FOR PROFESSIONAL USE ONLY
May 1998

The Mature Market - "Senior Boomers" at the Crossroads by William L. Willard, CLU The "Matures" are the generations that came on the scene between 1909 and 1945; men and women who were born to and survived economic uncertainty, who fought for their country in World War II, Korea and, for the very youngest of them, Vietnam. The Matures' core values are a roll-call of traditional American culture: Honor; optimism, commitment (self-sacrifice equals virtue). BOOK OF THE MONTH by Michael Lovas Managing Business to Business Marketing Communications is one of those books you might buy as reference, thinking that one day, you probably would need something in it. And then, the darndest thing happens, you end up using it all the time. Ever Considered Going Offshore For Asset Protection As Well As Privacy? WHY NOT AN IBC? by Robert W. Tait The International Business Corporation, or IBC, is a statutory limited liability company, created and domiciled in a jurisdiction where tax concessions are available to non-residents. BUILDING RELATIONSHIPS: Helping People See Themselves Better by John H. Melchinger Relationship marketing means many things to many people, but for everyone, the concept includes doing more than pushing product; it means relating to the people you want to attract to buy your services or products. Building A Wave! by Michael Lovas Wave Marketing involves the mailing of a series of letters that builds familiarity and awareness of you and solutions you offer. Initiating and Securing the Client Engagement by Edwin P. Morrow, ChFC, CFP, RFC Despite a substantial investment of both time and money to become professionally educated, equipped and staffed, many financial advisors are not as well prepared as they should be for the initial presentation interview. Shooting Down "Shooting Down Living Trusts" by Michael Vallone We at Heritage never cease to be amazed at the continuing one-sided approach to estate planning generally promoted by the legal profession. BACK EDITIONS February 1997 March 1997 April 1997 May 1997 June 1997 July 1997 August 1997 September 1997   October 1997 November 1997 December 1997 January 1998 February 1998 March 1998 April 1998

Selling To The Informed Customer by Janet E. Lapp, Ph.D. The knowledge base can shift anywhere, anytime, and this is one of the greatest competitive challenges for North American business. How you shape your future is based on what you do today. Breaking A Habit Part III The Path of Mastery by Mark Gorkin How do you break a self-defeating habit and build a self-affirming and strengthening one? How to Effectively Delegate (Strategies for Effective Leadership) by David G. Rohlander When a person is given the responsibility for making a contribution to the organization, he has an opportunity to increase his stature and improve his career potential within the organization. Properly done, delegation will empower your people. Gain Clients' Trust: It's What You Do, Not What You Say (Seven tips for conveying your competence.) by Bill Bachrach People seldom believe you're competent based on what you say about your credentials, experience, investment philosophy, or background. They believe you're competent based on your behavior. Lifetime Settlements - A Resource for your High Net Worth Clients by Sam Mangel This article is the first of a three part series designed to explore the use of lifetime settlements (i.e. sale of an in force life insurance policy to a third party) in situations where coverage is no longer appropriate for the need which existed at the time of purchase. SEVEN QUESTIONS TO SUCCESSFULLY PARTNER WITH YOUR CUSTOMERS by Ron E. Karr All of us have heard the new buzzword in sales management these days; partnering. But what does partnering really mean? ENERGIZING by Charli Williams, Executive Success Coach Have you noticed how other peoples' negative attitudes sometimes affect you? The result of these relationships is that your energy is not as strong as it could be. HOW TO GAIN YOUR CLIENT'S TRUST--QUICK by Kerry Johnson You haven't got years to convince a new client that you are trustworthy. You need that business now. THE FAMILY LIMITED PARTNERSHIP: Part II by Myron Kove, Esq. And James M. Kosakow, Esq. The family limited partnership (FLP) is a flexible device used by senior family members to facilitate their estate planning, to minimize gift and estate taxes and for asset protection planning. This site is best viewed with Netscape Navigator 3.0. Download Netscape Now