How to Get 70 Referrals in 1 Hour

Filed under: GENERAL — Kerry Johnson @ 9:49 pm  

How to Get 21 Referrals Appointments in One Hour
Two weeks ago, my client Andrew held a BANC-Messina event in New Haven Connecticut. At that program, 30 family buying units showed up and brought 21 guests. 12 of the guests booked appointments with Andrew. So far he has seen five of the 12, sold three out of the 5, and made $30,000 in commissions with 5 more appointments to go. If his results hold up with the other five appointments, his total commissions for the event will equal $60,000. This is a similar result from other coaching clients who have used this concept.

I was the guest speaker at the event. I spoke on “Why Smart People Make Dumb Mistakes with Their Money”. Andrew spoke for 15 min. at the beginning on market update discussing volatility, the European crisis, and what’s likely to happen to the US Economy over the next few months. He did a raffle for an iPad for anybody who brought a guest. After the speech, dinner was served. His assistant collected the evaluations and booked appointments with the guests. Even current clients booked appointments with money Andrew didn’t know about. The bottom line? The cost per sale was markedly less than a public dinner seminar. This is one example of how to get scores of referrals in one evening.

Market Update
The Dow lost 2.16% on Friday, ending the quarter down 12%, the worst quarter since 2009. Most of the decrease was caused by worries over a European sovereign debt crisis. Greece is on the verge of default with only France and Germany standing in the way. The public workers unions are rioting in Athens portending a possible display of what may happen if the US also gets close to a default.

The Quarter was among the most volatile in history with 18 market movements of over 200pt swings. In August alone, the market swung more than 400 points on 4 separate days. Financial stocks were the hardest hit moving down at least 25%. Morgan Stanley alone lost 40% of it’s market value during the quarter. Even the world’s fastest growing economy, China slowed down. The US economy is also slowing, raising the chances of an economic recession to 50-50.

The Fed’s Answer
Helicopter Ben Bernanke, chairman of the Fed, has instituted a new strategy called “Twist”. Instead of more Quantitative Easing or printing money to buy US Treasuries, ensuring the loss of US Dollar value, The Fed is now selling shorter term bonds and buying longer term issues. This is in hopes of making long term debt less expensive and even getting mortgage purchases online again. All in all, the Fed is nearly out of ammunition and now using arrows instead of heavier ordinance. It is said the Market is a leading indicator of where the economy is going. So far investors don’t have much confidence.




The US Economy by the Numbers

Filed under: GENERAL — Kerry Johnson @ 1:36 pm  

This Week’s Peak Performance Coaching Report and Current Economic Outlook
As you communicate with your clients and help them make sense of the current economic conditions, here are some talking points that will make your conversations more relevant and informed.

Peak Performance Coaching Update:
Recently John McCloskey from RME he was the special guest on our weekly coaching call. This topic was “The Five Steps to Book More Appointments at Seminars.” Whether you are currently doing seminars or plan to in the future, you should listen to this call. Just click on the link to hear a replay.  https://www.gatherplace.net/play?22023701
This is just one of the many services available To Peak Performance Coaching Clients.

Here are some concepts you should keep in mind this week as you make your 3 month client calls:

The Current US Economy: By the Numbers.
We are often distracted by the constant noise of financial and political reports, crises, and commentary. It sometimes is difficult to put all the information into perspective. Your job as an advisor is to not only make sense of all the news, but also give advice to those who depend on you. Here is a perspective from the 40,000 foot level that should make sense to anybody who is willing to pay attention. As you talk to your clients this week, each of these statistics can be used to sober your comments.

1 The US sovereign debt rating was downgraded this year from AAA to AA+. The first time in US history.

2 US federal spending is 25% of GDP. The highest level since World War II.

3 The US fiscal budget deficit is 10% of GDP. The highest level since World War II.

4 The current US federal debt is 67% of GDP. Also the highest level since World War II.

5 US employment is now 48.1% of the eligible working population. The lowest since 1983.

6 Long-term US unemployment and underemployment is 45.9% of the eligible working population. The highest since the 1930s.

7 The increase in non-farm payroll employment is .5% since the recession recovery in March 2009. This is the slowest job growth for a 26 month period after a severe recession since World War II.

8 The home-ownership rate of 59.7% is the lowest since 1965.

9 The % who of taxpayers actually paying income tax is 49%. The lowest in the modern era.

10 The US Government Dependency Rate of 47% (the % receiving one or more federal benefit payments) is the highest in US history. Kerry


This Week (9-1-11) Peak Performance Coaching Report and Current Economic Outlook

Filed under: GENERAL — Kerry Johnson @ 4:11 pm  

This Week’s Peak Performance Coaching Report
and Current Economic Outlook
As you communicate with your clients and help them make sense of the current economic conditions, here are some talking points that will make your conversations more relevant and informed.

Have you missed any Dr. Kerry Johnson Client Updates? You will now be able to respond to these market updates, and add your own expertise as well. Just visit http://www.kerryjohnson.com/blog to make your views known. Be sure not to miss Travis Terlau’s techniques on how he up-sells financial planning clients to life insurance. This audio interview alone will increase your business this year.

Here are some concepts you should keep in mind this week as you make your 3 month client calls:

Volatility In the Stock Market
According to a Bespoke Investment Group, there have been 283 swings in the market of at least 4% since 1900. 10.95% of those have come since October 2007. Over the past century, secular long-term trends has been very predictable. After the 1929 crash and the Great Depression, the market took 25 years until 1954 to return to new heights. The market rally beginning in 2009, seems to be running out of steam. Only the 1932-33 and be 1935-37 runs saw stronger rallies than 2009 over a two year period.

Recently the Fed decreased GDP for 2011 to less than 2%. This week the U.S. Treasury predicted unemployment would be 9.1% through 2011 and down to 9% through the 2012 election. No president has ever been reelected with unemployment above 8% since FDR. Besides a debt ceiling controversy, other factors have contributed to a soft patch recently in the US economy. Among those is the sovereign debt crisis in Europe that has of late, threatened the health of the European banking system and spillover to the US economy. Currently US exports to Europe are so high that it is responsible for 20% of our GDP. Our financial systems are connected through interbank lending and the funding of our capital markets. It is often said that when the US has a cough, the rest the world gets a cold. Consequently, when Europe gets a cold the US gets a cough.

The Politics of Doom and Gloom
Congressman & presidential candidate Ron Paul has campaigned for years about the lax money policies of the Fed, overspending by the treasury, and the ravages of inflation. But very few have reported where Ron Paul has his money. According to financial disclosures, Paul is a heavy investor in gold-mining stocks and has been for the last 16 years. This backs up his belief that inflation will be so severe in the future that Americans will abandon the dollar and move into commodities like silver and gold for hard money. In 2010, Paul had between $1.6 million and $3.5 million in gold-mining stocks in addition to holdings in three bear market funds. These financial positions have been constant since 1971, but it looks as though his investment strategy may be finally paying off.

A Slowing Economy
For those who ask whether the US slowing economy is headed toward double dip recession, all one needs to look at are corporate earnings. According to the ISI group, US companies that sell to emerging market countries are seeing high profit. While many US companies are sitting on more than $2 trillion of earnings currently, many are waiting to start hiring when they see more predictability in regulations and a reformed corporate tax system. Until that time, unemployment is likely to stay high.

Waren Buffett Wants to Raise Your Taxes
Buffett made the news recently about millionaires paying too little taxes. But this tax increase would make a very small dent in the federal debt. The congressional budget office, CBO, estimates that federal debt will increase from 69% of GDP to 101% in 10 years. This means to maintain a 10 year goal of 69% debt to GDP ratio, spending would have to be cut or revenue raised by nearly $7.6 trillion over the next 10 years. Buffet’s proposal would only race 500 billion in extra revenue over the next 10 years.



Client and Market Update for 8-17

Filed under: SALES COACHING — Kerry Johnson @ 6:37 pm  

This Week’s Peak Performance Coaching Report
and Current Economic Outlook

As you communicate with your clients and help them make sense of the current economic conditions, here are some talking points that will make your conversations more relevant and informed. Here are some concepts you should keep in mind this week as you make your 3 month client calls:

A Softening Economy
Recent economic data has shown the chance of recession is continuing to grow. This possibility, according to some economists has been growing for at least two months. The technical definition for a recession is two consecutive quarters of negative GDP growth. But the recent unprecedented move by the Federal Reserve Board of holding interest rates at near zero for two year is surprising. It was ample evidence that the Fed expects a slow or even recessive economy in the short-term.

The Fed is out of ammunition with TARP, Quantitative Easing 1, and Quantitative Easing 2 all resulting in higher inflation, higher commodity prices, and a weak US dollar. The closely watched ISM manufacturing index have also been disappointing. The most recent ISM index fell to 50.9, the lowest since July 2009. While any number above 50 indicates economic expansion, the trend is toward recession.

Many economists believe the US is at an inflection point. Since consumer spending is 70% of US GDP, recent consumer confidence index decreases in the last two months are not good signs. This declines in these indexes could result in a self fulfilling prophecy; where consumers are so nervous about a future recession, they stop spending.

The current unemployment rate remains at 9.1% down only .1% from June. The ADP private payroll report recently showed a slim gain of 114,000 jobs. Nothing seems to add jobs currently. The Fed is unable to sufficiently stimulate the market, although they have certainly tried. The Treasury has been unable to add confidence to small business employers who hire 65% of all American workers. The S&P downgrade from AAA to AA+ has also given much reason for hope. It seems only a change in the US tax code could be the answer. $3 trillion of corporate profit is now currently outside the US. America has one of the highest corporate tax rates in the world. To repatriate that money back into the US would mean business would have resources to hire as well as to build further corporate infrastructure and profit. Many economists believe that lowering the corporate tax rate to 25% alone would be enough incentive to bring offshore corporate money back. That would mean hundreds of $Billions in recovered taxes. Many believe not updating the tax code is unconscionable with so many out of work.

The Euro Zone Crisis of Confidence
The European Central Bank finally stepped in recently to prop up the shaky economies of Italy and Spain. They did this by purchasing Italian and Spanish government debt. While this seemed to stem short-term concerns, it put added pressure on lending source banks in France and Germany. The European Financial Stability Facility (EFSF) is the backbone of the current European sovereign debt bailout. The problem is structural. No matter what the EFSF does, Italy and Spain are too big to bail out. There is not enough money available in any European institution to save these countries from defaulting. This is a major factor why the US stock market has seen such extreme volatility. Eventually we will see riots and social unrest in European cities recently seen in Greece. The ECB and the ESFS are currently struggling to convince Spain and Italy to create new austerity programs now instead of waiting for default later.


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  • 2011

    Weekly Market Update and Coaching Report

    Filed under: SALES COACHING — Kerry Johnson @ 6:12 pm  

    The S&P Debt Downgrade
    Last Friday, the S&P on rating service upgraded US sovereign debt from AAA to AA+. This was one  of the most telegraphed decisions in financial history. During the debt ceiling debate, S&P told lawmakers at least $4 trillion needed to be cut from the federal deficit. Along with a bipartisan plan to make these cuts resistant from repeal. The U.S. Treasury responded by accusing S&P of $2 trillion accounting error. The US is now in the same risk pool as Belgium and New Zealand. Even the UK and Norway have a higher sovereign debt rating than the US.

    There are three reasons why the market will see a period of great volatility over the next six months.

    1-Italy and Spain are in danger of default. The PIGS nations, Portugal, Ireland, Greece and Spain are now all on the bond default watch list. Spain’s economy is larger than Portugal, Ireland, and Greece combined. What makes matters worse is Italy. Italy is the third largest bond issuer in the world. The European Central Bank (ECB) is the only entity authorized to print euros. It is widely rumored that the ECB will enter a period of monetizing European debt. This means the ECB will print money to purchase sovereign debt much like the Federal Reserve did before June of quantitative easing.

    2-The market saw the debt ceiling debacle a long way off. The reason last week’s market decrease 6% last week and 5.5% on Monday was an expectation that nothing substantial would be done to help the US get back to AAA status. The average time it takes for a country to regain the status is 9 to 18 years. An S&P spokesman on Sunday told Fox news there was a 50-50 chance of the US slipping further down to AA status. This decrease in sovereign debt will cause the US borrowing costs to increase. For every 1% more money the US pays an interest, and extra $1 trillion is added to the federal deficit. At $20 trillion deficit, the debt is impossible to pay.

    3-The sovereign debt rating decrease is the most impact-full on the 10 year treasury bond. This “long bond” is the benchmark for interest rates on nearly all consumer loans. It will increase the interest rate on mortgages, credit cards and even car loans. Some economists think this hidden tax will plunge the US economy into a double dip recession. Late breaking news also reported that New York Life and Northwestern Mutual because of their Treasury positions were also downgraded by S&P.

    Up Selling Clients to Life Insurance
    Today on a Peak Performance Coaching conference call, I interviewed Travis Terlau. Travis has sold more than $50,000 in target premium life insurance in the last two weeks alone. He spoke about how he books appointments as well as closes the business. To hear this short 20 min. interview of how Travis works his magic, click on
    http://www.kerryjohnson.com/blog This will take you to the link to hear Travis’ interview.


    we are entering a period of great volatility. Most economists think we are entering a second phase of debt repudiation. This is an era of lower consumer spending as we say more money, as well as a further credit crisis as banks refuse to take risk in lending money. The .VIX, a measure of market volatility, was 80 in 2008. Today it is at 48, a 50% increase. This all until only index is often a warning to move to safety. Many hedge fund managers are currently going to cash or made that move last week.



    Recent Speech

    Filed under: GENERAL — Kerry Johnson @ 4:22 pm  

    I just spoke to American Retirement Systems on “How to Increase Your Business by 80% in 8 Week” The attendees learned about not only advanced sales strategies but also how to build a business plan that will increase their sales by 80% in 8 weeks.


    My New Book – Behavioral Investing

    Filed under: BOOKS — Kerry Johnson @ 11:19 am  

    Just released, my new book “Behavioral Investing”.

    Why Smart People Make Dumb Mistakes With Their Money!

    Dr. Kerry Johnson’s New Blog Page

    Filed under: GENERAL — Tags: , , , — Kerry Johnson @ 5:50 am  

    Welcome everyone to my personal WeB LOG. Please visit this Blog on a routine basis to get the latest on my sales coaching techniques. I hope you will find this to be informative and helpful.