Perceptive listening is the key to great insuranceproduction.

Have you ever had a sales appointment where you felt like a rockstar on the big stage or an attorney delivering a spellboundclosing statement. You rattled off all theright phrases, terms, and filled all the coverage gaps?

You went back to your office and told your boss, “I nailed thatone, it’s a done deal!” Only to find out later that the prospectthat you just dazzled selected a different agent? Whathappened?

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