Table Of Content

Life & Health Insurance Sales 1991 An nual Index of Articles Based on the Million Dollar Round Table Information Retrieval Index 100 Accident and Health Insurance What Works and What Doesn't Work Confusion About Services of Financial Fusebio, October Planners Saenger, January Try it for yourself . . . Try it for your clients Fusebio, January Gaines on The Health Insurance Mess The Fraternal Agent Path to Success Sell to the People Who Sell to You Gaines, October Ballew, May Exsebio, February Planning Ahead for Your Dotage The PPGA Path to Success Ballew, June Ware, October Living Benefits Riders Should Not Be Taxed The Home Service Path to Success Haislmater, February Keep On Prospecting Fusebio, November Ballew, July Hospital Indemnity: Your clients will buy it Women: The primary market for iong-term Gaines on Value-Added Relationships if you mention it! Eusebio, December care Kelley, February Gaines, September Viatical Settlements: Good News for the 400 Advertising/Public Relations Cross-Selling Life in P/C Agencies Terminally Ill Petersen, February Selling Yourself Through Media Attention Giacomelli, December Visualizing Success In a Less Than Silk, May The P-Q-R-S-T-U System Aids in Perfect World Eusebio, March Agents Fight Back With Advertising Multiline Sales December DI: Renewals are the name of the game Boulton, December Haberstroh, March 700 Annuities 500 Agency Baby Boomers: Boom or Bust for Reasons for The Variable Annuity Explosion Disability Insurance? Derrah, March Character: Where does it come from? Joyce, January Meyer, January Customized Underwriting Havens, March An Opinion on the Use of Committees 900 Assignments “People don’t get disabled” Runyon, March Meyer, February Cast a Line Into the Disability Income Pool Personalize and Update the Recruiting Kit Viatical Settlements: Good News for the Terminally Ill Petersen, February Callahan, April Meyer, March Eusebio, April Good News/Bad News Understanding the True Quest for Security 1000 Associations Meyer, April Relax . . . Then Disturb Eusebio, May Gaines on AHIA Gaines, April Recruiting: Don’t throw that file away! Communication & Responsibility: Benefits Meyer, May Gaines on DITC Gaines, May Buzzwords for the 90s Kelly, June Be a Sales Environmentalist Meyer, June The Best Solution for the Small Gaines on AHIA Revisited Employer Group Tooman, June The Search for Good Judgment Gaines, November Meyer, July Make it easy on yourself Eusebio, June Territorial Management (Part 1) 1150 Awards Health Insurance in the Workplace Meyer, August Sullivan, June 69th Annual Company Leaders Issue Territorial Management (Part 2) April FRAUD: The Unseen Enemy Meyer, September Miller, June Relocation: Still a major career problem? 1400 Business Insurance Keeping the “I” Theme Alive Meyer, October Eusebio, July Cover Your Assets (Key Person Insurance Managerial Nemesis: The SWAT Syndrome Revisited) O'Brien, July The Big One That Didn't Get Away Meyer, November Eusebio, August Family Limited Partnership Ware, July Recruiting in a Recessive Economy Why I Don't Sell Disability Income Meyer, December The Art of Succession Planning: Eusebio, September The Insurance Advisor as Business Planner Senior Health Care Cutler, September 600 Agent as a Businessperson Wilson, July The Aging Population and Individual What It Takes to Succeed in the Life Prospecting in the Business Market Long-Term Care Holmes, September Insurance Sales Career Ballew, January McRae, July Ingurance Sales / January 1992 47 1600 Charity (Foundations, Gifts, 2900 General Insurance “Surviving” in Business: Using second-to-die Bequests) products to create business Show/ley, July The Multiple Line Agent Path to Success Charitable Tax Planning Ballew, April An Update on Adjustable Life Philgreen, August Ballew, August Your Client's Liability Exposure Under CERCLA Ware, November An Update on Variable Life 1660 Closely Held Corporations Ballew, September Reducing Agent/Planner Professional Liability Developing Business Plans Francis, December An Update on Universal Life (Part 1) Batchelor, December Cross-Selling Life in P/C Agencies Ballew, October Giacomelli, December Buy Term... and invest what difference? 1900 Competition Property-Casualty Protection Should Be Restalrig-Logan, October Insureds will get their money back— Part of Financial Plan Saenger, December but how much? de Palo, November An Update on Universal Life (Part 2) Ballew, November 3250 Government Regulation 2000 Computers Update on Variable Universal Life FRAUD: The Unseen Enemy Ballew, December The World of BBS’s . . . Successful Modem Miller, June Usage Bray, January 3300 Group Insurance 4900 Mortgage/Rent Insurance Marketing Through Automation Nevin, May Communication & Responsibility: Benefits Mortgage Verification Services and Sales Buzzwords for the 90s Kelly, June Ware, February It's a Great Time to Buy a New Computer Appel, October The Best Solution for the Small Employer Group Tooman, June 5000 Motivation/Inspiration/ Keep Your Hard Disk Drives Up and Running Power Phrases Gibson, October Health Insurance in the Workplace Sullivan, June Profile of Sales Performance Styles Interactive Graphics: The MO of the 90s Sweeney, January Philibert, October 3490 Individual Retirement Account How to Beat the Economy in 1991 Contact Management Software (IRA) Graham, January Tokar, October A One-Stop IRA Alternative Sale The Anatomy of Success Computer Skills Expectation for Financial Adams, June Ballew, February Services Persons Kane, Morrow, November 4000 Investments A Planned Presentation Helps Make Us 2050 Consulting Professionals Jacobson, February Investing Throughout the Life Cycle Stages A View of The Future of Financial Planning Johnson, September The Performance Edge Oechshi, February Combs, November Gaines on Greed Gaines, December Lessons of Achievement Ocechsli, March 2300 Education Funding 4300 Key Person How to Rise to the Top When the Bottom Falls Out Graham, March © College Funding Brittain, February Cover Your Assets (Key Person Insurance Revisited) O’Brien, July The Brokerage Agency Path to Success Ballew, March 2400 Employee Benefits 4350 Legislation Successful Merger of Faith and Finance Funding the Deferred Compensation Plan Hendrix, July Living Benefits Riders Should Not Be Taxed Freund, April Haislmaier, February The John Deere Analogy Seideman, April 2500 Estate Planning 4400 Life Insurance From X’s and O's to G.A.A.P. Estate Freeze and Buy/Sell Techniques Hilgenberg, April After the Revenue Reconciliation Act of 1990 What It Takes to Succeed in the Life Insurance Sales Career Ballew, January The Multiple Line Agent Path to Success Ware, March Ballew, April Living Benefits and Needs-Based Selling The Financially Mature: What they want and how to help them get it Neighbors, February Consistency + Organization = Success Wittmer, April Breen, September 4450 Life Insurance— A String of Pearls Yencha, Craft, WBeaablyt hB ofoomre rRse:t irHeomewn t They'Sltle veAncsc, umNuolvaetmeb er Special Contracts Hebert, Richard, Bisnott, Robertson, Campos, Deposit Universal Life Parry, January Burdock, Glasco, April Property-Casualty Protection Should Be Part of Financial Plan Saenger, December Variable Life Insurance: The Client’s Product Success Is Sweeter the Second Time Around Watson, January Chewning, April 2750 Financial Consulting How to Compare Variable Universal Five Basic Steps to Doing the Best You Can Life Products * Johnson, January Elledge, April The Financially Mature: What they want and how to help them get it A One-Stop IRA Alternative Sale The Fraternal Agent Path to Success Breen, September Adams, June Ballew, May 48 Inns &u HrEAaLTnH ce Sales / January 1992 Achievement Lessons from “Down Under” The Balanced Financial Plan How's your courage during moments of truth? Ocechsli, May Wolfkill, April Occhsli, October The challenge is within YOU = Smith, June Time Management and Prospecting Client Sales and Service Sntt, November Brown, April Gaines on Required (?) Reading Baby Boomers: How They'll Accumulate Begin Your Own Profitable Networking Group Wealth for Retirement Stevens, November Gaines, June Burg, July Choosing Your “State” — Oechsli, November Goals: Their Real Value Ocechsli, July Goals: Their Real Value Oecchsli, July Keep On Prospecting Eusebio, November The Home Service Path to Success Organized for Lives, for Dollars, for Success Ballew, July A View of The Future of Financial Planning Allison, August Combs, November Ten Tips for Self-Motivation Billue, July Grandfather/Grandmother Legacy Policy Searching for the Magic Formula Chaney, August In the beginning . . . You Must Say Something Ocechsli, December Meisel, August Ten Tips for Better Selling Billue, September Newsletters Work For Me Goals Set/Goals Met Trapani, August Smith, December Client Sales and Service Suitt, November Wight, August Searching for the Magic Formula 6400 Retirement Planning Oechsli, December Showcase of Excellence Occhsli, August Marketing to People Over Age 55 Meckenstock, March There is a place for us Dingwall, August 6000 Prospecting Money Clip for Retirement Dollars Better Marketing McLeary, August New Year Resolutions: Fact or Fiction? Keith, August Occhsli, January Selling to the Baby Boomers Retirement Plan Principles Pennix, September Lessons of Achievement Ocechshi, March Hoffman, October Network Your Way to Increased Sales Where are you going? Ocechsh, September Burg, March 7500 Tax Shelters How’s your courage during moments of truth? Integrity, Professionalism and Persistency The Conservation Easement Concept Ocechsli, October Occhsli, April Ware, December Seven Service Sizzlers Greeley, November Network Your Way to Increased Sales Choosing Your “State” = Oechsli, November (Conclusion) Burg, April 7700 Term Insurance Time Management and Prospecting Buy Term... and invest what difference? 5100 Office Operations Brown, April Restalrig-Logan, October The Brokerage Agency Path to Success Prospecting: Critical to Success 8000 Trusts Ballew, March Templeton, May Medicaid Trusts Ware, January You can network anywhere! Burg, May 5200 Ownership of Policies Marketing Through Automation The Best Kept Secret in the Law (part 1) Ware, April Medicaid Trusts Ware, January Nevin, May The Best Kept Secret in the Law (conclusion) Achievement Lessons from “Down Under” Ware, May 5300 Partnership Occhsli, May Working with Revocable Living Trust Family Limited Partnership Ware, July Selling Yourself Through Media Attention Candidates Ware, June Silk, May Employer Severance Pay Trust Allows for 5600 Personal and Office Efficiency Lead Club Prospecting Tonning, May Tax Deductible Life Insurance Profile of Sales Performance Styles Creative Prospecting Fluhrer, May Ware, August Sweeney, January Capitalizing on Emotional Timing The Conservation Easement Concept Ocechsli, June Ware, December New Year Resolutions: Fact or Fiction? Ocechsli, January Attitudes for Prospecting Woods, June 8100 Underwriting A Planned Presentation Helps Make Us Teetering on Success Gaines, July Offer and Acceptance in Life Insurance Professionals Jacobson, February Prospecting in the Business Market Contracts Halperin, July Women: The primary market for long-term McRae, July care Kelley, February 8500 Wills Begin Your Own Profitable Networking Group The Performance Edge = Oechsli, February Burg, July The Best Kept Secret in the Law (part 1) Client Reviews Can Really Pay Off Reach Out and Sell Someone Ware, April Lagger, February Rubinoff, August Prospecting with a Living Will Service Ware, September Personalize and Update the Recruiting Kirt Business Prospecting Method Meyer, March Einhorn, August Planning Ahead for Your Dotage Ware, October Five Basic Steps to Doing the Best You Can New Directions for Telemarketing Elledge, April Hunn, September Inng &u HrEAaLTnH ce Sales / January 1992 49