Remembering Dick and Myra Larkin - National Association of ...

usiness tipsHow to Keep Clientsin the New EconomyBY DAVID NEUENSCHWANDERBlood in the streets. Carnage. Everyoneis losing their home, job or business.That’s about all we’re hearing aboutthese days, right?And let’s face it - these are hard timesto be an agent. Even the die-hard, happy-go-luckyoptimists are probably questioningtheir sanity a bit.How should I respond to the currenteconomic situation?First, we’ve got to be honest. Theseare challenging times. The very bestagents right now aren’t pretending thestorm clouds don’t exist, instead they arelooking for silver linings, and they areplanting crops.They’re asking themselves a smartquestion, and it’s the very best questionthat you can be asking yourself right now.Here’s how I learned it: I was 20 yearsold, sitting in a huge arena listening toZig Ziglar for the first time. The smell ofburnt popcorn and cheap hotdogs filledthe air, but I barely noticed it.I’d heard people mention the WINPrinciple before, but for the first time Iactually got it. In case you haven’t heard,W.I.N. stands for What’s ImportantNow?And that’s the question for you to bethinking about now, especially with everythinggoing on in the economy as a14 — Exclusivefocus Summer 2009