Sept2013

Top 10 Truths About

Entitlements

Member Profile

Welhouse Construction

Healthcare law

online resource

7 Things Really

Persuasive People Do

Meet the Members

101 E. Wisconsin Avenue | Kaukauna, WI 54130 920.766.1616

www.heartofthevalleychamber.com

What’s Inside

September 2013

2 Heart Beat | September 2013

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Thursday, October 17, 2013

Van Abel’s of Hollandtown

Some of 2013’s participants: Arla Foods, Baker’s Outlet, Buffalo Wild Wings, Cinder’s Charcoal Grill, Cold Stone Creamery,

Culver’s of Darboy, Dunkin’ Donuts, Fox Banquets Rivertyme Catering, The Grand Meridian, High Cliff Restaurant, Hilltop

Bakery, Landreman’s Family Restaurant, Little Chicago, The Marq, Ponzies, Prime Steer Supper Club, Simon’s Cheese,

UNO Chicago Grill, & Van Abel’s of Hollandtown.

The ticket is good for all the food you can eat

(bring your elastic pants)!

This buffet style event allows you to taste food from over 25 local food vendors!

Come and taste the best of the BEST!

This event is one of the Chamber’s largest fundraising events - we hope that you can show your support and get involved!! Call Kelli at 766.1616

or email [email protected] or purchase tickets at www.heartofthevalleychamber.com

Your business name will be listed on the item __ $25 __$50 __$75 __$100

Gift Certificates, Event Tickets, Electronics, Tools,

Jewelry, Gift Baskets, Home Accents, Clothing

The theme for this years silent auction will be “Happy

Holidays” - featuring practical gift giving items to make

holiday shopping guilt free and items to make your

celebration preparations a breeze! And to help...the

Chamber has baskets of all sizes if you would like to

stop in and pick one out!

A Food Lover’s Adventure

This annual event celebrates the unique flavor of Northeast Wisconsin by pooling culinary experts from local restaurants

and eateries, highlighting their customer’s favorites and new delights. The Taste from the Heart works in union with

local businesses, residents, volunteers and visitors to build the local economy and sense of community.

4 Heart Beat | September 2013

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6 Heart Beat | September 2013

www.alliancebuilds.com

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New research from the Federal Reserve Bank of San Francisco indicates that economic policy uncertainty has made unem-ployment worse. Sylvain Leduc, vice president and Zheng Liu, research advisor in the Economic Research Department write:

Our results suggests that, in late 2012, if there had been no policy uncertainty shocks, the unemployment rate would have been close to 6.5% instead of the reported 7.8%.

Leduc and Liu explain, “[E]ven though the number of job openings in the economy has been rising during the recovery, the un-employment rate has remained stubbornly high…. There are now more jobless workers for a given number of job openings than in the decade before the downturn.” The relationship between job openings and unemployment is represented by the Beveridge curve which shifted outward. Leduc and Liu noticed that the Beveridge curve shifted as the Economic Policy Uncertainty Index, developed by economists Scott Baker, Nick Bloom, and Steven Davis, increased. In other words, when economic policy uncertainty went up so did the unemployment rate for a given number of job openings. Leduc’s and Liu’s research supports the premise that with greater economic policy uncertainty, employers become more hesi-tant to fill job openings, leading to higher unemployment. While other economists have also concluded that economic policy uncertainty has slowed the economic recovery, Leduc and Liu directly tie economic policy uncertainty to unemployment.

With uncertainty surrounding the implementation of Dodd-Frank and Obamacare, pending EPA greenhouse gas emissions rules in the pipeline, and a looming fight over the debt ceiling, it’s no wonder that businesses lack the confidence to hire. Unfor-tunately, it’s unemployed workers who are paying the biggest price of Washington’s ineptitude.

Study: Economic Policy Uncertainty Leads to Higher Unemployment

Around Town

8 Heart Beat | September 2013

There's no Cheese like Wisconsin Cheese...There's no Wisconsin Cheese like Simon's

www.simonscheese.com

...Beauty. Escape. Confidence. Harmony. Whatever you seek for your body, mind and soul … you’ll find it

there.

Talented, experienced and welcoming artisans and cer-tified massage therapists are ready with a full array of salon services, decadent spa treatments, nurtur-

ing facial treatments and refreshing manicures/pedicures.

www.salonaura.com

Van Zeeland's Auto Care Centers,has been family owned and

operated since 1937. The secret to their longevity can be

summed up with our statement: An honest mechanic at a fair price.

They are leaders in offering name brand tires and auto repair for

customers located in and around the Fox Cities area.

www.vanzeelands.com

Vanderloop Shoes is committed to providing their cus-tomers, both retail and industrial, with an informational and pleasant purchasing experience. They are proud to provide superior products and knowledgeable customer

service before and after each sale. http://www.vanderloopshoes.com/

They’re down to earth; no nonsense; straightfor-

ward with honesty and integrity. They have been in Little Chute, Wisconsin for over 80 years and they

proud of their reputation of high quality nursery stock, expert personal service and professional

residential landscape designs. http://www.vanzeelandnursery.com/index.php

Located in Appleton, Wisconsin, Vande Hey Company has

been providing quality service in Wisconsin and beyond since

1950. Their commitment to innovation, quality, and customer

service has given them the opportunity to broaden their

boundaries and continue to serve the needs of their clients.

http://www.vandeheycompany.com

Robinson Florist & Greenhouses offers beautiful, fresh flower arrangements in Kim-

berly, WI. Their expert florists create the perfect gifts to suit any special occasion.

www.robinsonflorists.com/

Quiznos offers chef-inspired menu items, including grilled flat-

breads, salads and wraps, sa-vory soups and toasty subs.

www.quiznos.com

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Want your business featured here? Email [email protected]

Heart of the Valley Chamber of Commerce Gift Certificates make the perfect gift for every one. From golf to gas, groceries to lumber, gift certificates can be redeemed at over 100 area business.

Whatever type rider you are, they have a bicycle to fit your need. From comfort,

racing, mountain, kids and special needs. Don’t forget you can try the bike

out on the C E Trail right outside the door.

www.bicycledealer.net/

Since the first Rocky Rococo Pan Style Pizza and Pasta opened on Gil-man Street in Madison, Wisconsin in 1974; folks knew that there was

something special about Rocky's pizza pie. With fresh dough made daily in our kitchen, our signature, tangy pizza sauce and the finest ingredi-

ents, like our hand-pattied Italian sausage, it's easy to see how Rocky's became synonymous with quality.

www.rockyrococo.com

Serving the Little Chute, WI area since 1991, Premier Appli-ance Inc. offers the best of the best in appliances. They ser-

vice and repair appliances. www.premierappliance-inc.com/

Looking for a Appleton printer that offers quality printing and exceptional customer service?

Whether you need business card printing, booklets and flyers, or signs and banners, they can help!

www.postnet.com/appleton-wi109

Stellar Blue Web Design LLC, a digital marketing agency, hired Emily Janssen as an Administrative and Marketing Assistant and Chase Meidam as a digital developer and Jason Raisleger as a Project Strategist. Keller Inc. announces these new projects: remodel of Bay Lakes Center for Complex Dentistry’s existing facility; design and build a new pool complex for Butte Des Morts Country Club; build a 9,117 square foot office and warehouse addition for Community Clothes Closet; build a 29,630 square foot church for Imman-uel Evangelical Lutheran Church. BLC Community Bank welcomes Adam Lange as Vice President of Loans. Miron Construction Co., Neenah, recently hired: Kyle Pieters as a project manager, Logan Krueger as an industrial estimator, Halie Schmidely as an estima-tor, Blake Titus as a virtual construction specialist, Al-ley Shepeck as a project coordinator and Hunter Nel-son as a warehouse mechanic. Schenck SC was ranked 23rd on the Vault Accounting 50, an annual list of the 50 best accounting employers in North America. Schenck is pleased to announce that Jonathon Brandt recently joined the firm’s Appleton office as a Staff Accountant. Schenck would like to thank the following employees for their years of service to our firm: FOX CITIES OFFICE 15 Years: Dianne Greely, Medical Billing II Amy Martin, CPA, Manager 5 Years: Tammy Pluff, Payroll Processor The Bank of Kaukauna is pleased to announce the addition of two new residential and consumer lenders to its mortgage department, as well as an internal promo-tion: Jan Vanevenhoven comes to The Bank of Kaukauna as a lender with over 30 years of mortgage experience

Sarah Cooper joins The Bank of Kaukauna with over 6 years of mortgage lending experience as well as an ex-tensive consumer lending background. Dan Pichler was appointed the partner-in-charge of Wipfli LLP’s Green Bay office. Kevin Cherney was elected to partnership at Wipfli LLP in Green Bay. Heidi Stachowiak was hired as the production and sales floor leader for the Goodwill Outlet Store in Apple-ton. Tim Christen, chairman and CEO of Baker Tilly Vir-chow Krause, LLP was named to In Business maga-zine’s 2013 Hall of Fame. Kevin Moloney and Kevin Kosgard joined Baker Tilly Investment Advisors, LP . Marking their 100-year anniversary, Lamers Dairy do-nates $4,100 to St. Joe’s Food Pantry. Prospera Credit Union has hired John Schemm to take on the role of vice president of lending. Eagle Graphics along with partner company, Eagle Sign & Design, has announced the opening of a 1500 square foot retail store in Kimberly, WI. Alliance Construction & Design, a design/build gen-eral contractor doing business throughout Wisconsin, is pleased to announce that Deb Barlament has accepted the position of Vice President of Operations with the or-ganization. Lamers Dairy wins first place award at World Dairy Expo’s Championship Dairy Product Contest. Culver’s of Darboy has partnered with Wrightstown FFA as part of a larger, nationwide effort by Culver’s and its guests to thank the family farmers on which the restaurants depend by donating 10% of its sales on September 15 to the chapter.

10 Heart Beat | September 2013

Any change or update within your business such as a promotion, new addition, award won, etc. can be included in

this section. News must be submitted by the 15th of the month for the following month’s publication. Send to:

[email protected]

GOOD NEWS Is Worth Repeating

Www.WeMakeSoftwareWork.c

om

** Business after Hours ** Big thanks to High Cliff Restaurant for hosting the last Business after Hours event.

It was a great turn out!

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Pictured here L-R: Aaron Zimmerman Trisha Huizenga Carrie Rule Bill Mueller

Pictured here L-R: Annie Koleske Debbie Daanen Kathy Peotter

12 Heart Beat | September

13 Our next spotlight can be about your business. Call 920-766-1616 if interested.

Coyne S. Borree Owner Midwest Restoration Fire & Water Damage Specialists www.mwrestoration.com

Give us a brief description/history of your business…. Started in 2008, Midwest Restoration is a local provider that specializes in the cleaning & restoration and reconstruction of residential and commercial properties damaged by fire, water, storms, vandalism, or any other damage. Q: How did you get started in your field? I went to FVTC for Insurance services & Risk Management, upon graduating I worked as an insurance claims adjuster for 3 years then worked for a restoration company for 2 years. After having knowledge of ‘both sides of the business’ I was confident I could start my own company. Q: Who is the one person that helped to make you who you are today? My dad. Even though at times we don’t talk or get along like we should the two things that he always taught/inspired me with were “if you’re going to do something, do it right” and “the harder you work the luckier you’ll get.” Q: What do you like most about working in the Heart of the Valley area? HOTV still has a hazard county type of attitude. This area is proof that good people exist and appreciate hard work of others. Q: What is the worst job you’ve ever had? The trauma scene/suicide clean ups are always the worst hands down. More on an emotional level from the family than the actual physical work.

Q: OK, now the good stuff. What do you like to do for fun? Spend time with my son/hunt/fish/travel, and work of course. Q: What’s your favorite movie and why? Anything with Jason Statham --- men want to be him and women want him. Q: Is your desk messy or organized? It’s always an organized mess. Q: Green Bay Packers or another team? I’ll watch football when it’s on but I’m not a diehard to any team…unless I’m in Vegas. Q: Where was your best vacation and why? Cozumel Mexico. The views alone made it the best. Have never seen such landscapes and post-card like pictures everywhere you went (except down-town). Q: What are the Top 3 items on your bucket list? Raise a happy and healthy child, get married, own a helicopter.

14 Heart Beat | September 2013

Meet The Members

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Give us a brief description/history of your business…. Parkside Care Center is a 65 bed skilled nursing

facility that’s been a part of the community for 38

years. We meet the needs of our community provid-

ing short term rehab (post surgery); long term care;

hospice and respite care.

Q: How did you get started in your field? I attended UW-Eau Claire for Health Care Administra-

tion degree which included a year long internship at a

skilled nursing facility learning hands on the daily

workings of the business. I’ve been in the industry

working as a Nursing Home Administrator for 13

years.

Q: Who is the one person that helped to make you who you are today? My mother taught me a strong work ethic and

community giving. She is kind but strong in her

beliefs and always welcomed new neighbors with a

pie.

Q: What do you like most about working in the Heart of the Valley area? I’m a local girl, born and raised in Appleton. I value

the close community connection I see on a daily basis

at Parkside with our families and volunteers! I know

there’s always a network of professionals willing to

help when needed.

Q: What is the worst job you’ve ever had. Re-grouting the bottom of Mead Pool prior to season opening. I was a lifeguard and swim instructor through high school and college. They always had a

list of “fun jobs” to complete to prep the pools each season. Q: OK, now the good stuff. What do you like to do for fun? Camping with my family. I prefer state parks and the chance to reconnect with nature and “gear down” from my usual daily routine. Q: What’s your favorite movie and why? Pay It Forward…..I do like movies with a sad ending when it has a great message to take away. Q: Is your desk messy or organized? Organized….my second career would be professional organizing for others. Q: Green Bay Packers or another team? Green & Gold all the way! Q: Where was your best vacation and why? Two week road trip with the camper and kids to South Dakota and Colorado. Such a rare opportunity to have 2 weeks with your family away from home and no “to-do” list waiting. A great experience! Q: What are the Top 3 items on your bucket list? Take Dancing lessons; Travel to Italy for 2 weeks with my husband; Tour northern California wine country via convertible!

Lisa Olejniczak Administrator Parkside Care Center www.parksidecarecenter.com

Worldwide Tax System Blocks Investment

Hundreds of billions of dollars of investment is being

kept out of the United States because of our globally

uncompetitive tax code. The American Action Fo-

rum (AAF) estimates that $440 billion would be

added to GDP and 3.5 million jobs would be created

if there was a temporary reduction in taxes on for-

eign profits brought back to the United States.

According

to Bloomberg,

American compa-

nies hold $1.9 tril-

lion overseas.

Based on an up-

date of a 2011 in-

formal survey of

U.S. companies,

AFF estimates that

between $1.1 tril-

lion and $1.6 trillion

would return to the

United States if there was a temporary reduction in

taxes on foreign profits. Along with paying dividends

to shareholders and improving company balance

sheets, some of these profits would go to new capi-

tal investment. This would mean new jobs from

business expansion, a more-productive workforce,

and higher wages.

We’re in this situation because the United States

remains one of the few developed countries to tax

profits on a worldwide basis. As the U.S. Cham-

ber's Caroline Harris explained in April:

Our worldwide tax system means that American

worldwide companies are taxed here on their U.S.

profits (just like domestic companies), taxed abroad

on their foreign profits, and then taxed again when

those foreign profits are brought back home.

What makes

things worse

that the United

States’ also

has the distinc-

tion of having

the world’s

highest corpo-

rate tax rate.

These give

U.S. compa-

nies an incen-

tive not to re-

turn profits to the United States, and it's keeps our

economy from growing faster.

This report tells us is that moving to a territorial tax

system to eliminate the double taxation of overseas

profits has to be part of comprehensive tax reform.

This pro-growth measure would increase investment

in the United States, create jobs, and improve our

global competitiveness.

16 Heart Beat | September 2013

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What our Members

Being involved in the Chamber has given me a greater appreciation for local businesses and their commitment to our community. The chamber provides me with engaging networking events where I can share ideas with local business and community leaders. Each year I look forward to the annual "Taste of the Heart" event which showcases the culinary skills of local restaurants. And as a chamber volunteer I have made many important connections that have been an integral part of my business." Corey Grimes, Van De Hey Financial Services, 920-766-9988, www.vandeheyfinancial.com

Are Saying

Van De Hey Financial Services 311 East Ann Street Kaukauna, WI 54130 Phone: 920-766-9988

Welcome New Members

We are a locally owned Cartridge World in Appleton, WI, pro-viding ink and toner printer cartridges to customers at a substan-tial savings. Priced as much as 40% less than big box stores in Appleton, we help customers save hundreds to thousands of dollars annually. In addition, our toner and ink cartridges are backed by a 100% satisfaction guarantee! Period. We offer free delivery to Appleton business customers, and our toner car-tridges and ink cartridges are environmentally friendly. Cartridge World - Appleton offers replacement ink cartridges and toner cartridges for all major brands of printers, copiers, fax and postage machines. This includes HP, Epson, Canon, Brother, Lexmark, Dell and Samsung. We carry a full line of black ink car-tridges, color ink cartridges, black toner cartridges, and color toner cartridges. The Appleton Cartridge World is conveniently located at 3525 E. Calumet Street, Suite 1200 - west of Wal-Mart and behind Culver's. We opened our doors in 2004, and we serve business and residential customers in the entire Fox River Valley.

18 Heart Beat | September 2013

Andy and Theresa Lauer are the Owners of Tailwaggers Doggy Daycare which is the first independently owned and operated TailWaggers franchise. They are conveniently located 1 block off highway 41 at the Little Chute High-way N exit at 101 Allegiance Court. Our mission is to pro-vide a safe place for our canine friends to play while their family is away. In addition to doggy daycare we also pro-vide boarding and grooming services. Our retail store is a great place for our customers to check out some unique products for their best canine pals that cannot be found in traditional pet supply stores. We are having so much fun here in the Heart of the Valley and invite you and your dog to come check us out! For more information, call 920-687-7297 or online at www.tailwaggershwy41.com.

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Individuals and Families

Health Care Coverage through the Marketplace HealthCare.gov

Health Coverage and Your Taxes IRS.gov/aca

Consumer Assistance for Employees Askebsa.dol.gov

Employers

Health Insurance Information HealthCare.gov

Tax Benefits and Responsibilities IRS.gov/aca

Small Business Resources SBA.gov/healthcare

Legal Guidance – Labor Provisions Dol.gov/ebsa/healthreform

US Govt. Business Portal Business.USA.gov/healthcare

20 Heart Beat | September 2013

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While many people don't like to sell, most find themselves hav-ing to persuade someone at some point. Persuasion is not just for salespeople and their prospects. You may try to per-suade an employee to perform better, or perhaps you want to persuade your boss to take on your brilliant idea. Often the most effective persuaders are your kids. Somehow they come by it naturally while you, the adult, has to work hard to find the persuasive path to success.

Whatever your persuasive need, here are 7 things that the most persuasive people consistently do:

1. They Are Purposeful Truly persuasive people understand their power and use it sparingly and knowingly. They understand that most conver-sations do not require trying to get someone to do or accept something. Aggressive pushers are a turn-off and will put most people on the defensive. It's the person who rarely asks or argues that ultimately gets consideration when they strongly advocate an idea, especially when they do it with power and persistence. Simply put, they pick their battles. Want to per-suade more? Argue and advocate less often.

2. They Listen ... and Listen ... Then Listen Some More People who know how to per-suade also know that just push-ing your own argument will get you nowhere. They certainly are able to articulate their position in a convincing way, but that is only half the equation. They are ac-tively listening when in persua-sion mode. First, they are listen-ing to assess how receptive you are to their point of view. Sec-ond, they are listening for your specific objections, which they know they'll have to resolve. Last, they are listening for moments of agreement so they can capitalize on consensus. Amazingly persuasive people are constantly listening to you and not themselves. They already know what they are saying. You can't persuade effectively if you don't know the other side of the argument.

3. They Create a Connection It's easy to dismiss people who are trying to persuade you if you have no emotional stake in them or their argument. Really persuasive people know this, so they will be likeableand look for common ground to help establish emotional bonds and shared objectives.They show empathy for your position and make it known that they are on your side. They manage their impatience and wait for you to give them permission to advo-cate their approach. You'll persuade people much more easily if they are open and aligned with your desires.

4. They Acknowledge Credibility Really persuasive people understand that there is no sense wasting time arguing facts. Most of the world does not function in black and white. They value strong opinions and will make sure that you are entitled to yours. In fact, they will make sure they give you full credit for every argument of yours that has some validity. This makes it harder for you to fully dismiss their point of view. When you are persuading people, reinforce their credibility on facts and opinions rather than dismissing them outright. Then they'll be more likely to pay you equal respect in the exchange and be more open to the merits of your oppos-ing view.

5. They Offer Satisfaction Smart persuaders know that they don't have to win every little battle to win the war. They are more than willing to sacrifice when it helps the overall cause. They are ready to find the easiest path to yes. Often that is simply to give you what you want whenever possible. In my old lending days, we would often deal with busy underwriters who asked for items we knew they already had. Instead of arguing the point, we would just resend the documents and save our energy for issues that were not so easily resolved. Give ground where you can and hold your ground only where it matters. Choose being suc-

cessful over being right.

6. They Know When to Shut Up Successful persuaders get that you don't win the battle by con-stantly berating people with an unending verbal barrage. Wear-ing people down is not an effec-tive strategy. They carefully sup-port their arguments and check in with questions that will help to close the conversation. Then

they step back. The great sales trainer Tom Hopkins still today teaches these decades-old techniques of his mentor J. Doug-las Edwards. His most important lesson is "Whenever you ask a closing question, shut up. The first person who speaks, loses."

7. They Know When to Back Away Urgency and immediacy are often the enemies of real persua-sion. It's possible to close a less significant sale through ur-gency, but deep ideas require time and thought to take root. Great persuaders bring you along in your own time. And they give you the space and time to carefully consider their posi-tion. They know that nothing is more powerful than your per-suading yourself on their behalf. That almost never occurs in the presence of the persuader. The next time you want to per-suade someone of something truly important, follow the tips above, make your case, and walk away. If they don't come around, you were probably wasting your effort in the first place.

7 Things Really Persuasive People Do

22 Heart Beat | September 2013

Truth No. 1: Entitlement programs are huge, expensive, and reach into every corner of American life.

Social Security, Medicare, and Medicaid already cost $1.6 trillion per year

In 2010, an estimated 49% of households received benefits from these three entitlement programs or other federal and state government assistance.

Truth No. 2: Entitlement programs are not self-funding and are a main driver of deficits.

Medicare’s annual cash shortfall in 2011 was $288 billion. The program is responsible for more than 25% of all federal debt since 2000.

Social Security had a cash flow deficit of $58 billion in 2012.

Without reform, the typical 3rd grader will receive only about 75% of the benefits provided to today’s seniors.

Truth No. 3: Entitlement costs are growing at an alarming rate.

In 10 years’ time, the total price for these programs will soar to an astounding $3 trillion a year.

Truth No. 4: Longer life expectancies, changing demographics, and soaring costs explain why entitlements

as we know them today are unsustainable.

It won’t be long before one-third of Americans will be retired and will spend one-third of their lives in retirement.

During the next 17 years, 77 million workers will retire—that’s 10,000 people a day. Thirty-six million Americans are already retired.

Social Security and Medicare as currently structured and financed can’t come close to meeting the demand.

Truth No. 5: Not a single major entitlement program is projected to be financially solvent 20 years from

now.

The trust fund for the Social Security Disability Insurance program will be exhausted in just three years.

The trust fund for Medicare Part A, which pays for hospital services, will go bankrupt in 13 years.

Social Security will be unable to pay full benefits beginning in 2033, at which time recipients will see an immediate 23% cut in benefits

Truth No. 6: The cost to make these programs financially solvent for the next 75 years is almost $40 trillion.

Paying such a price would bankrupt the country, cripple our economy, and rob new generations of young people of the promise of the American Dream.

Absent reform, the situation will soon require either economy-crushing new taxes or painful benefit cuts in the programs—or both.

TOP 10 TRUTHS ABOUT ENTITLEMENTS

23

Truth No. 7: Mandatory spending—entitlement programs and interest on the debt—are already squeezing

out important investments in other essential programs.

Mandatory spending already exceeds all federal income tax revenues collected. We have to borrow money and increase debt to pay for everything else.

Robbing from other parts of the budget to fill the hole is hurting other priorities. It leaves little left over to provide for de-fense, infrastructure, education, science and research, and other investments needed for the future prosperity of our coun-try.

Truth No. 8: We have nothing to fear from carefully crafted, phased-in adjustments to our entitlement pro-

grams.

Strengthening and improving entitlements in the face of compelling financial and demographic realities are reasonable and achievable.

Truth No. 9: We can reform entitlements without baseline cuts and without breaking our commitment to the

nation’s seniors, people with disabilities, and the poor.

No one in our mainstream political system today is talking about actually cutting the amount of money spent on entitlement programs. What’s being discussed are ways to restrain the increases and make the programs sustainable.

The good news is that there are many reform options available for consideration—relatively small adjustments in pay-ments, benefits, eligibility, administration and overhead, coverage options, and program efficiencies.

Truth No. 10: The biggest threat imaginable to Medicare or Social Security as we know them will be if we do

nothing at all.

To do nothing will set into motion the most harsh, extreme, and burdensome entitlement changes of them all—the massive benefit cuts and tax hikes that would have to be imposed when the programs’ funding just flat runs out.

The challenge for political leaders, stakeholders, and citizens is to settle on the right menu of options and to find the right mix of adjustments on payouts and pay-ins.

24 Heart Beat | September 2013

Getting a prospect on the phone or receiving a reply to an email is one of every salesperson’s biggest challenges. However, it doesn’t have to be. There is a golden rule for getting a response from a silent prospect: If you want a response, ask a question the prospect can answer. While this concept may seem elementary, there is an art to crafting emails and voicemails that will elicit a response from a qualified prospect.

7 Tips for Getting a Response from a Silent Prospect 1. Short trumps long, for both emails and voicemails. 2. Make it easy to respond. Emails are easier to respond to. 3. Regardless of whether you send a voicemail or email, try to pique someone’s curiosity by introducing something new to encourage a response, such as, “When we meet, I want to review a new pricing pack-age that I think will better fit your needs.” 4. Don’t paint prospects into a corner; if they are not ready to buy, don't expect them to announce a deci-sion just because you decided to call them today. 5. Always avoid the pointless, "just following up the on proposal I sent" messages Instead, focus on a simple, easy call to action. 6. Be careful not to overstep boundaries. Asking a prospect you barely know to introduce you to their trusted associate or boss may be too big of a deal. If they don't answer your request, back up a bit and ask something much smaller and easier for them to answer. 7. The more they see you as a help and an ally, the more likely they will respond to your emails and voicemails. Understand who you are talking to and what they are interested in so that you can position yourself and your messages accordingly.

Rouse Your

Silent Prospects

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