Before sitting down today to pen this column, I did something I do multiple times a day. I made a sales presentation. It's funny. I often spend a good bit of time pondering what will appear in this space each month. Sometimes a topic comes to me through training or reading on a subject. And sometimes I do something so stupid that I have to write about it a.) for therapy and b.) to keep you from doing the same thing.

As I talked to a group of agents this morning I caught myself mid-sentence, realizing that I was committing a cardinal sin of selling: Assuming that I was so good — with all the right answers and experience — that everyone within earshot would immediately buy in simply because, well, I'm just that good. In short, I was employing the "Have you seen me?" approach.

You've used it, too. It started when you first got into the business. You went home from the interview and your family inquired about how it went.

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