Table Of Content

1991 Coded Index MANAGERS m a g a z i n 2 AMTC Making Job Sampling More Common SUBJECT INDEX (May, p.17) Love, Loyalty and Ladders (May, p.21) R CODE Supervision: Hot File System For Sales Managers (May, p.28) What Do Agents Want? (June, p.18) The Rules of Management (April, p.16) Managing By Walking Around (June, p.28) Breaking the Mold (July, p.12) Million-Dollar Mentors Revisited (July, p.6) Advertising — What's Hot, What's Not (July, p.25) Be Your Own Risk Manager (July, p.14) Insider Talk (July, p.26) What's Essential To A Five-Year Plan For Business Their Stress — Your Problem? (October, p.30) Success? (July, p.27) Working As A Team (August, p.8) AGENCY Taking The Lead (August, p.10) Managing Change (January, p.8) Seizing The Competitive Edge On Campus It Works For Them (Janaury, p.16) (August, p.15) Roger Fox: Leading by Example in Canada New People Need A Good Orientation (April, p.11) (August, p.24) Survey Says... (May p.8) Women Agents — Two Perspectives (August, p.28) How To Help Your Producers Succees In A Planning For Growth (September, p.12) Competitive Marketplace (May, p.23) Raise Your Retention Rate (September, p.17) Taking GAMA‘ Reins (July, p.18) Successful New Agents (September, p.19) Heading Higher (October, p.8) Your Agent's Success (September, p.21) Horizontal or Vertical (November, p.14) Systems That Work (October, p.12) He Made the Switch (November, p.17) Managing The Independent Agent (October, p.25) Under the Microscope (November, p.22) Less Is More (December, p.21) MEETING MATERIAL JOB DESCRIPTION Another One? (March, p.11) Help Your Agents Make The Move To Self- Reviewing the Basics (November, p.31) Employment (August, p.27) This Month's Focus: Self Organization (December, p.31) ANNUIT Annuities — Important Products For The 90s SUPERVISION AND MANAGEMENT (December, p.28) Nine Ways To Get Your Agency Moving (January, p.6) 1300.00 How To Become An Indispensable Manager A Commitment To Excellence (September, p.32) (January, p.11) Who’s Your Customer? (January, p.20) 1600.02 CHARITABLE LIFE INSURANCE Management Fundamentals — What Have We Is the CRT Market For Your Agency? (May, p.18) Learned? (February, p.15) Strategies For A Formal Review (April, p.25) 1800.00 COMMUNICATIONS Managing Long-Distance (April, p.25) The Pros And Cons Of Client Newsletters Building And Using Teams (April, p.25) (January, p.27) Preparing An Agent For Management (April, p.27) Weekly Management Meeting (Janaury, p.31) Clerical People Become Team Players (April, p.27) Agency Communiction in the ‘90s (March, p.6) Managers Magazine JANUARY 1992 27 1991 Coded Index The 1990 Agency Bulletin Competition (March, Nine Opportunities In Today's Demographics p.20) (April, p.29) Rumors (May, p.31) Do You Suffer From “Sick Building Syndrome?” Televise Your Messages (October, p.29) (August, p.26) Computer Security: Who's Responsible? (August, p.26) Direct-Mail Options — Conflict and Elastic Walls (November, p.19) Contradictions (October, p.27) Strategize To Get Your Letters Read (October, p.28) The Desperation Approach (November, p.30) Put A District Philosophy Down On Paper (February, p.31) Special Attention For A Detached Staff Charitable Remainder Trusts (June, p.30) (February, p.31) Six Marketing Principles That Work (June, p.31) asi 3, oF Pee es EA REE f.R E Po Strategic Planning in Your Agency (September, p.9) Stretch Your Day (October, p.21) Granum’s Way (November, p.8) es eee Agent Makes 15 Sales Every Month (April, p.30) What People Want From Their Jobs (Janaury, p.26) Sales Rater (August, p.20) Enthusiasm — The Important Ingredient In Is the Grinch Alive and Well? (November, p.21) Closing (October, p.31) Afraid To Fail? (December, p.30) Utilizing Joint Field Work To Its Utmost (December, p.27) Uncovering Myths/Confirming Suspicions...Men and Women Leaders Compared (May, p.27) Superficial Details? June, p.29) Five Steps to Better Speech (July, p.31) Time-Saving Trends For the ’90s (August, p.30) Stress Management Options In the ‘90s S metimes We Forget (April, p.28) (September, p.31) Failure (April, p.28) Exercise Your Way To Recruiting Fitness ‘The Essence of Success’ (November, p.25) (October, p.18) Sr ene The ‘Family Man’ Takes Center Stage How Much? (March, p.28) (January, p.31) Your Goal Standard (August, p.23) Placing A Dollar Value On Life (January, p.31) A Program To Improve Agent Productivity (September, p.26) Starting Over (April, p.28) a Db] af i PROCEDURES The Seven C’s Of Intrinsic Reinforcement Better Fact-Finding Can Improve Sales Results (May, p.25) (April, p.22) The Attitude Factor... Two Managers Share Their sah Vision (June, p.26) sat When You Are Criticized (September, p.30) Who Answers Your Phone? (November, p.29) i SS Listen For Persistent Business (January, p.22) Recruiting Through Agents, Clients (January, p.25) The Five Indicatiors Of Business Disaster Screening Newspaper Applicants (January, p.25) (January, p.29) 28 JANUARY 1992 Managers Magazine 1991 Coded Index Don’t Overlook The Value Of Background Checks From Z to A (February, p.32) (January, p.26) A Market With Growth Potential (April p.30) Recruiting In Today’s Marketplace (January, p.30) Four Kinds of Families (November, p.32) Door-To-Door Service (January, p.30) Getting Acquainted With Business Owners Capitalize On Downsizing (February, p.26) (November, p.32) EEOC Scrutinizing Ads (February, p.26) EL OSES How Well Do You Manage Conflict? (February, p.27) Your Ag nts Can Sell to Small Businesses Home Recruiting Interview (February, p.31) (February, p.11) Recruiting For Commitment (April, p.27) Why Seminars? Simply, They Work! (March, p.14) Recruiting: Daily Schedule Can Net 600 Referrals Sa am a aia ae a a Year (May, p.28) Agency Bulletin Recruiting (May, p.30) Who Are the Best Recruits? (June, p.8) Full Speed Ahead (June, p.13) Recruiting In Rural Areas (June, p.15) Superior Service is Key (May, p.13) Bull’s-eye! (June, p.20) Service (November, p.10) Recruiting Internationally (June, p.22) When Recruiting Gets Tough, Two Areas Deserve ee Attention (June, p.25) Agent Development Library (N ovember, outside Recruit The Resourceful (June, p.26) back cover) ... Then Comes Selection (August, p.14) Agent Selection Tools (May, inside back cover) Service Sector To Shrink? (September, p.28) Agent-To-Agent Series (January, inside front A Proven Recruiting Track (November, p.26) cover; January, outside back cover; February, inside Making Management Time Quality Time front cover; March, inside back cover; March, (November, p.28) outside back cover; May, outside back cover; Survival (December, p.8) August, inside front cover) Study: Second-Line Manager Selection System AIM (November, inside back cover; December, outside Needs Improvement (December, p.13) back cover) The Cutting Edge (December, p.14) AMTC (February, outside back cover) Envelope Please (December, p.17) Budget For Agency Growth (October, p.6 & 7) Will They Stick? (December, p.20) Catalog-Planning Tools (September, inside front Referrals Feed Recruiting Machine cover, inside back cover) (December, p.25) Catalog-Prospecting Tools Recruiting In A Multi-Line Agency (August, inside back cover) (December, p.26) Catalog-Selection (December, inside front cover) What Attracts Women To Agencies CETS (March, inside front cover) (December, p.26) College Costs (September, outside back cover) Crossroads (July, inside back cover) Discovery (May, inside front cover; July, inside Quality: A Lot Of Talk, Too Little Action? back cover) (February, p.29) LIMRA Catalog (January, inside back cover) Drop-in Service (February, p.29) LIMRA at LAMP (February, inside back cover) Seven Tips For Making More Sales, Better Sales Managers Magazine (July, outside back cover; (February, p.29) October, outside back cover) Taking The Time To Care (April, p.27) Quest (July, inside front cover) Supervision: Three Areas To Consider When This I Believe (July, inside back cover) Planning Vacations (May, p.28) 10 Best Books (November, inside back cover) 20 Ways To Get (And Keep) Your Customer 28 Ways To Improve Your Sales Performance (May, p.26) (August, outside back cover; October, inside front The Inner-Directed Consumer (May, p.26) cover; November, inside front cover) How Big? (February, p.10) Networking: Tomorrow's Approach to Larger The Canadian View (February, p.13) Cases (March, p.3); On The Leading Edge (April, Tomorrow's Market Today (February, p.32) p.3); A Method For Encouraging Pro-Active Market To Mingles (February, p.32) Managers Magazine JANUARY 1992 29 1991 Coded Index Management (May, p.3); Classified Recruiting (June, p.4); Moving To the ‘Upscale’ Market : AUTHOR INDEX (August, p.3); Recruiting Seminars (September, p.5); Quality Recruiting Interviews (November, p.13) ADAMS, O. A. JR., CLU, LUTCE, “Recruiting: Daily Schedule Can Net 600 Referrals a Year,” (May, p.28) Partnerships Make A Difference (June, p.3); A Win-Win Project (September, p.3); Successful BARKEY, STAN, CLU, “Failure,” (April, p.28) Managers In the 1990s (November, p.3); The Highest Road (December, p.3) BARNES, THOMAS E., CLU, CFP, ChFC, “Sometimes We Forget,” (April, p.28) THE CATALYST : : Client Management Reaches Infancy (August, BENEDETTI, MARLA, “On The Record,” (February, p.20) p.32); CMS — Breaking The Marketing Silence BENJAMIN, DELVIN E,, J.D., “Exercise Your Way To (October, p.32); CMS Spells Opportunity And Recruiting Fitness,” (October, p.18) Challenges (December, p.32) BOARDMAN, EDWIN L., CLU, “Recruiting Internationally,” (June, p.22) Sign Language (August, p.31); Technology Rules! (November, p.18) BONO, ERNEST P., SR., CLU, “Love, Loyalty and Ladders,” (May, p.21) THE EXCHANGE oe How Can Managers Most Effectively BOURQUE, MICHAEL D., “Who Are the Best Recruits?” Communicate With Their Agents? (March, p.27) (June, p.8) | BOURQUE, MICHAEL D. and Anthony T. Dalessio, Ph.D., Productivity Is 1991 FMS Topic (March, p.2); Good “How To Help Your Producers Succeed In a Agents Prospect For Sales (July, p.2); A Question Competitive Marketplace,” (May, p.23); “Strategic Of Solvency (December, p.4) Planning In Your Agency,” (September, p.9) PRESIDENT'S PAGE = i iistsss— BRINEGAR, GENE, CLU, ChFC, “One Manager’s Success,” A Vice We Shall Not Endure, Nor Pity, Nor Ever (August, p.28) Embrace (January, p.2); Leadership Is BROOKS, ELTON H., CLU, “Is the CRT Market For Your Communication (February, p.2); Service First Agency?” (May, p.18) (April, p.2); Flanking The Competition (May, p.2); The World Needs More People... (June, p.2); More BROWN, DON, FAIL “Managing The Independent Agent,” Profitable Agencies (August, p.2); 75 Years of (October, p.25) Distinguished Service (September, p.2); Gammill’s Hard Work, Optimism Infections (October, p.2); BROWN, RALPH E., CLU, “Moving To The ‘Upscale’ Become the Person You Want To Be (November, Market” (August, p.3) p.2); Look For Strengths (December, p.2) BROWN, ROBERT L., CLU, ChFC, CFP, RHU, “Million- Dollar Mentors Revisited,” (July, p.6) Mentoring (July, p.32); Planning (September, p.4); Agent Characteristics (November, p.4) CAMBELL, ALAN, “Utilize Joint Field Work To Its Utmost,” (December, 27) COHEN, ANDREW A., CLU, ChFC, “Who's Your Customer?” (January, p.20) CRAGG, ERNEST E., CLU, FLMI, “A Vice We Shall Not Endure, Nor Pity, Nor Ever Embrace,” (January, p.2); “Leadership Is Communication,” (February, p.2); “Service First,” (April, p.2); “Flanking The Competition,” (May, p.2); “The World Needs More People...”, (June, p.2); “More Profitable Agencies,” (August, p.2); “75 Years Of Distinguished Service,” 30 JANUARY 1992 Managers Magazine 1991 Coded Index (September, p.2); “Gammill’s Hard Work, Optimism GIULIANI, EK., CLU, CFP, ChFC, “A Method For Infectious,” (October, p.2); “Become the Person You Encouraging Pro-Active Management,” (May, p.3) Want To Be,” (November, p.2);” Look For Strengths,” (December, p.2) GRAHAM, JOHN R., “Nine New Ways To Get Your Agency Moving,” (January, p.6); “The Five Indicators Of CRAMER, L. STEVEN, “How Can Managers Most Business Disaster,” (January, p.29); “Seven Tips For Effectively Communicate With Their Agents?” Making More Sales, Better Sales,” (February, p. 29); (March, p.27) “Know Your Customers,” (April, p.30); “Saying ‘No’ Too Often Can Get You Into Trouble,” (May, p.29); “What's CROWE, JAMES L., FIC, LUTCE, “Less Is More,” Essential To a Five-Year Plan For Business Success?” (December, p.21) (July, p.27); “Service Sector To Shrink?” (September, p.28) DALESSIO, ANTHONY T., Ph.D. and Michael D. Bourque, HANIGAN, MAURY, “Seizing The Competitive Edge On “How To Help Your Producers Succeed Ina Campus,” (August, p.15) Competitive Marketplace,” (May, p.23); “Strategic Planning In Your Agency,” (September, p.9) HINSON, JAMES L., “Recruiting In Today’s Marketplace,” (January, p.30) D’ALTON, LES, CIAM, “Stretch Your Day,” (October, p.21) JEFFREY, GREGORY T., “Weekly Management Meeting,” DELEON, RUBEN, LUTCE, “Preparing An Agent For (January, p.31) Management,” (April, p.27) KELLY, THOMAS H., “A Question Of Solvency,” DEXTER, MARY V., “Working As A Team,” (August, p.8) (December, p.4) DOCKENS, GEANETTA, “Weighing The Rewards & The KITCHENS, WAYNE ELVIN, LUTCE, “Put A District Risks,” (August, p.29) Philosophy Down On Paper,” (February, p.31) DUBES, MICHAEL J., CLU, CFP, LLIF, “Partnerships Make KRISTOFAK, GERALD, “Annuities — Important Products A Difference,” (June, p.3) For The 90s,” (December, p.28) DUNN, J. SCOTT, “Heading Higher,” (October, p.8) LOVE, WILLIAM D., Ph.D., “Will They Stick?” (December, p.20) DUPUIS, PHILIP G., CLU, “Under the Microscope,” (November, p.22) MANN, NED, “The Canadian View,” (February, p.13); “Better Fact-Finding Can Improve Sales Results,” (April, p.22); EATON, GENETTE, “The Seven C’s of Intrinsic “What Do Agents Want?” (June, p.20) Reinforcement,” (May, p.25) MARLEY, LYNN, JR., LUTCE, “Successful New Agents,” EBERSOLE, CHUCK, CLU, ChFC, LUTCE, “Superior (September, p.19) Service Is Key,” (May, p.13) MARTIN, JACQUES, CLU, “On The Leading Edge,” ELLWOOD, MARK, “How Much?” (March, p.28) (April, p.3) EPPOLITO, JAMES, CLU, “Be Your Own Risk Manager,” MASZTAL, JACI JARRETT, Ph.D., “Survey Says...” (May, (July, p.14) p.8); “The Cutting Edge,” (December, p.14) EVANS, MIKE, CIAM, “A Proven Recruiting Track,” MAYFIELD, EUGENE C., Ph.D., “The Rules Of (November, p.26) Management,” (April, p.16) FRASER, GEORGE, III, “Productivity Is 1991 FMS Topic,” MCCOLE, JOHN A., CLU, and Donald J. Geary, CLU, ChFC, (March, p.2) “Networking: Tomorrow's Approach To Larger Cases,” (March, p.3) FROST, GENE R., “. .. Then Comes Selection,” (August, p.14) MCGERVEY, MIKE, and Matt Oechsli, “How To Become An GAEDEKE, ANDREA, “Agency Communication In the ’90s,” Indispensable Manager,” (January, p.11) (March, p.7) NAHORNEY, DANIELJ. , “Managing Change” (January, p.8); GEARY, DONALD J., CLU, ChFC, and John A. McCole, CLU, “Networking: Tomorrow's Approach To Larger Cases,” (March, p.3) Managers Magazine JANUARY 1992 31 1991 Coded Index “Listen For Persistent Business,” (Janaury, p.22); “How SHAPANSKY, LYLE G., CLU, “Successful Managers In the Big?” (February, p.10); “Your Agents Can Sell to Small 1990s,” (November, p.3) Businesses” (February, p.11); “Another One?” (March, p.11); “AMTC Making Job Sampling More Common,” | SHEVLIN, PAUL J., CLU, ChFC, “Good Agents Prospect For (May, p.17); “Bull’s-eye!” (June, p.20); “Full Speed Sales,” (July, p.2) Ahead,” (June, p.13); “Taking GAMA‘ Reins,” (July, SIGURDSON, GEORGE B., CLU, “Is the Grinch Alive and p.18) “Granum’s Way,” (November, p.8); “Horizontal or Well?” (November, p.21) Vertical?” (November, p.14); “He Made the Switch,” (November, p.17); “The Essence of Success’,” SILK, SUSAN L., FLMI, “Envelope Please” (December, p.17) (November, p.25); “Study: Second-line Manager Selection System Needs Improvement,” (December, p.13) SKY, GREG, CIAM, “Help Your Agents Make The Move To Self-Employment,” (August, p.27) NETTLES, JAMES B., “Special Attention For A Detached Staff,” (February, p.31) | SMITH, DAVID, W., CLU, ChFC, “Recruiting Seminars,” (September, p.5) NORWOOD, GROVER, CLU, ChFC, “Client Management Reaches Infancy,” (August, p.32); “CMS — Breaking The SMITH, RON K., “Tomorrow's Market Today,” Marketing Silence,” (October, p.32); “CMS Spells (February, p.32) Opportunity And Challenges,” (December, p.32) | SNYDER, CHARLES, R., CLU, ChFC, “Elastic Walls,” OECHSLI, MATT, and Mike McGervey, “How To Become (November, p.19) An Indispensable Manager,” (January, p.11) SPEIGHT, LONNIE A., “How Can Managers Most OLSON, RICHARD E., CLU, “Quality Recruiting Effectively Communicate With Their Agents?” Interviews,” (November, p.13) (March, p.27) PELL, ARTHUR R., Ph.D., “What People Want From Their SPENCER, WILLIAM A., CLU, ChFC, “Why Seminars? Jobs,” (Janaury, p.26); “Building And Using Teams,” Simply, They Work!” (March, p.14) (April, p.25); “Rumors,” (May, p.31); “Managing By Walking Around,” (June, p.28); “Five Steps To Better STANFIELD, RUSSELL, AAII, CIAM, “Taking The Lead,” Speech,” (July, p.31); “Your Goal Standard,” (August, (August, p.10) p.23); “When You Are Criticized,” (September, p.30); “Televise Your Messages,” (October, p.29); Making | SUQUET, JOSE S., “Systems That Work,” (October, p.12) Management Time Quality Time,” (November, p.28); “Afraid To Fail?” (December, p.30) | TACK, NANCY E,, “Planning For Growth,” (September, p.12) PATHMARAJAH, A.J., “A Win-Win Project,” (September, p.3) TARLOV, ROBERT J., “Survival,” (December, p.8) PILAND, JIM, “How Can Managers Most Effectively TAYLOR, GEORGE R., “Spot Check For Quality,” Communicate With Their Agents?” (March, p.27) (September, p.31) RABIE, TREVOR, “Starting Over,” (April, p.28) TORAN, DANIEL J., “The Highest Road,” (December, p.3) RAGAGLIA, BRAD R., “Breaking the Mold” (July, p.10); VERHILLE, ROBERT W., CLU, “Classified Recruiting” “Raise Your Retention Rate,” (September, p.17) (June, p.4) RICH, D. LAYNE, Ph.D., “Service,” (November, p.10) WALTER, HAL W., “Recruiting In Rural Areas,” (June, p.15) ROSENSTOCK, STEVE, “Your Agent's Success,” WILLIAMS, MONTY, “A Program To Improve Agent (September, p.21) Productivity,” (September, p.26) SANTA-DONATO FRANK, CLU, “Management WRIGHT, LAMAR, “Recruiting For Commitment,” Fundamentals - What Have We Learned?” (April, p.27) (February, p.15) WOLFE, THOMAS J., CLU, ChFC, “Deja Vu All Over SEARP, ARCHIE, “Home Recruiting Interview,” Again,” (April, p.7) (February, p.31) YOCUM, JEANNE, “Roger Fox: Leading By Example In Canada,” (April, p.11) 32 JANUARY 1992 Managers Magazine