“They don’t care what you know, until they know how much you care.”  That’s more than a motto – it’s a reminder that I’ve shared with sales professionals throughout my entire career.  It’s especially significant when times are challenging and competition gets tough.   Why? Some agents meet that type of market aggressively and with dollars in their eyes.  While it’s ok to want to be a FOR PROFIT business, when profit is the only thing you’re focused on, or for that matter, when your focus is on anything else other than your client or customer such as the messages on

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Making a name for yourself, growing your business, getting ahead, COMPETING in a challenging market – for some of you, all of that’s going to take doing some things DIFFERENTLY this year.  Take it from somebody who’s been around the block in this business we call sales though – with the RIGHT set of “keys” – you can out-smart, out-perform and win over your competitors in ANY market.  I’ve seen it – time and time and time again. 1. Know what you’re up against.  In every professional sport, and every major corporation, Know the Facts: If you think about the

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