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 Resources: Tip Archive |
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Missed an issue of Kip's Tips? Want to see what
you'll be getting when you subscribe? Here's a list of past Tips
issues beginning from early 2005. Click on the heading to read the
entire Tip.
Click here to receive my Tips newsletter in your inbox every month. April 2007 • Lighten Your Work Load, Hire an Intern If you work alone or with a small team, it's a safe bet one of your biggest challenges (and frustrations) is dealing with details, managing all the day-to-day administrivia that's essential to staying in business but that keeps you from getting in front of more clients and prospects. Making more time for the things that only you can do
(like bringing in more assets) means identifying how
to eliminate, automate and delegate everything else
March 2007 • Catalog Your Best Material in a Knowledge Journal Do you ever find yourself wondering where the time in your day goes… and why you never seem to get as much done as you'd like? For too many people, one explanation is
looking for things they've created but can't find...
and then recreating that "lost" material from
scratch. January 2007 • Untangle the Web with Google's Newest Tool There's a reason many advisors steer clear
of the Web. It's called TMI -- too much information.
At 100,000,000 sites and counting, the Internet for them
is a distraction to be avoided, a black hole that pulls
them away from doing the stuff that pays the bills. December 2006 • How to Make Your New Year's Resolutions Stick New Year's and resolutions -- the two go hand in hand. Do you make them yourself? Research shows 4 in 10 of us do; some business-related, most individual. Three quarters last a week, two-thirds
a full month, and a little less than half (46%) until
the middle of the year or beyond. Put another way that
means 20% of those who say they’ll make an adjustment
of some kind actually follow through and do so. November 2006 • A Lesson in Systemizing the Client Experience Everywhere you turn these days someone's
writing about the customer experience. Understanding the
experience. Maximizing the experience. Creating the
experience. I don't know about you but too often those "expert" opinions
strike me as too academic, not real world. October 2006 • A Must-Have Tool for Minimizing Time Online Ever stop to consider how many hours a
month you spend online? Between managing email, monitoring
market activity, keeping up with client, prospect, and
competitor information -- not to mention everything else
you do with the Internet -- the total might surprise
you. September 2006 • Inexpensive Ways of Outsourcing to Increase Your Selling Time As I was wrapping up a presentation recently one of the attendees, Alan (an advisor with a regional brokerage firm), raised his hand. "I love your ideas on identifying
groups and sites that cater to the kind of clients I'm
interested in. Reading what they read, being where they
gather, plugging into their passions… it all makes sense.
But I'm a one-man band. I share a single sales assistant
with two other guys so she certainly doesn't have the
time to do what you're talking about. And frankly, I
don't think it's my role. My job is to bring in the business.
So, how do you recommend a guy like me get what you're
talking about done?" August 2006 • Monitor News for Money in Motion & Other Opportunities Last month's suggestion that
readers leverage Google News Alerts to keep up
with current events prompted enough questions about
how the services work to warrant some further explanation.
So here goes… July 2006 • Simple, Smart Ways to Enhance Your Referability The night before my MDRT presentation
in June, I sat in on a terrific talk by Bill Cates
of Referral Coach International titled "Referrals:
The Key to Building Your Business." Bill offered
a ton of practical how-to advice that got me thinking. June 2006 • Cut Time Spent Handling Email in Half Less time managing message flow means more time for selling. A
few months back I began coaching Frank (not his real
name), a 25-year veteran of the industry and owner
of a successful advisory practice in the Western
US. May 2006 • Find Useful Web Content Faster with A9 Let's play word association. When I say, "Web search," what's the first thing that comes to mind? Google? I thought so. The company's
done a masterful job of making its sites the first
(and often only) stop for millions of people going
online to gather information. Tough to beat their
simplicity and accuracy. April 2006 • Help Clients and Friends Leave a Legacy with Next in Line Ever hear someone share a poignant or funny situation from their past and think "they should write a book"? Unfortunately, few ever do. March 2006 • Network and Prospect More Effectively with One Great Tool Whether you're chatting with clients,
presenting to prospects, or schmoozing with centers
of influence, it pays to know the people you're talking
to. February 2006 • Learn to Repurpose Your Content Time flies and those who study where
it goes say most of us fall prey (at least on the job)
to three common culprits: digging around for information,
replicating answers for others, and failing to utilize
knowledge we've already developed. January 2006 • Lessons in Selling from a Seven Year Old Natural Once again I'm reminded how often the child teaches the parent. Last week my daughter came home
from second grade with this year’s Jump
Rope for Heart forms. (You may know it -- it’s
sponsored annually at schools across the country by
the American
Heart Association.) December 2005 • 5 Questions to Help You Build a Better Business in 2006 Want to hit the ground running
in the New Year? Begin sketching out the changes
you need to make now. That's what top performers
are doing even as you read this: creating time or
strategizing and pursuing a route to greater success,
and working with their team to implement those improvements
systematically. November 2005 • My 2¢ on Caring for Clients Anytime you can leverage a current
event (or better yet anticipate one) to remind clients
why they like doing business with you, you make a smart
marketing decision. Such an opportunity triggered my
first email Tip broadcast nearly five years ago, "A
10¢ Idea That's Really Worth Using." October 2005 • Monitor Sites to Make Timely Connections Timing is everything, especially
when it involves information that might give you a
leg up in closing a new account or expanding an existing
relationship. Knowing how to connect with people on
the basis of current headlines, happenings, or events
of interest to them is a powerful way to demonstrate
you understand their cares and concerns. Done effectively
it can make the difference between winning and losing
business. September 2005 • Don't Let Disasters Drive You Out of Business My best tips (in terms of reader
response) are usually tied to current events that underscore
their value. Hopefully that's the case with this month's
suggestion. As you read on and consider how ready you
are to handle disasters affecting your business or
home, I invite you to consider your clients, family,
friends, and colleagues as well. August 2005 • Solve the Prospecting Puzzle with Jigsaw Prospecting is a perennial hot topic
among advisors, wholesalers and others I work with.
People are always looking for sources of new
business. And while I’m a firm believer that referrals
from existing customers and clients generally provide
the best leads, there are other sources worth considering.
The tool highlighted this month is one of them. July 2005 • Cut Time Spent Typing with Copytalk This month’s tip involves one of
those "somebody’s already solved your problem" services
that can make life a lot easier... affordable call-in
transcription support to help you handle email and
other time-consuming tasks. Be sure to take a look
too at the announcement on our new custom webinar program.
And let me know if you or someone you know is planning
a fall meeting and looking for high-impact content
to deliver to attendees. June 2005 • Keep Useful Web Content from Getting Lost with Furl You’re surfing the Web. You find something valuable... an article, a press release, a list of contacts, an agenda for an upcoming conference, some background on a prospect you’ve been courting, whatever. What do you do? May 2005 • Cultivate Media Contacts to Increase Your Visibility One of my favorite real-life success
stories in Winning
Clients in a Wired World came from Lynn McIntire,
a financial advisor in Dallas, TX. In it, Lynn relates
how she applied and used ideas I’d presented on cultivating
centers of influence to build solid relationships with
two media outlets in Dallas. Her efforts led to multiple
appearances on local television, at a cost of less
than $50 out of pocket and some time brainstorming
ideas and setting up a contact system. (You can read
her story on pages 108 and 109 of Winning Clients.) April 2005 • Prospect Through Other Professionals My February and March issues outlined ways to leverage the Web to zero
in on your target market. This month we're going to
look at some real life examples. March 2005 • Use Association Sites to Speed Up Your Prospecting How many times have you heard that
networking with other professionals, speaking, and
writing are proven paths to prospecting success? The
challenge is learning how and where to uncover those
opportunities so you can capitalize on them when they
occur. February 2005 • Find Your Target Market Online with the ASAE If your responsibilities include
sales, marketing or managing relationships, at some
point you’ve probably gone online for insight on niches
you target. But at over 8 billion pages of content
and growing, finding that information on the Web isn’t
always easy. |
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