FUNd I agree with you whole heartedly but I would add that the ability of a broker to know when something isn't working and switch gears is a very vital trait/skill. Far to often you'll see brokers that have genuine skill banging their heads against the wall wondering why they aren't closing more when they are calling the same UCC's that the guy who left the company 2 weeks earlier was calling. Knowing when to switch strategies can save a lot of aggravation.