Know Velocity

When I started title repping in 2002, I was coming off being a geeky computer software trainer, with very little experience on the outside in sales. In Southern CA, title sales is mostly about reputation, first impression, and long-term relationships. I had none of these things. So, my boss sat me down and said, “I broke my sales territory in 6 months, and this is what I did. You can, too, if you do as I say.”

1. Wear business shoes and shine them daily.

2. Keep hair cut and groomed.

3. Look fresh and crisp. Shower every morning before work and wash hair.

4. Be physically fit. Trim and energetic is attractive.

5. Wear a dress shirt only one time before washing and ironing.

6. Wear only white dress shirts.

7. Wear coats into offices.

8. Don’t talk politics, religion, or sex.

9. Don’t monologue. Ask leading questions and listen and remember.

10. Talk you, me, and us. It’s a one-on-one relationship business.

11. Always encourage, recognize, and compliment.

12. Don’t overstay your visit. Get in, get your response, and get out! Repetition has greater value.

13. Make 30 calls a day.

14. Know who directs the business; the manager, loan rep, or processor.

15. Always look for an opportunity to present.

16. Do your presentation in their conference room.

17. Give a well-prepared, rehearsed presentation on your company, your service, and yourself.

18. Ask for the order without hesitation, confidently yet politely.

19. Use the four steps to selling – A) rapport, B) interview, C) presentation, and D) close.

20. Don’t offer things they don’t want.

21. Ask them – A) who they use; B) how long have they used them; C) why do they use them; and D) what do they look for in a title company. Then, go into your presentation.

22. Use customer names frequently.

23. “Mr.” would apply to older gentlemen.

24. Maintain a route of A, B, and C accounts after about 75 offices have been found.

25. Go to A’s more than B’s. Go to B’s more than C’s.

26. Always leave marketing material.

27. At first, spend money to feed offices. Put your business card sticker on stuff. This is marketing.

28. Pizzas work well for taking lunch into offices.

29. By the third month, once you’re recognized in these offices, spend money on individuals.

30. Give people gifts occasionally as a token of appreciation. Blockbuster, Starbucks, movies, Barnes & Noble, etc.

31. Always write thank-you notes for business. NOT e-mails. NOT phone calls.

32. Keep an open and closed order book to reconcile business.

33. Maintain an updated list of things to do.

34. Take people to lunch to get to know them.

35. Carry a folder. When a customer has a request, write it down in front of them.

36. Don’t try to impress the customer with technology, only offer if they request.

37. Return phone calls in 10 minutes.

38. Answer phone as much as possible.

39. Always follow-up. Don’t expect something got done because you asked.

40. Keep notes about respective customers on the back of their business cards. Also, their description and discussion.

41. Do busy work at night. That is down time. See customers during daylight prime time.

42. Get time frames of expectations from customers on all requests. This will assist time management.

43. Always underpromise and overdeliver.

44. Never act like you know something if you don’t. This will cause a detriment to your credibility.

45. If you don’t know, say “I don’t know but I’ll find out and get right back to you.” Then do it.

46. If we screw up, never be defensive. Say “That shouldn’t happen – I’ll look into it,” and see that it doesn’t happen again.

47. A) If someone blasts your internal staff, listen to your customers, tak enotes in detail, and then, giving the benefit of the doubt to our fellow employee, ask them what happened. B) If it sounds like we have an internal problem, then bring it to me.

48. Your job is to be a “problem solver.”

49. Your desire to help will show well.

50. Believe in yourself.

51. Be yourself.

Chris Naaden is the sales representative of United Title Company in Long Beach, California. Chris has assisted customers since 2001 in both residential resale and refinance transactions. He may be reached for comments and service at cnaaden@unitedtitle.com.

Filed at 3:20 am under Sales Tips + More
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Conventions are like batteries. Unless there is some form of contact or connection,
there is no power or energy generated.

Five simple secrets differentiate the “power person”, who gets the most possible out
of the experience. Not only will you become a “power person”, but you’ll also
recognize others who are, and can connect with them as well.

First, make sure your name is clearly written on your name bade, preferably with
big, dark letters. Wear the name badge on the right side (in the USA), so it can be
easily seen as others shake your hand.

Bring lots of business cards. More importantly, ask others for their business cards,
read each carefully, and comment on it to the person who gave it to you. Say
something about the job title. the company, even the quality of the card. After the
person who gave it to you is out of sight, write a brief note on the back of the card
about the conversation, the person’s interests, or related topics. Within 48 hours
after returning home, write the person a note telling him how much you enjoyed
meeting him. This would be a great time to give him one of your cards, if you did
not do this earlier.

Learn about some of the important contacts you hope to make at the convention,
before you go to it. Use a search engine, the company’s website or other
connections to give you some relevant information. When you do meet the person or
a representative of the company, you will be able to direct the conversation more
appropriately and connect faster.

Conventions can be wonderful opportunities to meet many people with similar
interests, increase your knowledge on an intensive basis and connect with
resources that are new to you. All of this is improved, though, with great connecting
skills. Power yours up, and feel that energy flow!

Katie Schwartz, CCC-SLP, Director of Business Speech Improvement, offers in-person
coaching and downloadable e-books on many communication skills. Contact her at
http://www.BusinessSpeechImprovement.com

Filed at 11:03 pm under Living With Social Sites
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A personality quiz is a set of multi-answer questions that aim at revealing some aspects of the respondent’s character. It could be a synonym to a personality test but a quiz is much less scientific and much more entertaining.

A personality quiz can be used to identify how compatible two people are or if a person is a good fit for some job. In either case, the respondent might want to give “correct” answers to the quiz to get the desired result.

However it should be remembered that there are no “right” or “wrong” answers to a personality quiz. Instead, each answer corresponds to a definitive result and the overall result depends on the algorithm that might be too intricate to predict.

The result to the personality quiz is calculated based on all answers given by the respondent and it should be noted that it cannot be 100% accurate by definition.

A human personality is too complex to be estimated by a quiz no matter how scientific it is. What can be identified with some level of accuracy is the set of traits of character that might be decisive for the given job position or relationship.

So there is no point in trying not to “fail” the quiz. You are what you are and the only way to take a personality quiz is to be yourself.

Filed at 12:35 pm under School of Psychology
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Filed at 2:00 pm under Uncategorized
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All of us visit some sort of medical office from time to time and some of us make the visit a routine. No matter how many times we go in for a checkup or treatment we usually end up paying a relatively inexpensive co-pay for the services rendered to us. So who makes up the difference and how do they pay it? Obviously, the doctors and nurses that we visit are not making a living off of our co-pay; so how do they obtain the additional money from our heath care provider? In this article, I will tell you the basic information about CPT Codes and what they are used for.

CPT Code background

Before CPT Codes existed and when ICD-9-CM codes were just being developed, doctors had to write out in words what symptoms a patient had, what the diagnosis most likely was, and what visits, services, and procedures they thought they should get paid for. Then in 1966 Current Procedural Terminology or CPT was designed by the American Medical Association to assist doctors in billing Medicare and health providers using codes. Doctors use the CPT Codes to specify to health care providers the service rendered so that they can get paid. Currently with 8,568 codes and descriptors available with the CPT 2005 Codes, it is easy to see why these codes can sometimes drive doctors crazy with regard to knowing which ones to use and for what. However, the general idea behind the codes was to help doctors and create a standard as to what Medicare and health providers will pay for.

Where do CPT Codes come from?

There is a panel of 17 members, called the CPT Editorial Panel, who meet 4 times every year to consider proposals for changes to the CPT Codes. The American Medical Association provides this staff which is responsible for editing, adding, and deleting CPT Codes. There is also a CPT Advisory Committee, made up of representative form over 90 medical societies and heath care organizations, which assist the Editorial Panel in its efforts to maintain the CPT Codes.

What are the CPT Code categories?

CPT Codes are classified into three categories. Category I are five digit codes that make up the main body of CPT Codes. When someone refers to CPT Codes, they are generally referring to category I. The codes found in category I represent procedures that are consistent with contemporary medical practice and are widely performed. Category I codes are then broken down into the following six sections.

1. Evaluation and Management

2. Anesthesiology

3. Surgery

4. Radiology

5. Pathology and Laboratory

6. Medicine

Category II CPT Codes are supplemental tracking codes that are used for performance measurement. They typically describe services that are included in an evaluation and management service. They are optional four digit codes followed by the letter “F” which should not be used as a substitute for category I codes.

Category III CPT Codes represent temporary codes for new and developing technologies. They were created to allow for data collection and tracking for new procedures and services. Category III codes are different from Category I CPT codes in that they identify services that may not be performed by many health care professionals. The hope behind these codes is to help researchers track developing technology and services to facilitate widespread use and clinical effectiveness. The Category III codes are four digits long followed by the letter “T”. These codes are intended to be temporary and will be abandoned if the procedure or service is not accepted as a Category I code within five years.

As you can see, CPT Codes are a valuable asset to the medical world. They create a unified system of coding that is accepted and used throughout the United States. These codes are modified and updated every year to account for the changes in the medical field. You now have a better knowledge of how your medical health provider is charged each and every time you have any medical work performed.

Mike Nielsen is a client account specialist with 10xmarketing – More Visitors. More Buyers. More Revenue. For more information about CPT Code, visit AdvancedMD.com.

Filed at 2:37 am under Medical Hall
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The Internet is a vast International Network of people and businesses – and a place where people can make a fairly decent living. However, it is also a place where certain unsavory characters can freely roam – to take your dollars and run. Scams – the human mind can be either pure or devious – and it is the devious mind that you have to look out for and be aware of at all time.

The easy marks to a scam are those that are new, inexperienced, or those that are desperately looking for a way to make some money, that the swindler will usually target. Emotional hype and false sincerity are their ticket to a scam. Some are obvious, but others are not. Now, I mean no insult if you have been scammed – Why – been there and done that. Don’t be embarrassed or ashamed – be aware– and vow to be ever vigilant in your choices. And remember to reassure yourself, that next time – if, heaven forbid, you should encounter another scam, you will definitely handle it differently.

Affiliate Scams

What constitutes an affiliate scam?

1. No contact information

2. Commissions to high — (I know what you are saying – but the commission looks so good? Are you sure?) Research – people do no remain silent when they have been scammed on the Internet.

3. Your emails go unanswered.

4. Worse of all – your affiliate checks bounce.

Work-At-Home Scams

Work-At-Home scammers will gear their sights to the Mom, who wants to work at home, or the individual who lost their job, or the individual who wants to supplement their income from an on-line venture. If you’re looking for a work-at-home position remember these warning signs:

1. If you have to pay to get access to the site or database to make money – could be a scam.

2. If you receive an email – before joining – that says something on the order of “No BS – this is a legitimate offer!” Stay clear – it is BS!

3. If you’re not been paid – strong indicator you have been scammed.

4. They change rules and pay days (to, of course, to string you along and avoid paying you).

Well, I can say I haven’t encountered an affiliate scam, however, I’ve been hit with a work-at-home scam. It was my first initial attempt at finding work on the Internet before going into affiliate marketing. Anyway, I remember sending an email asking a question regarding, of all things, being paid. I received no response. So, I sent another email, stating that I could not access the link to their website and I was getting a 404 Error, and I was wondering if they could fix it. Yes, devious – but wanted to know if they would reply. And yes, they did. I knew then, it was a scam.

Report Your Scams

The Internet may be a vast network of International players, but the word scam travels quickly and people listen. If you think the telephone was a good communication tool, well, the Internet is just as good – and sometimes faster if you know where to go.

If you have been scammed and wish to prevent the scammers from getting richer and any new victims from getting poorer – use the list below – and report it.

However, please do not take this responsibility lightly — if you are wronged, or treated badly — but not scammed, do not report it. And remember — a scam occurs when a program or a business misrepresents or makes promises that they do not keep.

Report A Scam (http://www.homebasedbusinessreviews.com/reportascam.html)– You will report information here if you believe a program or business opportunity is misrepresenting itself or making promises that are not being kept.

Fraud.org (http://www.fraud.org) — This is a site where you can report different types of scams: Telemarketing scams, Elder scams, Internet Fraud, Scams Against Businesses.

Rip-Off Report (http://www.rip-offreport.com) — Rip-off Report is a consumer-to-consumer site, which is seen by over 2,892,077,866 people.

Better Business Bureau (http://www.bbb.org) — Never forget the Better Business Bureau — when you file a complaint — they will contact the organization to try and resolve the issue for you.

Web Assured (http://www.webassured.com)– You can file a complaint, as well as, look at their watch list. Companies are placed on their watch list when they blatantly disregard Internet standards.

Federal Trade Commission – (http://www.ftc.gov)

ScamWatch (http://www.scamwatch.gov.au/content/scams/scams.asp)– Scam Watch covers scams from financial to investments, pyramid schemes and miracle cure.

ScamBusters (http://www.scambusters.org)
To conclude, when beginning work on the Internet, you will encounter obvious scams, and not so obvious scams. The key is research, and as always, Buyer Beware. If your gut gets an uneasy knot in it and, if you hear yourself saying, “This is just too good to be true?” — Take note, it probably is.

Vickie J Scanlon has a BBA degree in Administrative Management and
Marketing. She left the corporate world as an Reports Programmer,
to begin her journey as an Internet marketer.

Visit her site at:
http://www.myaffiliateplace.biz for free tools, articles, ebooks, and how to info, income opportunities, affiliate opportunities, or check her blog for additional insights to the Affiliate Business – http://myaffiliateplace.blogspot.com

Filed at 3:05 am under The Security Trail
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Some in the Christian Right political strong hold say that we must prevent gay marriage in our nation. Some say that the Gay community is going around disrespecting others and demanding respect, as they call people names such as liars, homophics, stupid, fearful, ignorant. Where as, both sides have their views, we must all understand that allowing a division in our nation over infighting over the gay marriage issue does no one any good.

Some very out spoken Christian Right members say no one should support gay marriage when a group acts with such behavior, it is rewarding the wrong things in doing so. They say that we must all stand tall against gay marriage and make our votes heard and discharge any politician, which promotes the thought.

Others against gay marriage contend that the gay and lesbian community will not control their fringe and denies that their tactics are wrong. If you support such vindictive behavior by allowing gay marriage you do a disservice to our society and civilization. Gay marriage issue needs to take a back seat for 10-years until that group can control there attacking and vendetta charged ways.

Some on the far-right Christian Right say that they cannot be trusted with the support of the whole and they owe an apology to all straight couples for their abominable behavior. It seems like a whole lot of furious sound out there and who knows what comes next, but we can be insured on more controversy over this subject in the future can’t we? Consider all this in 2006.

“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/

Filed at 6:45 pm under Hall Of Relationships
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Georgia Car Insurance Requirements

In Georgia, it is mandatory by law that all drivers maintain a Georgia car insurance policy for their vehicle. Georgia requires that all drivers carry 25/50/25 insurance policy. This fundamentally signifies that their car insurance coverage covers bodily injury damage of $25,000 per person, $50,000 per accident and also damage to property coverage of $25,000.

Georgia works under the Tort system, meaning that, unlike a No Fault state, one of the drivers must be found at fault in any given automobile accident. The faulty driver’s insurance firm will then be held financially accountable for all damages resulting from the accident. GA insurance laws do not obligate motorists or drivers to carry personal injury protection coverage, nor do they require the purchase of underinsured insurance coverage. Just because the state does not require these policies doesn’t mean that they are not worthwhile picks for additional coverage. Many Georgians select these optional insurance products to assure adequate coverage in the event of an accident. These rules were enacted to protect people and their automobiles on the Georgia roads. Governing these regulations, the Georgia Dept. of Revenue has a statewide database that insurance firms are required to keep current with a driver’s insurance information. Simultaneously, it is advocated to keep validation of your insurance with you every time you are driving your car. Without your insurance certificate, if you are stopped by the police or involved in a car accident, you could be fined $200 or even have your license suspended.

GA is not a no-fault state, but instead, they operate under the Tort system. This signifies that for all accidents, one of the involved parties must be found to be at fault and they, along with their insurance firm, will be held answerable for damages resulting from the accident.

Personal Injury Protection – This type of complemental coverage covers incremental medical damages and other expenses that are not covered under a standard policy.

underinsured Coverage – This nonmandatory car insurance covers you in the event you are in a motor vehicle accident with an underinsured driver. Since the individual doesn’t have an insurance firm to pay for damages, this car insurance policy will serve to compensate for them.

Georgia car insurers are required by law to input the details of your car insurance policy into a statewide database. This database is kept by the Dept. of Revenue. To protect yourself in the case you are in a accident or are stopped by a law officer, you should always pack proof of your insurance with you whenever you are in the car. Failure to due so can result in fines of $200 or worse

Filed at 11:29 am under Finance News, Hall Of Insurance, Streets + Wheels
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In the early to mid 1900’s a renowned phenomena was discovered in America. Willy Sutton was his name and Willy has since had much to answer to. Willy was a bank robber – not a particularly good bank robber but nevertheless ‘bank robbing’ was his career.

One day a reporter questioned Willy asking why he robbed banks. Willy looked around and thought for a moment and then came out with one of the most fascinating answers that would ensure much more than his 30 seconds of fame. He replied – ‘Why do I rob banks – I’ll tell you why, because that’s where the money is’. Without doubt Willy had laser sharp focus knowing exactly who and where his target market was. During his career as a bank robber Willy spent more than half his adult life in prison and shortly before his death in 1969 became a consultant advising banks on security.

So as management and sales people, what can we learn from Willy Sutton and how can we relate it to sales?

Firstly – Do we really understand our target market? Willy knew exactly which bank he wanted to rob. He would ‘case the joint’ discovering all the variables and deciding if the target bank was appropriate or not.

Have we done our due diligence to establish what solutions we should be selling and why prospects and clients buy from us? What are the other factors that will ensure we stand the best chance of personal and team success for the next quarter? Willy Sutton really did understand his market and that was his major strength – so hands on heart do you?

Secondly – He understood the power of motivation. Is it really surprising that after making his presentation to the banks’ staff, gun in hand, people were highly motivated to carry out his instructions (lie down on the floor and don’t do anything stupid). Any objection handling would have been dealt with immediately in a crisp and authoritative way – unfortunately as sales people we cannot use the phrase – do you really want me to blow your brains out?’

Thirdly – The escape plan. Having achieved his objectives and earned his commission, he would then disappear not hanging around to make idle conversation where he might be tripped up. His strategy was end to end (although potentially his strategy was weak as he was often caught before he left the bank)

Willy’s ultimate downfall was the marketing used by the opposition. Being constantly written about in newspapers and having his name nailed to trees in the vicinity with a complimentary photo meant he was also subsequently arrested some time afterwards.

Have you a solid Marketing Strategy?

Lastly, if you decide to change from selling and move into ‘bank robbing’ then here are a few tips:-

Make sure you get enough money that you can flee to a country that currently does not have an extradition treaty with the UK

If you decide to rob a bank in the country make sure it doesn’t only have one road in and one road out

Wear a mask

Get a reliable gun

Practice your script ensuring it is short and to the point

Dress for the occasion – you never know who will want to take your picture

Being in sales is easy – being successful is somewhat different. You must plan and understand your market – both important keys for your continued or future success.

Creating a highly qualified pipeline from your prospects and customers will ensure that you have focus – and thus Willy Sutton will not be the only one who goes where the money is. You must focus on where you get the best return for your sales effort and also ensure you read read the signals to avoid any surprises. Like Willy Sutton you don’t need any surprises when you are hard at work and going for the ‘big one’. Unlike Willy Sutton you don’t want to be caught out because you didn’t have the right information or target – don’t you want to mitigate risk wherever possible. Get the focus you have everything to gain!

Bio Info:
Mike Palman, is a global Master Sales Coach, Sales Mentor, Author and Sales Trainer and CEO of The Sales Academy. Mike helps people and businesses do more, do it better and get the results that they really want. In 2005 Mike started an e-mail marketing company believing that e-mail marketing is an essential part of today’s marketing that can help leverage new business http://www.candomail.com Mike had a successful career in sales for over 25 years and now helps salespeople, sales management & business owners get the sales edge. Mike lives in both the UK and South Africa. For more articles by Mike Palman, visit http://www.thesalesacademy.com

Filed at 12:00 am under Sales Tips + More
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Have you heard the news about the Child Trust Fund? Not many UK parents markedly

sparse number of parents appear to have heard of the fact that all new babies get a free £250 voucher from the the State to put. The child’s vouchercan be invested in any one of threekinds of CTF account, Stakeholder – a shares-based account that switchesinto cash, a savings account or a shares account. It is an excellent way to save financial requirements of a infant

Scottish Friendly is an accredited provider of the Child Trust Fund Voucher. The Government is eager for the public at large to have access to Stakeholder accounts and this is the sort of account that we are catering for. This means that:

• Investments are paid into Scottish Friendly’s Managed Growth Fund, which seeks to provide strong growth potential
• An investment is made partly in shares to make the most of potentially higher returns over 18 years,compared to a cash deposit account (although the value of shares canfall as well as increase whereas capital would be protected in a deposit account)
• It comes with a low ‘Stakeholder’ funds charge of just 1.5% per year
• When attaining the age of 18 the young person will get a lump sum, completely free of Capital Gains and Income Tax under current legislation
• It is affordable – extra payments can be placed in the account from as little as £10

A key feature of the Child Trust Fund is that anyone – parents, grandparents, aunts and uncles, friends – may contribute to the Fund to a top limit of £1,200 per year to help augment the child’s Fund (once added, this money cannot be withdrawn).

Put succinctly our Stakeholder account provides a good balance between possible high returns and a reduced level of risk. There’s also the additional assurance that our account complies with the Government’s stakeholder criteria. Nevertheless this does not mean that returns are guaranteed or that Stakeholder accounts are suitable for everyone. Bear in mind that the value of shares in the Managed Growth Fund (where your Child Trust Fund money is placed) can decrease as well as increase and isn’t guaranteed.

Only infants whose birthday is on or after 1st September 2002 are entitled to open a Child Trust Fund. If you have older kids who are not eligible you could look at investing for them with a Child Bond – it’s a tax-free savings plan intended for long-term growth. It is undoubtedly the case that saving for your son is a sensible means of preparing for hard times that may lie ahead.

Filed at 10:41 am under Finance News
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