70% of the time, a rep isn't selling anything. He/she is next in line, and the timing is good. This is money, not a new widget with moving parts that needs a ton of customer education and explanation. People already know how extra capital benefits them. It pains me to see some reps patting themselves on the back so hard when it's obvious most of their clients are lay-downs. Your sales may be a product of good marketing and organization, and not your uniquely irresistible personality and closing skill. Remember that. You're not the Wolf of Wall Street. You're not even Jonah Hill.

I need more coffee.