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Spring is that glorious time of year when we clean out garages with high hopes for all the projects we have. In the garage we clean up the spades and hoes, sharpen the hedge clippers, and dust off bottles of fertilizer. We reassess, restock and rejuvenate our supplies. 

In a few weeks, we’ll have the new flower beds installed, whacked weeds and trimmed trees. Then we’ll move on to our toolboxes, cleaning them the same way. We will restock bolts, nails and paint brushes, and refinish and repair gutters, deck chairs and swimming pools. 

Related: Read another column by Lisa Harrington “Why Do You Serve?”.

I often use a toolbox analogy when teaching sales courses to new insurance producers. We practice dozens of different prospecting and closing techniques and I encourage the producers to store the techniques in their sales toolboxes to be used at just the right moment. Individual situations require different techniques because clients don’t always respond the same. 

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