https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2310/Producer-Success-Lesson-35/
... , and the other uses one of the phrases to establish an agreement frame: I appreciate that, and (rebuttal) . ' Then you preface your rebuttal of that remark with another one of the phrases, and so on. Here's an example You: The Edutarians are going to wreck the school system if we aren't careful. Friend: I understand your position, and those programs could improve literacy levels and test scores. You: I respect your opinion, and I feel it's got to stop now or my kids won't learn a thing because the teachers are too busy doing bureaucratic paperwork. Friend: I appreciate how you feel, but .. The instant you hear your friend say but, ' set the anchor. Stand up, lean over them, and yell loudly and intensely ... , keep track of all the times you say but. Notice specifically how your communication might have been different if you'd used and' instead. If you determine that your communication would've been different and more powerful without but, ' you have one good choice. Find a partner to help you, and create a powerful, useful anchor to keep you from using but. Randy M. Schwantz has specialized in coaching Commercial insurance producers since 1991. He can be reached at the Wedge Group, 1408 Hickory Hill Lane, Argyle, TX 76226, (940) 464-9000, fax (940) 454-4622, e-mail [email protected] , Web site www.thewedge.net . Randy M. Schwantz has specialized in coaching Commercial insurance producers since 1991. He can be reached at the Wedge Group, 1408 Hickory Hill Lane, ...