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Strong Ego: Useful or Fatal to Sales Success?
By Bill Brooks
Which type of ego is more destructive for your
business? One that is aimed toward conquest of accounts,
assertive behavior to find, sell and deliver business
or one that focuses on internal destruction, empire
building and self or departmental protection?
 Radical
Changes In Financial Associations
Forrest Wallace Cato, RFMA, RFC
In the late 1960s and 1970s the insurance industry
in the United States was strong. The life companies
were solid financially and growing consistently. Selling
insurance may not have been the most popular occupation,
but it was respected and agents made a good income.
Agent association meetings were well attended. While
a large percentage of persons entering insurance sales
with major companies failed – many of those "failures"
moved on to smaller or more focused companies and found
great success there. So the "failure" rate
was really not so bad as was generally reported.
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Circle of Friends: Nichepreneurs and the Power of Relationships
by Susan A. Friedmann
Even though Nichepreneurs generally operate their businesses
all on their own, it's critical to remember that, to
quote the old saying, "No man is an island!"
I can't tell you how often this has proved true, in
my own career and in that of many of my Nichepreneur
peers. Success comes in large part from forming strategic
relationships with people in a position to help you
refine and enhance your Expert Identity.
Does
Attitude Really Count?
by Michael Beck
For as long as I've been a professional I've heard that
a person's attitude makes a difference. You've probably
heard all the cute sayings about attitude – "Your
Attitude Determines Your Altitude", Attitude is
Everything", "The Only Thing You Can Control
is Your Attitude". Every sales manager talks about
attitude. Every leader talks about attitude. Every entrepreneur
hears about attitude.
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 The
Average Legal Action Against An Advisor Cost $40,000.00-Plus
To Defend!
(Part Two)
An Exclusive Financial Services Journal On-Line Interview
With Robin S. Mills, President
Financial Advisors Legal Association
On the service side of our Association, I
take great pride in the services that our members
receive. Our members join initially for peace of mind
but we strive to excel in litigation prevention by
giving additional benefits to arm our members with
tools and education so they are prepared when litigation
strikes.
 Complete
Financial Disclosure in First Meeting
By Bill Bachrach
None of us would actually scream Jerry McGuire's
famous line, “Show the money” at clients.
But sometimes we might want to. Clients can be cagey,
embarrassed, and even suspicious when you get to the
bottom line. The solution? As always, it's trust. No
one's going to show you where all their money is without
it.
 Stretch
IRAs: Cutting-edge planning or accidents waiting to
happen?
By Dick Duff RWD Enterprises
Stretch or multigenerational IRA thinking isn't
new. After all, who wouldn't want (for self and family)
a tax-sheltered asset protection plan blessed by the
IRS, Congress and the states — over scores of
years, no less! Ed Slott, who has just written an interesting
book about stretch IRA planning, would surely devote
his creative energies elsewhere if all this and more
weren't true.
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