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PAYING TO FEEL BAD


I recall many years ago when I was a sales manager for Connecticut Mutual going on some calls with an agent in another city. He led me into a major restaurant and walked up to the owner, who was an acquaintance of his, shook his hand and said "Are you going to buy that life insurance I showed you?" Right out in front of God and everybody. Not the time for direct and blunt. Needless to say, the sale was not made, the agent wasn’t an agent much longer, and I learned what I call Cunningham’s second law: nobody is going to pay you for making them feel bad.

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