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Nova Scotia. The manager of an insurance agency group told the salesmen under him that they weren’t being assertive enough. They weren’t showing a willingness to do whatever it takes to get their job done. One agent wanted to change that right away. Outside the window, on the 17th floor, were some workmen on a scaffold. He wrote them a note, asking them if they’d be interested in life, accident, or disability insurance, and he held the note up to the window. They said they’d talk to him if he’d come out onto the scaffold with them. And he did, with the help of a cable from the roof, and he sold one of them fifty thousand dollars worth of life insurance.