FOR PROFESSIONAL USE ONLY
February 1998

My professional opinion is that Bill Bachrach's concept of Values Based Selling is the most important work in our industry. Period. I believe this is the concept that could save our industry. by Michael Lovas The TRUTH About Business Trusts PART IV by Michael A. Vallone The fourth in a series of articles addressing the typical statements of IRS inspired articles and pointing out the false from the true, and distinguishing the tax facts concerning business trusts as compared with ordinary trusts. Use of Meeting Agendas by Edwin P. Morrow, CLU, ChFC, CFP,RFC We all spend more time in meetings than we like. So do our clients. Some meetings are more effective in getting things accomplished than others. The reasons usually are that the person responsible for the meeting was well organized in advance, the persons participating knew what was to be discussed and were likewise prepared, and that the director of the meeting stayed on track. Marketing Is A Contact Sport by John H. Melchinger Although a wide array of impressive software programs exist to manage multiple contacts using various media, with a multitude of prospects in several target markets, few practitioners have taken to using them, especially for building productive relationships with existing clients and potential new buyers. Those who have rarely tap more than twenty percent of the software's power. The Marketing Hurricane: How to Use Knowledge to Improve Your Prospecting by Michael Lovas Prospects want advice that relates directly to them, but they don't necessarily want it from you. After all, they don't know you. Why should they trust you?. So, on one hand, you need to give advice, but on the other hand, it can't come from you. Now, that's a puzzle! The Startling Truth of the Federal Estate Tax by Michael Vallone The Federal Estate Tax is a reality that Americans have lived with for generations. It is a tax imposed by the federal government upon the transfer of your assets to your heirs upon your death. It is a very stiff tax, with rates of 37% to 55% of the fair market value of your assets. In the past the rates have been as high as 70%!

THE GLOBAL FOREIGN EXCHANGE MARKET by Jason A. Jankovsky This is the second in a series to acquaint reader's with the Cash Interbank Foreign Exchange Market (FOREX). If you are new to this series the first installment can be found in the January issue of this newsletter A "STRESS DOC" Valentine by Mark Gorkin In honor of Valentine's, I shall address a simple, yet provocative question: Can you have real love on-line? Coping With Good Times by Larry M. Elkin, CPA, CFP To those of us who came of age between the eras of Vietnam and David Stockman, economic doom has always lurked just around the corner. LBJ's guns-and-butter inflation, Nixon's price controls, Ford's WIN buttons, Carterís sky-high interest rates and Reagan's soaring deficits blend together, a seamless memory of bad news. A Primer On the Advantages of Lifetime Giving by Myron Kove, Esq. And James M. Kosakow, Esq. Gifts to family members, charities and others who may be the objects of the donor's bounty, represent an effective method for reducing the size of the taxable estate and for income splitting for income tax purposes. Some gifts may be effected at no transfer tax cost, while others may involve only minimal cost. Develop Your Own Personal Success Map by Sidney A. Friedman, CLU, MSFS, RHU, ChFC Your plan...it's never going to work if it exists just in your head. You have reduce it to writing so that you can refer to it, because what is in your head will fall out. Use Caution With Shareholder Loans by Jack Heller If your corporation grants loans to its shareholders,...There must be documentation in the form of an interest bearing note, collateral and a designated schedule of repayment. How To Change a Habit by Charli Williams, Executive Success Coach There is a lot of talk these days about habits, especially habits of self- sabotage. What does this mean, and what can you do to grow beyond these limiting habits This site is best viewed with Netscape Navigator 3.0. Download Netscape Now