JANUARY 1999

FEES As a Marketing Tool by John H. Melchinger Life insurance practitioners throughout the world continue to grapple with the rapid change ascending upon them since the seventies		7 INTELLIGENCES How to quickly reach people by Jim Cathcart In business we have traditionally defined smart as the ability to solve problems and understand things quickly.
How to Avoid Getting Caught in the Net by Bill Ringle Refer to this guide to understand the three network aspects of business web sites and how they can effectively be used.
Crash Course in Wills & Trusts - TAX ISSUES by Mike Palermo What is included in your taxable estate for federal purposes? In a word, everything!		Use Pareto's Law in Your Practice by Edwin P. Morrow, ChFC, CFP, RFC Pareto's law states that 80% of results will come from 20% of the sources.
BOOK OF THE MONTH The Complete Idiot's Guide to Great Customer Service by Ron Karr & Don Blohowiak This book is a 326-page treasure-trove of tips and advice on how to develop great customer service.
Creative Risk-Taking for High Performance by Mark Gorkin Enjoy the absurd tale of how the Stress Doc learned to "Confront the Intimate FOE. Designing a Business Vision Statement by Charli Williams Creating a Vision Statement for your business serves as a destination and description of your Ideal Business What Do Your Customers Think About You?ASK THEM! by Ron Karr and Don Blohowiak Surveying your customers can provide you with wonderfully useful insights. Editor's: Carolyn Hersman Eric Hornbeck		7 Ways to be an Invaluable Resource by Ronald E. Karr The Magic of Feedback by David Rohlander Voice Mail - Short Cut or Detour How to Create Messages that Work by Steve Kaye, Ph.D Charitable Gifts of Life Insurance Have Many Benefits by Myron Kove and James M. Kosakow Credibility Concepts by Michael Lovas Viatical Settlements for Business & Charitable Organizations by Stephen M. Watson, Esq Wanna Have a #1 Agency? READ ON by Sidney Frieman BACK EDITIONS