I handle seminars about 75 percent the way you describe [in the January cover story on Phil Cannella, "The art of the seminar". I have tried both Power-Point-type seminars and workbooks and currently combine the two. The invitation tips were most helpful and I will be incorporating a few of your ideas in our next mailout.

- Steve Covell

Best article I have read in Senior Market Advisor!

- Ron Bedford

FIAs not ?investments'

Regarding Joseph Finora's feature in the January issue of SMA, "The distinguished FIA", please - we must not refer to FIAs as "investments." They are fixed annuities - otherwise known as a tax-deferred "savings" vehicle. Let's not give the NASD any more ammunition in its quest to control our business.

- Tony De Lucia

The Trust Factor Part 2: Get Naked

Editor's note: We received the following letter recently in response to an August 2007 column by Steven McCarty of the National Ethics Bureau.

To Steve: All I can say about your article is 1,000 atta-boys - right on target! Honesty ... the world needs more honesty. I can say that I live by this as does my firm and this has won us clients and success time after time. For clients we have lost to those that would shade the truth, we only smile and believe in the end the client will find out the difference - we will get them in the end.

I believe this world needs agents that understand their clients are putting their TRUST in what you say and recommend and that position requires you to be honest, trustworthy and ethical in all your dealings.

[Being] honest, trustworthy, and ethical is a requirement in this industry in my mind, heart and soul as is it in my partner’s and should be with every agent. If I don’t have a product or answer for client, I come clean and point in the direction to someone that may be able to help them. In the end I believe it will come back to benefit me in some way, shape or form.

- Robert D. Arnold, CEP
Dottenwhy & Associates, LLC Wausau, Wis.