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July 2008

The Other Side of Retirement
There are many blue-collar workers with sizable nest eggs who are looking for financial advice. Find out how to tap into this lucrative but often overlooked market.

When Is the Sale Made?
The sale does not always go to the person with the most sophisticated planning software. Instead, Lee Clarke, MDRT Top of the Table qualifier, shows you that if you focus on the relationship, the product sale will naturally follow.

Follow Up the Right Way
Wendy Weiss, the “Queen of Cold Calling,” says that following up doesn’t have to be difficult or overwhelming and gives you six steps to ensure follow-up success.

Effective Goal-Setting
Without effective goals, your hard work may not produce meaningful results. Take this self-audit by the authors of Goal Setting and learn how to establish goals and develop an action plan to achieve them.

Why People Buy
Considered one of the top 40 advisors in the world for the last 25 years, advisor and author Guy Baker shares his successful selling strategies, including identifying and moving through the steps in the buying process, as well as methods you can use to overcome difficult objections.

DIGITAL MAGAZINE

CLICK HERE to get your digital edition of this month’s Advisor Today magazine.

Navigating Today’s Retirement Landscape
Learn what six forward-thinking advisors are doing to secure a rosy financial future for their clients.

What’s on Your Mind, Mr. Prospect
You can quickly build rapport and gain trust by reading your prospect’s mind.

Level-Premium Concept
If you understand this model, you can explain cash-value life insurance to your clients.

The Four Biggest Mistakes Advisors Make
Don’t fall into these common traps.

Must-Have Tech
Remote-control energy conservation? Headache-free mileage logging? One number for all your phones? Yes. Yes. And yes.

• 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:

Motivation

Now is a great time to reevaluate your goals for 2008 and give yourself a midyear boost. Start with these articles:

Don’t Feel Like It? Do It Anyway!
What separates great producers from average ones is that great producers do what the average ones avoid.

Bigger Is Not Always Better
By defining what you really want out of your career, you can better shape your practice—and be more profitable.

Is Image Affecting Your Bottom Line?
It’s time to take inventory of your appearance, social skills and habits to see how they may be impacting your business.

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 your strategy for helping pre-retirees and retirees?

	Include income and growth products in their portfolio.
	Counsel them financially and psychologically.
	Help them manage their expectations.
	Help them to stay focused on their retirement goals.
	Advise them to work as long as possible.