Improve the effectiveness of your sales and marketing programs and presentations with these resources.

[Articles] [Books & Tapes] [Presentation Tools] [Research] [Coaching] 

• Wave Marketing - How Not to Fail at Your Marketing Professional advisors and sales people in America face a gigantic wall of interference every day. That wall has been there for a long time. Have you felt it? Michael Lovas describes causes for failure and what you can do to correct it.
  November, 2000
  
• The Secret to Selling Term Life Through the Mail Michael Lovas describes how developing a psychological/language profile of a target market helps fine-tune your marketing efforts.
  August, 2000
  
• Garage.com's Bootcamp for Startups: Garage.com is king of the hill when it comes to training entrepreneurs in how to become millionaires in the startup arena. Michael Lovas, Resource Review Editor, provides a review of a recent conference sponsored by Garage.com. The panel of experts included some of the world's most respected venture capitalists, attorneys, authors, angel investors, marketing experts, executive recruiters, and successful entrepreneurs. These experts offer practical advice on turning a great idea into an effective business before someone else does.
  June, 2000
  
• Developing Digital Customer Loyalty: Michael Lovas, Resource Review Editor, provides a review of this 2-Day conference sponsored by the Yankee Group. Speakers at the conference included representatives from Amazon.com, Landsend, 3M, Ticketmaster.com, Smarterkids.com, and many others. Michael shares some of the tips and ideas from the conference, along with information on attending the next one.
  June, 2000
  
• The Single Biggest Difference Between Big Producers and the Rest: Many average producers have an idea that really large producers have some advantage--an innate talent for selling, a better education, more family contacts, a friend who is the CFO at a Fortune 500 company. Here's the way it really works: because the large producer is a large successful producer, the CFO at the Fortune 500 company wants to do business with him and refer his colleagues to him. So, what's the real reason for his or her success? Larry Klein of NF Communications, Inc. shares his insight on how to put yourself in the Big Producer category.
  May, 2000
  
• How to Explain What You Do: How do you explain to prospects what you do and why they should be doing this with you? Solve this problem and you will be solidly on your way to establishing sales with prospects that might otherwise tune you out before the second interview begins. John Melchinger, The Marketing Coach (tm), outlines a few marketing techniques.
  February, 2000
  
• Non-Jargon Marketing: No one will deny that many life insurance concepts are complex and hard to explain. Don't fall into the trap of confusing your client with insurance marketing jargon. John Melchinger, The Marketing Coach (tm), offers some ideas to help simplify the communication process.
  February, 2000
  
 
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• General Business Best Sellers - check out our extensive list of business best sellers, available through amazon.com
  
• Sales and Marketing Books - we've compiled a great list of books to assist your sales and marketing efforts
  
• Insurance Industry Books - purchase books on various insurance topics, from basic handbooks to complex insurance law guides
  
• Kinder Brothers - offers sales, management and marketing books/videos
  
• MDRT - educational materials for motivation, prospecting, designing, closing and more
• National Underwriter - offers field guides, Tax Facts handbook, marketing concept guides, etc.
  
 
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• AFS - supplemental benefit plans, COLI and deferred compensation analysis software
  
• Brentmark Software - estate, financial, and retirement planning software
  
• Cheshire Software - high quality, easy-to-use financial planning software
  
• Financial Profiles - sales presentation tools and needs analysis software
  
• First Financial Software - financial planning software
  
• Full Disclosure - compare Universal Life, Variable Life, Whole Life and Survivorship policies from the top carriers. Provides comprehensive product information as well as sample premiums and values.
  
• Impact Technologies - Estate, Business and Retirement Planning software
  
• Insmark - sales presentation and needs analysis software, including the popular InsGift and Documents on Disk, download updates
  
• LUTC's Virtual Marketing Department - customizable sales presentations, one-pagers, tables, specimen documents, etc. - $19.95/month (30 day free trial)
  
• Money Tree - financial planning and retirement planning software
  
• Morningstar's Principia Pro - Morningstar Principia Pro for Variable Annuities/Life offers you complete performance and operations information on more than 350 policies, plus more than 100 categories of information for more than 8,000 subaccounts
  
• NaviPlan - financial planning software
  
• Number Cruncher - order this popular program with over 55 estate, retirement and business planning calculators; planning books and tapes also available
  
• Philanthrotec - charitable estate planning and planned giving presentation software
• Sterling Wentworth - sales presentation, client profiler, and needs analysis software
  


• VitalSigns - provides a quick, easy way to assess and present the financial strength of life insurance carriers. Financial data and ratings on over 400 companies are displayed in easy-to-read, printable reports and graphs. Download the latest update from their website!
  
• VitalTerm - LifeLink Corporation's powerful term insurance comparison and information system
  
• Wiesenberger - investment analysis software

 
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• Dun & Bradstreet's Companies Online - search for information on over 100,000 public and private companies; order background business reports ($20)
• Hoovers - get free information about public and private companies; additional in-depth information with membership ($14.95/month)
  
• InfoUSA - business and consumer mailing lists, customer analyzer tools, small business resources, free directory assistance
  
• SEC EDGAR Database - online mutual fund prospectuses, proxies and other government filings
  
 
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• About People - Helping individuals, teams and organizations reach their full potential
• American Business Visions - American Business Visions is dedicated to helping financial professionals work smarter and take control of their businesses, resulting in financial independence and personal freedom.
• Bill Bachrach's Value Based Selling - Bill Bachrach is the author of The Art of Values Based Selling; offers coaching programs and speakers services
  
• NF Communications - Learn about marketing programs that can take you into the big producer category.
• Strategic Coach - find out to how to enroll in Dan Sullivan's popular Strategic Coach programs and order his books and tapes
  
 
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