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Highthief, I have to respectfully disagree. One of the most effective tools a salesman has is his travel & entertainment expense. Now in this case its a bit flipped because the salesmen are the ones being wined and dined, but that's a production incentive. In this case the company is selling to the salespeople to increase production. I have been the target of that dozens of times. It rarely works on me since my experience has always been that steering business always ends badly, but it does work for others.
Here's something else to think about: I can just about guarantee that you would all be horrified by the commission revenue these guys generate. I don't know exactly how if works because these particular agents deal with Life and not Property/Casualty like I do, but we're talking about huge dollars here.
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