NOVEMBER, 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. FEAR OF SELLING AND OFFENDING by Stan Hustad Most financial advisors enter their career knowing full well that sales and marketing is a vital part of their required performance. You know that very well, but you may have discovered it can be very hard. The vast majority of financial advisors leave the business within three years. This is usually not because they were unable to perform the professional financial services, but because the marketing and sales part became an insurmountable challenge. E2E: Retirement Planning After New Tax Law by John D. Bledsoe, CFP, CLU, ChFC, AEP, MSFS On June 7, 2001, President Bush signed H.R.1836 into law. This tax bill is the biggest since the mid 1980s making over 400 changes to the tax code. The changes are in four primary areas: income tax, estate tax, educational savings and retirement plans. BOOK EXCERPT SEMINARS: THEY'RE THE RAGE FOR BUSINESS DEVELOPMENT by Martin R. Baird When it comes to packing the room, you need to think about your attendees' fears and dreams. People will take the time to attend a program that will help them avoid their fears or reach their dreams. ANNUITIES CLARIFYING "DISTRIBUTIONS" IN ANNUITY CONTRACTS & THE "ADDED TAX" by Paul M. League, CFP In this article we clarify the different types of "distributionsî, both death distributions and non-death distributions, and the differences in how these are treated for tax purposes under both owner-driven (OD) and annuitant-driven (AD) annuity investment structures. FINANCIAL PROFESSIONAL WHO OWNS THE CLIENT? by Edwin P. Morrow, CLU, ChFC, CFP, RFC There has always been a debate about, "Who Owns the Client?" Life insurance companies predictably feel they own the customer/client because of their contractual relationship to provide benefits under the terms of the policy contract. THE STRESS DOC GETTING BEYOND THE BOX: Part I For Creative Rebirth-Think Out of the Coffin by Mark Gorkin, LICSW Leading a recent workshop on "Thinking Out of the Box" challenges the Stress Doc to give some strategic mindfulness and heart along with humor and soul to this vital yet overused and misused concept. Consider these three Part I innovative ideas and interventions: 1) Embrace Contradiction, 2) Reframe the Content and Context and 3) Find the Pass in the Impasse. MARKETING SIMPLIFY by John H. Melchinger The season is Thanksgiving. A refreshing chill fills the air, the leaves turn color and fall, and the once pleasant smell of burning them lingers as environmental protection laws to keep the air clean prohibit it. Dust to dust no more ashes. Our thoughts reflect blessings bestowed and changes we have made or endured. There is much to think about thankfully. TECHNOLOGY WHAT TO Xpect FROM WINDOWS XP by Dan Osborne In September, computer manufacturers began shipping computers running on Microsoft's new Windows XP operating system. Since then, there has been much debate about who needs it and who doesn't. TRUSTED ADVISOR GET REAL Being a Trusted Advisor Is Serious Business With No Room for B.S. (Bogus Statistics) by Bill Bachrach In my training programs and for purposes of this column, I operate from the premise that every financial professional aspires to be at least a million-dollar producer. If they can do so without sacrificing their health, family relationships, or integrity, most would prefer to be million-dollar producers. And for most readers of this article, this would be a worthy goal. SUCCESS EVERYONE'S A LEADER by Matt Boka Everyone's a leader, whether you realize it or not. Now is the time to lead with positive action. PROSPECTING HOW TO BE "UP TO PAR" IN YOUR PEOPLE-READING SKILLS by Bill Brooks In order for salespeople to succeed in today's highly competitive marketplace, they must be able to effectively read their prospect in more ways than one to gauge where they stand with that prospect. Unfortunately, far too many salespeople lack this essential skill. Here are six of the 400 or so ways that you can become better at reading your prospect   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