AUGUST, 2001 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 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. . LEGAL Please read these important legal notices concerning this publication		GET 3 FREE TRIAL ISSUES OF SELLING POWER! Selling Power is the most widely read magazine in the sales profession. In every issue you will find better ways to satisfy your customers, motivate your sales team, capitalize on technology, and improve your selling skills. Selling Power is all about sales and management skills, and success motivation. We tackle every sales topic from your perspective - to help you win! Order your FREE trial copies today! THE CROSSWORD CHALLENGE by John H. Melchinger If you are expert, how do you demonstrate it? More important, how do people view you? As professional, pompous, arrogant, pedantic, someone to seek out? This article is about one thing: demonstrating to prospects that you know enough more than them about certain topics that they may want to consider meeting with you about it. Managing Money: Recommending the "Right" Funds by Janet C. Arrowood Your first step is to determine your client's risk tolerance, goals and suitability. TECHNOLOGY WATCH FOR THE CARS NOT THE TRAFFIC LIGHTS! by Jim Robinson CLU, ChFC, CFP,MSFS When you are sending e-mail using instant messaging or transmitting client information on the Internet.....WATCH THE CARS NOT THE TRAFFIC LIGHTS! PERSONAL GROWTH GETTING THE JOB DONE by Charli Lamont Williams When it comes to getting the job done - whatever the task is - people seem to do one of two things: They are excited and creative about it; or they worry and stress over it. PROSPECTING UNDERWRITING PROSPECTING Fredric A. Berger, CLU, ChFC, MSFS, FALU Underwriting Prospecting can be an excellent source of business. This type of prospecting can be profitable financially for the agent, provide a source of other business in the future, and help the people who probably need life insurance the most. WHEN DON'T YOU ASK FOR REFERRALS? by Bill Cates Here's where we enter the "art" side of referrals. This question brings us into conversation about the "intangible" side of referrals. THE STRESS DOC POWER STRUGGLES vs. POWERFUL STRATEGIES by Mark Gorkin, LICSW When people don't genuinely acknowledge the aggressive component of their assertive expression, healthy anger is masked and distorted. The result is often judgmental criticism, condescending sarcasm or, even, passive-aggressive retaliation. THE FINANCIAL PROFESSIONAL NOW IS THE PERFECT TIME by Matt Boka Now is the perfect time for picking up new clients. The "dog days" of summer are behind us, vacations are over, the kids are back in school, and clients are once again focusing on their financial affairs. EMPLOYEES vs. MACHINES by Nindo Qubein, CSP, CPAE Wise executives know that managing people is much more complex than maintaining machinery, but it is also more rewarding.  HOW TO USE EMBEDDED MESSAGES TO INFLUENCE PEOPLE by Michael Lovas When you speak or write, who do you want to influence? Clients, partners, strategic alliances? What if you could increase the number of successful outcomes - would you be interested in taking a look at it? SALES SUCCESS WHAT TRIGGERS THE BUY DECISION? by Edwin P. Morrow, CLU, ChFC, CFP, RFC What motivates customers to make a purchase? Following is a list of 20 basic reasons - ten objective and ten subjective - that motivate people to buy. NEVER UNDERESTIMATE THE POWER OF YOUR FIRST IMPRESSION by Bill Brooks Communicating a lasting positive first impression will heighten your sales performance as well as your sales success. 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