Resource Room

Welcome to the AboutPeople Resource Room where you will find a variety of resources:

1. Credibility & Connection Intensive!
2. Credibility Audio Program
3. Inner Circle Newsletters
4. AboutPeople in the News
5. Articles by Michael Lovas and Pam Holloway in these categories:
   1. Credibility & Likeability
   2. Customer Psychology
   3. Consultative Selling & Relationship Expansion
   4. Practice Development
   5. Hiring, Managing and Motivating
   6. Knowledge Transfer
6. Noteworthy Links to other people and sites

Credibility Audio Program

• 001 - Business Case for Credibility
• 002 - Why Important to Financial Advisors
• 003 - What Credibility is NOT
• 004 - What Credibility is - part 1
• 005 - What Credibility is - Part 2
• 006 - Face of Credibility
• 007 - Look and Language of Credibility
• 008 - Inherited Credibility
• 009 - Credibility Index

Inner Circle Newsletters

• The Organic Practice
• Independence
• Inside Secrets
• Credibility & Referral tool
• WHEN to ask for referrals
• 20-20
• Face Values
• Credibility Intensive MOVED
• 3 new Credibility audio files
• Credibility Resources
• 1 % Club
• Financial Advisor Credibility
• The Path of Credibility
• Morningstar article
• Credibility through questions
• Value of Credibility
• Credibility and Relevance
• Client Receptivity
• How to Improve Your Credibility - Now!
• Six Ways to Demonstrate Credibility

Articles by Michael & Pam

Credibility& Likeability

• The Secret to Likeability.  Pam Holloway.  AIArchitect.  May 2007.
• Credibility! What it is and how to get it. Michael Lovas.  December 2007.
• How to Become More Likeable.  Michael Lovas.  Exclusive Focus. Summer 2007.
• Credibility Marketing in 2007
  Michael Lovas.  ProducersWeb.com.  April, 2007
• Credibility Marketing - Part I.
  Michael Lovas.  Judy Diamond Associates Online.  March 2004
• The Credibility Factor - Don't Blame the Marketing!  Michael Lovas.  Judy Diamond Associates Online.  October 2003.
• How Your Clients & Prospects Really See You.  Understanding the hidden messages you communicate through your language and behavior.  Pam Holloway.  September 2001
• Michael Lovas on Credibility Marketing.
  An interview with Ed McCarthy - FPA - Your Biz.  May 2000.
• Creating a Credibility Culture. Six Solutions for Managers  
  Michael Lovas.  Judy Diamond Associates Online. February 2000.
• The Key to Relationship Marketing.  Michael Lovas.  The Sales Doctor.com. February 2000.
• How to Build Credibility Through Your Marketing. 
  Michael Lovas.  Judy Diamond Associates Online. December 1999.
• Where Are You on the Credibility Scale?   
  Michael Lovas.  Financial Services Journal Online. November 1999
• Resume for Insurance Professionals.  
  Michael Lovas.  Insurance & Financial Professionals Business Network.  December 1999
• What is Your Firm's Hidden Identity?
  Michael Lovas. Are you sending clues to your job candidates? Workforce magazine.  December 1999.

Customer Psychology

• Investor Psychology - Judy Diamond Associates Online.  March 2005.
• Reading Minds - The mental filters your clients use determine whether they will actually listen to you.  Michael Lovas.  Financial Planning Magazine.  August 2003.
• Mind Power. 
  Michael Lovas.  Forum Magazine - Canadian Association of Insurance and Financial Advisors.  August 2002.
• Patterns of Influence. 
  Michael Lovas.  Human Capital Magazine. February 2002.
• Get Inside Your Customers Mind.  
  Pam Holloway.  BMA Presentation.  May 2003
• Finding Gold.  How to Influence Your Clients.  Michael Lovas.   Judy Diamond Associates. January 2001.
• Use the Language of Your Targets. 
  Michael Lovas. Direct Marketing News. September 2000.
• How to Read Your Client's Mind. Part I.  
  Michael Lovas.  Financial Services Journal. April 2000.
• How to Read Your Client's Mind. Part II. Michael Lovas.  Financial Services Journal. May 2000.
• How to Recognize Buying Types 
  Michael Lovas. Financial Services Journal Online. December 1998.
• Marketing to Creators.  
  Michael Lovas. Financial Services Journal Online.  April 1999.
• Marketing to Decision Makers.  
  Michael Lovas.  Financial Services Journal Online. April 1999.

Consultative Selling & Relationship Expansion

• The Dirty Dozen: 12 ways sales professionals screw up sales meetings & how-to fix them.  Pam Holloway. The American Salesman.  April 2007.
• The Weak Spot in Consultative Selling. 
  Michael Lovas.  Judy Diamond Associates Online. August 2005.
• Question Based Selling. 
  Michael Lovas.  Producers Web.  February 2005.
• The Most Damaging and Self-Destructive Belief.  Michael Lovas.  Producer's Web. February 2005.
• Magnetic Marketing.  
  Michael Lovas.  May 2004.
• The Art and Science of Questions. 
  Pam Holloway.  Senior Consultant.  March 2004.
• The Mystical Secret Formula of the Elite.  
  Michael Lovas. March 2004
• The Values Controversy.
  Michael Lovas.  GAMA Journal.  December 2003.
• How to Develop Trust - Part 1. 
  Michael Lovas.  Judy Diamond Associates Online.  February 2002.

Hiring, Managing & Motivating

• How to Hire the Best Person for the Job.
  Pam Holloway.  August 2003.  Auto Success Magazine.
• The How-to of Motivation.  A Step-by-Step Guide. 
  Pam Holloway.  July 2003.  Auto Success Magazine
• How to Clone Your Best People. 
  Pam Holloway.  June 2003.  Auto Success Magazine.
• The High Cost of Miss-Hires: Avoiding the Wrong Person for the Job.  Pam Holloway.  AboutPeople Magazine.  June 2003.
• The Right Person For The Job. 
  Pam Holloway.  AboutPeople Magazine.  September 2000.
• A New Look at Job Descriptions.  
  Pam Holloway.  Workforce Magazine. June 2000.
• The War for Talent.  
  Pam Holloway.  AboutPeople Magazine. July 2000.

Knowledge Transfer

• Counting What Matters.  Assigning Value to Intangible Assets. 
  Pam Holloway.  Center for Advanced Technologies IP Task Force.  March 2002
• Guess What George is Taking With Him?  How to Keep Knowledge From Walking Out the Door.
  Pam Holloway.  Workforce magazine. January 2000.
• Creating a Knowledge Sharing Culture.   
  Pam Holloway.  Knowledge Management Magazine.  January 2000. 
• How to leverage Exit Interviews for capturing key "how-to" knowledge: 2-part Workforce Magazine article. Exit Interviews - Part I and Part II - Interview Tips & Techniques.
• BrainDrain: Protecting Your Organization From Losing Key Knowledge. 
  Pam Holloway. AboutPeople Magazine.  June 2000.
• Corporate Learning in the Knowledge Age. 
  Pam Holloway.  Knowledge and Learning Research Group.  September 2000.
• Knowledge: Your Hidden Asset!  Pam Holloway. September 1997.  Financial Services Journal. 

Practice Development

• Beware of the Amateur Coach! or, how to spot a faux in the hen house.  Judy Diamond Associates Online, January 2007.
• How to Thrive in a Flat World -
  How to be Valuable to Clients & Difficult to Duplicate.  Pam Holloway.  Senior Consultant.  March 2006
• How to Find the Right Coach or Mentor  
  Michael Lovas.  May 2004
• Visioning - What you can't see will hurt you. 
  Michael Lovas.  Senior Consultant.  January 2004.
• How to Distinguish Yourself in a Crowded Market.  Michael Lovas.  Judy Diamond Associates Online.  February 2003.
• Logical Process to Re-Invent Yourself.  
  Pam Holloway.  Judy Diamond Associates Online.  December 2002.

• The How & Why of Strategic Alliances. 
  Special AboutPeople Strategic Alliances Report by Pam Holloway and Michael Lovas.  December 2001.

Seminars

• Financial Seminars - Part I - Michael Lovas. Judy Diamond Associates Online.  October 2002.
• Financial Seminars - Part 2 - Michael Lovas. Judy Diamond Associates Online.  November 2002.
• Financial Seminars - Part 3 - Michael Lovas. Judy Diamond Associates Online.  December 2002.

Audio

• Credibility Marketing Part I - Michael Lovas explains where Credibility Marketing comes from.

Noteworthy Links

Face Reading

BBC Science & Nature: Human Body & Mind: Spot the Fake Smile Test.  See if you can tell the difference between a fake smile and a real one. 20 video clips. Based on research by Paul Ekman.

Learning Styles Resources

Learning Styles Overview (from Wikipedia)

Learning Styles Matrix(Visual, Auditory or Kinesthetic)

Learning Style Survey (Felder-NCSU -Active/Reflective, Sensing/Intuitive, Visual/Verbal, Sequential/Global)