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When asked what attracted them to the insurance industry, new producers taking a recent survey identified “freedom and flexibility” as the most appealing features. Interestingly, that same survey indicated “time management” as the biggest challenge to insurance producers once they entered the business. This has not changed in at least 30 years, when the Johnson-Dauner survey determined “poor time utilization and the lack of planned sales effort” as the No. 1 reason for sales failure.

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