Louise Santosuosso led her first early-morning incentive-conference boot camp during the 2010 John Hancock Financial Network Achieving Client Excellence meeting. “No one knew who the heck I was, and this was never done before. I think about eight people showed up,” she recounts. “But I kicked their butts!” Word got around. “These top producers are very competitive and they started ‘trash talking’ to each other. By the final morning I had 40 people. ...

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