"When I meet with a businessowner, nothing excites me more than being able to go to the first interview with a totally open mind. The objective of this meeting is to get the businessowner to talk about his or her business; the problems, the challenges, and the opportunities that are available and the areas that are most disturbing.

"The typical business has so many needs that can be addressed with our products that I know that if I ask the right questions, and get the prospect to talk, it will not be long before a problem or opportunity will surface that I can solve. I usually don't have long to wait."

— Tom Flournoy, III, CLU, ChFC
Atlanta, GA