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May 2008

How to Have a Stress-Free Discussion About Fees
Ironically, discussing money—fees to be exact—is one of the toughest parts of an advisor’s job. It doesn’t have to be. James Grubman, Ph.D., gives you four steps to achieving a stress-free environment when discussing fees with your prospects and clients.

Being There: the Five Phases of Retirement
You need to be active in all the phases of your clients’ retirement planning, which happen throughout their financial life cycle. Do you know what the five phases of retirement are—and what you should be doing with your clients during each?

The Doctor Is In
If you don’t want the hassle of having to close a sale, conduct the first meeting with your prospect like a doctor’s visit.

Seven Steps to Keeping Your Computer in Top Shape
These steps may save you thousands in repair costs and downtime—and help you avoid a techno-headache.

End Prospecting Pain Forever
Changing the way you look at the people you serve can help you end your prospecting (and referral) headaches forever, says Dan Allison, author of The Money Code. Allison shows you how using simple behavioral psychology techniques and easy-to-implement ideas can help you jettison your old ways of prospecting.

DIGITAL MAGAZINE

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The Softer Side of Sales Success
What clients are really looking for is an empathic and trusted advisor. Learn how to make the shift from the technical and watch your profits soar.

Focusing On Small Business for Big Success
Five advisors who work successfully with small businesses show you how it’s done.

Taking Care of Baby Boomers
With the proper lifeboats, they don’t have to sink or swim—no matter how long they live.

DI: The Easy Sale
Find out how to sell more DI (for Disability Insurance Awareness Month!) from a top DI producer.

From Good to Great
There are seven disciplines that top advisors use consistently in their practices. Are you employing them all?

• Top Articles	• Sales and Marketing
• Quick Reference	• Prospecting and Referrals
• Life Insurance	• Niche Markets
• Health Insurance and LTCI	• Motivation
• Retirement Planning	• Cultivating Success
• Estate Planning	• Your First Four Years
• Financial Planning	• Managing Your Practice
• Multiline	• Business Tools
• Sales Ideas	• Tech Tips

SPOTLIGHT ON:

Disability Income Insurance

It’s Disability Insurance Awareness Month. Here are some articles to help you incorporate more DI sales into your business:

Overcoming DI Roadblocks: Two Case Studies
Selling DI is not "too hard." You just need to know how to properly approach each case.

Learn to Keep Your Book Full
In his second year in the business, Brad Burton was able to put an extra zero after his first year's salary, and he did it by being aggressive about referrals.

Interviewing Referral Partners
Advisors often fail to vet their referral partners—to the detriment of their business. These questions will help you incorporate this important process into your practice.

NAIFA in the 21st Century

For the latest information and updates on "NAIFA 21," be sure to visit NAIFA's website. You can also make your opinion known on the "NAIFA 21" blog; contribute today!

Catch the NAIFA Wave!

Attend the 2008 NAIFA Convention and Career Conference

Join your fellow NAIFA members this Sept. 6-10 in San Diego for a stellar line-up of speakers, workshops, educational sessions and much more. For more information or to register for the conference, visit www.naifa.org/convention.

AT Asks!

What is the best way to achieve success with small business?

	Form business alliances to gain prospects
	Visit prospects in their offices
	Target emerging, entrepreneurial and female-owned firms
	Offer "hot-button" products like succession planning and group coverage