provide insight into others, as well as yourself. By understanding differences and emotional characteristics, you can get more of what you want from you relationship with others.
Candy Whirley is a professional speaker and leadership and team-building expert who has been addressing audiences for 20 years and consulting companies for eight years. She has co-authored several books, including Ordinary Women . . . Extraordinary Success and Magnetic Leadership. Her entire 2008 Annual Meeting presentation is available at www.mdrtpowercenter.org.
Sunday, April 26, 2009
Standby Credit
MDRT sales idea 23 Standby Credit
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
Sincere Appreciation,
Richaard Wong, Assistant Vice President
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Your Marketing Tips
Your Marketing Tips
Simple yet effective, marketing initiatives can help your business
1. Customized business cards
Customize your business card can leave a lasting impression with potential clients.
By adding a photo and listing the services offered would be a great opener to prospective clients.
A recommendation by a 6 years MDRT from Jamaica,” I have a very affable, smiling photo that puts my best face forward placed on my card and on the inside, I carefully lay out all the services I offer. This is followed by all my qualifications. Lastly, the MDRT logo.
On the back, I use a photograph of a family sheltering under a large umbrella, which covers them from the pouring rain. This indicates the excellent coverage of my services offer”
2. Postcard
10 years MDRT, Caroline Kheng of Singapore uses postcards to let clients know she’s thinking of them.
Before leaving to attend the annual MDRT meeting, she sends a letter to her clients; explaining her attendance. While there she buys postcards and mails them from the annual meeting location. Her clients love receiving the postcards because they know upon her return; she will have greater knowledge to help them meet their financial goals.
3. Public speaking
An18 years MDRT member from Bahamas, love to speak in churches, associations, unions, and colleges “It is widely shard view that public speaking is one of man’s greatest fears”
He said” perhaps this is why giving speeches as a means of prospecting is such an underutilized technique”
Public speaking is a great way to market yourself because everyone in the audience sees you as the expert. With effective follow up, 25% to as many as 50% will become qualified prospects
4. Marketing tools and products
MDRT’s web site, www.mdrt.org, offers free marketing tools to help members promote their business and market their services to current and prospective clients. Find the following tools under Members section
- Marketing 101. Creating a Plan for your Business
- Power point presentation to explain the value of MDRT membership to clients
- Newspaper/ congratulatory ad
- Logos to use in promoting your membership
- Customized brochures, press releases, address labels
- Content for client newsletters
- Public relations tips and guidelines
- Client communication tips
Richaard Wong
Best Practices, Training & Development
Simple yet effective, marketing initiatives can help your business
1. Customized business cards
Customize your business card can leave a lasting impression with potential clients.
By adding a photo and listing the services offered would be a great opener to prospective clients.
A recommendation by a 6 years MDRT from Jamaica,” I have a very affable, smiling photo that puts my best face forward placed on my card and on the inside, I carefully lay out all the services I offer. This is followed by all my qualifications. Lastly, the MDRT logo.
On the back, I use a photograph of a family sheltering under a large umbrella, which covers them from the pouring rain. This indicates the excellent coverage of my services offer”
2. Postcard
10 years MDRT, Caroline Kheng of Singapore uses postcards to let clients know she’s thinking of them.
Before leaving to attend the annual MDRT meeting, she sends a letter to her clients; explaining her attendance. While there she buys postcards and mails them from the annual meeting location. Her clients love receiving the postcards because they know upon her return; she will have greater knowledge to help them meet their financial goals.
3. Public speaking
An18 years MDRT member from Bahamas, love to speak in churches, associations, unions, and colleges “It is widely shard view that public speaking is one of man’s greatest fears”
He said” perhaps this is why giving speeches as a means of prospecting is such an underutilized technique”
Public speaking is a great way to market yourself because everyone in the audience sees you as the expert. With effective follow up, 25% to as many as 50% will become qualified prospects
4. Marketing tools and products
MDRT’s web site, www.mdrt.org, offers free marketing tools to help members promote their business and market their services to current and prospective clients. Find the following tools under Members section
- Marketing 101. Creating a Plan for your Business
- Power point presentation to explain the value of MDRT membership to clients
- Newspaper/ congratulatory ad
- Logos to use in promoting your membership
- Customized brochures, press releases, address labels
- Content for client newsletters
- Public relations tips and guidelines
- Client communication tips
Richaard Wong
Best Practices, Training & Development
Set daily goals
MDRT sales idea 21 - Set daily goals
- Set daily sales goals
- Sales to complete
- Help with closing
What do you expect to achieve in a year?
- All the top producers have a daily budget for their personal value and set daily sales goals
- Many sales people are afraid to visualize the income they‘ll earn if they close the sale
- Set meaningful; personal goals
- People run for their own reasons, you’re no different
Keep a list of all potential income
-This sale to complete list is like a “work In progress” List. It shows you your current inventory and ensures you accurately address the income potential available to you
The add on sale - having sold, sell again
- Market research shows that people who have bought recently are very often happy to buy again immediate.
So identify your last 20 clients and see how to offer them more of the same
- Keep your own records track your own results personally, every week. don’t delegate it, don’t compute it, calculate it personally with a pen
- What you write you own, you’ll be truly aware of your shortfall if you track your own results
Detailed agenda
Have a detailed agenda of a personal goals and a definite chief aim in life, through your own personal goals gives you the drive the motivation.
Anything is possible; decide what it is you really want
Keep those goals clearly on hand so that you are driven by them daily, that way your daily sales goals will fuel your long term goals
Richaard Wong
Assistant Vice President
- Set daily sales goals
- Sales to complete
- Help with closing
What do you expect to achieve in a year?
- All the top producers have a daily budget for their personal value and set daily sales goals
- Many sales people are afraid to visualize the income they‘ll earn if they close the sale
- Set meaningful; personal goals
- People run for their own reasons, you’re no different
Keep a list of all potential income
-This sale to complete list is like a “work In progress” List. It shows you your current inventory and ensures you accurately address the income potential available to you
The add on sale - having sold, sell again
- Market research shows that people who have bought recently are very often happy to buy again immediate.
So identify your last 20 clients and see how to offer them more of the same
- Keep your own records track your own results personally, every week. don’t delegate it, don’t compute it, calculate it personally with a pen
- What you write you own, you’ll be truly aware of your shortfall if you track your own results
Detailed agenda
Have a detailed agenda of a personal goals and a definite chief aim in life, through your own personal goals gives you the drive the motivation.
Anything is possible; decide what it is you really want
Keep those goals clearly on hand so that you are driven by them daily, that way your daily sales goals will fuel your long term goals
Richaard Wong
Assistant Vice President
Client relationship
MDRT sales idea 20- Client relationship
Client is always thinking” what have you done for me lately?”
How do you create a win –win?
You listen
You decide what they are saying
You communicate acceptance
The key to listening is to accept what the other person has to say
- You do not have to like it
- You do not have to understand it
- You do not have to agree with it
- You do not have to know what to do about it
You just have to accept that, that is their point of view and they are entitled to it
You then communicate that you accept their need and that you care about them being able to get that need met
Show them you’ll work to solve their problem
People don’t buy our services, products or ideas. They buy how they imagine themselves owning it and how using it will make them feel
We should be thinking about what clients need us to do for them and how they feel after we’ve done it
See and serve clients looking at their world through the eyes of our business
Richaard Wong
Assistant Vice President
Client is always thinking” what have you done for me lately?”
How do you create a win –win?
You listen
You decide what they are saying
You communicate acceptance
The key to listening is to accept what the other person has to say
- You do not have to like it
- You do not have to understand it
- You do not have to agree with it
- You do not have to know what to do about it
You just have to accept that, that is their point of view and they are entitled to it
You then communicate that you accept their need and that you care about them being able to get that need met
Show them you’ll work to solve their problem
People don’t buy our services, products or ideas. They buy how they imagine themselves owning it and how using it will make them feel
We should be thinking about what clients need us to do for them and how they feel after we’ve done it
See and serve clients looking at their world through the eyes of our business
Richaard Wong
Assistant Vice President
TELEPHONING
MDRT sales idea 19 – Telephoning
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
Thursday, April 9, 2009
11 Powerful Methods Of Sales Lead Generation
By Jim Klein
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article.If you answered Yes, then you're going to be very excited to read this article on sales lead generation.
Here are the 11 most profitable methods I've found for sales lead generation that have turned hundreds of sales people into 6-figure sales people.
- Sphere of Influence.
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.
- Cold calling.
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!- Knocking on doorsThis method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?
- Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of in regards to your product or service.
- Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
- Mass mailing
Also known as direct marketing. Successful used of this method requires mailing a well written sales letter to a targeted mailing list.
- Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.
- Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.
- Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. When ever I'm in the chair the conversation covers a variety of topics.Offer them a $1 for every card they pass out or motivate them even more by offering a percentage of the sale that result from their referral.I've even picked up business myself while getting my haircut. Keep your ears and eyes open at all times.
- Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That's twenty cards times five work days. If you're really ambitious, do it on Saturday and Sunday also.When you're looking to generate lots of quality sales leads the more lines you have in the water the more fish you're apt to catch.These are all effective methods of sales lead generation and should be used regularly.
By Jim Klein
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article.If you answered Yes, then you're going to be very excited to read this article on sales lead generation.
Here are the 11 most profitable methods I've found for sales lead generation that have turned hundreds of sales people into 6-figure sales people.
- Sphere of Influence.
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.
- Cold calling.
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!- Knocking on doorsThis method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?
- Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of in regards to your product or service.
- Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
- Mass mailing
Also known as direct marketing. Successful used of this method requires mailing a well written sales letter to a targeted mailing list.
- Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.
- Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.
- Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. When ever I'm in the chair the conversation covers a variety of topics.Offer them a $1 for every card they pass out or motivate them even more by offering a percentage of the sale that result from their referral.I've even picked up business myself while getting my haircut. Keep your ears and eyes open at all times.
- Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That's twenty cards times five work days. If you're really ambitious, do it on Saturday and Sunday also.When you're looking to generate lots of quality sales leads the more lines you have in the water the more fish you're apt to catch.These are all effective methods of sales lead generation and should be used regularly.
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