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Advisors, here are tips and ideas for dealing with fees, getting into HSAs, using data sources for prospecting, and developing a win-win technique for sales.

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Adviosrs smiling. Sales expert, author, and motivational speaker and trainer Ian Altman doesn’t do elevator pitches — instead, he imagines elevator rants. It’s all part of his same-side selling philosophy, and here are some examples of how it works.

NASHVILLE — Be aware as a salesperson, that when you show up, “You’re either somebody who’s there to sell something or somebody who’s there to solve something,” said Ian Altman, the penultimate speaker at the 2018 NAPA 401(k) Summit. “Which would you rather be?”

C.J. Marwitz

C.J. Marwitz is the digital managing editor at BenefitsPro and acquires articles, videos and podcasts for the site's retirement industry audience. A former technology editor and advertising copywriter, Marwitz also cofounded and published a weekly newspaper in Laramie, Wyoming.

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