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Technology Makes Personal Sales Skills More Important Than Ever The prophets of doom and gloom were wrong. Bill Gates has not rolled out Windows PC (property and casualty), Your Friendly Online Insurance Shopper, and put agents out of business. Automated search engines are not roaming cyberspace like robo-brokers, putting together the best insurance coverage for passive consumers.

Rather, agencies are doing quite well, thank you, the explosion of online shopping notwithstanding. The Web has not weakened the role of the insurance middle person. To the contrary, technology and the Internet are giving agents and brokers better tools with which to sell and serve.

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