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Agent to Agent: For Experienced Producers, Service and Prospecting Are the Same Activity

Ask any successful producer in our business what is the single most important activity or skill they attribute to their success, and you’ll hear a variety of responses like: developing relationships, presentation skills, the ability to close, coverage analysis, developing solutions etc...
January 16, 2013

Ask any successful producer in our business what is the single most important activity or skill they attribute to their success, and you’ll hear a variety of responses like: developing relationships, presentation skills, the ability to close, coverage analysis, developing solutions etc. Pick one or all and they are all right, and at the same time all come in second to prospecting.

Check the premise. All of these skills come into play only after producers get in front of prospects. Without the prospect, they are of little or no practical value. The single most valuable skill a producer can possess is the ability to get in front of prospects and fill their pipeline.

Read the rest of this article by David Connolly of iQ Consulting here:
For Experienced Producers, Service and Prospecting Are the Same Activity

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