Books & Publications
The 8 Best Practices of High-Performing Salespeople
Author: Norm Trainor
 Have you ever wanted to know exactly how the top performers prospect, sell and manage their business? Here’s your opportunity to discover The 8 Best Practices of High-Performing Salespeople.
In this book Norm Trainor tells the story of how three of his clients transformed themselves from average salespeople to industry leaders by adopting the 8 Best Practices. While following their careers, Norm takes you inside 15 actual sales deals and reveals how the 8 Best Practices made the difference between losing and winning the sale.
Audience: Entrepreneurs (Advisors)
#1 Business Book (National Post)
Author: Norm Trainor
ISBN 0-471-64528-1
Published by John Wiley & Sons $26.99 CAN
$21.95 USA
(Plus Applicable Taxes and Shipping & Handling Costs)
Available from The Covenant Group and various distributors, such as Advocis, your local bookstore and on-line retailers such as Amazon.com, Amazon.ca and Chapters.Indigo.ca.
The Entrepreneurial Journey: A Handbook For Building Your Business
Author: Norm Trainor
 The author of the bestselling book “The 8 Best Practices of High-performing Salespeople” now brings you: “The Entrepreneurial Journey: A Handbook For Building Your Business”.
As Norm puts it, “This book builds from where The 8 Best Practices left off. Since my first book came out, our organization has worked with thousands of financial advisors across the globe helping them build their businesses. But even in the few years since The 8 Best Practices, the game has changed. The complexity facing entrepreneurs is staggering. Nowadays, the world’s top advisors are not the world’s best salespeople, or the world’s best marketers, they are the world’s best entrepreneurs. I’ve written my latest book as a handbook to show advisors, and entrepreneurs of all stripes, how to compete in the increasingly complex world of client relationships and business strategy by mastering the art of business. In other words, I’m showing the reader how to take the entrepreneurial journey.”
The Entrepreneurial Journey is a start-to-finish guide to business planning that is both educational and actionable. The book explains how to build a customized business plan and incorporates exercises so the reader has actually built his or her plan by the end of the book.
Audience: Entrepreneurs (Advisors)
Author: Norm Trainor
Published by The Covenant Group $34.95 CAN
$29.95 USA (Plus Applicable Taxes and Shipping & Handling Costs)
Available from The Covenant Group.
Mega-Selling: Secrets of a Master Salesman
Author: David Cowper
 Follow David's career from his humble beginning in a new country with no contacts and only $40 in his pocket, to the point where he routinely sold cases in excess of $10 million. In Mega-Selling, he takes you deep inside the psychological drama of 37 of his most crucial cases, and shows you exactly how you can close similar cases.
You will learn:
- David Cowper’s 5-step process approach to sales
- His 4 strategies for closing megacases
Audience: Entrepreneurs (Advisors)
#1 Bestseller with CAIFA
Author: David Cowper
ISBN 0-471-64529-X
Published by John Wiley & Sons (Formerly published by HIGHRISE Books as
Breakthrough: Take Your Business and Sales to the Top)
$24.95 CAN
$19.95 USA
(Plus Applicable Taxes and Shipping & Handling Costs)
Available from The Covenant Group and various distributors, such as Advocis, your local bookstore and on-line retailers such as Amazon.com, Amazon.ca and Chapters.Indigo.ca.
Best Practices: Training and Development
Author: Norm Trainor, Dr. Herb Koplowitz & Nancy E. Thomson
A comprehensive treatment of the training and development function in Canadian firms and organizations, based on a national survey of “Best Practices” conducted by the author.
Key Benefits:
- Enables you to identify who in your organization needs training and what kind of training is required
- Clearly shows you how to demonstrate the potential return on your training investment
- Takes training discussions away from course materials and lectures and moves it into the strategic arena
Who should have this Product:
- Human Resources Executives and Managers
- Training & Development Managers
- HR Consultants
Key Differentiating Features:
- A full discussion of the strategic issues and planning that precede an effective training program-not just boilerplate examples
- Chapters tell you clearly how to organize, select and implement effective training programs
- You get access to “Best Practices” from other Canadian firms and organizations
- Helpful forms, sample policy statements and checklists included
- National focus
Authors:
Norm Trainor
Herb Koplowitz, Ph.D.
Nancy E. Thomson, Ph.D.
Nancy is a seasoned professional with proven skills and a track record of accomplishments in organizational effectiveness, project management and training and development.
Nancy holds a Doctorate of Education from the University of Toronto, a Masters of Education from the Ontario Institute for Studies in Education, a Masters of Human Resource Development from University Associates, a Bachelor of Education from the University of Toronto and a Bachelor of Physical and Health Education from the University of Toronto.
“Anyone involved in recruiting and selecting employees would find this material useful.”
Bob Chappell, CHRP
Consultant
Don Mills, Ontario --------------------------------------------------------------------------------
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Best Practices: Training and Development Book
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The Entrepreneurial Challenge: Building Your Business
Author: Norm Trainor
1st of 4 CD-ROMs for The 8 Best Practices of High-Performing Advisors™ Program
Audience: Entrepreneurs (Advisors, Managers)
Author: Norm Trainor
Published by The Covenant Group
$125.00 CAN
$125.00 USA
(Plus Applicable Taxes and Shipping & Handling Costs)
The Entrepreneurial Challenge CD-ROM explores one of the key challenges all entrepreneurs face - strategic planning. Most entrepreneurs spend the bulk of their time working in their business, as opposed to on their business. While working in the business is a way to ensure revenue continues to flow, it's not a growth strategy. Real growth comes from the effort of working on the business - strategic planning. However, the challenge to work on the business is so great that 80% to 90% of entrepreneurs don't have the one key tool of strategic planning - a business plan. In The Entrepreneurial Challenge CD-ROM, Norm Trainor will show you how to meet the entrepreneurial challenge.
This CD-ROM is a fully interactive tool that guides you through the process of creating your Business Plan, including:
- Defining Your Business
- Setting Attainable Objectives
- Creating Effective Strategies
- Financial Management
Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
40 MB free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
MS Office Suite 2000 or better with PowerPoint or PowerPoint Player
“Trainor takes you step by step through the process of building a business plan. He lays it out in a simple multimedia format, with audio and visual aids and exercises to complete right on the system”
David Edey
Columnist for Investment Executive
Available from The Covenant Group and various distributors, such as Advocis.
Building Your Brand: Finding and Keeping High Quality Clients
Author: Norm Trainor
2nd of 4 CD-ROMs for The 8 Best Practices of High-Performing Advisors™ Program
 Published by The Covenant Group
$125.00 CAN
$125.00 USA
(Plus Applicable Taxes and Shipping & Handling Costs)
Many advisors don’t distinguish between sales activities and marketing, and many don’t budget for marketing initiatives. But marketing is what allows an advisor to significantly increase their revenue. To run a successful and growing business each advisor needs a cluster of robust marketing strategies to ensure that they are able to keep their pipeline full of high-quality prospects. Sales activity alone won’t enable an advisor to move up market, but well-executed marketing initiatives such as concept lunches will open the door to high-net-worth individuals. By implementing an effective marketing plan, you will save time and increase your revenue.
This CD-ROM is a fully interactive tool that shows you how to create and implement a marketing plan for your business that will enable you to operate at the highest level of your capability.
You will learn how to:
- Develop and utilize a marketing plan
- Put a wall up between you and your competition by building prestige
- Prepare risk/return scripts that will turn prospects into clients
- Stop asking for referrals and instead obtain introductions
Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
40 MB free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
MS Office Suite 2000 or better with PowerPoint or PowerPoint Player
Available from The Covenant Group and various distributors, such as Advocis.
Maximizing Client Relationships: The Art and Science of Relationship Management
Author: Norm Trainor
Audience: Entrepreneurs (Advisors)
3rd of 4 CD-ROMs for The 8 Best Practices of High-Performing Advisors™ Program
 CD-ROM
Author: Norm Trainor
Published by The Covenant Group
$125.00 CAN
$125.00 USA (Plus Applicable Taxes and Shipping & Handling Costs)
People hate to be sold, but love to buy. This CD-ROM will show you how to ensure that you are helping your clients buy, instead of trying to sell them. Part of the solution lies in understanding that people use facts as factors, but make decisions based on emotion. In this CD-ROM, Norm Trainor shows how top performers zero-in on what matters most to each individual prospect. He will also show you how and why top advisors go above and beyond the call of duty to create enormous client capital. Client capital is the true value of an advisor’s business – top producers create clients for life, putting up an impenetrable wall between their clients and the competition.
This CD-ROM is a fully interactive tool that shows you how to create and implement a relationship plan for your business that will enable you to operate at the highest level of your capability.
You will learn how to:
- Go narrow and deep instead of completing one-off transactions
- Reduce the time you spend finding new clients
- Increase the value of each client relationship
Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
40 MB free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
MS Office Suite 2000 or better with PowerPoint or PowerPoint Player
Available from The Covenant Group and various distributors, such as Advocis.
The Infinite Game: Realizing your full potential through optimization and leverage
Author: Norm Trainor
Audience: Entrepreneurs (Advisors)
Resource Management System CD-ROM
 4th of 4 CD-ROMs for The 8 Best Practices of High-Performing Advisors™ Program
Audience: Entrepreneurs (Advisors)
Author: Norm Trainor
Published by The Covenant Group
$125.00 CAN
$125.00 USA
(Plus Applicable Taxes and Shipping & Handling Costs)
Today, all financial services companies compete in the same universe. No matter whether you call yourself an insurance broker, financial planner, investment advisor, banker or broker, we’re all trying to meet the same client needs: wealth creation, wealth protection and wealth preservation. While many advisors play the finite game, operating as a business of one, believing there is only so much business, successful advisors play the infinite game. Instead of trying to carve out more of the pie, they create a bigger pie. Instead of allowing what they don’t do well to determine how successful they’ll be, they operate at the highest level of their capability by leveraging the skills and talents of others.
This CD-ROM is a fully interactive tool that shows you how to create and implement a resource plan for your business that will enable you to operate at the highest level of your capability.
You will learn how to:
* Optimize your business
* Leverage for success
* Delegate to people and technology
* Build your organization
* Utilize resources effectively
Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
40 MB free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
MS Office Suite 2000 or better with PowerPoint or PowerPoint Player
Available from The Covenant Group and various distributors, such as Advocis.
4 CD-ROM Suite: The 8 Best Practices of High-Performing Advisors™ Program
Author: Norm Trainor
Audience: Entrepreneurs (Advisors)
 Contains all 4 CD-ROMs:
- Business Management System
- Marketing System
- Relationship Management System
- Resource Management System
Audience: Entrepreneurs (Advisors)
Author: Norm Trainor
Published by The Covenant Group
$500.00 CAN
$500.00 USA (Plus Applicable Taxes and Shipping & Handling Costs) Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
160 mbytes free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
MS Office 2000 Suite with PowerPoint or higher
Available from The Covenant Group and various distributors, such as Advocis.
The 8 Best Practices of Entrepreneurial Managers: Getting the best work from your employees to achieve your vision for your business
Author: Dr. Herb Koplowitz & Norm Trainor
CD-ROM
 Authors: Dr. Herb Koplowitz &
Norm Trainor
Published by The Covenant Group
$125.00 CAN
$125.00 USA (Plus Applicable Taxes and Shipping & Handling Costs)
The 8 Best Practices of Entrepreneurial Managers CD-ROM shows entrepreneurs how to harness the talents and skills of their employees to achieve their vision for their business.
Your employees have the potential to take your business to the next level, but only if you know how to harness their talents and skills. Anyone wishing to create a business that isn’t dependent completely on their own skills, should learn the best practices of entrepreneurial managers. Do you feel that you aren’t implementing your strategy? That you are carrying the full burden of your organization on your shoulders? That you never get to do what you are capable of because you are too busy doing the work you expect your staff members to do? This CD-ROM is for you.
When you apply these 8 Best Practices you will be able to work at your highest level, because the people who work for you will be doing their part. And you will know that you are making the best use of your investment in payroll.
This CD-ROM is a fully interactive guide to Performance Management, showing you how to:
- Create your Vision, Strategies and Structure
- Establish and fill roles
- Implement The 8 Best Practices
- Manage Suppliers effectively
- Build Performance Management
Minimum System Requirements:
Windows 95, 98 or NT
Processor 486 (Pentium Recommended)
40 MB free hard disk space
Sound Card
4x CD-ROM drive (16x of faster recommended)
Word Processor and MS PowerPoint or MS PowerPoint Player
Available from The Covenant Group and various distributors, such as Advocis.
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