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You must learn to know him and gain his trust. This is the first step in the success. Then we must listen, and listen to the still listen. Do not think of your profit or commission but still its interest. a stable relationship is based on trust. treat it as you would treat your wife or your children. It should almost be part of your family. And all this is only the beginning of a very long-term job for which you should follow your advice.
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