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...professional golfer swinging their clubs while waiting for the group in front ...

... - that is, networking with people, which is one of the first objectives in an effective public relations campaign. Contributing to an organization is a meaningful way of developing yourself. Because most organizations consist of voluntary membership, they usually foster an atmosphere of trust. They provide a forum for new information and ideas for action in the areas of technology, demographics, social concerns, economics, and legal and political issues - all of which you need in any public relations campaign. Your membership in an organization can also provide you with individual skills, such as leadership, management, parliamentary procedure, and more; and, happily, these skills can be learned and improved upon at no expense to your work environment. Some types of organizations you may look into joining include the following: Service clubs, such as Rotary, Optimists, Lions, Zonta, and Quota Social groups, such as crafters guilds, card clubs, and sports teams Religious groups, such as ministries and support services Political organizations, such as local, state, and national parties Educational groups, such as Parent Teacher Association (PTA), Mothers Against Drunk Drivers (MADD), and American Society of Training and Development (ASTD) Professional organizations, such as National Association of Insurance Women, American Business Women, and state agent associations. Should you decide to join an organization as part of your public relations effort, join with a mission. Make your mission the betterment of the group, your community, and yourself. NEWSLETTERS A second option to be explored for enhancing your PR campaign is the use of ...

... which might be as far as we go in letters that don't fire their biggest gun first or establish rapport) . The first couple of examples this month are the most obvious of intended rapport establishers. 6. CONGRATULATIONS! ' In for a penny, in for a pound: If you're using that single word, I suggest following with an exclamation point, not a period. A calm congratulation has its uses, but calm doesn't match the single word. Mogul-to-mogul might be, I congratulate you. That's not exclamatory. The single word is, which means you use it only if what follows justifies the exclamation. A letter to one of my decoy names begins: DEAR H. GORDON, Congratulations! It's my great pleasure to welcome you to all the benefits and privileges of a Columbia House Club membership. Your Pre-Approved MusiCard means you can receive our best offer to first-time members-not available through newspaper or magazine ads- but reserved for a select group of music lovers like you. Opinion: Although I'd never use the indefinite article to describe the membership-I'd say your Columbia House Club membership' or plain Columbia House membership, ' not a Columbia House Club membership' this letter does maintain its congratulatory character. It adds automatic impact by capitalizing Pre-Approved MusiCard. Capitalization adds validation. But first-time members'? If they have any kind of database, they've suppressed lapsed members, goniff members, and users of stolen credit cards; so if they want to build rapport with me, why not maintain the tone of invitation? Anyway, the point isn't merciless dissection of a cold list letter. It's recognition ...

...nclude the following: Service clubs, such as Rotary, Optimists, Lions, Zo...groups, such as crafters guilds, card clubs, and sports teams Religious g...

... which might be as far as we go in letters that don't fire their biggest gun first or establish rapport) . The first couple of examples this month are the most obvious of intended rapport establishers. 6. CONGRATULATIONS! ' In for a penny, in for a pound: If you're using that single word, I suggest following with an exclamation point, not a period. A calm congratulation has its uses, but calm doesn't match the single word. Mogul-to-mogul might be, I congratulate you. That's not exclamatory. The single word is, which means you use it only if what follows justifies the exclamation. A letter to one of my decoy names begins: DEAR H. GORDON, Congratulations! It's my great pleasure to welcome you to all the benefits and privileges of a Columbia House Club membership. Your Pre-Approved MusiCard means you can receive our best offer to first-time members-not available through newspaper or magazine ads- but reserved for a select group of music lovers like you. Opinion: Although I'd never use the indefinite article to describe the membership-I'd say your Columbia House Club membership' or plain Columbia House membership, ' not a Columbia House Club membership' this letter does maintain its congratulatory character. It adds automatic impact by capitalizing Pre-Approved MusiCard. Capitalization adds validation. But first-time members'? If they have any kind of database, they've suppressed lapsed members, goniff members, and users of stolen credit cards; so if they want to build rapport with me, why not maintain the tone of invitation? Anyway, the point isn't merciless dissection of a cold list letter. It's recognition ...

... reveal. In any case, see above. Due Care is about being customer-focused, prudent, and objective in the face of an unknown and uncontrollable future. WHAT I KNOW — PART III Before the advent of current assumption Life insurance policies, selling and buying Life insurance was relatively simple. A non-par policy was what you see is what you get. A participating policy had dividends, which although not guaranteed, had a long history of steady increases. In both instances, if you paid the premium, you got the benefit. When Universal Life, Current Assumption Whole Life, and Variable Universal Life became readily available in the early 1980s, everything we thought we knew about Life insurance went out the proverbial window. With the emergence of these policies at the same time as the introduction of Sam's Club, Costco, and Price Club, consumers were attracted to the apparent opportunity to buy Life insurance for less. And who could argue: if a Whole Life policy's guaranteed premium was $1 ,500, a Universal Life illustration might suggest that the 13% current crediting rate and current scale of COI could reduce that premium to as little as $500. Oh, it's not guaranteed; results shown aren't necessarily representative of what will occur in the future; premiums might be higher or lower, or might need to be paid for a longer period of time. Huh? Can you repeat that? Although transparency' was one of the touted benefits of such General Account policies — breaking out the projected Cost of Insurance charges and projected interest crediting rates — much has not been revealed. ...

...ve to 10 calls a day, join certain clubs and organizations, and drop in when t...

... developed through the decades. Racetracks must change. The insurance industry must adapt and change. In his classic article, "Marketing Myopia," Theodore Levitt pointed out, "Every major industry was once a growth industry." Mr. Levitt further stated that industries decline not because of market saturation. "It's because there has been a failure of management," he wrote. I could tell you more, but Mr. Levitt does it far better than me. I urge you to read his article. Here's reality: Most firms in the manufacturing and distribution end of the insurance business have done and continue to do well – very well. We aren't motivated to change. For us, the good old days mean two old white guys (OWG) drinking at the City Club and doing a deal. Our system is producer defined and producer driven. We sell products that include our compensation packaged inside. These products "cover" the risk of loss from physical peril – the stuff we know and understand. Unfortunately, the product is a promise to pay in the future for losses that most buyers can't understand in a language that they don't know .. We're comfortable with what we sell, but buyers aren't comfortable with what they buy. The world is changing, but for the most part our industry hasn't. Today, the client's decision-makers often wear a skirt or are of a different color, generation, or ethnicity; and they might not be enamored with our tales of drinking beer and chasing women. We're in a conflict of interest with them ...

... to listen to the answers. One big interviewing mistake is concentrating so hard on the questions that you don't hear the answers. E = Evaluation of Self. Ask candidates about previous jobs, going back to the very first one. For example, ask questions such as: What did you like best about the job? Least? What special responsibilities did you hold? V = Visible Achievements. Find out what they consider their highest achievements. Ask more about them, such as, how long did it take? Was there a negative side to it? Was it difficult? How did you overcome problems? A = Advanced Education. Find out where the applicants went to school, what courses were taken, their grade level. What subjects did they like best and least? To what clubs or organizations did they belong? L = Life insurance. Discover their attitudes toward Life insurance. If they own Life insurance, find out why. Life insurance ownership shows a number of things, including financial stability and concern for the family. U = Unlimited Contacts. Ask the applicants if they are involved in any outside activities, such as business clubs, school associations, sports, political groups, and so on. A = Ambitions. Find out what the applicants want out of their careers. Are they happy where they are now? Where do they want to be five years from now? What are they doing to meet their goals? You want a person who looks and plans ahead. T = The Higher-Income Markets. You may ultimately want the applicants to work with professionals ...