2nd Quarter, 2006

Hello, if I may, I would like to take a moment of your time to discuss this endeavor we have restarted, Gorilla Times. Gorilla Times represents a collection of the best practices and trends that the Marketing Team have identified as being noteworthy. We believe that the articles presented will prove a valuable resource to you and your staff.

-Matt Hicken

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Blast from the Past: Where Oh Where Has My CO Gone?
by Tony Parmenter

So, you need a new Computer Operator.  Your old one just stopped kicking, bit the dust, or moved on to greener pastures. 

Well, here are a few tried and true guidelines that will help you find the “perfect” Computer Operator.

...(more)

Client Appreciation Events
by Jason P. Demers

How often do you tell your Clients “ThankYouVeryMuch!?”  How about showing them?  How about telling them, showing them and promoting referrals all with one event?  Impossible you ask?  Not if you put on a successful and well-organized Client Appreciation Event. ...(more)

Do We Ride on the Railroad?
by John Tillotson

Back in the day—way back—railroad technology was hitting the country with a bang. The rails reached all the way across the country and let people ship goods or travel much more quickly and efficiently than by any of the older means. At the time Henry David Thoreau, that famous exponent of the simple life, complained that "We do not ride on the railroad; it rides upon us." He felt that people had let the railroad take over too much of their lives. Most of his fellow citizens apparently disagreed.

...(more)

How Savvy is Your Sales Assistant?
by Alex Reynolds

Many Advisors come to the Gorilla® class in Utah with a full or partial team, including a "Sales Assistant"—and then, as soon as they start working with us in Marketing Support, come to the conclusion that they don't have an SA after all.

...(more)

Perception: How Do They See You?
by Winfield Greenwood

Where did the rabbit come from that he pulled from his hat?  How did he know that I had the Queen of Hearts?  How is it possible to cut a woman in half?  The feats that the magician is able to perform are amazing, but you know that he really isn't creating a rabbit inside his hat.  You know that he can't see your face card.  You also know that if he really did cut the woman in half, well ... you know.  So, ask yourself, what is really happening here?

...(more)

Selling: Is It All in Your Head?
by Matt Hicken

I once had a Gorilla tell me that when a Prospect walked in the door to meet with them, they could immediately tell if the Prospect would close or not. Based upon that judgment, the Advisor would excuse off any that weren't going to close. My first thought was: That's a pretty pessimistic attitude to have in selling! My second was: I wonder if that's reflected in the Advisor's closing ratio?

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Your Clients Are Someone Else's Prospects
by Taylor Tollison

Have you ever heard the saying "Your clients are someone else's prospects?"  This phrase needs to be ingrained into the psyche of not only the Advisor but also each and every staff member.  The very core of "your clients are someone else's prospects" is competition.  Competition exists in every industry, business and in all walks of life.  Competition drives us to better our business and ourselves.  If you don't continually strive to improve and meet the wishes of your clients, then they will soon become your prospects. 

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