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When You Think You Are In Heaven and Find Out You Are In Hell

Twice in the last week insurance clients have called to say that they lost their number one account. In one case it cost the agent $80,000 in lost commissions and in the other the loss was over $50,000. In both cases these agents had maintained…

Excellence or Mediocrity?

Most salespeople don’t treat the profession of selling as a profession. Selling, like medicine or law or accounting requires intensive education and training. Can you imagine going to an accountant or an attorney whose only education was occasionally…