You are the Firm! "I don't know what your destiny will be but one thing I know, the only ones among you who will be really happy are those who will have sought and found how to serve." Dr. Albert Schweitzer Always be mindful of your aura of influence. Professionals in selling always identify themselves with their companies. They never say "the company," it is always "we." Prospects or clients cannot talk about your company without including you. You cannot refer to your company without including yourself. In your prospects'/clients' eyes, you do more than represent the firm -- you are the firm . Here's a quotation we saw at the reception desk of a Dallas hotel some years ago. It describes the influence of a single individual. "An institution may spread itself over the entire business community. It may employ all kinds of people . . . but the average person will almost always form a judgment of it through contacts with one indiv...