Today's
Special: BBQ Bear
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| Greetings! The Fourth
of July marked the height of the summer grilling season, and with the
major stock averages dipping in and out of bear market territory, I got
to thinking: how would you grill a bear?
The
confluence of escalating oil, declining housing and slow growth has
wholesalers, advisors and their clients wringing their hands. So much
so that one associate of mine recently mentioned that he spends most of
his day "defending performance.” Another one laments that he
is spending so much time in the defensive mode that he has lost sight
of (and interest in?) proactive marketing.
One way to
cook a bear is to reignite the marketing machine.
True, you
may not see the fruits of your labor (read: assets) until the market
settles a bit. However, when it does, those folks that stayed the
marketing course will be richly rewarded.
Another
recipe for bear is bold courage.
It
takes a
measure of courage to call a client who has lost +/- 20% since
last October. An equal measure of courage is required to call the
advisor that has assets in one of your complex's funds that has been
hard hit.
Note here
that bear should be served with the volume turned off.
Daily doses
of the talking heads on CNBC will only exacerbate your anxiety about
this market. Do you really need to listen to the commentary that
accompanies the “oil closes in” countdown
clock? I didn't think so.
Similarly,
avoid getting burned by the white hot heat coming off of the media's
written word. Newspapers, magazines, trade pubs, websites and blogs are
all writing at a furious pace. And why not? Prognosticating about
market moves is a national pastime. The thing is, we don't need to read
it all and we certainly shouldn't believe it all.
This is the
kind of market that, when combined with the summer season, leads to
sales complacency. It's not that folks don't want to, or need to, still
make money. They simply are finding convenient excuses to leave the
office earlier, take Friday off, or delay the marketing initiative
until “things quiet down.”
So, try to
barbeque some bear today. I'm not sure how long you'll need to cook it,
but I do know that every market downturn demonstrates the opportunities
available to those individuals that look the bear straight in the
proverbial eye…and sprinkle a little seasoning salt on.
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Preview
a video, listen to an
audio sample or download a one-sheet at:
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 Keynote
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This 60 minute program is designed to address the
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Workshop
The
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Bring the message of
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An excellent way to complement sales, product and
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for more information
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On The Web
Have you met TED?
TED
stands for Technology, Entertainment, Design.
It started out (in 1984) as a conference bringing together people from
those three worlds. Since then its scope has become ever broader.
This site
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talks and performances from TED available to the public, for free. More than
200 talks from the archive are now available, with more added each week.
Visit
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