Last week we considered communication skills, the third part of the three essential factors in the success of any program designed to improve performance and increase production.  Now let’s look at the first two parts, which are closely aligned: Personal Time-Management Organizational Skills One of the best approaches to time-management is to time-block your calendar. …

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There are many programs designed to help financial professionals become more successful.  Sales training, sales systems, marketing approaches, seminar systems, and networking programs, are just a few of these aids to increasing performance. Most of us measure success of a program by the results we obtain.  In the case of poor or disappointing results, we…

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The old-fashioned, pre-conceived image of a salesperson is their use of high-pressure tactics.  In today’s marketplace there is no tolerance for that.  However, any time a salesperson is making a proposal that requires a decision on the part of the prospect, there is pressure created within the prospect.  Internal pressure to make a decision must…

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Today, on the occasion of my wife’s birthday, I was thinking about the passage of time.  It is said that time flies, especially as we get older. Maybe that is because we realize that we have fewer years ahead than those already past. However, none of us can ever know how much time will be…

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Ah, The American Dream!  We hear this phrase frequently. Many people make reference to it and how we are in danger of losing it.  But what is this dream and is it uniquely American? This country was founded on an idea.  An idea of freedom to do things our way, like worshiping without being persecuted. …

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