Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • Chrisism #97 - Closing Techniques (Part One)

    In previous 'Chrisisms' we have identified that it is human nature to resist commitment, especially commitment of time or money, which is a bit inconvenient for us, isn't it? Because when we are looking to make an appointment, we are looking for a commitment of someone's time and when we are looking to do business, we are looking for a commitment of someone's money - so we shouldn’t be surprised if we meet with some resistance. Indeed we should be concerned if we don't!

  • Chrisism #96 - Repetition is the Best Form of Learning

    Although this is an expression that can be and is used in a whole variety of situations, for the purposes of this Chrisism, I am specifically referring to the importance of this concept when it comes from going from the “Wants Analysis” on the Fact Find through to the recommendations for the client’s personal protection package.

  • Chrisism #95 - Girl Friday Cover

    This Chrisism will outline suggested content for a prospecting letter that can be sent to all of your “professional” clients, the purpose of which is to set up an Income Protection policy for the professional’s ‘Girl Friday’.

  • Chrisism #94 - Mirroring Your Income

    In Chrisism#93 I shared with you my methodology for recommending an appropriate level of Death Cover for a non-working Mum/Dad & Homekeeper. In this Chrisism, I want to share with you my methodology for recommending an appropriate level of Death Cover for a breadwinning spouse.

  • Chrisism #93 - Mum/Homekeeper Cover

    When sitting in front of a breadwinner with a definable earned income, it is not hard to put a dollar figure on the value that person represents to the family unit, thereby enabling a calculation of the level of cover that might be required in the event of that person no longer being around.

  • Chrisism #92 - Working More Effectively with Accountants in the Risk Area

    Why do accountants make potentially good referrers of risk business? Firstly, because their clients are typically highly qualified referrals, since the accountants themselves tend to be highly regarded and well respected by their clients. Secondly, because there is a logical overlap of advice, since both the accountant and the risk adviser are seeking to maximise net income for their clients in as many situations as possible.

  • Chrisism #91 - The Savings Paradox

    This Chrisism will fascinate you or infuriate you, or both! It will also present you with a delicious paradox by proving that a person who decides to stop saving can save considerably more than someone who decides to save diligently all the way to age 65!

  • CHRISISM #88 - Succeeding Daily

    Back in the 80s in the UK and in the 90s here in Australia, I managed a team of advisers with a company that was very performance based and that operated a system of monthly targets. How great would it be for managers and salespeople if 25% of a monthly target was achieved in week one, 50% by the end of week two, 75% by the end of week three and the balance mopped up by the end of week four? This would be called a stress-free existence. So why is this seldom a reality?

  • CHRISISM #87 - Asking The Right Questions

    In a number of previous “Chrisisms”, we have looked at the importance of asking questions during the client engagement questions (see references to previous “Chrisisms” below), but in this “Chrisism” I want to drill down specifically to the type of questions we should be asking.

  • CHRISISM #86 - What You Can Measure You Can Manage

    This Chrisism is primarily aimed at those of you who are relatively new in the business and who are finding their way in what is an ever changing environment. However I suspect it may also be a worthwhile refresher or reminder for those of you who are more seasoned campaigners and for whom from time to time it may not be a bad idea to get back to the basics.