Ruta’s Rules Fall 2013 – Investment Executive

Ruta’s Rules: Don’t segment clients, invite them

Alan — Mon, 16 Dec 2013 20:21:00 +0000

In the final video of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, alerts advisors to the perils of client segmentation. He gives tips on how to invite clients to choose their preferred level of enhanced services. Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: The perfect way to start a sales call

Alan — Sun, 08 Dec 2013 16:00:00 +0000

In part 11 of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, explains the perfect way to start every client interview, with a phrase so powerfully effective, Ruta calls "the golden question." Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: Use an accountability partner to help set and keep goals

Alan — Mon, 02 Dec 2013 11:15:00 +0000

In part 10 of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, explains how to use an “accountability partner” for help in setting and keeping goals. If you meet your goals, your partner buys lunch. Sounds easier already, doesn’t it? Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: A new take on needs analysis

Alan — Wed, 27 Nov 2013 13:10:00 +0000

In part nine of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, asks, why are we so concerned about self-insurance? He offers a different take on capital needs analysis that can offer added value and opportunity. Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: How to break into the business market

Alan — Tue, 19 Nov 2013 22:10:00 +0000

In part eight of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, explains how to enter the business market, even if you are not a business specialist. He gives sales and product tips on business insurance that delivers exceptional value to business clients. Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: Are your sales gimmick-based or values-based?

Alan — Mon, 11 Nov 2013 21:25:00 +0000

In part seven of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, asserts that gimmick-based life insurance selling can harm your sales and practice. He explains why a values-based approach is the strongest sales approach for your practice. Ruta spoke at the TMX Broadcast Centre in Toronto.

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Do you have a mission impossible statement?

Alan — Mon, 04 Nov 2013 17:30:00 +0000

In part six of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, questions the traditional mission statement, saying there are often long, irrelevant or unwieldy. He suggests crafting an “expert identity statement”, and explains how to cut to the quick with a direct description that puts your goals and target market in the clearest possible light. Ruta spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: Power pointing your presentations

Alan — Tue, 29 Oct 2013 21:05:00 +0000

In part five of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, explains how to deliver your key points with power to give compelling presentations for clients. He spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: Everyone is in sales

Alan — Wed, 23 Oct 2013 10:00:00 +0000

In part four of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, explains that everyone is in sales — even those who think they are not. Ruta asserts that selling is simply professional persuasion — also known as good advice. He spoke at the TMX Broadcast Centre in Toronto.

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Ruta’s Rules: Tell your title like it is

Alan — Wed, 16 Oct 2013 14:30:00 +0000

In part three of this 12-part series, Jim Ruta, managing partner, LifeAssist Software, outlines the benefits of ensuring your title describes precisely what you do — including the benefits of increased buy-in, credibility and referrals. He spoke at the TMX Broadcast Centre in Toronto.

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