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Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability by Sharon O'Malley, Linda Galindo, Dave Porter

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CHAPTER 7

CLARITY: THE CORE OF ACCOUNTABILITY

“Personal accountability means if we have a discussion and we agree we’re going to do something, that’s what’s going to be done. It’s not a variation of what’s going to be done. It’s what’s going to be done.”

—Alan Bolotin, accredited estate planner, licensed financial planner

Before a financial advisor meets with a new client for the first time, Caitlin, a financial planning director, typically sits down with the advisor to go over the products and plans that will drive the discussion during the meeting. She answers all of the advisor’s questions and doesn’t end the meeting until she is satisfied ...

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