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Emily Huling on How to Sell In a Hard Market

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About 10 years ago, noted insurance sales consultant Emily Huling wrote her book, Selling In a Hard Market. Given signs a hard market may be returning, Insurance Journal's Andy Simpson thought it would be good to check in with Huling, president of Selling Strategies, to ask if anything has changed. Are the strategies for successful selling in a hard market different today than they were 10 years ago?

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