An 18-wheeler slid into a ditch. A little old lady pulled up with her two Chihuahuas in the car and called to the driver, "Throw me a chain and I'll have my dogs pull you out of the ditch." "Lady!" he replied, "How are you going to get those two little dogs to pull this diesel truck out of a ditch?" "I'll use whips!" she answered. The moral? If the plan is flawed, using whips will not help! According to the IIABA-commissioned Insurance Distribution Study, less than half of all agencies even have a formal sales plan, much less a flawless plan. Here's how to get one....

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