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CHAPTER 17

TRUE TEAMWORK

“When it comes to teamwork, I can admit that I’m not great at it. When it comes to my business, it’s like my household. I don’t want somebody else folding my laundry. I know what I like and where it goes.”

—Abigail Lechthaler, financial advisor

A mega-financial services company recently announced to associates that, effective immediately, everyone would be part of a team. The reasoning, the execs explained, is that the team approach to selling insurance and financial planning services has become more profitable than the individual approach.

The company’s high-level producers responded to the news uniformly: “No way.”

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