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Many companies seem to even have negative returns on their new business and I'm afraid that is not something that's going to go away easily either . This edition includes the full book as well as a comprehensive companion with historical notes, character overview, themes overview, and chapter summaries. This is a self-study course consisting of the coursebook with updates for 12 months after enrolment (further details on updates are included on the title page of the study text). Ideas in this book have generated over 2 million leads and billions in commissions for life insurance, group benefits, financial services, commercial lines, annuities, personal lines, individual health and senior products. But gaining customer loyalty requires hard work, care, and attentiveness. In this book, you'll learn to assess the lifetime value of a customer, and why it makes sense to build loyalty among your target customers. 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