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Nort Salz, president and co-founder of Deep Customer Connections, believes the great insight  the world received from psychology over the last century is that we are feeling beings who are helped by logic; not logical beings helped by feelings.

Salz maintains this insight has major implications for the independent agency distribution channel in the insurance industry. One such implication is that while agents need to operate at a transactional level, they don’t just want the coolest technology; they want an underwriter to come by and talk with them.

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