Welcome<br />
www.yeattsperformance group.com<br />Rick’s Recap<br />
          Today’s Objective	<br />Using stories and analogies to keep it simple<br />
What’s the most popular flavor of ice cream in the world?<br />
<ul><li>Your job is to influence and persuade.  The higher up the economic chain you dare to go, the more money you will m...
If everyone understood everything you said, you would be the richest person on earth.
Become an effective storyteller.  The whole world loves a story teller.
Keep it simple.  Simple is beautiful.  Simplistic is naïve.
Vanilla, vanilla, vanilla</li></li></ul><li>Vanilla<br />I believe more in the scissors than I do in the pencil. Truman Ca...
Let me tell you a story about Camden, Maine<br />
                    Moral?<br />I understand that my definition of outstanding service is not as important as your definit...
   Let me tell you a story about Wayne<br />
					Moral?<br />We look for solutions that work <br />
       Let me tell you a story about a day in the life of a 					typical American<br />
General Electric<br />
Kraft<br />
Caterpillar<br />
Dupont<br />
United Technologies<br />
Verizon<br />
Travelers<br />
Microsoft<br />
Would you have Invested? <br />
Cisco<br />
Lunch all across America!<br />
JP Morgan Chase<br />
3M<br />
Johnson & Johnson<br />
Merck<br />
		American Express<br />
				Boeing<br />
WALMART<br />
			Walt Disney<br />
Moral? A share of stock is not a lottery ticket.<br />
Let me tell you a story about my role as your    			Financial Advisor<br />
				Moral?<br />
How Far to Your Home? <br />
					Moral?<br />
Top<br />Tier Advisors<br />Make Excellent Use of Stories <br />And Analogies<br />
Morgan Stanley’s website<br />“In general, the longer a bond's maturity, the higher its yield. Longer-term bonds are expos...
			My friend Bim<br />“You date a CD.  You marry a bond.”<br />
		Investopedia.com<br />“Identifying areas where the price of an underlying asset has been unjustifiably pushed to extreme...
		My friend Paul<br />“As the stock market is being pushed lower and lower by bad news, picture a beach ball being pushed ...
	Wells Fargo’s website<br />Organize your retirement resources - If you have a number of retirement accounts at multiple f...
			My mentor<br />“Did you pay more for your last car than your first house.”  If so, that’s why  you need to buy  equitie...
Simple Sales Stories & Analogies<br />
Buying Low<br />The Acapulco cliff divers<br />Tuna Fish<br />Brick through the window<br />The sale at Nordstrom’s<br />
           Diversification<br /><ul><li>Fifty pencils
90% in one stock?
Women’s shoes
Three lanes of traffic
Three fire trucks
The tool box
Not just a pencil</li></li></ul><li>     Dollar Cost Averaging<br /><ul><li>Investing your money is like buying seasonal c...
Commission conscience or results conscience</li></li></ul><li>            Gathering Assets<br /><ul><li>  You can’t have t...
Tailor’s measuring tape
Draw a clock </li></li></ul><li>Life Insurance<br /><ul><li>Two checks</li></li></ul><li>Long Term Perspective<br /><ul><l...
Strawberry plants
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Mentoring Week 6

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This slide show accompanies the week six mentoring call with Don Connelly and Rick Yeatts.

Published in: Economy & Finance, Business
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Mentoring Week 6

  1. 1. Welcome<br />
  2. 2. www.yeattsperformance group.com<br />Rick’s Recap<br />
  3. 3. Today’s Objective <br />Using stories and analogies to keep it simple<br />
  4. 4. What’s the most popular flavor of ice cream in the world?<br />
  5. 5. <ul><li>Your job is to influence and persuade. The higher up the economic chain you dare to go, the more money you will make.
  6. 6. If everyone understood everything you said, you would be the richest person on earth.
  7. 7. Become an effective storyteller. The whole world loves a story teller.
  8. 8. Keep it simple. Simple is beautiful. Simplistic is naïve.
  9. 9. Vanilla, vanilla, vanilla</li></li></ul><li>Vanilla<br />I believe more in the scissors than I do in the pencil. Truman Capote<br />Broadly speaking, the short words are the best, and the old words when short are best of all. Winston Churchill<br />Storytelling is the most powerful way to put ideas into the world today. Robert McAfee Brown<br />
  10. 10. Let me tell you a story about Camden, Maine<br />
  11. 11. Moral?<br />I understand that my definition of outstanding service is not as important as your definition of outstanding service <br />
  12. 12. Let me tell you a story about Wayne<br />
  13. 13. Moral?<br />We look for solutions that work <br />
  14. 14. Let me tell you a story about a day in the life of a typical American<br />
  15. 15. General Electric<br />
  16. 16.
  17. 17. Kraft<br />
  18. 18. Caterpillar<br />
  19. 19. Dupont<br />
  20. 20. United Technologies<br />
  21. 21. Verizon<br />
  22. 22. Travelers<br />
  23. 23.
  24. 24. Microsoft<br />
  25. 25. Would you have Invested? <br />
  26. 26.
  27. 27.
  28. 28. Cisco<br />
  29. 29. Lunch all across America!<br />
  30. 30. JP Morgan Chase<br />
  31. 31. 3M<br />
  32. 32. Johnson & Johnson<br />
  33. 33.
  34. 34. Merck<br />
  35. 35. American Express<br />
  36. 36.
  37. 37.
  38. 38. Boeing<br />
  39. 39. WALMART<br />
  40. 40.
  41. 41.
  42. 42. Walt Disney<br />
  43. 43. Moral? A share of stock is not a lottery ticket.<br />
  44. 44. Let me tell you a story about my role as your Financial Advisor<br />
  45. 45. Moral?<br />
  46. 46. How Far to Your Home? <br />
  47. 47. Moral?<br />
  48. 48. Top<br />Tier Advisors<br />Make Excellent Use of Stories <br />And Analogies<br />
  49. 49. Morgan Stanley’s website<br />“In general, the longer a bond's maturity, the higher its yield. Longer-term bonds are exposed to more market volatility and price fluctuations prior to maturity than shorter-term bonds. Thus, typically long-term bond investors are compensated with higher yields in exchange for this market risk exposure.” <br />
  50. 50. My friend Bim<br />“You date a CD. You marry a bond.”<br />
  51. 51. Investopedia.com<br />“Identifying areas where the price of an underlying asset has been unjustifiably pushed to extremely low levels is the main goal of many technical indicators such as the relative strength index, the stochastic oscillator, the moving average convergence divergence and the money flow index.” <br />
  52. 52. My friend Paul<br />“As the stock market is being pushed lower and lower by bad news, picture a beach ball being pushed underwater. The further you push it down, the higher it goes when you let go.” <br />
  53. 53. Wells Fargo’s website<br />Organize your retirement resources - If you have a number of retirement accounts at multiple financial institutions, it may make sense to consolidate them.<br />Understand your income needs - Be sure to consider increasing costs (due to inflation) when you figure out how much annual income you will need.<br />Manage your risk - Saving a portion of your assets in stocks may provide the growth potential necessary to outpace inflation.<br />Create your retirement paycheck - Consider the effects of inflation, market volatility and income taxes when you’re deciding how to withdraw funds. <br />
  54. 54. My mentor<br />“Did you pay more for your last car than your first house.” If so, that’s why you need to buy equities.”<br />
  55. 55. Simple Sales Stories & Analogies<br />
  56. 56. Buying Low<br />The Acapulco cliff divers<br />Tuna Fish<br />Brick through the window<br />The sale at Nordstrom’s<br />
  57. 57. Diversification<br /><ul><li>Fifty pencils
  58. 58. 90% in one stock?
  59. 59. Women’s shoes
  60. 60. Three lanes of traffic
  61. 61. Three fire trucks
  62. 62. The tool box
  63. 63. Not just a pencil</li></li></ul><li> Dollar Cost Averaging<br /><ul><li>Investing your money is like buying seasonal clothing</li></li></ul><li>Fees and Commissions<br /><ul><li>$250 fee from doctor
  64. 64. Commission conscience or results conscience</li></li></ul><li> Gathering Assets<br /><ul><li> You can’t have two accounts</li></li></ul><li>“I want to think it over”<br /><ul><li>Sixty miles in one hour
  65. 65. Tailor’s measuring tape
  66. 66. Draw a clock </li></li></ul><li>Life Insurance<br /><ul><li>Two checks</li></li></ul><li>Long Term Perspective<br /><ul><li>DOB, HS graduation date, wedding date
  67. 67. Strawberry plants
  68. 68. Driving from San Francisco to New York
  69. 69. Did you brush your teeth today?
  70. 70. If you’re 49 years old . . .
  71. 71. The Litany of Disaster</li></li></ul><li> Managing Client Expectations<br />The beach ball under water<br />Q + T & D = R/W<br />10% = one stride<br />The textile mill owner <br />If cheaper, shall I call you? <br />Soar & plunge<br />
  72. 72. Overcoming Objections<br />There are only three objections you can get <br />
  73. 73. Tax Advantaged Investments<br /><ul><li>Barack Obama cutout
  74. 74. The perfect investment
  75. 75. Paper or plastic
  76. 76. Tree too close to the house</li></li></ul><li> Why do I Need You? <br /><ul><li>Airline pilot story
  77. 77. Kernel of corn
  78. 78. Compass and map
  79. 79. Only three people can make a decision
  80. 80. Monthly haircuts
  81. 81. Buying groceries at random</li></li></ul><li>My Next Session <br />Prospecting ideas<br />Moving past unprofitable clients<br />
  82. 82. Today’s Homework<br />Send me your <br />best analogy!! <br />
  83. 83. THE END?<br />67<br />

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