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“If you select me as your agent, the savings will enable you to purchase and pay for that new truck you need!” 

That was the closing line of a young producer’s presentation to the city council of a small Midwestern city in a rural farming area. Preceding him were several other presentations from agents competing for the business. The other agents kept to the normal regimen of quote-and-bid presentations, with a lot of insurance lingo thrown in. They didn’t get the business.

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