OCTOBER, 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 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. . LEGAL Please read these important legal notices concerning this publication		AMERICAN FLAGS 5'x3' Outdoor Flag $9.95. When you buy a remembrance flag, We will donate 10% of total Flag Sales in your name to the American Red Cross designated to the relief efforts in New York. Click Here for more details. THE WINDS OF WAR by Mark Gorkin, LICSW The winds of war stir up remembrances of encounters on the edge of war...and ones tragically over the edge. Whether this current terrorist/ military crisis is Known or simply known, the Stress Doc sets the scene and shares some stress survival tips, especially for those at home. MEMOIRS OF A LIFE INSURANCE AGENT by John Lee, CLU Are the glory days of selling life insurance truly in the past? John Lee dusts off his fedora and gray flannel suit and takes a us back to 1945. MARKETING CONCEPTS FEAR KILLS EVERYTHING by Stan Hustad, Performance Coach Fear kills hopes, aspirations, and dreams. It kills relationships, confidence, and creativity. It can kill our joy and rob us of our happiness. It can even kill our health and take our life. "Scared to death" is not just a figure of speech, for some, it is a reality. THE TRUSTED ADVISOR IT SHOULDN'T TAKE AS MUCH WORK TO LIVE IN YOUR HOUSE AS IT DID TO BUILD IT by Bill Bachrach My advice is to build a business that generates all the income you want to earn and provides you the freedom and time to enjoy it. That's the house the Trusted Advisor can live in. What are you building? COACHING REAL SUCCESS STORIES OF ACTUAL COACHING CLIENTS by Joseph Lukacs, Coach to Top Producers Lisa contacted me in October of 2000 because her business had been stagnant the previous three years. 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 CALL RELUCTANCE DON'T CALL ME PUMPKIN ON THE PLANE! Jim McCarty,CLU, RHU, LUTCF We now know that call reluctance is primarily the result of the biggest fear we all possess and we know also that it is evidenced by several obvious physical symptoms. If we seek to overcome this debilitating phenomenon and increase our sales dramatically however, we must simply treat the cause. MARKETING IT'S TIME TO CULL...THEN BUILD by John H. Melchinger I coach private practice marketing (not selling) only to financial planners, estate planners and life insurance experts who earn at least $250,000 of new revenue annually. Regardless, this article applies to anyone who has been in retail financial services for a few years or more. It is about marketing, not selling. But remember: the sole criterion of marketing is profitably improved sales performance. SALES SUCCESS VALUES AND SALES SUCCESS by Bill Brooks Unfortunately, when I first entered the sales profession, I was taught that the way to sell was through manipulation, intimidation, and domination. The Golden Rule took on a new twist, rephrased to say, "Do unto others, then get out!" TO FINANCIAL ADVISORS & INSTITUTIONS by Matt Boka If you have not already sent out a client letter regarding the recent events in New York, and their effects on your clients' finances. Or, if you are sending out a second or third correspondence, attached is a letter you may wish to use. HOW TO USE EMBEDDED MESSAGES TO INFLUENCE PEOPLE part 2 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?