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Summary

Regardless of your decision about which path to take, what I care about is that you achieve your goals and that you do so with the least amount of wasted time and energy. Over the years, the financial services industry has gotten a reputation for caring more about the money it makes than the solutions it offers the consumer. Granted, some of that reputation has been earned by those who care only about their bottom line and not their customers' needs. However, I have found that the financial services industry is really not that different from any other industry in America—it has its good guys and its bad guys. And just as in other industries, the good guys don't like the bad guys any more than you do.

I'll share with you what I feel is most sad about the sales process in general. It simply doesn't breed enough diversification in the variety of sales reps people have to choose from. Only a certain breed of person can survive the rigors and the pressure of sales. Unfortunately, in the dog-eat-dog sales environment, we lose a very necessary force—the less aggressive sales reps who want only to do good by making sure their clients gets the best possible information, even at the cost of losing a sale.


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