October 23, 2014

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Making the most of your windshield time PDF Print E-mail
Written by Delphos   
Tuesday, October 07, 2014 2:14 PM

Windshield time. Before and after opportunities.

All outside salespeople have “windshield time” – the time you spend behind the wheel, or in some form of transportation, going to and from appointments.

Windshield time is a critical time both for the anticipation of the sales call and for the aftermath of the sales call.

REALITY CHECK: How are you taking advantage of that valuable time? Here are the options: Waste it. Invest it. Your choice.

Most salespeople have a habit of doing the same thing when they get in the car. They either listen to their favorite radio station or, perhaps better, they listen to something that they can learn from.

What do you listen to?

What should you listen to?

Be prepared to learn and be inspired. All at times, have that ONE CD or that ONE SET of CDs that best resonate with you.

Here are two of my all-time favorites:

1. The Art of Exceptional Living by Jim Rohn. (I carried this set of CDs in my car for a decade, and will listen to it again this year.)

2. The Strangest Secret by Earl Nightingale. Total inspiration. Listen once a month.

REALTY: Windshield time is your best time to prepare mentally and emotionally before the call and review what happened after the call.

I have 7.5 more ideas that I’d like to share with you about windshield time:

IDEA 1: On your way to the call, identify the first two or three questions you want to ask your prospect. Voice to text them to yourself. Start the mental preparation for the call. I promise when you generate two or three questions, you will also generate an idea or two.

IDEA 2: Make slides for each question before you go inside so that you are certain to ask them. My first slide always reads, “Before we get started, I’d like to ask you a couple of questions.” The second you generate the idea, voice to text yourself the content and then make the slide in the lobby when you arrive. (This requires getting there early, not “on time.”)

IDEA 3: Voice to text as you think of other things. This will both ensure you remember the thoughts and it will clear your mind. I cannot stress enough the importance of ZERO MENTAL CLUTTER before the sale. Get rid of excess thought, no matter how small, so your focus is 100% on the customer and the sale.

IDEA 4: Pump it up. Listen to your favorite music just before you enter the call. Get happy, get excited, get your rhythm, put some bounce in your step, get your enthusiasm set on “high.” Music can do all of these things.

IDEA 5: Before the call, mentally establish your expected outcome. Think about the detail of it. Expect a “yes” before you start.

IDEA 6: Listen to the recording of your sales presentation as soon as you dare. You’ll laugh and cry. It’s the biggest reality check of your life, and the best private coaching session you’ll ever receive.

IDEA 7: Record the “wish-I-woulda – crap-I-shoulda” for a minute or two immediately after it’s over. Take note of your impression of what happened, good or bad.

IDEA 7.5: Record any promises you made, especially as relates to additional info you need to send to the customer as well as deadlines for follow-up.

NOTE: Never actually text while driving. If you don’t have voice to text capability, pull over to the side of the road.

PRE-CALL REALITY: Once you have a few questions prepared, a couple of ideas documented, and your favorite rock song playing in your head, your confidence level entering the sales call will triple.

POST-CALL REALITY: Once you “download” the after-the-call reality and listen to the recording, document what you should have done and document what still needs to be done so your mind will be fertile for the next call.

BIGGEST IDEA and AHA!: Win or lose the sale? Celebrate that outcome either way. Recognize that proper investment of windshield time will give you a hell of a lot more YES! celebrations.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His best-selling 21.5 Unbreakable Laws of Selling, is now available as a book and an online course at www.gitomerVT.com. For public event dates and information about training and seminars visit www.gitomer.com or email Jeffrey personally at salesman@gitomer.com.

Sue Jones qualifies for Golden Eagle Award PDF Print E-mail
Written by Delphos   
Monday, October 06, 2014 10:51 AM



WASHINGTON D.C. - The Leading Producers Round Table (LRPT) of the National Association of Health Underwriters (NAHU) is proud to announce that Sue Jones of BOST Benefits has qualified to receive the association’s Golden Eagle Award.

Jones has qualified for this award due to her exceptional professional knowledge and outstanding client service. Sue and her husband Dan have over 20 years in the employee benefits market. Their office are located in the Jones Building in downtown Delphos, Ohio.

“Jones exemplifies the qualities that make health insurance agents and brokers such important resources and advocates for American consumers,” said Cindy Trahin, president of the Northeast Indiana Association of Health Underwriters. “She has worked tirelessly on behalf of countless clients to ensure they have the insurance coverage they need.”

The Golden Eagle Award recognizes National Association of Health Underwriters members who demonstrate exceptional professional knowledge and outstanding client service.

The National Association of Health Underwriters represents 100,000 professional health insurance agents and brokers who provide insurance for millions of Americans. NAHU is headquartered in Washington, DC. For more information, please contact Kelly Loussedes at 202-595-3074 or kloussedes@nahu.org.

Chris Alexander joins the Grover Rutter Merger & Acquisitions Team PDF Print E-mail
Written by Delphos   
Monday, October 06, 2014 10:51 AM



Grover Rutter CPA, ABV, CVA, BVAL Mergers, Acquisitions and Valuations is pleased to announce the addition of Chris Alexander to the Rutter M & A team. Alexander will serve as a Senior Advisor for business owners seeking assistance in the sale or valuation of businesses with annual revenues of $1 to $30 million.

Alexander is a graduate of Miami University and The Ohio State University Graduate School. With nearly 20 years experience in the commercial banking industry, Alexander brings a high degree of confidentiality, professionalism and service to meet the needs of business owners seeking to sell their businesses.

The Grover Rutter team has provided confidential business exit consulting, business sales and valuation services to business owners in Ohio and surrounding states for over 35 years. Those interested in learning more about the firm’s services are encouraged to contact Chris Alexander or other members of the firm at 1-866-825-8283 or on the web at www.gruttercpas.com.

GenoaBank names Scharer new AVP PDF Print E-mail
Written by Delphos   
Monday, October 06, 2014 10:50 AM



GENOA, Ohio — GenoaBank, a locally owned, independent, community bank, today announced Erick Scharer’s appointment as Assistant Vice President, Commercial Loan Officer.

Scharer will be based in the bank’s Perrysburg/Rossford branch, but will be available to provide commercial lending at any of the bank’s other branches. He will be serving the communities in Northwest Ohio and Southeast Michigan.

“Erick brings a great amount of expertise to our Commercial Lending Department. I am confident Erick will thrive while providing customers with exemplary service,” said Martin P. Sutter, GenoaBank’s President and CEO.

Erick, a Perrysburg resident, attended the University of Toledo, majoring in Finance. He enjoys being involved in his community through various organizations, including being the Varsity Assistant Basketball Coach for Northwood High School. He is an active member of MainStreet Church and Eagles Landing Golf Club.

Protect your retirement against market volatility PDF Print E-mail
Written by Delphos   
Monday, October 06, 2014 10:49 AM



As an investor, you’re well aware that, over the short term, the financial markets always move up and down. During your working years, you may feel that you have time to overcome this volatility. And you’d be basing these feelings on actual evidence: the longer the investment period, the greater the tendency of the markets to “smooth out” their performance. But what happens when you retire? Won’t you be more susceptible to market movements?

You may not be as vulnerable as you might think. In the first place, given our growing awareness of healthier lifestyles, you could easily spend two, or even three, decades in retirement — so your investment time frame isn’t necessarily going to be that compressed.

Nonetheless, it’s still true that time may well be a more important consideration to you during your retirement years, so you may want to be particularly vigilant about taking steps to help smooth out the effects of market volatility. Toward that end, here are a few suggestions:

- Allocate your investments among a variety of asset classes. Of course, proper asset allocation is a good investment move at any age, but when you’re retired, you want to be especially careful that you don’t “over-concentrate” your investment dollars among just a few assets. Spreading your money among a range of vehicles — stocks, bonds, certificates of deposit, government securities and so on —can help you avoid taking the full brunt of a downturn that may primarily hit just one type of investment. (Keep in mind, though, that while diversification can help reduce the effects of volatility, it can’t assure a profit or protect against loss.)

- Choose investments that have demonstrated solid performance across many market cycles. As you’ve probably heard, “past performance is no guarantee of future results,” and this is true. Nonetheless, you can help improve your outlook by owning quality investments. So when investing n stocks, choose those that have actual earnings and a track record of earnings growth. If you invest in fixed-income vehicles, pick those that are considered “investment grade.”

- Don’t make emotional decisions. At various times during your retirement, you will, in all likelihood, witness some sharp drops in the market. Try to avoid overreacting to these downturns, which will probably just be normal market “corrections.” If you can keep your emotions out of investing, you will be less likely to make moves such as selling quality investments merely because their price is temporarily down.

- Don’t try to “time” the market. You may be tempted to “take advantage” of volatility by looking for opportunities to “buy low and sell high.” In theory, this is a fine idea — but, unfortunately, no one can really predict market highs or lows. You’ll probably be better off by consistently investing the same amount of money into the same investments. Over time, this method of investing may result in lower per-share costs. However, as is the case with diversification, this type of “systematic” investing won’t guarantee a profit or protect against loss, and you’ll need to be willing to keep investing when share prices are declining.

It’s probably natural to get somewhat more apprehensive about market volatility during your retirement years. But taking the steps described above can help you navigate the sometimes-choppy waters of the financial world.


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