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Man sitting on dock Quit waiting for crap opportunities to find you and go hunt down the opportunities that look like your current best clients. (Image: Shutterstock)

As we coach agencies and their producers to be more effective sales organizations and individuals, we share several core philosophies. One of the tenets of our approach is that sales is a transfer of confidence. In other words, you are always working to give prospects confidence that, by working with you, their business will get better results.

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