December 2004

Web-Exclusive Stories

Enhance Benefits With Less Money
Kirk Okumura
POPs can help employers add benefits without adding costs.

Howdy Pardner!
Lucretia DiSanto Jones
Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

Questions to Ask Clients and Prospects
Marvin Feldman
Feldman presents questions every advisor should ask, in downloadable and printable PDFs.

The Financial Advisor’s 12-Month Guide to Success
Janet Arrowood
This printable calendar includes week-by-week suggestions of what advisors can work on in 2005.

New Kid From the Old School
David Connell
Read a review of the new small business magazine from the publishers of BusinessWeek and find out if it’s worth the paper it’s printed on.

Quick Sale
Blue-Collar Sales
Chuck Jones
In rural areas blue-collar workers can form a solid base for a book of business.

Sizzling Sales Ideas
Solving Multiline Insurance Burnout
Laura DeLauder Haraway, LUTCF
Multiline agents can sell so much insurance they may be burned out by the time they get around to life and health. Here’s how to avoid this tendency.

This Month

The Producers
Maggie Leyes
Six high-performing producers give us 10 tips for making the big numbers, growing a successful practice, developing a unique niche, and waking up each day passionate about this business.

Targeting the Latino Market
Liz Castells-Heard
Patience and empathy are valued traits to promote trust and loyalty.

Still Tight
Lucretia DiSanto Jones
Decades later, this partnership continues to grow.

A Man of Steel
Jon Dressner
Even the strongest husbands and dads need life insurance coverage.

Perceptions, Performance and Ida Gates
C. Robert Brown
NAIFA has been getting good feedback.

How I Gained Self Confidence
Thomas John Wolff
By setting goals you can achieve, you'll build your belief in yourself.