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The potential client’s insurance “needs” have little to do with you making the sale or not.
It’s the potential client’s perceived desire to close the gap between what they are experiencing now and what they want to experience. (In addition “needs” is such an overused word…employers have issues they would like you to solve.)
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This page contains a single entry from the blog posted on November 8, 2006 9:00 AM.
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