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Very often, if you have the opportunity to sit across from someone, your professionalism and sincerity can win them over. (Image: Thinkstock)

When it comes to spending big money, people have traditionally bought face to face. There are lots of reasons. Personally, I don’t think someone is going to buy an intangible like insurance or investments by hitting a key and sending $500,000 or $50,000 or even $5,000 into cyberspace. Business gets done face to face. How are you going to get that initial appointment?

Let’s assume there are two tracks, active and passive. You reach out to them or they reach out to you. We’ll look at each track and come up with several different approaches.

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