March, 2002 Article Submission Journal Archives ABOUT FSO Carolyn Hersman, Editor Financial Services Online (FSO) is the first and largest financial services publisher and portal on the Internet. Our publications include Financial E-News, FSO Journal and Messages From The Financial Masters (available at no cost on our portal located at www.fsonline.com. Daily free inspirational publications include Daily Inspiration Chicken Soup Reader's Digest Bits and Pieces Proverbs Plus Messages Quotes Daily Reflections Family Minute All Pro Dad Encouraging Word The Inspiration Store Daily Education Heloise's Hints This Day in History Site of the Day Recipe File The Education Store About NAIFA Founded in 1890 as the National Association of Life Underwriters, NAIFA is comprised of 900 state and local associations and represents the interests of 90,000 life and health insurance agents and financial advisors nationwide. Many of NAIFA's members are NASD-licensed registered representatives or registered investment advisors. Benefits of membership include legislative and regulatory representation, education and training, and networking opportunities. The NAIFA umbrella includes the Division of Financial Advisors and three specialty organizations: the Association for Advanced Life Underwriting (AALU), the Association of Health Insurance Advisors (AHIA) and GAMA International.		Please note email change for the editor: chersman@comcast.net YOU Have One Minute to Tell Your Story by Stan Hustad, Performance Coach A reputation for strong convictions and values will always serve you well. A reputation for doing what you say you will do, will always be valued. Extraordinary service to your clients and customers will always be the most effective marketing tool. Those things have not and will not change. But new technology and shifting cultural attitudes will affect your business and the way you communicate in profound ways. MELCHINGER ON MARKETING Branded! by John H. Melchinger A little understood phenomenon with brands is that when a customer uses a brand s/he accepts the outcome as the positive end s/he anticipated. Expectation set and met. It is the brand that sets the expectation and the brand that meets itÖwhether it actually did or didn't. Brands do not merely attract clients, they convince them their expectations were satisfied. ADVISOR TODAY Lighter Side of Life: The Wheel of Fortune by Penny Righthand, CLU, ChFC As advisors, we must help our clients prepare for change. The big problem with the human race, as far as I can tell, is that we have no imagination. We cannot imagine anything is going to be any different tomorrow from what it is today. THE STRESS DOC The Four Stages of Burnout by Mark Gorkin, LICSW Burnout is the gradual process by which a person, in response to prolonged stress and physical, mental and emotional strain, detaches from work and other meaningful relationships. The result is lowered productivity, cynicism, confusion...a feeling of being drained, having nothing more to give. THE TRUSTED ADVISOR What Do We Do Now? by Bill Bachrach As I write this article, the Dow and the Nasdaq continue to drop, along with most investors' jaws and their loyalty to current financial advisors. Some in our business are justifiably in a panic, not so much about the market but about their clients' tendency to jump ship when a downturn comes in like a tsunami. In times like these, I'm approached constantly with the question, "What should I be doing differently?" My answer may surprise you: "Absolutely nothing." FINANCIAL PROFESSIONAL The Next Waves in Financial Services by Edwin P. Morrow, CLU, ChFC, CFP, RFC Shakespeare said, "There are tides in the affairs of men, that taken at the crest, lead on to fortune...." There are several trends in the arena of personal financial services that which have a major impact on financial advisors. There are opportunities and perils, success for those who adapt; failure for those who do not. SUCCESSFUL SELLING Aggressiveness and Sales Success - How Do You Measure Up? by Bill Brooks Are you aggressive enough for sales? On the other hand, are you too aggressive? It would seem that sales - like lots of other things - is a function of balance and consistency. However, there's more to it than that! ADVISOR MARKETING Modeling After Others for Better Marketing by Martin R. Baird In my newsletters and seminars, I often say that good marketers "model" others. What I mean by this is that they study how other companies and industries do business and they learn from it. Face it, your industry does not have all the answers. RELATIONSHIP SELLING What Does it Mean to be Smart? by Jim Cathcart Several years ago actors Dustin Hoffman & Tom Cruise made a movie called Rainman. In it Raymond, (Rain Man) the title character was Autistic Savant. He was literally a genius and an idiot at the same time. Raymond's greatest intellect was Mathematical. He could count and calculate as fast as a computer. But at the same time he was dysfunctional interpersonally. He couldn't even carry on a normal conversation. The movie was based on truth. ABOUT PEOPLE Who are the Creative Professionals? by Michael Lovas This article is taken from Michael's seminar and new book Face Values ó how to read people and motivate them in less than 3 minutes. ADDENDUM: This Newsletter is published by Financial Services Online, Inc. and distributed on a complimentary basis to members of NAIFA, subscribers of the Virtual Sales Assistant(TM) and selected other recipients. It is designed to provide financial service professionals an overview of the events and happenings that may affect their business. If you would like additional information on any items or the sources used, please e-mail us at e-news-list-admin@ e-news.fsonline.com LEGAL: Please read these important legal notices concerning this.