April 2004

Web-Exclusive Stories

Handling High-Risk Clients
Peter Bates
Clients who are too risky can be a drain on your business—learn how to rein them in.

Outsourcing Your Marketing Plan
John Graham
You’re not a marketing expert—here’s why you should hire someone who is.

Successful LTCI Sales
Bob Callanan
An innovative way to approach and close potential LTCI clients.

Wearing Two Hats
Lucretia DiSanto Jones
One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

TEN Tips to Getting to the Top of the Table
Douglas Andrew
Learn how to revise your practice so you can help more people, make more money and take more time off.

Balancing Duty to Client and Company
Frank C. Bearden
Your ethical obligations to clients and company can sometimes be in conflict.

Web Filter
I Was Born a Ramblin’ Man
David Connell
Here are websites to help the weary business traveler.

 

This Month

Selling to the Mature Market
Lucretia DiSanto Jones
These strategies will help you sell to Boomers and seniors.

Protecting Your Resources
William L. Moore
“A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.”

Get Up and Go
David Connell
Today's agent must be prepared for career change.

A Day to Remember
Lucretia DiSanto Jones
On the happiest of days, the saddest of events unfold.

Planning for the Future
Randy R. Kilgore
The National Leadership Conference will set the stage for the coming year.

Insure the Goose
Thomas John Wolff
Disability income insurance must be a part of every plan.