December Book Lust

On a sad reading note, I opened this month’s “Fortune Small Business” to learn it was the last.  RIP to a great publication I’ve been reading on dead trees for years. Maybe earlier adaptation of e-readers would have saved it. On that e-reader note, which do you prefer, Nook or Kindle? With my birthday coming up in January I’ll graciously accept either — and you don’t even have to wrap it. Making it easy for you, dear readers!

This month’s selections reflect facets of my wide range of interests. A real hodgepodge.

Dan Pink’s Drive

If Dan Pink wrote a cookbook I’d buy it. Lucky for me, instead he’s written Drive: The Surprising Truth About What Motivates Us. Due out 12/29/09 I pre-ordered it.

Publishers Weekly: According to Pink (A Whole New Mind), everything we think we know about what motivates us is wrong. He pits the latest scientific discoveries about the mind against the outmoded wisdom that claims people can only be motivated by the hope of gain and the fear of loss. Pink cites a dizzying number of studies revealing that “carrot and stick” can actually significantly reduce the ability of workers to produce creative solutions to problems. What motivates us once our basic survival needs are met is the ability to grow and develop, to realize our fullest potential. Case studies of Google’s “20 percent time” (in which employees work on projects of their choosing one full day each week) and Best Buy’s “Results Only Work Environment” (in which employees can work whenever and however they choose—as long as they meet specific goals) demonstrate growing endorsement for this approach. A series of appendixes include further reading and tips on applying this method to businesses, fitness and child-rearing. Drawing on research in psychology, economics and sociology, Pink’s analysis—and new model—of motivation offers tremendous insight into our deepest nature.

Technical Analysis Using Multiple Timeframes

With so much paper wealth lost in this recession, it’s probably high time investors learned the fundamentals — even if (or perhaps especially if) they’re hiring a professional to advise them. Thanks to fellow Charlottean and Stocktwits blogger Derek Hernquist for introducing us to Technical Analysis Using Multiple Timeframes.

Derek: Brian Shannon carries a reputation for integrity through his work at www.Alphatrends.net, and I was fortunate enough to stumble upon his insights after joining Twitter. A must-follow of the StockTwits crowd, he is a master at laying out ideas that conform to his style of trading with the trend. His book gives traders at all levels the chance to learn more about the concepts he rattles off with each day’s market analysis.

Published in 2008 by an independent, the first sight of the book sets the tone with its old school look. I felt like a kid at the library checking out a book on dribbling by Bob Cousy or skating by Gordie Howe. Basic writing, rich diagrams, and no fluff. This style lends perfectly to the simply elegant way he describes concepts such as market structure, trend alignment, and risk management.

As much as these concepts are native to market players, they may be foreign to those interested in learning the game. Brian has a rare ability to break these concepts into digestible but hard-hitting lessons that are hard to forget. I’ve journaled my trades and thoughts for nearly 20 years, yet I pulled lines out of this book that were a great wake-up call. “Anyone can recognize an existing trend, but finding the low-risk areas to enter the trend and knowing when to exit is what separates the sheep from the wolves” shouted to me right from the beginning.

I’m a little biased here, because his approach to markets parallels mine regarding the impact of human behavior on market prices. Investors with a purely fundamental approach may not embrace his philosophy that the reaction to news matters as much the news itself. In addition, those looking for a secret formula are rightly told early on to look elsewhere. That said, I believe ALL investors could learn from his disciplined approach to managing financial and psychological risk.

Most of the books I recommend to newbies and veterans alike were written decades ago, but this one joins that group offering timeless lessons to traders on all levels. It’s my belief that this book would have been appropriate in 1950, and will still be relevant in 2050. Knowing what to say is a critical skill, but also knowing how to say it is a rare combo that Brian has achieved. Anyone looking to improve how they think about trading will be happy they read this budding classic.

By the way, you can follow Derek on Twitter @derekhernquist and read his StockTwits blog.

Beyond Blue: Surviving Depression & Anxiety and Making the Most of Bad Genes

I hope someday we won’t call someone “brave” for talking about life with mental illness; after all, we don’t say a cardiac patient is “brave” for discussing stints and Plavix.

Publishers Weekly: After compiling several books of essays featuring other people’s voices (I Like Being Catholic), popular Beliefnet.com blogger Borchard lifts her own voice to tell her story. She’s a mental health train wreck—recovering alcoholic, bipolar, a touch of obsessive-compulsive, highly sensitive and therefore easily overstimulated in places like Toys R Us, where mothers of young children are sentenced to go. Fortunately for Borchard’s family and herself, too, this is a funny book that she lived to write, after six psychiatrists, 23 medication combinations and hospitalization. Borchard’s gift and distinction is her humor, the golden rope out of the pit of despair and a tool for transforming hysteria into hysterical laughter. She does a good job of countering the you-are-what-you-think crowd who blame the mentally ill for their own illness. Some readers might find there’s TMI (too much information), but the author’s desire to be helpful is boundless. This self-help memoir offers hope, particularly for those with intractable depression. Even better, it offers levity.

Talking About Detective Fiction

I got hooked on English drawing room mysteries in high school thanks to Agatha Christie.  I have a nice leather-bound set of everything she ever wrote. The author of this book, PD James, is a titan of the genre — author of twenty books, most of which have been filmed and broadcast on television in the United States and other countries. James spent thirty years in various departments of the British Civil Service, including the Police and Criminal Law Department of Great Britain’s Home Office. She has served as a magistrate and as a governor of the BBC. The recipient of many prizes and honors, she was created Baroness James of Holland Park in 1991.

Publishers Weekly: One of the most widely read and respected writers of detective fiction, James (The Private Patient) explores the genre’s origins (focusing primarily on Britain) and its lasting appeal. James cites Wilkie Collins’s The Moonstone, published in 1868, as the first detective novel and its hero, Sergeant Cuff, as one of the first literary examples of the professional detective (modeled after a real-life Scotland Yard inspector). As for Conan Doyle’s Sherlock Holmes stories, James argues that their staying power has as much to do with the gloomy London atmosphere, “the enveloping miasma of mystery and terror,” as with the iconic sleuth. Devoting much of her time to writers in the Golden Age of British detective fiction (essentially between the two world wars), James dissects the work of four heavyweights: Agatha Christie, Dorothy L. Sayers, Margery Allingham and Ngaio Marsh. Though she’s more appreciative of Marsh and Allingham (declaring them “novelists, not merely fabricators of ingenious puzzles”), James acknowledges not only the undeniable boost these women gave to the genre but their continuing appeal. For crime fiction fans, this master class from one of the leading practitioners of the art will be a real treat. 9 illustations.

The Harvard Psychedelic Club: How Timothy Leary, Ram Dass, Huston Smith, and Andrew Weil Killed the Fifties and Ushered in a New Age for America

I was born in the ’60′s but am not a student of them. Dennis McNally is a scholar of the time, having written books on the Grateful Dead and Jack Kerouac. McNally says “I suspect I’m not the only person who thought the psychedelics-at-Harvard story had been pretty well settled, but Lattin’s work has widened my perspective considerably. By focusing on Huston Smith and Andrew Weil as well as Leary and Alpert, he’s created a stimulating and thoroughly engrossing read.”

Amazon: This book is the story of how three brilliant scholars and one ambitious freshman crossed paths in the early sixties at a Harvard-sponsored psychedelic-drug research project, transforming their lives and American culture and launching the mind/body/spirit movement that inspired the explosion of yoga classes, organic produce, and alternative medicine.

The four men came together in a time of upheaval and experimentation, and their exploration of an expanded consciousness set the stage for the social, spiritual, sexual, and psychological revolution of the 1960s. Timothy Leary would be the rebellious trickster, the premier proponent of the therapeutic and spiritual benefits of LSD, advising a generation to “turn on, tune in, and drop out.” Richard Alpert would be the seeker, traveling to India and returning to America as Ram Dass, reborn as a spiritual leader with his “Be Here Now” mantra, inspiring a restless army of spiritual pilgrims. Huston Smith would be the teacher, practicing every world religion, introducing the Dalai Lama to the West, and educating generations of Americans to adopt a more tolerant, inclusive attitude toward other cultures’ beliefs. And young Andrew Weil would be the healer, becoming the undisputed leader of alternative medicine, devoting his life to the holistic reformation of the American health care system.

It was meant to be a time of joy, of peace, and of love, but behind the scenes lurked backstabbing, jealousy, and outright betrayal. In spite of their personal conflicts, the members of the Harvard Psychedelic Club would forever change the way Americans view religion and practice medicine, and the very way we look at body and soul.

Six Shortcuts to a Knee Whack

We all love shortcuts, but sometimes they backfire.

I see professionals in financial services and the law taking shortcuts with their newsletters and  email marketing efforts all the time.  Nothing’s worse than a self-inflicted knee whack.

Be sure to scratch these six shortcuts off your list — they’ll definitely get you into trouble.

1. Add everyone from your Rolodex into your email subscriber list/ troll for email addresses online/ buy a list of email addresses

• To comply with CAN-SPAM guidelines, each person on the list must OPT IN, verbally or otherwise
• This shortcut violates the service terms of every internet service provider (ISP) think: Yahoo, Hotmail, Gmail etc
• It really irritates recipients, making them likely to report you as a spammer
• ISPs and corporate email services are aggressively scrubbing unsolicited email from recipient mailboxes. The more services that block you today, the more services are likely to block you tomorrow

2. Send bulk email from your own outbox

For an average-sized email list you can send a monthly newsletter for $30-50. Here’s what you get in exchange  for your pittance:

• Handling subscribe and unsubscribe requests according to federal guidelines
• Automated management of  bounced emails and your email list
• Dealing with spam complaints made against you
• More of your messages hit the inbox instead of the spam filter.  Email services have  relationships with ISPs that you  don’t have and can’t afford to develop

3. Make it easier for readers to hit “spam” than to un-subscribe

If you’re emailing to the US, you must provide a mechanism for recipients to stop receiving your messages. Don’t hide or minimize the unsubscribe link in your email.

When someone hits “spam” or labels your email “junk” your reputation with the ISPs takes a hit (they’re watching). If you earn a reputation with one or more ISPs as a spammer, it’s almost impossible to get your messages delivered anywhere.  While results vary by the filter policy of each ISP,  the 2008 Lyris report says it’s the sender’s reputation driving 25% of messages to the SPAM folder.

Bottom line: you don’t want to talk to people who don’t want to hear from you.

4.  Load up your message with “spammy” words

With 15% of all reported spam last month was finance-oriented, ISPs are aggressively scrubbing emails with references or offers related to money, the stock market or other financial “opportunities” including investments, credit reports, real estate and loans. Here’s a partial list of words that typically trip the spam filters.

5.  Bombard your list

In a study by Merkle this year, the main reasons subscribers choose to opt out of email programs are perceived irrelevance (75%) and sending too frequently (73%).

Promotional emails were deemed the most intrusive. Solution? Make your newsletter informative, not promotional.

Merkle reported that 20% of those receiving e-newsletters thought they were worthy of reading,which means 80% thought what they received was crap. Further, people reported receiving on average,about eight newsletters each month. That’s a heap of competition for YOUR customers’ attention.

6. Send crap for the sake of sending something

I receive a monthly newsletter from an Infiniti car dealer. I look forward to it for the same reason some people watch horror flicks.One edition was devoted to movie trends and the price of popcorn while another included a series of profiles of famous explorers from the 15th  century.

Crap.

I’m not imaginative enough to tie movies and explorers to the latest model sports car; this dealer doesn’t even try!

The surest way to avoid sending crap is to devise an editorial calendar. Without one, you risk losing subscribers. Or you’ll only keep subscribers like me who want to mock you in their blogs.

For more information here’s a download of a CAN-SPAM guide and a PowerPoint with more details.

Editing the Fed

I’ve been so bold as to edit Prince Charles and the pope, so why not the Cleveland Federal Reserve Bank?

Consider the Fed’s analysis of Canadian vs. American housing and lending trends.

Why Canada might be “a country that got things right”

The report led off well enough:

Housing markets in the United States and Canada are similar in many respects, but each has fared quite differently since the onset of the financial crisis. A comparison of the two markets suggests that relaxed lending standards likely played a critical role in the U.S. housing bust.

It’s written in easily-understood prose and comes to a succinct conclusion. But if you read the report (and re-read once or twice), you’ll agree that my re-write would have been a better approach, not just by virtue of the writing, but also by virtue of the more comprehensive (and candid) conclusion:

Unlike the U.S., Canada has not experienced a dramatic increase in mortgage defaults, nor has any Canadian bank required a government bailout. This article explores the differences between the two countries’ monetary policies, financial services structure and regulation, and the kinds of mortgage products offered. While the primary culprit behind the American financial services crisis was the rise in subprime loans,  those products, and indeed the housing bubble itself, were enabled by monetary policy and financial services regulation.

Conclusions drive structure

An introduction like this would have led to an entirely different STRUCTURE of the paper, as well.  As written, the Fed meandered through data on housing prices, loan-to-value stats, delinquency rates, central bank target rates, and benchmark mortgage interest rates before getting around to contextualizing them. Most readers’ eyes were glazed over by then.

I would have taken the inverse approach, noting the differences in subprime booms between the countries (and the American bust) and then comparing and contrasting the factors that DROVE those differences, including monetary policy and regulation.  I would also have quoted sociologists on the differences in risk tolerance between us and our “neighbors to the north” as we so often call them.

The Fed is not apolitical, so I guess I should give a nod to the possibility that it was motivated to obfuscate.  Alas, these are the times in which we live.

Burned by Boilerplate

As we hurtle towards 2010 some financial advisors and life insurance agents keep communicating like it’s 1999.

The boilerplate communications racket

In the past week I got two identical Thanksgiving e-cards from different reps of the same general agency. Uh oh. It started with an email inviting me to “click here and view the card on a secured site…” which launched a browser, inside of which played a little flash file of autumnal photos — an animated version of the cheesiest Hallmark card ever printed. It was “customized” with the name of its sender.

Awash in meaninglessness

This week I got this email from a rep that said:  “Every few months, I try to keep my clients and friends up-to-date with current financial issues or critical concerns…” and once again I was invited to view this important update by linking to a secured site.

She set my expectations right up front by promising “up-to-date with current financial issues or critical trends.” I don’t know about you, but I thought  “financial issues or critical trends” might include  something like financial services reform and how this rep is going to go above and beyond the  regs to assure my confidence. Or perhaps a report on how how certain classes of annuities performed… How naive of me.

I clicked the link and got a flash-powered thingy that looked like a PowerPoint deck. The lead screen made the further promise “Providing valuable information of particular interest to you.” Wow, to me!

I then learned that (gasp) “Most people are frustrated by the amount of income tax they’re paying.” Really?

Next came a little lesson on the miracle of compounding interest. Be still my beating heart.

At the end I learned that there was a difference between tax-deferred and taxable income. A targeted message if ever there was one.

And what was the conclusion?  “There could be ways to reduce your tax liability and optimize growth!“  You’re kidding!  Somebody thought of that?

Then there was the lame call to action “Please provide information.” Clicking through I faced a comment box and the warning that I should allow 48 hours for a representative to get back to me. 48 hours? No one in 2009 is going to be that patient. If they want a product they could already buy it online in 48 hours.

You need to stop this. Right now!

I know you work under compliance regs and some companies and agencies are tougher than others.

I also know that these boilerplate services cut deals with the companies and agencies.

Still, there’s no excuse for sending out crap, absolute crap. If your compliance department won’t allow anything besides this boilerplate pablum, abstain altogether.

If your company has an approval process for customized communications, get on the stick! If not, pick the phone off  its cradle and call your clients to wish them a happy new year. THAT will get their attention.

Authenticity can’t be bought, but is priceless

If you’re doing a mass customization communications campaign, do the job properly. For clues of where this boilerplate went into the ditch, look for my snarky comments above in blue.

If this all sounds like work, you’re right. Tell you what, give me a copy of your compliance requirements and I’ll devise a compliant communications strategy.