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How many times have you, as an insurance broker, left a presentation, gotten back to the office, and reported, “I killed it! It was a great meeting; they asked the right questions. I really think we’ll get this one!”?  And then,  . . . nothing . . . but . . . crickets. 

I’m guessing that has happened way more times than you care to remember, right? You know what the problem was? Most likely, all you did with your sales presentation was validate what they expected — and you will rarely win business by simply meeting expectations. Let me explain. 

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