Insurance publications — print and online — such as National Underwriter, adviser Today (NAIFA), Life Insurance Selling, Broker World, ProducersWeb.com (www.producersweb.com), Financial Services Online Journal (www.fsonline.com ) and Horsesmouth (www.horsesmouth.com) are packed with sales ideas, many of which are directly related to your target markets.

In addition, non-industry sources such as "Small Business Reports", "Money", "INC.", and "U.S. News" also are useful sources of insurance planning articles.

Try this: Cut out articles; highlight key points. Keep a note pad or a stack of White Prospect Cards (Forms 1183) handy, and write down ideas and the names of prospects and clients who might be interested in them. Mailing highlighted articles is a great way to keep in touch or to warm your initial approach.