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Review of Fanatical Prospecting Financial Prospecting aims to teach the readers how to be efficient and effective with prospecting. The author acknowledges that prospecting is a hard, gruelling, rejection-dense work. But it is the price you have to pay to earn a high income. The Problem The main reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to prospect. The failure to do the little things every day will cripple your efforts to achieve your goals. In sales you are owed nothing! Thus, you need to go out there and make things happen yourself. Do not waste time on trivial things. Understanding what you are worth helps you gain awareness of the cost of focusing on trivial things. 7 Mindsets of Successful Salespeople 1. Optimistic and enthusiastic. 2. Competitive. 3. Confident. 4. Relentless. 5. Thirsty for knowledge. 6. Systematic and efficient. 7. Adaptive and flexible. Interruption is the Main Job in Sales To achieve sustained success in sales career, and to maximise income, you have to interrupt prospects. There is no perfect time to approach a prospect. Cold calling is not that hard; it is the interrupting. Sales representatives…

Review of Pitch Anything With Pitch Anything, the author wants to teach the readers frame control which will help to overcome the challenges in life and career. The Problem There is a fundamental disconnect between the way we pitch anything and the way it is received by our audience. Our most important messages have a surprisingly low chance of getting through because our highly evolved neocortex, which is full of details and abstract concepts, tries to persuade the croc brain, which is afraid of almost everything and needs very simple, clear, direct, and non-threatening ideas, to decide in our favour. Thus, the message should not trigger fear alarms. Make sure it gets recognised as something positive, unexpected, and out of the ordinary – a pleasant novelty. Characteristics of Croc Brain The croc brain (the source of your target’s first reaction to your pitch) is 1. Going to ignore you if possible. 2. Only focusing on the big picture and needs high-contrast and well-differentiated options to choose between. 3. Emotional, in the sense that it will respond emotionally to what it sees and hears, but most of the time that emotional response is fear. 4. Focused on the here and now…

Review of Feel-Good Productivity Feel-Good Productivity is not a productivity system to help the readers get more done at any cost. It is about doing more of what matters to you. It will help you learn more about yourself, what you love and what really motivates you. The author wants to offer a new way of thinking about productivity that you can apply to your own life in your own way. Feel Good Feeling good does not just end with feeling good. It actually changes our patterns of thought and behaviour. This will also lead to greater productivity. The 3 Energisers The author asks us to incorporate play, power and people into our lives. These are the 3 energisers that help us feel good in our work and life, boosting our energy and helping us do more of what matters to us. The author reminds that when it comes to interpersonal dynamics, the truth is often unclear due to the different personal perceptions and circumstances. Although sometimes we have to do tasks that we do not enjoy, we can take control by choosing how we work on it. This could make the tasks more enjoyable. Procrastination The 3 emotional barriers…

Review of Crush Price Objections Crush Price Objections is a book about holding the line on prices and protecting margins for sellers. The author hopes to prepare the readers to handle a price objection than the buyer is to offer it. Sellers’ challenges One fundamental challenge of dealing with price objections is resolving differences in your subjective realities. Since the outcome is strongly tied to expectations, it is a good strategy to have positive expectations. Cutting and contracting is not the way to prosperity. We must expand, leverage, and sell our way to. prosperity. Buyers’ characteristics People make relative-value decisions – weighing what they want to acquire against what they sacrifice to acquire it, thus it is important to understand the context in which they make their buying decisions. Attributes that buyers value over price are quality, service, availability, and knowledgeable salespeople. Dissatisfaction drives change – people change when the pain is greater than the gain. Selling strategies Selling profitably requires changing the way buyers view things by stretching their time horizons from short- to long-term and enlarging the conversation from price to money. These 2 fundamental strategies – stretching the time horizons and enlarging the conversation – link all…

Review of Fluke Fluke tries to reframes our sense of who we are and how our world works. The author aims to dispel some of the damaging myths we pretend are true while exploring 3 facets of human experience that can help us understand ourselves. Storybook version of reality We focus on big, singular changes to expel big event, ignoring the small grains of sand that pile up and create avalanches. It is the storybook version of reality where everything that happens has a cause. To explain how we came to be who we are, we recognise the pivot points that so often were out of our control. But we ignore the invisible pivots, the moments that we will never realise were consequential, the near misses and the near hits that are unknown to us because we have never seen, and will never see, our alternative possible lives. That is why we are prone to inventing and clinging to false explanations in the face of seemingly random misfortune. Humans cannot easily accept randomness as an explanation for why we get cancer or end up in a car accident. Contingency vs convergence Contingency is the stuff happens theory while convergence is…

Review How to Beat Diabetes is the true story of the author’s determination not to become a statistic of Type II Diabetes. Type II diabetes There are 2 types of diabetes, being Type I diabetes and Type II diabetes. Type II diabetes is the common type. In Type II diabetes, the body loses its sensitivity to insulin, causing glucose to circulate in the blood and spills into the kidneys. Staying power The author attributes her success to staying power. Staying power means long-term positive changes needed to achieve a goal. She said that if you do something for 21 days, it becomes a habit. I was wondering if this is true but I decided to give it the benefit of the doubt. Exercise and diet Exercising and losing weight with permanence intended are her prescription to beat diabetes. You need to change and stay changed. In the process of learning how to lose weight, you also learn how to maintain normal healthy weight. If you experience some occasional lapses, do not be dejected, simply start back where you left off as soon as you can. There is no need to confine yourself to special foods; just eat sensibly. After a…

Introduction Forty Years to Life is an exposition of part of the transgendered condition from the perspective of the author who has known it personally. I received a request to review this book and proceeded to read it. Author Brenda Bradford Ward is a transgendered male-to-female woman. She had a career in financial services and is currently a doctoral student in sex and gender psychology. Contents Forty Years to Life has a total of 20 chapters. The chapters are: 1. The Terminology War 2. A Matter of Perception 3. A Manner of Being 4. Encounters of Youth 5. A Singular Event 6. A “Normal Boy” 7. For Higher Learning 8. Key Relationships 9. Lessons of Self and Gender 10. Music Discovered 11. A Room with No Door 12. A Time for Resolution 13. Stepping Out 14. The Condition and its Future 15. The Law and the Church 16. Popular Misconceptions 17. A Call to Action 18. Following the Plan 19. A Closing Word 20. Definitions and Conventions Used In This Work Review I knew Forty Years to Life would be a difficult read after a few paragraphs. Although this book is the author’s own personal experience, she wrote it with…

Introduction Power and Progress is about the direction of technology development. This book explores the nature of the economic, social, and political choice, the historical and contemporary evidence on the relationship among technology, wages, and inequality, and the ways to direct innovations to work in service of shared prosperity. After reading Poverty, by America, I stumbled upon this book and decided to read it. Author Daron Acemoglu is Institute Professor of Economics at Massachusetts Institute of Technology (MIT). He has received several awards and honours, including the John Bates Clark Medal, the BBVA Frontiers of Knowledge Award in economics, finance and management, and the Kiel’s Institute’s Global Economy Price in economics. Simon Johnson is the Roland A. Kutz Professor of Entrepreneurship in Sloan School at MIT. He was the chief economist at the International Monetary Fund in 2007-2008. He has been a Fannie Mae director since February 2021. Contents Power and Progress has a prologue and 11 chapters. The chapters are 1) Control over Technology 2) Canal Vision 3) Power to Persuade 4) Cultivating Misery 5) A Middling Sort of Revolution 6) Casualties of Progress 7) The Contested Path 8) Digital Damage 9) Artificial Struggle 10) Democracy Breaks 11) Redirecting Technology…

Introduction Poverty, by America is the author’s attempt to answer this question: Why is there so much poverty in America? It is a book about poverty that is not just about the poor but also how the other half lives, about how some lives are made small so that others may grow. I would like to know the answer to the author’s question. Author Matthew Desmond is an American sociologist and the Maurice P. During Professor of Sociology at Princeton University, where he is also the principal investigator of the Eviction Lab. Contents Poverty, by America has a prologue, 9 chapter and an epilogue. The chapters are 1) The Kind of Problem Poverty Is 2) Why Haven’t We Made More Progress 3) How We Undercut Workers 4) How We Force the Poor to Pay More 5) How We Rely on Welfare 6) How We Buy Opportunity 7) Invest in Ending Poverty 8) Empower the Poor 9) Tear Down the Walls Review In Poverty, by America, the author discusses the persistent poverty in the United States, despite its abundance. Definitions The technical definition of poverty is that a person is considered “poor” when they cannot afford life’s necessities. However, poverty is more than that. Poverty is…

Introduction Storyselling for Financial Advisors teaches the readers to tell the financial story. The authors want to show how the top advisors sell. As I am starting my financial planning business, I would like to know more about soliciting clients. Author Scott West is Head of Consulting for Invesco Van Kampen Consulting. I could not find much information about him on the internet. Mitch Anthony is a financial services advisor, author, speaker and consultant, and the developer of MyFLPTools, a subscription-based service that provides a suite of discovery tools for financial services professionals. Contents There are a preface and 13 chapters in Storyselling for Financial Advisors. The chapters are Part One: How to Put Half of Your Client’s Brain to Sleep 1) Why Statistics Don’t Sell and Stories Do 2) Learning to Speak the Language of the Right Brain 3) What’s Your Gut Feeling? How Decisions Really Get Made Part Two: Becoming a Better Storyseller 4) Reading and Leading Others: The 30-Second Body Language Read 5) How Socrates Can Help You Reach Your Sales Quota: Getting Others to Tell Their Story 6) How Self-Deprecation and Wit Will Get You Further Than Self-Promotion 7) Making the Intuitive Leap with Your Client 8)…