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You know plenty of people. They are in silos. Not grain or missile silos, but specific activities you do regularly. Many agents erect a wall between friends and business. It’s understandable because private time is valuable. Suppose you bent the rules a little and made an effort to learn what makes your business-owning friend tick?

1. What does your business do? We think we know. We will accept a giant conglomerate operates across several industries, but we assume local business owners do one thing and stick to their knitting. Draw them out. You learn: Their business might be expanding. There might be insurance needs in the background.

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