81. Stop selling, start consulting.
82. Rise above the short-timers. —Tina Butler Phillips, regional director and CE Instructor for Allstate Benefits
86. Use special care when it comes to senior clients.
91. Stick to your brand. If it ain’t broke, don’t fix it. There are fundamental reasons that people buy your brand. They know it and like it. Kellogg’s has sold its Corn Flakes cereal since 1906, and the recipe hasn’t changed. If you think about corn flakes, you think Kellogg’s. When you think you can make more money by changing what works, you risk not only losing your identity, but also your customers and your money. —Mark Roberts, manager of national accounts at Careington International, Dallas