From: Peter Hensley Subject: [vb_academy] Tape Recorder Date: 03 Jun 2000 01:18:44 +1200 G'day all Peter Hensley from New Zealandf requesting assistance could some one please write and tell me the name of the tape recorder suggested at the academy. I did write it down (of course) but have misplaced that piece of paper. PLEASE HELP Peter H mailto:peter@moneypeople.co.nz - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: Re: [vb_academy] Tape Recorder Date: 01 Jun 2000 20:07:17 -0600 Peter Hensley wrote: > > G'day all > > Peter Hensley from New Zealandf requesting assistance > > could some one please write and tell me the name of the tape recorder > suggested at the academy. I did write it down (of course) but have > misplaced that piece of paper. > > PLEASE HELP > > Peter H > mailto:peter@moneypeople.co.nz > Hello Peter, The Model is the Marantz PMD 222. Bill said you can call the San Diego number 858-467-7111 to purchase it. Also, I found a web-page: http://www.superscope-marantzpro.com/Marantz/portables/workhorse.htm Regards, Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Ronald Brown Subject: Re: [vb_academy] Tape Recorder Date: 02 Jun 2000 12:18:26 -0700 Dear Peter, The phone # is 858-467-7111. Your friend Ron Brown, Fort Collins, Colorado. Peter Hensley wrote: > G'day all > > Peter Hensley from New Zealandf requesting assistance > > could some one please write and tell me the name of the tape recorder > suggested at the academy. I did write it down (of course) but have > misplaced that piece of paper. > > PLEASE HELP > > Peter H > mailto:peter@moneypeople.co.nz > > - > To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" > with "unsubscribe vb_academy" in the body of the message. > To see other list commands, send "help" to the same address. Do > not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Tape Recorder Date: 02 Jun 2000 20:07:26 -0400 this is a wonderful machine ... a definite buy. hey, on a separate note, apparently there was not enough interest in the audio recording of the academy to warrant making copies .... but it is close, so anyone who wants it ... call Bill's office ... soon!!! C Cameron Passmore P | W | L Capital inc. 265 Carling Avenue, Suite 401 Ottawa, ON K1S 2E1 Tel: 613-237-5544, Fax: 613-237-5949 1 800 230-5544 (Canada & U.S.A.) E-mail: cpassmore@pwlcapital.com -----Original Message----- Sent: June 1, 2000 10:07 PM Peter Hensley wrote: > > G'day all > > Peter Hensley from New Zealandf requesting assistance > > could some one please write and tell me the name of the tape recorder > suggested at the academy. I did write it down (of course) but have > misplaced that piece of paper. > > PLEASE HELP > > Peter H > mailto:peter@moneypeople.co.nz > Hello Peter, The Model is the Marantz PMD 222. Bill said you can call the San Diego number 858-467-7111 to purchase it. Also, I found a web-page: http://www.superscope-marantzpro.com/Marantz/portables/workhorse.htm Regards, Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: [vb_academy] audio tapes of vb academy Date: 03 Jun 2000 15:53:44 PDT Hi all, Wonder if it would be OK if you work for a company to order extras audio tapes to share with your co-workers? My vice president of first year advisors has ordered the mastery selling set consisting of book, videos and audios. It would be awesome if he could order the audio of the last academy too. Haven't talked to him about this yet. I will order my own. Donna T. Carter ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Don Riggs Subject: Re: [vb_academy] Tape Recorder Date: 05 Jun 2000 14:14:29 -0700 Marantz PMD 222. Call 858-467-7111 Peter Hensley wrote: > G'day all > > Peter Hensley from New Zealandf requesting assistance > > could some one please write and tell me the name of the tape recorder > suggested at the academy. I did write it down (of course) but have > misplaced that piece of paper. > > PLEASE HELP > > Peter H > mailto:peter@moneypeople.co.nz > > - > To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" > with "unsubscribe vb_academy" in the body of the message. > To see other list commands, send "help" to the same address. Do > not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: [vb_academy] eye-opener Date: 06 Jun 2000 15:16:56 -0400 Hi everyone, Another first for me ... I just listened to a tape of my first VBS interview .. and let me tell you .... What a humbling experience! (And I thought afterwards that it was an excellent interview!!) Only goes to show that mastering this game will take a ton of practice and support. I also realized how much data I have missed in past interviews. If anyone is anxious about firing up the old Marantz .... Don't be ... it's great. Cameron in Ottawa. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Don Riggs Subject: [vb_academy] financial planning software Date: 06 Jun 2000 16:35:27 -0700 A friend of mine who purchased the V.B. selling kit sent me information about a financial planning software packet that is about a third of the price as Financial Profiles with a $10 per month admin fee. My friend went to a financial profile workshop in San Diego a few months ago and thought it was too much. He is in a 14 day free trial and is doing some financial plans over the next few days. You can get a free download at their web sight. www.fplan.com He like the simplicity of their software. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Don Riggs Subject: [vb_academy] resources for mailings to Great Client and referrals Date: 06 Jun 2000 16:41:14 -0700 Has anyone started coming up with resources for articles to mail our clients and referrals yet? I think we can help out each other a lot in this process. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: VOEGT@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 07 Jun 2000 13:42:19 EDT I cant get the one recomended in the UK. I got the Sony WMD6C Proffesional which I am now useing. Its very good. Regards WIlliam Voegt. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: TCofCInd@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 07 Jun 2000 20:46:06 EDT William, I think the (professional) model will do a great job for you. Good luck with your first few recorded interviews. Also, could you please give me the details on the changes in the UK which brought about the departure of a large number of insurance agents and or registered reps from the ranks? What are those people doing now? Thanks and Best Wishes! Charlie Hoffman (Franklin, Indiana) - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: VOEGT@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 08 Jun 2000 10:22:32 EDT Charlie, Yes, I really like the recorder. I have taped two interviews now. One has since closed business that the client had originally declined to do! We were hit by a double whammy here in the UK. New legislation meant all advisors now had to have passed a series of exams. These exams were not easy and a great many agents simply could not pass, so had to leave the industry. At the same time full commission disclosure became law i.e. An agent must disclose the full commission he will receive prior to an application being signed, In five years the number of agents has fallen from 250,000 to 50,000. Best wishes. William - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Tape Recorder Date: 08 Jun 2000 10:29:50 -0400 That is incredible! Cameron Passmore, CIM, FCSI P | W | L Capital inc. 265 Carling Avenue, Suite 401 Ottawa, ON K1S 2E1 Tel: 613-237-5544, Fax: 613-237-5949 1 800 230-5544 (Canada & U.S.A.) E-mail: cpassmore@pwlcapital.com Website : www.pwlcapital.com -----Original Message----- Sent: Thursday, June 08, 2000 10:23 AM Charlie, Yes, I really like the recorder. I have taped two interviews now. One has since closed business that the client had originally declined to do! We were hit by a double whammy here in the UK. New legislation meant all advisors now had to have passed a series of exams. These exams were not easy and a great many agents simply could not pass, so had to leave the industry. At the same time full commission disclosure became law i.e. An agent must disclose the full commission he will receive prior to an application being signed, In five years the number of agents has fallen from 250,000 to 50,000. Best wishes. William - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: TCofCInd@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 08 Jun 2000 13:57:48 EDT William, Thanks for the update. That is a truly significant change to go from 250,000 agents down to 50,000 in five years. These agents were (earlier) qualified to provide (sell) a client life insurance and/or mutual funds, as well? What has this done to or for your business, William? Best Wishes, Charlie Hoffman - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: TCofCInd@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 08 Jun 2000 14:12:14 EDT Cameron, I agree. That makes the inquiries I get about why I recommend MFS' Mass Financial Growth instead of Vanguard S&P 500 (Answer: "with MFS MIG, you get me!) seem pale in comparison to full commission disclosure. By the way, Cameron, how are you compensated? I am a Registered Investment Advisor but 99% of the time I am compensated by commission. That will change July 1 when I start charging for financial plans using the Financial Road Map, Financial Profiles, etc. Good to "talk" with all of you. I can't tell you how great I thought the VBS Academy was and the ability to stay in touch with you all, regardless of where you are. By the way, I know we only had three days and I do not need to be critical BUT, one thing that would have helped me would have been to examine a couple of "return trip" presentations. SO...to that end, would a couple of SHORT, SIMPLE case studies be in order? Your thoughts, please? Later, Charlie Hoffman - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Tape Recorder Date: 08 Jun 2000 14:30:47 -0400 We are in the middle of the oft-discussed transition from commission to fees. I am a huge believer in fee-based, and loving the transition. We are able to look all any investment option, including all the wonderful new index units, and are able to build beautiful portfolios. We do not charge for the plan currently, but do charge fees on assets. We however, do not yet o as thorough a plan as we should, according to Bill. We do however a rather thorough investment plan for clients. C in O Cameron Passmore, CIM, FCSI P | W | L Capital inc. 265 Carling Avenue, Suite 401 Ottawa, ON K1S 2E1 Tel: 613-237-5544, Fax: 613-237-5949 1 800 230-5544 (Canada & U.S.A.) E-mail: cpassmore@pwlcapital.com Website : www.pwlcapital.com -----Original Message----- Sent: Thursday, June 08, 2000 2:12 PM Cameron, I agree. That makes the inquiries I get about why I recommend MFS' Mass Financial Growth instead of Vanguard S&P 500 (Answer: "with MFS MIG, you get me!) seem pale in comparison to full commission disclosure. By the way, Cameron, how are you compensated? I am a Registered Investment Advisor but 99% of the time I am compensated by commission. That will change July 1 when I start charging for financial plans using the Financial Road Map, Financial Profiles, etc. Good to "talk" with all of you. I can't tell you how great I thought the VBS Academy was and the ability to stay in touch with you all, regardless of where you are. By the way, I know we only had three days and I do not need to be critical BUT, one thing that would have helped me would have been to examine a couple of "return trip" presentations. SO...to that end, would a couple of SHORT, SIMPLE case studies be in order? Your thoughts, please? Later, Charlie Hoffman - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: TCofCInd@aol.com Subject: Re: [vb_academy] Tape Recorder Date: 08 Jun 2000 15:38:27 EDT Cameron, Thanks for the update. My plans for my clients are improving as well. Partly due to the many tips and techniques I picked up at VBSA and also in part to a series of classes I have been taking through LUTC. For instance, I am not P&C licensed but I can now read the Homeowners and the Auto policies and determine if deductibles are in order, is there property that the client thought was fully insured (guns, jewelry, cameras..) that should be scheduled, etc. Knowledge is not like a fifty pound field pack; you can carry knowledge around all day and it doesn't wear you out! Later, Charlie Hoffman - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Tape Recorder Date: 08 Jun 2000 15:57:05 -0400 Hey everyone, Here is something I added to my office this afternoon, and it is blowing away others here in the office. I went and bought a cordless mouse and keyboard (Logitech, $135 CDN, with very cool I-touch technology) and hooked up an old monitor we had, and placed the monitor next to the round client table in my office. (remember, no corners) I then hooked the second monitor up to my PC, with a simple switch, and presto, I am now able to do interactive planning with clients while they are here, on the second monitor which is next to them. I found that in the past I would do a printed plan and a client would ask, "but what if I want to retire earlier?" This enables me to do it with them live. It also enables me to shown nice visuals of different things. I know Bill is not a fan of more info, and I am a huge convert on this, but I think this will help to create an awesome client experience. I put the monitor next to my Marantz tape recorder. Also, being cordless, it looks like I am quite a techie. Remember, looking comfortable with your tools looks more professional. Something to consider. The whole thing, even if I had to buy a new monitor, would be less than $400 CDN, so about $225 U.S. I felt it was worth the $. Happy VBS. C in O - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: [vb_academy] quiet Date: 14 Jun 2000 11:57:21 -0400 Pretty quiet out there ... anyone have anything to report? Cameron - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: [vb_academy] Re: Activity Date: 15 Jun 2000 08:25:35 +1200 Peter Hensley from NZ reporting It has taken some time, however today is the day the equipment has been bought (new data show and digital tape recorder) new ad written for seminar , new workbook written, new seminar written, ad been placed, registrations are full with a waiting list, clients paying to attend seminar, diary photocopied for clients to write in suitable appointment times, (they were warned about this when registrations were sent out), Thunderbirds are GO It all comes together in 10 hours time will report on progress Regards Peter H - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Re: Activity Date: 14 Jun 2000 16:38:14 -0400 How many people Peter? Cameron -----Original Message----- Sent: Wednesday, June 14, 2000 4:26 PM Peter Hensley from NZ reporting It has taken some time, however today is the day the equipment has been bought (new data show and digital tape recorder) new ad written for seminar , new workbook written, new seminar written, ad been placed, registrations are full with a waiting list, clients paying to attend seminar, diary photocopied for clients to write in suitable appointment times, (they were warned about this when registrations were sent out), Thunderbirds are GO It all comes together in 10 hours time will report on progress Regards Peter H - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: Re: [vb_academy] Re: Activity Date: 15 Jun 2000 08:39:10 +1200 I limited the seminar to 15 as experience has shown me that too many is a receipe for failure (you cannot attend to them all), also they have been free (so am weeding them out before they get here) also have seven on the witing list so am pretty pleased considering my ad went in the paper on the same day as a competitor, hers was free and she got 220 (had an outside speaker) - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Re: Activity Date: 14 Jun 2000 16:44:54 -0400 And you have one each month? Cameron Passmore, CIM, FCSI P | W | L Capital inc. 265 Carling Avenue, Suite 401 Ottawa, ON K1S 2E1 Tel: 613-237-5544, Fax: 613-237-5949 1 800 230-5544 (Canada & U.S.A.) E-mail: cpassmore@pwlcapital.com Website : www.pwlcapital.com -----Original Message----- Sent: Wednesday, June 14, 2000 4:39 PM I limited the seminar to 15 as experience has shown me that too many is a receipe for failure (you cannot attend to them all), also they have been free (so am weeding them out before they get here) also have seven on the witing list so am pretty pleased considering my ad went in the paper on the same day as a competitor, hers was free and she got 220 (had an outside speaker) - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: Re: [vb_academy] Re: Activity Date: 15 Jun 2000 08:46:18 +1200 Cameron The plan is to have one per month I have not had one for seven months because new clients are just turning up by themselves, I am planing to get that under control educate them at the seminar and then that makes the next step more structured and greater potential for income - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Cameron Passmore Subject: RE: [vb_academy] Re: Activity Date: 14 Jun 2000 16:57:52 -0400 Good for you!!!!! C -----Original Message----- Sent: Wednesday, June 14, 2000 4:46 PM Cameron The plan is to have one per month I have not had one for seven months because new clients are just turning up by themselves, I am planing to get that under control educate them at the seminar and then that makes the next step more structured and greater potential for income - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: eric@gemmerasset.com (eric@gemmerasset.com) Subject: RE: [vb_academy] Re: Activity Date: 14 Jun 2000 14:39:04 -0700 Hello all! Like all of you, I am excited about putting the skills from the Academy to work and I am excited to have this pool of people to correspond with. However, sorry to rain on the parade here, but I need to pass along a little list-serv etiquette so that we all can focus on what is important to us and our clients, rather than reading volumes of email messages. Sorry, but the gratuitous "thank you's" and "attaboys" do not warrant sending an email message to the whole group. Please feel free to respond directly to the writer since their email address is almost always included. I want to encourage this valuable discussion, so let's just raise the bar a little and this will be a great tool for all of us! Thanks, Eric Flett eric@gemmerasset.com -----Original Message----- [mailto:owner-vb_academy@lists.xmission.com]On Behalf Of Cameron Passmore Sent: June 14, 2000 1:58 PM Good for you!!!!! C -----Original Message----- Sent: Wednesday, June 14, 2000 4:46 PM Cameron The plan is to have one per month I have not had one for seven months because new clients are just turning up by themselves, I am planing to get that under control educate them at the seminar and then that makes the next step more structured and greater potential for income - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: [vb_academy] Fwd: trying again Date: 18 Jun 2000 19:45:44 PDT ----Original Message Follows---- This message was created automatically by mail delivery software. A message that you sent could not be delivered to all of its recipients. The following address(es) failed: y@xmission.com: unknown local-part "y" in domain "xmission.com" ------ This is a copy of the message, including all the headers. ------ Return-path: Received: from [198.60.22.7] (helo=lists.xmission.com) by mail.xmission.com with esmtp (Exim 3.03 #3) id 133rCi-0000ju-00 for y@xmission.com; Sun, 18 Jun 2000 20:22:24 -0600 Received: from [209.185.131.72] (helo=hotmail.com) by lists.xmission.com with smtp (Exim 2.12 #2) id 133rCi-00007k-00 for y@lists.xmission.com; Sun, 18 Jun 2000 20:22:24 -0600 Received: (qmail 35969 invoked by uid 0); 19 Jun 2000 02:22:21 -0000 Message-ID: <20000619022221.35968.qmail@hotmail.com> Received: from 63.28.28.200 by www.hotmail.com with HTTP; Sun, 18 Jun 2000 19:22:21 PDT X-Originating-IP: [63.28.28.200] Mime-Version: 1.0 Content-Type: text/plain; format=flowed Hi all, Shortly after I came back from the vb academy, I wrote to you all re:"selling" as I struggled to separate the traditional selling methodology from values based. I also talked with Lisa Kalisan (Bill's associate) and sent her an email. She forwarded it to Bill and following is his response which I just received. ----Original Message Follows---- CC: Lisa@bachrachvbs.com Hi Donna: I hope this email is better late than never. From what I read you have a good handle on what VBS is all about and how it replaces old-school sales methods. It's really quite simple: Do FRMs with every client and prospect. Get hired to create a plan for them. Write the plan. Give them advice based on the plan, their goals, and what's important to them. Implement. What your leaders want is production. And so do you. Values-Based Financial Planning and being a Trusted Advisor is highly productive. As far as your products are concerned, I agree that you must be very knowledgeable about your products and services in order to best serve your clients. You are on the right path. Keep up the good work. Yours in success, BB ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: [vb_academy] N Z __ Down Under Date: 21 Jun 2000 22:26:09 +1200 G'day all Peter Hensley, The Money People Ltd from New Zealand reporting As per previous reports, the seminar went like clockwork, maybe a little over time, however that will be adjusted, the punters filled in the appointment book on the way out and paid for attending. The tape recorder, along with the raod map has been excellent. I had been informed that one customer was just doing me a courtesy by dropping in, as they had been promised free entry for their 150,000 by a competitor, the values staircase and goals conversation was a little rough (first time for me) however I could notice the wife sit upright (she went first) and pay close attention, That alone got me the business (and I did charge them) so What can I say, if you haven't practiced on a real prospect, you should. Keep up the great work Regards - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: Re: [vb_academy] audio tapes of vb academy Date: 21 Jun 2000 03:45:43 -0600 donna carter wrote: > > Hi all, > Wonder if it would be OK if you work for a company to order extras audio > tapes to share with your co-workers? My vice president of first year > advisors has ordered the mastery selling set consisting of book, videos and > audios. It would be awesome if he could order the audio of the last academy > too. Haven't talked to him about this yet. I will order my own. > > Donna T. Carter Hi Donna, I spoke with Bill's office last week. They informed me that the tapes have been ordered eventhough there weren't enough people buy the tapes. Apparently, it was Bill's call. Thank you Bill! Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: [vb_academy] A great VBS day! Date: 21 Jun 2000 04:25:00 -0600 Hello everyone! Yesterday I had a great day! The story starts last week when I met with a man named Pat for our first meeting. Although I have been implementing many parts of VBS for 4 months (values conversation and the roadmap), I have not been totally on board and have been leaving out parts (the pre-commitment, the commitment to write a plan, and the commitment to implement) that I wasn't comfortable with. However, after the Academy, I resolved to "master instead of modify" all of VBS. My first chance was with Pat. Although I could have done better, by the end of our first meeting, I could tell that we were on a whole new level. Yesterday, we met for our second meeting. By this time, I knew that he was working with two other competing professionals: a stock broker and financial planner. Despite our good first meeting, I didn't feel very optimistic that we would end up working together, but I decided that I would use the opportunity to use VBS to really focus on Pat's concerns. I had the best VBS 2nd meeting I've ever had! The results? He hired me to implement his plan, he fired his other advisors, and he walked out of my office with a couple of amazing comments: First, he said, "Finally, I found someone that understands me and can talk to my attorney and CPA for me...". I realized that Pat has been bouncing around between other professionals trying to find someone who really understood what was important to him. There is a touch of irony in regards to the financial planner that Pat "fired". I was introduced to the book "Values Based Selling" through the Principle of this competing firm. I imagine that every person in the competing firm has a copy of the book on their shelf. However, to their detriment, my competition either isn't using it, or has not mastered it. The final thing Pat said as he left was, "I'm excited! At last I feel like I'm on track with a real financial and savings plan!" The ironic thing here is that the competing financial planner had already written a financial plan for Pat using Financial Profiles, the same software I use. Yet, Pat made a comment in the first interview that "I don't feel like I have a financial or saving plan". How could Pat have felt like he didn't have a financial plan when he walked into my office with a plan very similar to one I would have written for him? The difference was that Pat didn't feel the emotional connection between what is important to him, and the plan this other professional created for him. He didn't feel like the competing professional truly understood him. By the way, during the first interview I didn't pick up on Pat's comment about not feeling like he had a financial plan until I listened to the recording of our first interview while preparing for our second meeting. Thank you my friend, the tape recorder! Although I have recorded many first interviews, amazingly, this is the first recording I've listened to all the way through. It was also the first time I've listened to the tape BEFORE the 2nd interview (pretty dumb, huh). My experience was similar to Cameron who said listening to yourself is humbling. Even though it was my best VBS 1st interview to date, there is certainly a long ways to go -- I talked way too much, and was appalled to hear myself actually cut Pat off a couple of times! After my meeting with Pat, I met with an existing client named Heather. We were getting together for our first statement review. The purpose of the meeting was to teach her to read her statements and to tie up some other loose ends. Before the meeting with Heather, I resolved that for the first time, I was going to ask for referrals. It was definitely out of my comfort zone. However, again I was amazed. To prepare, I read chapter 9 of Bill's book, and listened to the corresponding audio tapes. Frankly, I butchered the execution of the dialogue. Still, it ended up feeling very natural. The results? Heather referred me to 5 prospective ideal clients. Most amazing was her attitude during the process. She wasn't offended or reluctant in the least -- in fact, she was enthusiastic about it. She said that she has already been trying to convince these people to come see me! Once again, my fears of fully implementing all of VBS were unfounded! What a day! I feel so good about VBS as a tool to serve my clients and build my practice! My resolve to fully master VBS received a real shot in the arm yesterday! I happened across a quote in Bill's book that is good to end on: "I will do whatever it takes, for however long it takes, until I get the results I want. It is impossible for me to fail because I use all feedback -- good and bad -- as information to help me become even better. You will see me standing proud at the end of my journey, or you will find me dead on the side of the road that leads there." Best Regards, Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: [vb_academy] Re: A great VBS day! Date: 22 Jun 2000 08:59:43 +1200 Jeff Excellent story Way to go There must be more inspiring examples out there It is great to (1) be in the story (2) hear and share Peter Hensley Sunny N Z - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Don Riggs Subject: Re: [vb_academy] A great VBS day! Date: 22 Jun 2000 12:50:02 -0700 Jeff: Your story is very inspirational. Thanks for sharing. Don Riggs Jeff Salisbury wrote: > Hello everyone! > > Yesterday I had a great day! > > The story starts last week when I met with a man named Pat for our first > meeting. Although I have been implementing many parts of VBS for 4 > months (values conversation and the roadmap), I have not been totally on > board and have been leaving out parts (the pre-commitment, the > commitment to write a plan, and the commitment to implement) that I > wasn't comfortable with. However, after the Academy, I resolved to > "master instead of modify" all of VBS. My first chance was with Pat. > Although I could have done better, by the end of our first meeting, I > could tell that we were on a whole new level. > > Yesterday, we met for our second meeting. By this time, I knew that he > was working with two other competing professionals: a stock broker and > financial planner. Despite our good first meeting, I didn't feel very > optimistic that we would end up working together, but I decided that I > would use the opportunity to use VBS to really focus on Pat's concerns. > I had the best VBS 2nd meeting I've ever had! The results? He hired me > to implement his plan, he fired his other advisors, and he walked out of > my office with a couple of amazing comments: > > First, he said, "Finally, I found someone that understands me and can > talk to my attorney and CPA for me...". I realized that Pat has been > bouncing around between other professionals trying to find someone who > really understood what was important to him. There is a touch of irony > in regards to the financial planner that Pat "fired". I was introduced > to the book "Values Based Selling" through the Principle of this > competing firm. I imagine that every person in the competing firm has a > copy of the book on their shelf. However, to their detriment, my > competition either isn't using it, or has not mastered it. > > The final thing Pat said as he left was, "I'm excited! At last I feel > like I'm on track with a real financial and savings plan!" The ironic > thing here is that the competing financial planner had already written a > financial plan for Pat using Financial Profiles, the same software I > use. Yet, Pat made a comment in the first interview that "I don't feel > like I have a financial or saving plan". How could Pat have felt like > he didn't have a financial plan when he walked into my office with a > plan very similar to one I would have written for him? The difference > was that Pat didn't feel the emotional connection between what is > important to him, and the plan this other professional created for him. > He didn't feel like the competing professional truly understood him. > > By the way, during the first interview I didn't pick up on Pat's comment > about not feeling like he had a financial plan until I listened to the > recording of our first interview while preparing for our second > meeting. Thank you my friend, the tape recorder! Although I have > recorded many first interviews, amazingly, this is the first recording > I've listened to all the way through. It was also the first time I've > listened to the tape BEFORE the 2nd interview (pretty dumb, huh). My > experience was similar to Cameron who said listening to yourself is > humbling. Even though it was my best VBS 1st interview to date, there > is certainly a long ways to go -- I talked way too much, and was > appalled to hear myself actually cut Pat off a couple of times! > > After my meeting with Pat, I met with an existing client named Heather. > We were getting together for our first statement review. The purpose of > the meeting was to teach her to read her statements and to tie up some > other loose ends. > > Before the meeting with Heather, I resolved that for the first time, I > was going to ask for referrals. It was definitely out of my comfort > zone. However, again I was amazed. To prepare, I read chapter 9 of > Bill's book, and listened to the corresponding audio tapes. Frankly, I > butchered the execution of the dialogue. Still, it ended up feeling > very natural. The results? Heather referred me to 5 prospective ideal > clients. Most amazing was her attitude during the process. She wasn't > offended or reluctant in the least -- in fact, she was enthusiastic > about it. She said that she has already been trying to convince these > people to come see me! Once again, my fears of fully implementing all > of VBS were unfounded! > > What a day! I feel so good about VBS as a tool to serve my clients and > build my practice! My resolve to fully master VBS received a real shot > in the arm yesterday! > > I happened across a quote in Bill's book that is good to end on: > > "I will do whatever it takes, for however long it takes, until I get the > results I want. It is impossible for me to fail because I use all > feedback -- good and bad -- as information to help me become even > better. You will see me standing proud at the end of my journey, or you > will find me dead on the side of the road that leads there." > > Best Regards, > > Jeff > > - > To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" > with "unsubscribe vb_academy" in the body of the message. > To see other list commands, send "help" to the same address. Do > not use quotes in your message. - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: Re: [vb_academy] A great VBS day! Date: 22 Jun 2000 20:34:14 PDT Jeff, What wonderful news. It's exciting to hear the stories of what is working. In you email to us you commented on a second meeting. I have a question. How many meetings do you have with clients and what do you do in each meeting? Looking forward to hearing from you. Donna T. Carter ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: Re: [vb_academy] A great VBS day! Date: 24 Jun 2000 08:11:22 -0600 donna carter wrote: > > Jeff, > What wonderful news. It's exciting to hear the stories of what is working. > In you email to us you commented on a second meeting. I have a question. > How many meetings do you have with clients and what do you do in each > meeting? > > Looking forward to hearing from you. > > Donna T. Carter Hi Donna, In the first meeting, I pretty much strive for Bill Bachrach's ideal first meeting. However, while Bill advocates a 2nd meeting that is short on explanations and presentations, and is long on filling out applications and implementing their plan, I've found that Bill's second meeting stretches into two appointments in my case. In other words, my 2nd meeting is where I present their plan and answer their questions. Then we have a third meeting where we sit down and sign applications and they write checks. My goal, however, is to consolidate my 2nd and 3rd meetings into one meeting just as Bill advocates. As I get better at not over-explaining things, and as my support staff comes up to speed having applications ready to go, I expect to consolidate my 2nd and 3rd meetings... After my clients have implemented their plan, I get them back in the office 2-3 months later for a statement review (teach them how to read their statements) and to answer any other questions they have. After the initial statement review, I'll contact them 2-4 times a year in person, and I also mail them a monthly newsletter. Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: [vb_academy] VBS Date: 27 Jun 2000 04:48:21 +1200 G'Day all I have just finished listening to my second ever taped interview with a roadmap. At the academy I often heard the comment of the underlying power beneath the vbs technique and road map. I have just witnessed that potential for the second time. The clients have rung back and engaged me for a plan. They (the interview) started out very ho hum and once we started with the lady (very submissive) it was excellent. The opportunity for her to give me her opinion (Uninterrupted by the over bearing husband) clinched the deal. It gave her power (and she enjoyed it) WAY TO GO Peter Hensley New Zealand - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: [vb_academy] Values conversation Date: 27 Jun 2000 14:38:51 PDT Hi all, Last week I conducted two interview where I was able to get the people off the track of telling me what their goals were. I sold a plan to one but he knows me personally. It was no surprise to me that when I went up the staircase for the other and asked for precommittment to continue that he responded "maybe" and of course they are going to "think about it". Does anyone have any bridging comments that would help? Donna T. Carter ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: VOEGT@aol.com Subject: Re: [vb_academy] Values conversation Date: 27 Jun 2000 17:47:13 EDT Donner. Dont be afraid to walk away from the sale! Now .....if I cant get pre-commitment I STOP. You must get pre-commitment. If whats most important to the prospect is not enough ...WALK. Your prospects start to take notice when u stop selling and start advising..Hope that helps. William - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: VOEGT@aol.com Subject: Re: [vb_academy] Values conversation Date: 27 Jun 2000 17:58:41 EDT Donner, Dont be afraid to walk away from the sale. If u cant get pre-commitment dont continue.If u cant get pre-commitment with a plan that will enable your prospect to achieve all that's important to them as well as achieving their most important financial goals u have no chance.They r not taking u seriously. Be an advisor not a salesperson. Hope that helps. William - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: Re: [vb_academy] Values conversation Date: 27 Jun 2000 15:07:34 PDT Thank you, William. The problem is not that I'm afraid to walk away from the sale but I feel that I could have bridged the What's important about _____to you question better. I saw that he can gotten off track and was focused on goals and I didn't know how to get him to talk about his values. Each succeeding response just got deeper into his goals. I could tell that he hadn't shared anything with me that could be a big motivator to take action. Do you literally stop the interview when you don't get precommittment? What do you say? Thank you for your quick response. Donna - ---Original Message Follows---- Reply-To: vb_academy@lists.xmission.com Donner. Dont be afraid to walk away from the sale! Now .....if I cant get pre-commitment I STOP. You must get pre-commitment. If whats most important to the prospect is not enough ...WALK. Your prospects start to take notice when u stop selling and start advising..Hope that helps. William - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: [vb_academy] Fellow American Express Financial Advisor Date: 27 Jun 2000 18:53:10 PDT Hi I didn't get your card and my memory doesn't serve me. I have forgotten your name. Can you email me at carter_donna@hotmail.com? It would be really helpful to me to connect with someone who understands the struggles of being in the "blue box". Thanks, Donna T. Carter AEFA - Bellevue, WA ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: VOEGT@aol.com Subject: Re: [vb_academy] Values conversation Date: 28 Jun 2000 09:14:09 EDT Donna, If the clients go off track I let them finish and say the following; "That's interesting we will be discussing your goals in detail later. To advise you I need to know what is important to you - so tell me what's important to you about ..............." If they still won't answer follow the three strikes rule. On precommittment if they won't or can't give it I say. "To enable to prepare a financial game plan that I know you will accept I need to know your decision criteria. If you don't know what that is it is impossible for me to proceed. We can call it a day now or if you like you can call me when you are clear about what you want from a financial plan that you will take action on. I'll keep these notes on file, please feel free to call." Best wishes. William Voegt - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: Re: [vb_academy] Values conversation Date: 28 Jun 2000 07:34:46 -0600 donna carter wrote: > > Thank you, William. The problem is not that I'm afraid to walk away from > the sale but I feel that I could have bridged the What's important about > _____to you question better. I saw that he can gotten off track and was > focused on goals and I didn't know how to get him to talk about his values. > Each succeeding response just got deeper into his goals. I could tell that > he hadn't shared anything with me that could be a big motivator to take > action. > > Do you literally stop the interview when you don't get precommittment? What > do you say? > > Thank you for your quick response. > > Donna > > - Hi Donna! The "What is important about _______ to you?" question will naturally tend to bring people to answer in terms of their values instead of their goals. For example, if they answer with a goal instead of a value (i.e. they want to put their children through college), then you should ask the question, "What's important about putting your children through college, to you?" The answer to that question is most likely not going to be another goal. Rather, it will will something like, "Because I want my children to succeed", or "Because I feel it is my responsibility" -- values based answers. Does that make sense to you, Donna? Here's another scenerio. Suppose they still don't respond to the "What's important about _____ to you?" question and they are still listing off a bunch of goals or stuff. You can gather everything they've said into a neat package and also help them think in terms of values by saying this: "Suppose you're in a position where you get the vacation cabin in the mountains, are able to put your kids through college, and are able to retire by age 50. What is important about HAVING all of these things, to you?". Again, the answer to this question is most likely not going to be in terms of another thing or goal, it will be in terms of values. Finally, it is important that you just relax and not send messages to the people you are interviewing that they are giving the wrong answer. Just stick to the process, relax, and help them enjoy the discovery and experience of their values. Hope this helps, it works for me! Regards, Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: Re: [vb_academy] Values conversation Date: 28 Jun 2000 19:18:04 PDT Jeff, this is extremely helpful...continuing on ... how would you respond to "because I want my children to succeed" and "because I feel that it is my responsibility"? Thanks, Donna ----Original Message Follows---- Hi Donna! The "What is important about _______ to you?" question will naturally tend to bring people to answer in terms of their values instead of their goals. For example, if they answer with a goal instead of a value (i.e. they want to put their children through college), then you should ask the question, "What's important about putting your children through college, to you?" The answer to that question is most likely not going to be another goal. Rather, it will will something like, "Because I want my children to succeed", or "Because I feel it is my responsibility" -- values based answers. Does that make sense to you, Donna? Here's another scenerio. Suppose they still don't respond to the "What's important about _____ to you?" question and they are still listing off a bunch of goals or stuff. You can gather everything they've said into a neat package and also help them think in terms of values by saying this: "Suppose you're in a position where you get the vacation cabin in the mountains, are able to put your kids through college, and are able to retire by age 50. What is important about HAVING all of these things, to you?". Again, the answer to this question is most likely not going to be in terms of another thing or goal, it will be in terms of values. Finally, it is important that you just relax and not send messages to the people you are interviewing that they are giving the wrong answer. Just stick to the process, relax, and help them enjoy the discovery and experience of their values. Hope this helps, it works for me! Regards, Jeff ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Jeff Salisbury Subject: Re: [vb_academy] Values conversation Date: 29 Jun 2000 08:09:30 -0600 donna carter wrote: > > Jeff, this is extremely helpful...continuing on ... how would you respond to > "because I want my children to succeed" and "because I feel that it is my > responsibility"? > > Thanks, > Donna > Donna, Again, use the "What's important about _____, to you?" question. For example, "What's important about helping your children succeed, to you?". Or, "What's important about fulfilling your responsibility to your children, to you?". On occasion, I'll preface the above two questions with a bridging comment like this: "I can see how you helping your children succeed benefits THEM. What's important about helping your children succeed, to YOU?". Before the Academy when I tried to implement VBS myself, I felt the "What's important about _____, to you?" (WIA_TY) question could sound awkward in some situations and I would tend to give up and stray during an interview when things didn't go well. However, I've come to the conclusion that most of the time, the WIA_TY question does not sound awkward to the person I'm interviewing (eventhough it may sound odd to me saying it). Even when the WIA_TY question does sound a bit odd, it still helps the person I'm interviewing move up their values staircase -- and that is my job, to help them discover their values in the context of their finances. Do you remember when Bill said "Level III or die"? It's the same thing with the WIA_TY question. Most of my troubles with the first interview happen when I get flustered or distracted and stop asking the WIA_TY question. Initially, asking the WIA_TY question didn't feel natural and I would easily abandon using it. However, now I am much more comfortable using it and I'm having greater and greater success using it. Additionally, Bill said something else at the Academy that helped me. He said, "Are you willing to feel a bit uncomfortable or awkward in order to help people discover their values?". Again, just stick to the process, relax, and help them enjoy the discovery and experience of their values. While you're at it, don't forget to enjoy the process yourself. Hope this helps... Regards, Jeff - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: Peter Hensley Subject: Re: [vb_academy] Values conversation Date: 30 Jun 2000 08:40:10 +1200 Jeff Thank you for your frank & open discussions I appreciate receiving your comments and inspiration and benefit from it Thank you Peter Hensley New Zealand - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: Re: [vb_academy] Values conversation Date: 29 Jun 2000 14:13:30 PDT Jeff et al... I can see the value of the what is important........questions. I did notice at the academy that when people strayed from the basic structure it didn't work as well even though the sentences flowed better. Additions even in the interest of better English seemed to be an unnecessary distraction. It was amazing! By having us answer as ourselves in our practices at the academy, it changed the focus for me so that I paid more attention to what I thought and felt as a client rather than on how and what the interviewer said. This then became the criteria i.e., how the client feels. If the client is going up the staircase with ease this reflects the effectiveness of the interviewer. The basic structure of the questions are the same but the bridging comments and a word or two in the question was the difference. I'm OK with asking the Whats important questions and am comfortable with pauses and fits and starts. I've noticed that people who are literal have a very hard time with the questions and sometimes people just get off track. I want to help people get on-track and to facilitate them in going up their staircase. I am Ok with simple responses for example, the response "freedom", the next response which was demo'd and we practiced on is What's important about "freedom" to you? Responses that are not so 1-1 are sometimes more troubling to me and you are right once I start to get anxious it is harder. For example, Jeff, in your example when the prospective client says "...because I want my children to succeed" Your response was What is important about helping your children to succeed? My problem is not in the question or its structure. It is going from the clients response "want" to "helping". It would be too easy to say what is important about your children succeeding which of course would take you down the wrong path. (I've been there). Likewise the transition from "because I feel that it is my responsibility" to "What's important about fulfilling your responsibility". The key is the transition between "feel" to "fulfilling". I like your bridge "I can see how helping your children to succeed benefits THEM. What's important about helping your children succeed, to you?" I've had situations in the past that this would have helped me facilitate their journey up the staircase. I don't feel that I quite have the handle on this yet. It is extremely helpful to me to have examples. I welcome feedback and examples from all of you. I hope that we can use this email system as a training tool as well as a way to share our successes. I hope to transcribe a couple of my last interviews that didn't succeed and hope that you all will be willing to give helpful hints. With best regards and warm thanks, Donna ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "Tom Cooke" Subject: Re: [vb_academy] Values conversation Date: 29 Jun 2000 18:16:59 -0700 Hello Donna.....my responses > ".....because I want my children to succeed." "RESPONSE: Imagine John and Mary the day of success has arrived for your children. You're there to witness it. Give me a couple of words that would describe how you feel. {Clients response}. Whats important about {clients response} to you? ".....because I feel that it is my responsibility" RESPONSE: Mmmmm.....responsibility, can you give me a little more perspective on that? Whats important about "responsibility" to you? Hope this helps.............Tom Cooke/Michigan. ----- Original Message ----- Sent: Wednesday, June 28, 2000 7:18 PM > Jeff, this is extremely helpful...continuing on ... how would you respond to > "because I want my children to succeed" and "because I feel that it is my > responsibility"? > > Thanks, > Donna > > ----Original Message Follows---- > From: Jeff Salisbury > > Hi Donna! > > The "What is important about _______ to you?" question will naturally > tend to bring people to answer in terms of their values instead of their > goals. For example, if they answer with a goal instead of a value (i.e. > they want to put their children through college), then you should ask > the question, "What's important about putting your children through > college, to you?" The answer to that question is most likely not going > to be another goal. Rather, it will will something like, "Because I want > my children to succeed", or "Because I feel it is my responsibility" -- > values based answers. Does that make sense to you, Donna? > > Here's another scenerio. Suppose they still don't respond to the > "What's important about _____ to you?" question and they are still > listing off a bunch of goals or stuff. You can gather everything > they've said into a neat package and also help them think in terms of > values by saying this: "Suppose you're in a position where you get the > vacation cabin in the mountains, are able to put your kids through > college, and are able to retire by age 50. What is important about > HAVING all of these things, to you?". Again, the answer to this > question is most likely not going to be in terms of another thing or > goal, it will be in terms of values. > > Finally, it is important that you just relax and not send messages to > the people you are interviewing that they are giving the wrong answer. > Just stick to the process, relax, and help them enjoy the discovery and > experience of their values. > > Hope this helps, it works for me! > > Regards, > > Jeff > > > ________________________________________________________________________ > Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com > > > - > To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" > with "unsubscribe vb_academy" in the body of the message. > To see other list commands, send "help" to the same address. Do > not use quotes in your message. > - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "donna carter" Subject: Re: [vb_academy] Values conversation Date: 29 Jun 2000 16:44:19 PDT Tom, Thank you for your response. I love the way you got John and Mary in touch with their feelings. It's like a mini reset. One of the things that has troubled me is that at times I haven't gotten people in touch with their feelings and it is clear to me that if the questions or bridges don't aid in this that we are going nowhere. Are you including both people in in the conversation for inclusion reasons? I usually remain focused on the person that I'm talking to. Thanks. I love this site. It is so affirming to talk with people who share the same process. With a lighter heart. Donna ________________________________________________________________________ Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message. ------------------------------------------------------------------------------- From: "Tom Cooke" Subject: Re: [vb_academy] Values conversation Date: 29 Jun 2000 21:51:05 -0700 Hello Donna, I focus on the individual person each time I conduct the values conversation. Great question. Soar High......Tom ----- Original Message ----- Sent: Thursday, June 29, 2000 4:44 PM > Tom, > Thank you for your response. I love the way you got John and Mary in touch > with their feelings. It's like a mini reset. One of the things that has > troubled me is that at times I haven't gotten people in touch with their > feelings and it is clear to me that if the questions or bridges don't aid in > this that we are going nowhere. > > Are you including both people in in the conversation for inclusion reasons? > I usually remain focused on the person that I'm talking to. > > Thanks. I love this site. It is so affirming to talk with people who share > the same process. > > With a lighter heart. > > Donna > ________________________________________________________________________ > Get Your Private, Free E-mail from MSN Hotmail at http://www.hotmail.com > > > - > To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" > with "unsubscribe vb_academy" in the body of the message. > To see other list commands, send "help" to the same address. Do > not use quotes in your message. > - To unsubscribe to vb_academy, send an email to "majordomo@xmission.com" with "unsubscribe vb_academy" in the body of the message. To see other list commands, send "help" to the same address. Do not use quotes in your message.