Click above to see our cover at full scale. MONTHLY COMMENTARY Technology Be smart, Back Up Your Data by Joe Wilcox Net Sales, Net Results, and Intranets by Bill O'Quin True universal distribution of information is virtually just around the corner. Advanced Underwriting Marketing Due Care by John Melchinger Marketing Using an Automated System for 'Drip Marketing' to Nurture Your Prospects and Clients by Ed Morrow The solution for aquiring new high quality clients with any market in any city. Fred's Facts Diabetes - Living With It by Fred E. Wernette SPECIAL EVENTS For Brokers Only...FBO exchange by Jim Hostetler INDEX OF ADVERTISERS Fairlane Financial Blue Cross Blue Shield of Texas WinterHawk West Indies Ltd. Lamont Williams Michael Lovas- Ghostwriter FSO Elite Marketing Group Sumrall and Associates George Sterne BHC Marketing National Life of Vermont Kansas City Life Art Jetter

January 15, 1997 FEATURED ARTICLES Getting a Handle on Long Term Care Insurance by Barry J. Fisher Expand your horizons about Long Term Care and its place in your clients asset protection scheme. The Great Meeting in Heaven by Roger Zener, CLU Did you pass the Baton? Moving the business to the next generation Who Will Inherit Your Wealth: The IRS or Your Family? by Thomas J. Rohn, CLU, ChFC & Ann Kay Rohn, LUTCF Failure to properly plan for the distribution of your estate can cost your children and grandchildren millions of dollars in needless taxes. 1035 No-No's and Possible Solutions by Jon E. Tregarthen A clear understanding of IRC Section 1035(a) is critical for all licensed agents. The Performance Ladder by Bobby D. Schneider By using this unique new approach to marketing Sec.162 Bonus Plans, you will offer the employer a state-of-the-art approach to employee benefits. Annuity EnhancerTM by Lee R. Howard Few owners of tax deferred annuities realize that they have, in effect, named the IRS as a beneficiary. Women's Special Concerns by Cheryl D. Creuzot, CFP, J.D. Given the unique challenges that women face, it is vital that they equip themselves with the knowledge and experience necessary to take control of their financial lives. Where Are You Going? by Charli Williams, Success Coach Are you so busy you haven't stopped long enough to figure out where you are going? Why Not Lifetime Benefits? by Larry Schneider As disability products began to evolve, benefits were introduced to handle disabilities that were less than total. How to Make Direct Mail Work for You by Michael Lovas, Ghostwriter A brochure does not a mailer make. In other words, if you market your products through the mail...if you want to get the best retun..never, ever, not even once should you send a brochure by itself. Twenty Proven Ways to Make Bigger Sales Faster by Howard Wight Use these proven concepts to make selling financial products easier.