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Are you closing out your year? This may be an odd thing to say in May, but this is what should be happening. The stark reality of producing new business is that we work 6 months out. By July 1 you already should have your qualified prospects for the new business you are going to book for 2012 in place. You may get lucky, but the odds are that if you do not know about it on July 1, you are not going to write it this year.

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