In the beginning was the close, and the close was good because the buyer was ignorant of the close. Then, buyers saw the close for what it was and many began to hiss at it and gnash their teeth.

But, woe were we as the close begat consultants, and the consultants begat trainers, and the trainers begat training VPs, and the world became dark. The Old Ways have been fighting the truth ever since.

Consider the religion of the Old Ways. It's based (in part) on these unfortunate directives: 

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.