It was 5 p.m. and Amy, a financial advisor producing about $1.4 million, was heading to her sixth appointment of the day.

She had closed four out of her first five and was confident in another win. As she drove to the appointment, she mentally prepared for how the meeting would be conducted. She is a competitive and confident individual and seldom leaves anything to chance. Amy would never suggest or even ask a client to take her advice—she expects it. Of course, she was never rude to clients, but rather assertive and confident.

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