Dear associates!

I am not sure you are finding value in these messages. I am also not sure they are having any effect upon you. Can you please do me a favour! If you find value in these notes, please tell Michalis or Zacharias! If I do not hear from you this week, I will assume you are not finding value and I will stop sending them. Yes, that is correct, this is my last message unless I hear from you.

I have been watching the world economy with great interest. In particular I am looking for best practices. What are the successful advisors and managers doing to survive the recession and thrive after it. I expect and believe 2009 will be a challenging year for many customers and advisors. We are now seeing a large number of layoffs and plant closures. Reported earnings of the major top 500 companies of world are beginning to fall. It will take a few years, not months, to recover from the current global crisis. If you expect it is business as usual, you are sadly mistaken. The economy is a mess and will continue to be so for the foreseeable future.

This is not a time for you to hide under a rock and hope it all goes away. In fact, inactivity is the worst thing you can do. As well, if you act like you did before this crisis that is another mistake. I am sure some of you are very concerned about the messages I am conveying in this e-mail. If I have gotten your attention, then great my job is half-done. Are you shocked? Yes, then great! You should be! This is not a time for complacency! Do not think for a moment that you can survive this period if you do not change your tactics.

Now for the good news. This crisis is survivable. No question and no doubt about it! BUT you must change your approach. As I said in previous e-mails, our customers are in shock and they have lost faith in most financial organizations and the advisors who work for those organizations. Regardless of the reason for this current global economic crisis, it is real and it does apply in Cyprus. You will find in the coming months that your customers will become more unsettled and more cautious when they deal with you. The potential market will shrink.

How do you survive! Below I have some basic suggestions how you can gain your share of the available market.

1. Change your thinking - It is not business as usual, it is business as unusual. You must accept that you must change your thinking.
2. Get up off your ass - I know this is strong language - but many of you are too complacent. This is a time to work harder, not slow down. Increase your energy!
3. Add value - look for ways to add value to your existing and potential customers. Do not give the the bare minimum of service. Wow them with your service. Under promise and over deliver.
4. Focus on the core activities - Prospecting, Approaching Prospects and Behaving correctly in the Meeting with the customer.
5. Increase by 10% - in all aspects of your efforts do 10% more - 10% more prospects, 10% more calls, 10% more appointments, 10% more self development, etc. If you increase your effort by 10% you will increase your income by 50%.
6. Lead in the marketplace by your integrity - focus on honesty, truthfulness and transparency. Make sure all your customers, co-workers and managers see your integrity above all else.

If you do not follow my simple advice then you will fail! It is that simple. If you want to truly survive and thrive, then get up off your ass! If I have offended you by my language, then great. I am so tired of people who make hollow promises and don’t deliver. This is a time to deliver. If you don’t think it is necessary, then I hope you enjoy the results of your lack of effort.

This is my last message (unless you tell me to keep going)! I wish you the best always.

Warm regards,
Jim