* The 13th Working Mother 100 Best Companies for Working Mothers list hit the stands recently. Insurers making the cut (in alphabetical order): Acacia Life Insurance Company, Bethesda, Md. (new to the list this year); Aetna, Inc., Hartford, Conn.; Allstate Insurance, Northbrook, Ill.; CIGNA Corporation, Philadelphia; Lincoln Financial Group, Des Moines, Iowa; MassMutual, Springfield, Mass.; Phoenix Home Life Mutual Insurance Company, Hartford; Principal Financial Group, Des Moines (new to the list this year); Prudential, Newark, N.J.; and UNUM Life Insurance Company of America, Portland, Maine.
* If your company still depends on a direct sales force, consider how your reward and incentive programs reinforce these characteristics: low turnover of sales people, high customer persistency, good customer value, quality sales and servicing, and long-term customer relationships. That's a "must have" list for the direct sales force of the future, according to seminar leaders at a Life Insurance Marketing Research Association meeting in the U.K. this past summer. For a copy of the seminar presentations, send e-mail to firstname.lastname@example.org
* Here's a productivity-boosting pillow gift: a new CD-ROM from the Million Dollar Round Table's Center for Productivity that describes the six steps to successful prospecting. To order, call MDRT at (800) 443-2007 or send a request by e-mail to
* In other MDRT news, Reginald Rabjohns, a general agent for New England Financial, has been named the 1999 MDRT president. Rabjohns is a 29-year Round Table member.