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Why is it that 16-year-olds can be taught to sell veritable acres of deep fried potatoes to hamburger buyers, but many sales professionals find it difficult to even suggest to a health insurance client they might want to consider, maybe, if it’s not too costly or inconvenient, to perhaps think about dental coverage or group life or disability?

Having closed the sale for medical coverage, too many producers seem anxious to find the door before their clients change their mind. Having heard the word “yes” they are unwilling to risk hearing that most dreaded of utterances of “no.”

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