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“The key to success is sincerity. If you can fake that, you’ve got it made,” comedian George Burns said. He was looking for a laugh. But as an agent or advisor, you want people to recognize that you are sincere, that your profession is a calling, not just a job. You care about your clients. How can you get that across?

Think about traits. What do people want in a financial professional? Knowledge and experience are high on the list. That’s not too tough – you’ve got it. If you are new to the business, the team’s got it. The firm certainly has it. But additionally, clients want the ideal agent to have honesty, integrity, to honor confidentiality and be a good communicator.  Put another way, they want to be an important client.

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