Succession Planning For Advisors by Edwin P. Morrow ChFC, CFP, RFC Whether death comes suddenly or with some notice, it is still traumatic for those left behind. Financial planners advise their clients on this issue - but a great many have neglected taking steps personally toward planning for this inevitable event. Smart Women Finish Rich! 7 Quick Steps to Financial Security by David Bach Help women learn the skills, questions, and vehicles they can use to create a secure and abundant financial future. Still Water Runs Deep by Jim McCarty CLU, RHU, LUTCF Often times during our D.I. sales presentations, the silence encountered with prospects comes about because they don't understand what we are saying. The Financial Professional Selling   Walking the Tightrope (Part 2) by Bill Bachrach Right now, many people in this industry are having an identity crisis of sorts. If You Are the Difference Then How Do You Tell Them About You? by Stan Hustad We need to understand that when it comes to financial products and services, the only difference is the one that is brought to the planning process by the wisdom, courage, creativity, and expertise of the advisor. Resume for Financial Professionals by Michael Lovas If we can view your prospects as potential employers, then you certainly need to have some kind of resume for them. The Value of a Reputation by C. Richard Weylman People today buy from people they know and feel they can trust. Trust is more than a feeling. It's based upon a factual and logical conclusion that the individual with whom one is dealing has the best interests of all parties in mind and would do nothing to injure one party for the good of another How To Make The Correct Sales Presentation 100% Of The Time by Bill Brooks There is little differentiation between a physician and well- positioned salesperson. They both ask the right questions and then recommend a solution Selling In The New Millennium: Old School vs. New School by Ronald E. Karr In order to keep up with the new millennium's fast-paced competition, we need to leave our old sales techniques behind. Flashpoint Mastering the Art of Economic Abundance by Mark E. Matson Chapter 1: Dimensions of Abundance. The paradox of anxiety amidst abundance. Mastering the Art of Economic Abundance explains the unseen forces that are shaking our society and economy Stress Doc Blasting into the New Millennium by Mark Gorkin From self-defeating procrastination to dynamic habit transformation How do you break one self-defeating habit and replace it with a pattern of cognition and behavior that strengthens your skill level, performance output and self-concept? Personal Growth Attitude, Dude! by Charli Williams Most people do not think about the message they are telegraphing with their attitude about themselves. 11 Powerful Ways to Expand Your Life this Year by Jim Cathcart Stretch yourself. You are undoubtedly capable of more than you ever dreamed is possible for you. Referrals As Cold Calling Becomes Less Effective, What Will Take It's Place? by Bill Cates More often than not, when you reach a prospect through a cold call, you usually get the cold shoulder. But when you reach a prospect through a referral, you usually get a conversation. Million Dollar Sales Idea The seven basic rules of closing a sale. ARCHIVES Productivity Communication Tools for Enhancing Communication by David G. Rohlander With fewer people being asked to do more, it is so important that each person's efforts be properly focused. Thrive in the New Millennium with Employee Training by Eileen O. Brownell If employees are not properly trained to create or provide the services or product your organization specializes in, how will your company ever grow? Power Thinking: Use Your Brain to Become More Successful by Steve Kaye, Ph.D. Writing is an essential part of the thinking process because it imparts permanence to your thoughts. RX For Success Angina by Elizabeth Gazda-Smith, M.D. "Chest pain" is often a vague and nondescript symptom which can be caused from many conditions, such as: esophageal disease, hiatal hernia, peptic ulcer disease, pleurisy (inflammation of lining of the lung), chest wall muscle or ligament strains, anxiety disorders, pericarditis (inflammation of lining of the heart), and tumors. Editors Carolyn Hersman Eric Hornbeck