“Here we go again,” Jim thought as he walked into his last call of the day. He always scheduled this monthly call to be the last of his day as it left him annoyed, angry, and confused when he walked out the door. Jim just could not create the type of relationship with this business owner that he felt was key to his success with other clients. There were never issues with products, pricing, or communications from Jim, his agency, or the manufacturers, but these monthly update and prospecting meetings always ended up making Jim feel like a complete failure. Jim’s positive, enthusiastic, and lighthearted approach obviously missed the mark with this client, and Jim was sure the client disliked the meetings as much as he did.