March, 2000 Variable Universal Mortgage The Product Whose Time Has Come by Edwin P. Morrow ChFC, CFP, RFC It took 150 years to finally develop a life insurance policy truly designed for the consumer, rather than for the issuer. The result is a product that serves the customer much better and will stay on the books longer, thereby reducing acquisition cost - which is a benefit to both the issuer and the consumer   BOOK OF THE MONTH Reviewed by Michael Lovas ABOVE THE LINE by Jim McCarty CLU, RHU, LUTCF I've had to laugh when I read articles by DI experts who make it sound confusing. With that in mind, the first thing I liked about Above the Line was that Jim shows you categorically how DI isn't complicated - it's just a little different. The Financial Professional Selling Quo Vadis? by John H. Melchinger Wither goest thou? is the classic translation of this Latin phrase once popularized by a movie. Where are you going? Don't slough it off as a rhetorical question needing no answer. "Don't Be Afraid...When It's Your Turn To Talk" by Stan Hustad You are the difference, and you must be a personal performance marketer in order to help people understand the unique value added that your products and services bring to the client and prospect. Building Trust With Client- Appreciation Events by Bill Bachrach We're Always Asking For Money. How often do we give something back to our clients? Ten Tips for Using the Internet to Find Qualified Job Candidates by Bill Ringle The Internet provides a valuable resource for increasing your qualified applicants, but it is not a panacea. Form an Army of Referral Alliances by Bill Cates A referral alliance is a significant relationship where you have demonstrated exactly how you benefit your clients. What Is Life Insurance? by William D. Brownlie, CLU, ChFC, CIP, LIA As a financial service product, life insurance has no competition when it comes to the "need for time". It takes time to accumulate money unless you hit the lottery or inherit it. How To Attract Accountants by Steve Moeller One strategic alliance with the right accountant is all you need to generate significant new revenue for your business. But if it were that simple, business development would be a snap. Sons of the Beach by Jim McCarty CLU, RHU, LUTCF It seems the only regular on-going business self-improvement classes engaged in by most insurance sales people today are state mandated continuing education courses that specifically prohibit classes on building sales skills. Telephone Tips For The Faint of Heart by Mitch Axelrod The telephone is one of the most powerful business tools ever created. Yet, so many people under-utilize this incredible invention. Are you making the best use of one of the most potent weapons in your arsenal? 3 Steps to Perfect Probing by Kerry L. Johnson, Ph.D. Are you good at probing? Do you consistently ask the right questions or do you often put size 12 shoes in your mouth when you try to sell? The Most Important Selling Skill Salespeople Can Ever Master by Bill Brooks For salespeople, there is a challenge that is tantalizing. And this is a challenge that cuts across all products, services, industries, price points and geography. Stress Doc The Liberating and Entangling Webs of Technology, Depression and Prozac Part 2 by Mark Gorkin Summarizing key issues raised in the popular series on depression and his own meds trial, the Stress Doc provides a glimpse into the future:a sidebar from the forthcoming book, Practice Safe Stress with the Stress Doc. Personal Growth Taking Control by Charli Williams In order to have the experience of controlling time - instead of time controlling you - you must first learn how you are perpetuating your current situation. Marketing Capitalize on the Entrepreneurial Spirit by C. Richard Weylman Entrepreneurs have many financial needs that need to be met both in the long-term and short-term. They are open to new ideas and realize that relationship-building is good for everyone's business. ARCHIVES Productivity Customer Care@E-Commerce by Eileen O. Brownell Let's take a look at some of the ways you can put your best foot forward on the World Wide Web and win customer loyalty. RX For Success Atrial Fibrillation by Elizabeth Gazda-Smith, M.D. Atrial fibrillation/flutter (AF) is an arrhythmia which produces a characteristic irregularly irregular pulse. It may be paroxysmal (intermittent) or chronic (permanent). Editors Carolyn Hersman Eric Hornbeck