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You wear many hats.  Sometimes you are a benefits specialist.  Other times you wear your insurance agent hat.  You are considered a financial advisor.  You incorporate financial planning into your practice.  You also wear the hat of a volunteer within a community organization.  How can you get business?

You can’t be heavy-handed, that’s for sure.  Over the years I’ve heard about the guy standing at the door of a church handing out his business card as people were leaving the service.  I’ve heard about the guy who approached each of the organization’s board members saying: “I’d like to look over your personal finances sometime.”  I’ve heard about the realtors who would wear company blazers to country club events.  Why have I heard about them?  Because people talked about them in a critical way.

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