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FOR PROFESSIONAL USE ONLY
July 1998
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A
Living Trust That NEVER Has
 How
to Understand Where You Are & What You Want Your Marketing to Accomplishby Michael Lovas You also can't get to the next level of success until you know where you are today. GETTING
FAST & FLEXIBLEby Janet E. Lapp, Ph.D. Management today has to think like a fighter pilot. When things move so fast, you can't always make the right decision -so you have to learn to adjust, to correct more quickly.
HOW
YOU GOT WHERE YOU ARE TODAYby Sidney A. Friedman CLU, MSFS, RHU, ChFC A successful life is just a continuous sequence of doing the right things. When you have a good plan, the problems everyone encounters are just that -- problems -- not major catastrophes. HOW
TO BECOME ATTRACTIVE TO YOUR CLIENTS by Kerry L Johnson Ph.D We tend to do business with those we like and avoid those we dislike. Yet liking is frequently mentioned, but not often defined. PROSPECTING
WITH SEMINARS -Still a Winning Formulaby Larry Klein, CPA, MBA, Certified Senior Advisor If you've developed the opinion that seminars don't work for building your business, read this article. BUILDING
YOUR TEAMby David G. Rohlander An effective team is a cohesive unit composed of diverse individuals. To get the best results it is advisable to look at your team as your critical co-workers and also your customers and vendors.
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Out
of the Depression ClosetBack to the Future by Mark Gorkin The Stress Doc uses "The Big 5-Oh" as a catalyst for reflecting on "the crown and cross" of a challenging life and the need to acknowledge years of living in a darkened closet.
 Baby Boomers! Marketing to the "Me Generation" by William L. Willard, CLU "To market to the boomer generation, you'll need to understand their motivations
and buying habits.The demographics of this group are interesting, but it's the psychographics
(the study of lifestyles and behavior) that may help you grow your business."
LIFETIME
SETTLEMENTS - A Resource for your High Net Worth Clients Part IIIby Sam Mangel This article is the last 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. Do
You Give Up too Easily on Tough-To-Sell Prospects?by Ron E. Karr Do you sometimes leave sales on the table that should be rightfully yours? If so, you're not alone: 51% of the salespeople responding to a just-completed Dartnell survey say they have packed up and left before the sale was made, leaving easy pickings for competitors. "Two
Sides-One Coin"by Charli Williams Personal Success Coach Everyone has heard the saying, "Where the attention goes, energy flows."That means, whatever you focus your attention on is where you are putting your life's energy, and that becomes your experience. How You Can Be Even More Productive (Time Management Ideas) by Steve Kaye, Ph.D. Some people view time management as a quick gimmick to cram more activities into their life. Actually, time management is a systematic process that helps you live your life the way you want to, efficiently and effectively. The result can be far more satisfying and profitable than making chaos efficient.
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