Evan Polin is the president of The Training Resource Group, Inc. He coauthored Selling Professional Services the Sandler Way with his father, Chuck Polin, geared towards non-selling professionals on the importance of how to develop business.
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Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your servi... SEE MORE