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.

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