Why aren't you selling more? Given the economy and the continuing soft market, many producers are experiencing shrinking books of business. Add to that the demands of servicing and renewing their existing books, and there's no lack of excuses for not selling more new business.

But excuses don't pay the bills, and some producers continue to enjoy significant increases in their books despite formidable obstacles. In good times and bad, some producers consistently make new sales. How do they do it?

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