And then the third thing you need to do, number three, is put them to use. I give advice when people reach out to me for coaching because I know the things I’m talking about work. They don’t work if you don’t use them. You shouldn’t use them, if you don’t practice. You can’t practice, if you don’t pay attention.
But don’t come to me and say, “I can’t book appointments,” or, “Man, I’m having a tough time getting past the gatekeeper.” And I rattle off three or four different things that we had talked about prior, and you’ve not tried any of them. You’re just not competent. Your problem’s up here, and it’s not with the actual techniques. And you got to get it through your head that if you’re seeking advice from people who know, that have been there, done that, and things have worked for them, then if you can replicate it, you’re going to kill it in commercial insurance. But you can’t do that unless you pay attention, you practice, and then you put the stuff to use.
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