SALES SUCCESS The Secrets to Selling Term Life Through the Mail by Michael Lovas For those of you who rely on zip codes or income to determine your mailing list and message, experience proves it - you're wasting a lot of your efforts. How TITANS Structure The Successful Client Interview by Ron Karr Titan salespeople strategize their questions. They don't make the mistake of asking the customer questions about what they are currently doing or using. How To Eliminate Tension And Establish Trust by Bill Brooks Let's face it, lots of prospects see your sales call as an interruption from the important things they want to (or feel they ought to) be doing. PERSONAL GROWTH Old Path, New Path: Which One Will You Choose? by Charli Lamont Williams This month I am going to give you an incredibly effective tool for 'lightening up' in your life. THE STRESS DOC Being Down and Out in the Valley of the Upgrade by Mark Gorkin, LICSW The Stress Doc reviews recent technological traumas - from fighting viruses to upgrade incompatibilities.

THE FINANCIAL SERVICE'S PROFESSIONAL High Politics & Finance by Edwin P. Morrow CLU, ChFC, CFP, RFC President Clinton threatened this summer to veto HR 8, the Republican sponsored bill to repeal the Federal Estate Tax. (The bill was passed on July 14th, but not submitted to the President until Congress resumed in September.) According to some, the President's veto action will 'doom small business owners and farmers', casting our economy and all those nice people into the blackest of financial ignominy. Well, just maybe Bill Clinton was right. How To Build a Million Dollar Asset Management Business by Steve Moeller If you want to be on the leading edge of this movement, you need to switch from selling to advising. We'll look at five key steps to transform your business into a million dollar asset management business. Tips to Improve Your Letter Writing by C. Richard Weylman The average prospect is inundated with over 3000 advertising messages per day and 57 pieces of advertising mail per week. The 10 Worst Mistakes in Direct Mail by Jeffrey Dobkin You can learn from my mistakes - and increase your chances of success. It's just as easy to succeed as anything else - so follow these few simple guidelines of exactly what not to do. Success Rituals Of Top Producers Part 5: Optimize Your Business Practices by Joseph J. Lukacs An observation I have made during the past 8 years coaching top producers is that they work smarter, but usually not any harder, than average producers. How can this be? I call it "the principal of optimization." How Does Your Future Look? by Bill Bachrach As you go to work each day, does a vision of the future inspire you? Do you imagine yourself in a certain model of car, type of home, or style of life? Holiday Gifting Is A Great Marketing Idea by Martin R. Baird The gifts that get noticed are those that are special. And they're special because you devoted time and effort to make them so. Your Beliefs Direct Your Life by Michael Crow Thoughts and beliefs become actions, which become your reality, so choose your thoughts wisely.

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