Starters - Agent Knowledge

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    • Why would you pay more
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Mr. Shaffer: Thank You. 

  • Advertisements for agent training materials appear frequently in the National Underwriter magazine.
  • One such ad states, "Selling is 98 percent understanding human beings; 2 percent product knowledge."
  • Wouldn't you agree that a salesman should put more than 2 percent of his effort into understanding the product?

1973 - GOV - The Life Insurance Industry - Hart, Part 2 of 4