Manager's Magazine 1992: Vol 67 Index

5 Pages·1992·1.5 MB·English

1992 Coded indiex
MANAGERS
m a g a z i n e
Training, A to Z (May, p.7); Performance Stan-
Subject Index
dard Questionnaire (May, p28); Be There for
Your People (May, p29); Dealing With Absen-
ADVERTISING/PUBLIC RELATIONS teeism, Tardiness (June, p27); Challenging a No-
tion (July, p10); Boost Retention (July, p23); Ease
There Are No Shortcuts to Effective Marketing
Your Burden — Delegate (July, p30); Reach for
(June, p30); Vanity Appeal (June, p30)
the Top (Part 1)(August, p20); How Strong Is
Your Commitment to Teamwork? (August, p28);
Flying as a Team (August, p29); Mastering
GENERAL MANAGEMENT
Change (September p21); Reach for the Top (Part
A Common Bond (April, p11) 2)(September, p23); A Positive Work Culture: The
Crucial Influences (September p27); How to Dis-
agree Without Being Disagreeable (September
AGENCY p28); Risky Business? (October p20); Strong Early
Boot Camp (January, p10); Systems to Grow By Development (October p28); The Accountability
Equation for Early Success (October p28); Where
(January, p15); Managing With Heart (January,
p17); Raising Productivity (February, p7); Get to Are You? (November p18); Managing New
Know Your Agents (February, p22); The Insurer Agents (November, p28); Managing a Boss (No-
Solvency Crisis (February, p30); Adapt or Fail vember, p29); After Selection (December p12); The
Last Shall Be First (December, p18); How Well Are
(June, p6); A Closer View (June, p15); Having Fun
(June, p19); Exploding the Myth (June, p23); Boot You Doing? (December, p25)
Camp to MDRT (July, p7); Agent Retention (July,
p16); A Numbers Game (July, p18); A New Face
ANNUITIES
(August, p14); You Need Goals (September, p6);
Planning to Succeed? (September p12); Passing Annuities Are Selling (February, p11)
the Torch (October p8); . . . This Is Now (October
p10); The Last Shall Be First (Part 1) (November
p9); The Last Shall Be First (Part 2) (December, 1000.00 ASSOCIATIONS
p18)
An Updated Perspective on Community Ser-
vice (January, p25)
MEETING MATERIAL
The Psychology of Selling (January, p.26); Taking SALES TECHNIQUES — CHARITY
the Helm (May, p10); Prospecting (May, p30);
Encouraging Charitable Giving (July, p35)
The Prepared Presentation (June, p31); Sales
Follow-through (September p31); Quality Busi-
ness (October, p32); The Close (December, p32) 1800.00 COMMUNICATIONS
Managers Magazine 12th Annual Agency Bulletin
SUPERVANID SMANIAGOEMNEN T Winners (March, p23)
Assigning Work (January, p22); Reaching for the
Top (February, p18); Performance Appraisals Help 2000.08 EDUCATION
Everyone (February, p25); The Sensational Se-
Low Pressure, High-Profile Marketing
niors (February, p29); Finding the Keys (April,
(September, p30)
p17); Beyond the Numbers (April, p22); Making
Things Clear to the Team (April, p26); Agent
Managers Magazine JANUARY 1993 19
Direct-Mail Ploys (December, p30); Direct-Mail Entrepreneurial Mentality (January, p.7); Estab-
Options (December, p31) lishing a Performance Index (April, p30); Putting
the Cart Before the Horse (October p.27); Getting
Over the December Hump (November, p.27)
College Funding Package (May, p.26)
What Skills Will You Need to Succeed? (January,
ir Idle, Busy, or Effective? (April, p.29);
(MARKETING oe Reaching for Less (May, p31); Two Case Studies
in Outcomes Motivation (July, p32); When Your
Niche Marketing (July, p28); Making the Con-
Performance Is Evaluated (July, p35); Praise (Au-
nection (November p12)
gust, p30); A Little Common Sense (Novembey
p27); Energize Your People (December, p28)
GOVERNMENT BENEFITS — CIVIL SERVICE
Computing Social Security Benefits (May, p27) 5100.10 HOME SERVICE
Persistency Pays Off in Recruiting (February,
a ew p30); A Skill Development Program
ae BILi y aie (November, p.25)
The Myths of Selling Disability (October p31) , pes
51002 PLANANNDT IIMENC OGNTR OL
INTERVIEW TECHNIQUES Be The Starting Point to Planning (December p27)
Top 10 Sales Mistakes (October p30)
2 Four Ways to Capitalize on the Recession
APPROACH (February, p.27); Getting Help (April, p8); Your
Just the Facts, Ma’am (April, p31); The Mature Agency . . . (April, p20); Do They Need a Shove?
Market — Opening Up a Dialogue (October p30) (September, p19); It’s a Battleground (October p23);
Assess Your Professional Equity (November, p.23);
Personal — Professional? (November p24); When
CLOSING/MOTIVATION = Frugal Becomes Cheap (November, p24)
Improving Closing Ratios (April, p31)
MEETING OBJECTIVES — You Call That a Vacation? (June, p.29)
Confronting the Recession Objection (July, p34)
JOINT WORK Nine Steps to Success (Part 1) (April, p12); Nine
Improve Retention Using Mentors (June, p26) Steps to Success (Part 2) (May, p20); Agency 2001
(August, p5); Expect Results (October, p16)
INVESTMENTS
Heading Down (February, p10)
Retention Through a Service Strategy (April,
p27); An Eye on Life (August, p22)
You Gotta Have Heart (June, p10)
20 JANUARY 1993 Managers Magazine
cover); (February, inside front cover)
Interview Guides (December, inside front cover)
Taking a Chance (January, p20); Uncover the New-Agent Tools (May, inside front cover)
Agency’s Recruiting Weakness (January, p.21); New Field Publications (June, inside front cover)
And the Answer Is . . . (March, p6); Aim High New Prospects! (April, inside front cover); (May,
(March, p8); Going Upscale (March, p13); Hiring inside back cover)
a Recruiter? (March, p16); That's the One (March, Prepare to Prospect (November, p17)
p19); Prospecting for Agents (March, p21); Oh, The Productivity Planner (May, outside back
By the Way (April, p25); Selection Economy cover)
(May, p15); Reaching Higher (May, p18); Good Selecting for Success (December, inside back cover)
News for Recruiters (May, p.25); Three Perspec- Selection (January, inside back cover)
tives on Agent Referrals (May, p27); A Small- Selling (February, inside back cover)
Business Approach (June, p.25); Business Insur- Top 10 (December, outside back cover)
ance or Personal Insurance? (June, p.26); TRAC-IT PLUS (November, p8)
Managers Recommend Referral Recruiting (July,
p31); Five Factors Enhance Reference Checking
(July, p31); Improve Your Results With Classi- Batce Bkasi cs
fieds (August, p.25); Whos at the Top of Your Or-
Developing the Management Team (January, p3);
ganization (August, p. 26); What You Can Expect
Managing Activity (February, p3); The ABCs of
(September, p.26); Referrals Contest (September,
Recruiting Through Nominators (May, p3);
p27); References as Referrals (October p26); Re-
Want to Flourish? (November, p3)
sponding to Growth (November p26); A Key to
Selection (December p6); What's In It For You?
(December, p8); Emerging Markets (December p26)
The Catalyst
Providing Better Client Service (February, p32);
PUBLIC RELATIONS Service Counts (April, p32); Unexpected Service
(June, p32); Trend 1 (November p31)
Credibility (February, p12)
Collectors Corner
POLICYHOLDER SERVICE
Managing a Laugh (February, p9); Translating Re-
Reinforcing the Policyowner Review (June, p28);
cruits’ References (March, p32); 10 Ways You Can
Customer-Centered Selling (July, p33); Im-
Tell It'S Going To Be a Bad Day (April, p7);
proving Customer Service (August, p30); Penny
Speaking of Speaking (June, p9); 10 Things That
Wise, Dollar Foolish?(August, p31); High-Class
an Agency Manager Will Never Hear During a
Customer Appreciation (August, p31); Un-
Lifetime (July, p27); Speaking of Prospects
common Contact (December, p.29); Small Is In
(December, p11)
(December, p30)
Guest Editorial
Put Recruiting on Automatic (March, p2); Help
Upscale Your Marketing, Upscale Your Reten-
Yourself and the Industry (April, p3); Strength-
tion (April, p30); Portable Reminders (April, p31);
ening the Industry (July, p3); Whos Holding the
The Power of Referred Leads (August, p26)
Queen? (October, p3)
President's Page
The Art of Asking for a Name (February, p.28)
An Appreciation of Sadness (January, p2); Get
Involved (February, p.2); Using Time (April, p2);
Commitment Is the Key (May, p2); Looking For-
ward (June, p2); A Tip of the Hat (July, p2);
AMTC (March, inside front cover); (April, outside Looking to Lead? (October p2); Blazing a Trail
back cover); (November, p.22) (November, p.2); A Tribute to Ernie Cragg
An Agent's Guide to Life Insurer Ratings (December, p.2)
(January, outside back cover); (February, outside
back cover)
Customer Service (April, inside back cover)
The High-Retention Agency (January, inside front
Managers Magazine JANUARY 1993 21
FENKER, DANIEL E,, CLU, ChFC, “Business Insurance or
AUTHOR INDEX
Personal Insurance” (June, p.26)
FENNIMAN, WILLIAM W, CLU, ChFC, “Developing the
ANDERSON, BURR JR, “Managing Activity” (February, p3)
Management Team” (January, p3)
ARMSTRONG, BARRY G,, “Adapt or Fail” (June, p6)
FITZPATRICK, GRAHAM, “Five Factors Enhance Reference
ARTHUR, JOHN, CIAM, “Performance Standard Checking” (July, p31)
Questionnaire” (May, p28)
FLEMING, JOHN D, “You Gotta Have Heart” (June, p10)
AUCOIN, J. REGINALD, “The ABCs of Recruiting Through
GOODMAN, LEONARD A. III, “Systems to Grow By”
Nominators” (May, p3)
(January, p15)
BAXTER, HARRY III, “Help Yourself and the Industry”
GRAHAM, JAY A, “Getting Help” (April, p8)
(April, p3)
GRAHAM, JOHN R,, “What Skills Will You Need to
BENJAMIN, DELVIN E, J.D, “Boot Camp” (January, p10);
Succeed?” (January, p23); “Reaching for Less”
“Taking a Chance” (January, p20); “Uncover the
(May, p31); “There Are No Shortcuts to Effective
Agency's Recruiting Weakness” (January, p.21);
Marketing” (June, p30); “Customer-Centered
“Oh, By the Way” (April, p25); “A Small-Busi-
Selling” (July, p33); “Small Is In” (December, p30)
ness Approach” (June, p25); “Agency 2001”
(August, p5); “Referrals Contest” (September p27)
GREEN, LARRY, “Reinforcing the Policyowner Review”
BILLINGSBY, J. LEE, CLU, ChFC, RHU, “Reaching for the (June, p28)
Top” (February, p18)
HALLORAN, MICHAEL, CLU, ChFC, “Put Recruiting on
Automatic” (March, p.2)
BLAKELY, JOHN, CLU, “Upscale Your Marketing, Upscale
Your Retention” (April, p30)
HARRIS, RICHARD B, Ph.D, “Expect Results” (October p16)
BLAKESLEY, STEPHEN J., CLU, ChFC, “Your Agency ... “
HASSON-BROWN, CHARLYN, “Hiring a Recruiter?”
(April, p20)
(March, p16)
BURKHARD J. THOMAS JR,, and Richard B. Worth, “Idle,
HELMICH, STEVEN, FAII, “Agent Training, A to Z”
Busy, or Effective?” (April, p29)
(May, p.7)
CASSAM, GLAN, CIAM, “Performance Appraisals Help
HILLIER, STUART, “Two Case Studies in Outcomes Motiva-
Everyone” (February, p25)
tion” (July, p32); “Strong Early Development”
COWAN, HOWARD B,, CLU, ChFC, “Aim High” (March, p8); (October, p.28)
“Nine Steps to Success” (Part 1) (April, p12);
HINCHCLIFFE, RAYMOND H,, “A Numbers Game”
“Nine Steps to Success” (Part 2) (May, p.20);
(July, p18)
“Risky Business?” (October p20)
HOGAN, TIMOTHY A, “Improving Closing Ratios”
CRAGG, ERNEST E,, CLU, FLMI, “An Appreciation of Sad-
(April, p31)
ness” (January, p.2); “Get Involved” (February, p.2);
“Using Time” (April, p2); “Commitment Is the HORN, PETER J., CIAM, “The Power of Referred Leads”
Key” (May, p2); “Looking Forward” (June, p2); (August, p.26)
‘A Tip of the Hat” (July, p2); “Thanks to the
Great Ones” (August, p2) HOSMANEK, THOMAS J, CLU, “Where Are You?”
(November, p18)
CUNNINGHAM, W. PAT, CLU, ChFC, “Finding the Keys”
(April, p17); “The Accountability Equation for HUNT, WILLIAM G. JR, CLU, ChFC, “Strengthening the
Early Success” (October p28) Industry” (July, p3)
DAISLEY, H. ROGER, CLU, ChFC, RHU, “Exploding the KEENE, CAMERON C,, CLU, “Managing With Heart”
Myth” (June, p23); “Planning to Succeed?” (January, p17)
(September, p12)
KELLY, THOMAS H.,, “A Common Bond” (April, p11)
DAY, CAROL, ChFC, “Mastering Change” (September p.21)
KINKADE, GARY V, CLU, ChFC, “Boot Camp to MDRT”
DUNCAN, SUSAN R, J.D, “A Key to Selection” (July, p7)
(December, p6)
KRUMROY, ROBERT E,, CLU, ChFC, “Making the
EASTON, GRAEME, “Responding to Growth” Connection” (November p12)
(November, p.26)
22 JANUARY 1993 Managers Magazine
LAU, KEITH H., CLU, ChFC, “Having Fun” (June, p19) PELL, ARTHUR R, Ph.D, “Assigning Work” (January, p22);
“Making Things Clear to the Team’ (April, p26);
LEE, MICHELLE, LUTCE “An Eye on Life” (August, p.22)
“Be There for Your People” (May, p29); “Dealing
With Absenteeism, Tardiness” (June, p27);
LEFFERTS, JOHN, CLU, ChFC, CFP “The Last Shall Be
“When Your Performance Is Evaluated” (July,
First” (Part 1) (November, p9); “The Last Shall Be
p35); “Praise” (August, p30); “How to Disagree
First” (Part 2) (December p18)
Without Being Disagreeable” (September p28);
LINDENBERG, SHERRI K,, and Jose S. Suquet, “Want to “Energize Your People” (December p.28)
Flourish?” (November, p3)
RAGAGLIA, BRAD M, “After Selection” (December, p12)
LINN, JAMES E. II, CLU, ChFC, LUTCE “Agent Retention”
RICHARDS, ROBERT J., CLU, CFP, “A Closer View”
(July, p16)
(June, p15)
LOVAS, MICHAEL, “Credibility” (February, p12)
RINGUET, RAY, CIAM, DipAII, FALA, “Improve Retention
LOVIER, PETER J., CLU, “Niche Marketing” (July, p.28) Using Mentors” (June, p.26)
MCCULLOUGH, ALISTAIR R., CIAM, “Selection Economy” SCANLON, JAMES T, “Heading Down” (February, p10)
(May, p15)
SCULLY, JOHN C,, CLU, “Create a Vision” (September, p.2);
MCLEAN, SHARON D, RHU, “Just the Facts, Ma’am” “Looking to Lead?” (October p2); “Blazing a
(April, p31) Trail” (November p.2); “A Tribute to Ernie Cragg”
(December, p2)
MAGA, ALFRED D, “Establishing a Performance Index”
(April, p30) SEWARD J. C., “The Sensational Seniors” (February, p.29)
MANN, NED “Raising Productivity” (February, p7) SHANNON, JOSEPH, “Portable Reminders” (April, p31)
MASZTAL, JACI JARRETT, Ph.D, and Todd A. Silverhart, SILVERHART, TODD A,, Ph.D, and Jaci Jarrett Masztal,
Ph.D, “Beyond the Numbers” (April, p22) Ph.D, “Beyond the Numbers” (April, p22)
MULHEARN, CYNTHIA A,, and John D. Stout, Ph.D, STOUT, JOHN D, Ph.D, and Cynthia A. Mulhearn, “Get to
“Get to Know Your Agents” (February, p22) Know Your Agents” (February, p22); “What's In
It for You?” (December, p8)
MUNCIE, MARVIN E. JR, CLU, CPCU, “Entrepreneurial
Mentality” (January, p7) SUQUET, JOSE S,, and Sherri K. Lindenberg, “Want to
Flourish?” (November, p3)
NAHORNEY, DANIEL J,, ‘Annuities Are Selling” (February,
p11); “And the Answer Is. . .” (March, p6); TEPATTI, ROBERT J., FLMI, CLU, ChFC, “Reaching Higher”
“Going Upscale” (March, p13); “Prospecting for (May, p18)
Agents” (March, p21); “Challenging a Notion”
TIPPETTS, J. EDWARD, CLU, ChFC, “That's the One”
(July, p10); “A New Face” (August, p14); “You
(March, p19)
Need Goals” (September p6); “Do They Need a
Shove?” (September, p19); “Passing the Torch” WARNER, ROBERT L,, CLU, ChFC, “College Funding
(October, p8) Package” (May, p26)
NELSON, WARREN A,, CLU, LUTCE “Boost Retention” WEBB, JEFE CIAM, “A Positive Work Culture: The Crucial
(July, p23) Influences” (September p27)
NORWOOD, GROVER, CLU, ChFC, “Providing Better Client
WELCH, PATRICK C,, CLU, “. . . This Is Now” (October p11)
Service” (February, p32); “Service Counts” (April,
p32); “Unexpected Service” (June, p32); “The WHIPPLE, CHARLES J. III, CLU, ChFC, “Putting the Cart
Next Marketplace” (Part 1) (September, p32) Before the Horse” (October p27)
NOUN, TONY H,, “The Starting Point to Planning” WORTH, RICHARD B,, and J. Thomas Burkhard Jr, “Idle,
(December, p27) Busy, or Effective?” (April, p29)
OECHSLI, MATT, “Reach for the Top” (Part 1) (August, p20); YEO MIKE, “It's a Battleground” (October p23)
“Reach for the Top” (Part 2) (September p23)
ZULTOWSKI, WALTER H,, Ph.D, “Whos Holding the
OSLER, WAYNE, CIAM, “Retention Through a Service Queen?” (October, p3)
Strategy” (April, p27)
PARKER, BRUCE G. JR, CLU, LUTCE “Taking the Helm”
(May, p10)
Managers Magazine JANUARY 1993 23