Resource Room

Look below and see an entire library of published articles written by Pam and Michael. At last count, there were 67 articles on topics that every professional in every industry needs to become skilled in. And, they are all here for you at no charge.

The most up-to-date resources are published in our AboutPeople Blog.  Please check there often!  Here is a table of contents for the resources below:

1. Inner Circle Newsletters
2. Articles by Michael Lovas and Pam Holloway in these categories:
   1. Selling & Building Business Relationships
   2. Credibility Marketing
   3. Credibility, Likeability & First Impressions
   4. Customer Psycholoogy
   5. Hiring, Managing and Motivating
   6. Knowledge Transfer
   7. Practice Development
3. Credibility Audio Program
4. Noteworthy Links to other people and sites

 

Articles by Michael & Pam

Selling & Building Business Relationships

• Thumbing Your Nose at Ignorance Part 1
  Michael Lovas. The Register. October 2011
• Manipulation in Sales - Questions Not to Ask. Michael Lovas. The Register. March 2011.
• The Psychology of Selling - The First 8 Minutes. Michael Lovas. The Register. February 2011.
• Are you really customer-focused or just pretending?  Pam Holloway. AboutPeople Inner Circle. June 2010.
• Producer's Guide to Asking Questions. Michael Lovas.  Judy Diamond Associates Online.  April 2010.
• Are you creating value for your customers?. Pam Holloway, Sales & Marketing Magazine, February 2010
• Questions The Shortest Path from Prospect to Client. Michael Lovas.  Judy Diamond Associates Online.  April 2010.
• 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 Art and Science of Questions. 
  Pam Holloway.  Senior Consultant.  March 2004.

 

Credibility Marketing

• Financial Marketing - The times, they are a-changing. Michael Lovas. The Register. July 2011
• Psycho-Analysis of Your Marketing. Michael Lovas.  Judy Diamond Associates Online.  September 2009.
• Credibility Marketing in 2007 Michael Lovas.  Perfectionists  April, 2007
• Magnetic Marketing.  
  Michael Lovas.  May 2004.
• 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.
• Michael Lovas on Credibility Marketing.
  An interview with Ed McCarthy - FPA - Your Biz.  May 2000.
• The Key to Relationship Marketing.  Michael Lovas.  The Sales Doctor.com. February 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
• How to Build Credibility Through Your Marketing. 
  Michael Lovas.  Judy Diamond Associates Online. December 1999.

Credibility, Likeability & First Impressions

• The Credibility Process 2011. Michael Lovas
• How to Build Credibility. Michael Lovas.  Judy Diamond Associates Online.  March 2010.
• Credibility Impact on Your Bottom Line. Michael Lovas.  Judy Diamond Associates Online.  February 2010.
• First Impressions of Credibility - Your Face!
  Michael Lovas. Manage Smarter. May 2010
• Professional Credibility
  Michael Lovas. Horsesmouth. May 2010.
• Credibility Lessons from Bernie Madoff. Michael Lovas. Sales & Marketing Management magazine. March 2009.
• 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.
• How Your Clients & Prospects Really See You.  Pam Holloway.  September 2001
• Creating a Credibility Culture. Six Solutions for Managers  
  Michael Lovas.  Judy Diamond Associates Online. February 2000.
• Where Are You on the Credibility Scale?   
  Michael Lovas.  Financial Services Journal Online. November 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.
• 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 Read Your Client's Mind.  Michael Lovas.  Lifeseller..com  April 11, 2000
• 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.
• Mental Filters
  Michael Lovas. Financial Planning Associan and Canadian Assn. of Insurance and Financial Advisors
• The Most Damaging and Self-Destructive Belief.  Michael Lovas.  Producer's Web. February 2005

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.

Audios

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

  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

• Sales Conversations = Branding
• Problem with Best Practices
• 6 Core Programs
• What customers want from you
• Are you really customer focused or just pretending?
• How Your Clients and Prospects Really See You
• RESPECT Formula for Credibility
• Advisor's Credibility Summit
• Credibility Impact
• Resources - December 2009
• Resources
• You are invited!
• Endorsement!
• Thrive with Integrity
• Words that Sell - Part 1
• New Regulations
• Secrets of Marketing Psychology - Part 1
• 2 Excellent Resources
• 8 Ways to Distinguish Yourself
• Legacy of Madoff
• 2009 Relevance Survey
• Give First
• Psychology of Success
• The Catylist for Client Loyalty
• What Can I Do for You?
• How to Distinguish Yourself
• Credibility & Referrals - problems & solutions
• Out of the Box Marketing
• Oops
• Dirty Dozen
• Credibility Marketing Webinar - April 2
• 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
• Credibility & Likeability
• How to Improve Your Credibility - Now!
• Six Ways to Demonstrate Credibility

Noteworthy Links

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 Overview (from Wikipedia)

Learning Styles Matrix (Visual, Auditory or Kinesthetic)

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