|  The
Art of Urgency
by Ellie Drake
One of my mentors said something to the effect
of the following:'Come on guys, you must focus and get
on with it. There are a lot of good things happening,
and you want to make sure that you are in front of this
wave.'
 15.5
Tips for Writing Killer Sales Letters
by Joseph Heller
I've written this "how-to" article to give
you a competitive edge when writing a sales letter.
The following 15.5 Tips (and tricks) will give you everything
you need to know to write killer sales letters. Enjoy
and prosper.
 Why
Leaders Resist Change
by Alan Parisse, MBA, CSP, CPAE
Smart, successful, well-educated people were
the best at the old way. They learned, looked and
did it the best. While many leaders intellectually
accept the need to change, it is a rare leader who
lives up to Albert Schweitzer's dictum. Dr. Schweitzer,
the great humanitarian, physician and philosopher
put it simply when he said, "Example is Leadership."
 Marketing
The Real You
by C.J. Hayden, MCC
I often wonder how the practice began of
pretending to be someone else in order to market your
business. You know what I'm talking about -- it's
the marketing face, the selling voice, that you often
put on in order to attend a networking event or make
a sales call. Who taught you to do that?
 The
conspiracy theory of LTCI
by Phyllis Shelton
Why are we hearing so much bad press about long term
care insurance (LTCI) all of a sudden? Much of the
attention stems from a March 26 New York Times article
that asserted that one in four long-term-care insurance
claims in California were denied. And, the Des Moines
Register has been printing a point-by-point investigation
of LTCI problems since July. The authors behind much
of this coverage would have you believe it's due to
a plethora of failed attempts to collect benefits.
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 Different
Strokes for Different Folks
by John Boe
Have you ever wondered why you seem
to hit it off right away with some customers, while
with others it's more like oil and water? That's because
we respond intuitively to the natural chemistry, or
lack there of, between temperament styles. Our temperament
style not only determines our behavioral traits, body
language pattern, and "buying style" but it
also influences our compatibility with others.
 Stay
Visible with Free Advertising
by Lew Nason
Local papers often need news submitted by the local
community or they have to pay for journalists to go
out and find news. Look through your local newspapers
and magazines to spot the PR material submitted by commercial
organizations. This will show you how easy it is to
provide "news" stories for the press.
Local TV and radio are also amenable to PR, but they
can be a bit choosy. Nevertheless, keep TV and radio
in mind for anything going on in your business of local
interest or novelty value.
 The
Impact of Image
Edwin P. Morrow, CLU, ChFC, CEP, CFP®, RFC®
Madison Avenue marketing and advertising experts and
the opinion shapers of Hollywood have three phrases
that will have significant impact on your professional
career:
 Professional
or Amateur?
by Michael Beck
I recently had a conversation with a client
about a successful property and casualty agent who writes
a good amount of business — he pulls in close
to $200,000 a year in commissions. Most people would
consider him to be pretty successful. And yet, his manager
and I both consider him to be an amateur. Let me explain.
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