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"Your Home Business Coaching Ezine" 
Published Tuesday & Thursday
Lena Sanchez - Editor
Click Here To Email Lena 
928-636-9425
Thursday  June 29, 2006

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Watch For A Natural Environmental Facts Sun., Wed, Friday with  Monday's Ask Lena Health Q & A!

This Ezine is available by subscription only. Your Home Business Coach does not make its list available to third parties. All subscribe and unsubscribe information can be found at the end of this issue. The Mission of this Ezine is to help you grow in business and in health!  Archives

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=> IN THIS ISSUE!
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<> Editors' Remarks
<>Motivational Thought!
<> Spotlight of the Day
<> Paid Ads Week/Month
<> Business Tip
<> Advertising Links
<> Business Coach of the Day
<> Change Your Life Information

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EDITORS' REMARKS
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Greetings and thank you for being an optin subscriber. 

Thanks to the rain of the last couple of days the air is cleaner and not quite so hazy with smoke, as the fires are being brought under control and in some areas out completely. Sedona residents were able to go home so that means our Home Business people will be working like beavers playing catch up to get back to business.

The month is coming to a close did you meet your goals? Did you make goals? Now's the time to get them set for August otherwise you will not know if you succeed for the month or not!

Do what you must to be successful as long as it's honest, something you enjoy and doesn't hurt anyone.
 
Lena

Reminder:

Don't Pass On Misinformation. to others. 
Get the real scoop first at http://hoaxbusters.ciac.org/HBHoaxCategories.html 

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MOTIVATIONAL THOUGHT
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"Just because your voice reaches halfway around the world doesn't mean you are wiser than when it reached only to the end of the bar."
 
~ Edward R. Murrow

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The Lie About Leads
By Larry Klein

I get a dozen e-mails a week offering me "free leads." Most of these advertisements are bait to get agents to sign on with a particular insurance wholesaler or product provider as they grovel to add value by providing agents tools that will help make sales. But let's take a closer look at what the industry calls a "lead" as this word is used inconsistently. The agent needs to know what's being offered.
 
Cold lead-this is worthless-it's a name form a mailing list broker. The person may meet certain criteria-e.g., age, income or household value. Above that, it's just a name. Like a name from a phone book. When I was a young stockbroker, the mutual fund wholesalers brought me 1,000 "leads" like this. When they left the office, I threw these in the trash. Right-I'm going to waste my time cold-calling strangers.
 
Warm lead-the person has requested information by completing a card, an Internet form or expressed interest with no coaxing. Your best prospects will always be the ones that take action on their own, with no one convincing, no coaxing, no call from a telemarketer. This lead has value as the prospect has made a request and expressed interest.
 
Telemarketed lead. This is supposedly a warm lead with interest in meeting-they tell you that the prospect is waiting for your call. I doubt it. 
 
It's poor people have time and inclination to talk to telemarketers on the phone and sales people. Rich people, the people you want to talk to, put their name on the "do not call list," hang up on telemarketers and run away from sales people. Telemarketed prospects did not take action on their own. Someone called and pitched them and convinced them to take the next step. By the time you contact this prospect, the "convincing" has worn off and you basically have a cold lead. 
 
These are weak leads as opposed quality prospects who see an advertisement, a piece of direct mail or other offer and act on their own.
 
Set appointment-this can be a very valuable lead but ask how the appointment was made. Did the prospect first call from an ad or direct mail offer and then a telemarketer set an appointment? That's good, because this prospect took the initiative. 
 
Or, did the lead company call this person cold and talk them into an appointment? This is like the "tin man" lead-the firm that calls people at random stating that a representative will be in their neighborhood installing aluminum siding on a neighbor's home and could stop by and show them how they too can increase their home's value. This type of lead is weak and usually is not at home 30% of the time when you arrive for the appointment.
 
When you consider a lead of any type, ask the critical questions:
 
1. How is this person qualified for my product or service-what criteria do they meet?
2. Were they cold called and convinced to be a "lead"?
3. Or did they act on their own, essentially raising their own hand to say "I'm interested!"
 
It's this third type of lead that you desire. At minimum, 10% of these people will become clients. This allows you to quantify the value of your lead as follows.
 
If you earn $2500 from a client and are content with paying 10% to get that client ($250), then you would be willing to pay $25 per lead for 10 leads that resulted in at least one new client.

 To maximize the value of leads, make sure you have the sales skills. Sales skills do not come through experience-they come through training. So before you spend significant time and resources to buy leads and make presentations, gain the ability to close prospects. Get professional sales training from schools like Dale Carnegie, Sandler Institute or Huthwaite. If you don't, you'll waste your career earning a mediocre living and working harder than necessary.

About The Author: Larry Klein CPA/PFS,CFP(r), CRFA(tm) is a marketing expert to the financial services industry. Over 20,000 advisors use his marketing tools or have attended his classes. You can see if there is still an opening in your zip code in his lead system at http://www.insurance-lead.com.

HOW THIRSTY ARE YOU?

A man had an operation, and the doctor, by mistake, left a sponge in him. A friend asked him if he had any pain because of it. "No," said the man, "but I sure do get thirsty."

It's true that the people who get thirsty - not for water or beverages - but thirsty to pursue a dream or achieve a goal, are the ones who will eventually succeed. Thirst, or desire, is paramount. Napoleon Hill has said, "Desire is the starting point of all achievement, not a hope, not a wish, but a keen pulsating desire which transcends everything."

Alan C. Elliott writes in his book A DAILY DOSE OF THE AMERICAN DREAM: Stories of Success, Triumph, And Inspiration (Rutledge Hill Press) that educator Benjamin Bloom reported the results of a five-year study that was undertaken to discover what made some people extraordinarily successful. The study consisted of detailed research into the lives of 120 of the nation's top artists, athletes, and scholars.

Bloom was surprised to find that natural abilities played only a small part in the development of those individuals.  As children, they were often mediocre musicians, athletes or students, but Bloom found that they possessed a powerful drive to succeed. They practiced the piano hours every day, rose well before school every morning to swim, or spent hours alone working on science projects.

Parental support was also a key factor. The parents of the successful young people helped out, exposing their children to great ideas and influential persons. Many sacrificed to ensure that their offspring received good training. But in the end, it was their children's thirst to do well that made the difference.

How thirsty are you? Your success in any field you choose may hinge on your answer to that simple question.
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Steve Goodier Publisher@LifeSupportSystem.com is a professional speaker, consultant and author of numerous books. Visit his site for more information, or to sign up for his FREE newsletter of Life, Love and Laughter at http://LifeSupportSystem.com.