JULY, 2001 Article Submission Journal Archives ABOUT FSO 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 Chicken Soup Reader's Digest Bits and Pieces Proverbs Plus Bible Verses Messages Quotes Daily Reflections Family Minute Encouraging Word Heloise's Hints Site of the Day Recipe File These are available at Your.DailyInbox.com.   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. . 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 publication		PUT THE PRO IN PROFESSIONAL by John H. Melchinger Has the world changed? Of course. More than we can measure. Faster than we can keep pace. These arenas-the world, globalizing economies, local economies and financial services-all provide constantly changing realities you may or may not need or want to deal with. YOUR OPINION SHOULD NAIFA and SFSP MERGE? by Edwin P. Morrow, CLU, ChFC, CFP, RFC In a recent article published by Probe magazine, a newsletter for insurance industry decision makers, I proposed that the National Association of Insurance and Financial Advisors (NAIFA) and the Society of Financial Service Professionals (SFSP) should merge. The board of directors of each organization owes it to their members to consider such a merger. Here, with permission of Probe editor Fred Kissling, is the text of that article ñ and a survey form you may use to record your opinion. ESTATE PLANNING PRESERVING YOUR ESTATE WITH LONG TERM CARE (L.T.C.) INSURANCE by Mike Palermo Fortunately, the trend in L.T.C. insurance is toward benefit flexibility in covering home health, alternative and adult day care, as well as traditional nursing home placement. Matching the benefit to the customer's needs and desires is a "win/win" situation. PROPER ESTATE PLANNING DOCUMENTS MAY BE WORTH MILLIONS by Ray Chodos and Adam Chodos Wills, trusts, and the like are unpleasant subject matter that is usually considered shortly before departing on vacation. Many of us do not have a good understanding of what our documents call for, yet these documents represent all that we posses for those we love the most. PRUDENT PLANNING IN A CHANGING ENVIRONMENT by Earl R. Borders, III, CLU, ChFC, RFC, RHU, LUTCF, CRMS, Secretary, NAIFA Division of Financial Advisors With the recent signing of the legislation known as H.R. 1836 concerning the supposed repeal of the estate tax the question arises, what should the prudent planner do? INTERNET TEN WAYS TO ALIGN YOUR INTERNET PRESENCE TO GET BUSINESS RESULTS by Bill Ringle If you're reading this article in your office, take a moment to listen closely. That sound you may hear are managers running around looking for an e-commerce solution. Or maybe its an SQL server. Or whatever the buzzword of the week is. PERSONAL GROWTH WARNING: PEACE OF MIND CAN BE DANGEROUS by Charli Lamont Williams Peace of mind equals contentment equals happiness. We said this is what we wanted, and here we are. Now what? MULTILINE BUILDING A BETTER AGENCY by Troy Korsgaden Growing a multiline agency demands thinking holistically about the enterprise. THE POWER OF "POINT-OF-THE- MOMENT" MARKETING by Stan Hustad Today's news and concerns of the day are one of the best ways to connect to the concerns of your clients and prospects. REAL SUCCESS STORIES OF ACTUAL COACHING CLIENTS #4 by Joseph Lukacs The case I present below is based on an actual client. The challenges, situation, and recommendations are all real. I have only changed the name of the person and omitted the firm name for confidentially reasons. KEYS TO MOTIVATING PEOPLE TO FOLLOW YOUR EXTRAORDINARY LEADERSHIP by Chris Widener One thing I know to be true but many people do not believe is that people do want to be motivated. Sometimes people will say, "But they just won't follow." Not true. You just haven't motivated them to follow you! FIVE TIPS FOR SUCCESSFULLY ATTRACTING LEVEL "A" CLIENTS by Bruce R. Wright In the financial services industry, the information age, combined with a wave of new technology, has caused a rate of change that is unprecedented. The world is quickly becoming more competitive and consumers are becoming more sophisticated and are demanding more service for less money REFERRALS GETTING REFERRALS THROUGH "MONEY IN MOTION" by Bill Cates In this issue I'd like to demonstrate our method for asking for referrals through a sample script. THE STRESS DOC DEVELOPING A CADRE OF MOTIVATIONAL HUMORISTS PART III Mark Gorkin, LICSW The third and final segment examines actually bringing healing and harmonizing humor into your organization. The introductory path may involve official procedure or an informal process. Either path is a signal that upper management is encouraging the Human Resources Department to help shape workplace values and interpersonal interactions, that is, the corporate culture.