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Just Listen by Keith Ferrazzi, Mark Goulston

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9

CHECK YOUR DISSONANCE AT THE DOOR

The most successful people are those who don’t have any illusions about who they are.

—BUD BRAY, AUTHOR, IS IT TOO LATE TO RUN AWAY AND JOIN THE CIRCUS?

Jack was a civil tax attorney. By that, I don’t mean that he did civil law; I mean that he was mild mannered, respectful, even tempered, and calm in his dealings with the IRS for his clients. He was very successful because of his incredible preparation, not because of the force of his personality.

Despite Jack’s successful record, he came to see me because he wasn’t getting as much business as some of his less competent peers. It didn’t take me long to figure out why.

“When people hire a CPA to go up against the IRS,” I said, “they unconsciously want to hire ...

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