Money in Motion

About the Book

Doug has penned Money in Motion: A Back to Basics Approach to Build Your Business. In addition to providing a step-by-step guide to building sales, the appendixes include a Kick Start Checklist, scripts, questionnaires, call sheets, worksheets for projects, seminars, value proposition and presentations. Everything you need to kick start your business!

Doug's philosophy and approach to success is a fundamental belief that "The Relationship Curve" - building relationships of trust and patiently positioning yourself for the time when there is a need and "money goes in motion", drives the business development process. At this moment you must have a value proposition and presentation that will land the customer - many times you do not get a second chance.

"Productivity is achieving the greatest results in the shortest period of time."

In Doug's book, he explains how to get back to basics. How to be organized; focused; how to find people just like your best customers; how to meet them and start a relationship with them; how to build a relationship of trust with a powerful and systematic "slow drip"; and how finally to articulate your value proposition and build a dynamic presentation template that lands the customer every time.

"Leverage is achieving the greatest results with the least amount of effort."

Doug discusses how to use projects to get many things done; how to leverage time with seminars and networking activities; how to leverage relationships through Centers of Influences; and how to leverage efforts by finding other people to execute activities for you.

Most importantly, Doug shows how applying some simple fundamental principles and focusing short bursts of high energy into them over a period of days, weeks, months and years builds a momentum which takes your business to new heights of success.

About the Author

Doug Lachance has worked in Canada's financial service industry for over 30 years, five years with a major chartered bank, and 25 years with a number of the large full service investment firms.

Doug started his career in the financial industry with the Canadian Imperial Bank of Commerce in Alberta during the booming '70's. He rose quickly during his 5 years with the bank transferring 13 times. His last position with the bank was the second most senior administrative position in Alberta: Accountant Main Branch Calgary. Along the way he acquired a foundation of experience and knowledge in administration, marketing, communication, supervision, banking, accounting and people.

Seeking a career with unlimited income potential, Doug decided to change careers to one where the only limitation on his earnings would be what he could personally accomplish. Doug chose the investment industry and was fortunate to be hired by Pemberton Securities, a high quality Full Service Investment firm known for its' training program. While at Pemberton's Doug learned how to implement a systematic approach to building a clientele. Over the next 25 years, Doug evolved this process to a level where he has been able to apply some basic fundamental principles to build three separate books of clients each of which took him to President's Club recognition.

Doug believes that all business development activities involve similar characteristics: there must be a need; the client must be in a position to fulfill that need; the client must trust you and believe that you are the right person to meet this need. If those ingredients are in place you are not selling something but rather meeting a need for someone who knows you, trusts you and believes in you. To make this happen though, you have to apply a focused and disciplined energy and methodology to build a pipeline of future customers moving along the "relationship curve". He believes that anyone can be successful if they are willing to work hard with a focused commitment and energy.

In his career as an investment advisor, Doug has been called upon many times to mentor or speak to new advisors. He was chosen as a finalist for Investment Advisor of the Year in 1998. In addition to being an investment advisor, Doug has been a branch manager and had his Vice President designation for many years.

Doug personally applies these principles to all that he does. In addition to the many fund raising projects and charitable activities he has been involved in over the years, Doug presently has a number of projects on the go and is applying these principles to all of them. Doug has found that regardless of the product or service being offered the process is always the same: a focused attack; identifying prospective customers; making an introduction; building trust; positioning yourself for the opportunity; landing the customer when "money goes in motion".