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CHAPTER 34

GO AHEAD: DO IT YOUR WAY

Another viable route is to let those you’re nurturing find their own way and make their own mistakes. And nobody knows that better than Dave.

When Dave was a twenty-two-year-old newcomer to the insurance industry in 1983, he and a couple of other salesmen pitched in to buy a “robot” machine that made phone calls for them. The granddaddy of today’s “robo-calls,” the machine dialed a number, waited for someone to answer, and then paused for five seconds. Then a recording explained who Dave was, said he was calling about insurance, and asked whoever answered the phone to press 1 if he or she was not happy with ...

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