MONTHLY COMMENTARY Technology New and Newer by Joe Wilcox Marketing Happy New Year! From the Church of What's Happening Now by John H. Melchinger Insurers aren't the only ones looking for alternative distribution systems. Phase In Your Marketing by Edwin P. Morrow, ChFC, CFP, RHC If this process was used to gradually elevate your prospecting into clients who are somewhat more profitable, imagine where you'd be in a couple of years --with several hundred new clients plus the annual addition of 100 more! The Web Review 'Tis the Season for Taxes by Financial Services Online Tis the season for taxes. Check out these incredible web sites to help keep the tax man from your door. BACK EDITIONS February 1997 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 Long Term Care Providers Financial Services Journal Pre-paid Legal Writing by Design High Impact Presentations

March 1997 FEATURED ARTICLES Still Water Runs Deep by Jim McCarty Realized by psychologists....silence is the most powerful and effective form of all communication. What's So Great About VUL? by Chuck Weinstein, CLU, ChFC It is not a means of lowering the cost of your life insurance. It is not a tax shelter. It is not an investment. It is however..... Variable Life Insurance as a Tax Planning and Retirement Tool by Jack Werner If you have a need for Life Insurance,Variable Life may offer unparalleled benefits. What Is Your Sleep Quotient by David Cohen, CLU, ChFC Reaching our financial goals won't happen overnight, it takes time, study and discipline. Is It Legal to Make Money This Easily? The Case for Legal Service Plans by Kevin Venner Litigation is running rampant today, and if you do not know your rights in America, than you really have no rights. Put a Pencil to It and Write Away by Sue A. Hershkowitz, CSP ...a two bit idea always remains two-bits and $50,000 ideas don't needto be dressed up. What Makes A Good Ad Good? by Binnie Perper A good headline must grab the prospect by the lapels and pull them into the copy for more information within - 3 seconds. How To Get What You Want by Charli Williams When you choose to create and maintain success for yourself...you naturally do the things which will produce that reality. How Successful Are You Willing to Be by Michael Lovas Probably the most important element in your complete marketing mix is the big one - your book. Sell Index Annuities and The Rest Is History by W. Andrew Unkefer Many agents across the country continue to sell againest the market rather than "re-tool" and join in the fun.